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Workforce Software's Transformation: From Traditional Leads-Based Strategy to Account-Based Approach
技术
- 传感器 - 自动驾驶传感器
适用行业
- 设备与机械
- 石油和天然气
适用功能
- 人力资源
- 销售与市场营销
用例
- 库存管理
- 人员跟踪与监控
挑战
WorkForce Software 是一家集成员工体验和劳动力管理解决方案的全球提供商，在 COVID-19 大流行期间面临着重大挑战。尽管在此期间实现了快速增长，但该公司的上市 (GTM) 策略是传统的、基于潜在客户的策略，并没有创造理想的客户体验。该公司的大部分内容都是为了收集潜在客户和电子邮件地址，然后这些内容就会充斥着未经请求的内容。这种方法不仅具有侵入性，而且在创造积极的客户体验方面也无效。此外，该公司缺乏必要的数据来正确定位客户并了解他们在买家旅程中的地位。他们的总体方法过于通用，并且缺乏联系正确决策者的工具。
关于客户
WorkForce Software 是全球第一家具有集成员工体验功能的劳动力管理解决方案提供商。该公司的 WorkForce Suite 可适应每个组织的需求，无论其独特的薪酬规则、劳动法规和时间表如何。它在工作发生的时间和地点提供突破性的员工体验。 WorkForce Software 是企业级且面向未来的软件，可帮助世界上一些最具创新性的组织优化其劳动力、防范合规风险并提高员工敬业度，以释放弹性和最佳绩效的新潜力。该公司迎合各种员工的需求，包括无办公桌员工或办公室员工、工会员工、全职员工、兼职员工或季节性员工，使管理全球劳动力变得简单、成本更低、对每个人来说都更有价值。
解决方案
WorkForce Software 决定将其 GTM 从传统的基于销售线索的策略转变为基于客户的方法。他们充分利用已有的解决方案 Demandbase One 的潜力。他们确定了理想的客户档案 (ICP)，并围绕这些公司调整了资源。他们还取消了所有内容的大门，这不仅改善了客户体验，而且还提供了有关潜在客户消费内容的新见解。借助需求基础意图信号，他们能够了解潜在客户在购买旅程中的哪个阶段。他们开始按行业和购买阶段瞄准买家，并随着买家在渠道中的移动而改变他们提供的内容。他们还用 Demandbase Sales Intelligence Cloud 取代了之前的销售情报/联系人供应商，以确保数据准确性并轻松找到合适的联系人。
运营影响
数量效益
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