{"id":65117,"date":"2022-04-18T19:25:06","date_gmt":"2022-04-18T11:25:06","guid":{"rendered":"https:\/\/www.growthhk.cn\/?p=65117"},"modified":"2022-04-18T19:25:08","modified_gmt":"2022-04-18T11:25:08","slug":"%e4%bb%8e%e5%87%a0%e4%b8%aa%e6%9c%af%e8%af%ad%e4%b8%ad%e5%8f%82%e9%80%8fto-b%e9%94%80%e5%94%ae","status":"publish","type":"post","link":"https:\/\/www.growthhk.cn\/quan\/65117.html","title":{"rendered":"\u4ece\u51e0\u4e2a\u672f\u8bed\u4e2d\u53c2\u900fTo B\u9500\u552e"},"content":{"rendered":"\n<p>\u6211\u4eec\u5e38\u8bf4\uff1a\u8981\u4e86\u89e3\u4e00\u5bb6\u516c\u53f8\u7684\u6587\u5316\uff0c\u4ece\u8be5\u516c\u53f8\u7684\u672f\u8bed\u5f00\u59cb\uff1b\u540c\u6837\uff0c\u901a\u8fc7\u5b66\u4e60\u9500\u552e\u672f\u8bed\uff0c\u4e5f\u53ef\u4ee5\u770b\u51fa<span class=\"wpcom_tag_link\"><a href=\"https:\/\/www.growthhk.cn\/tag\/to-b\" title=\"To B\" target=\"_blank\">To B<\/a><\/span>\u884c\u4e1a\u4e0d\u4e00\u6837\u7684\u9500\u552e\u6d41\u7a0b\u548c\u7ed3\u679c\u8003\u6838\u3002<\/p>\n\n\n\n<p><strong>MQL vs SQL\uff1aMarketing Qualified Leads \uff08\u8425\u9500\u5408\u683c\u7ebf\u7d22\uff09 vs. Sales Qualified Leads (\u9500\u552e\u5408\u683c\u7ebf\u7d22)&nbsp;<\/strong><\/p>\n\n\n\n<p>MQL\u662f\u516c\u53f8\u901a\u8fc7\u6574\u4f53\u7684\u5e02\u573a\u6d3b\u52a8\u6765\u83b7\u53d6\u7684\u9500\u552e\u7ebf\u7d22\u3002\u8fd9\u4e9b\u6d3b\u52a8\u5305\u62ec\u5404\u79cd\u7ebf\u4e0a\u7ebf\u4e0b\u4f1a\u8bae\u3001\u516c\u53f8\u7f51\u7ad9\u3001\u6f14\u793a\u6216\u8005\u4ea7\u54c1\u8bd5\u7528\u7b49\u3002\u4e00\u65e6\u9500\u552e\u4eba\u5458\u8ddf\u8fdb\u4e86MQL\uff0c\u5e76\u53d1\u73b0\u5b83\u4eec\u662f\u9ad8\u8d28\u91cf\u7684\uff0c\u5b83\u4eec\u5c31\u53d8\u6210\u4e86SQL\uff08\u9500\u552e\u5408\u683c\u7ebf\u7d22\uff09\u3002SQL\u610f\u5473\u7740\u9500\u552e\u56e2\u961f\u5df2\u5c06\u6b64\u9500\u552e\u7ebf\u7d22\u89c6\u4e3a\u6f5c\u5728\u5ba2\u6237\u3002<\/p>\n\n\n\n<p>\u7b80\u5355\u6765\u8bf4\uff0cMQL\u5ba2\u6237\u5c1a\u672a\u51c6\u5907\u597d\u8fdb\u5165\u8d2d\u4e70\u9636\u6bb5\uff0c\u800cSQL\u662f\u5df2\u7ecf\u5904\u4e8e\u8d2d\u4e70\u5468\u671f\u4e2d\u3002\u4eceMQL\u8f6c\u5316\u4e3aSQL\u7684\u6bd4\u7387\u662f\u8425\u9500\u548c\u9500\u552e\u4e4b\u95f4\u7684\u91cd\u8981\u5173\u7cfb\u3002\u901a\u8fc7\u8c03\u6574\u9500\u552e\u548c\u5e02\u573a\u8425\u9500\u7684\u5408\u4f5c\u65b9\u5f0f\uff0c\u5c06\u91cd\u70b9\u653e\u5728\u9ad8\u8d28\u91cf\u7684\u9500\u552e\u7ebf\u7d22\u4e0a\uff0c\u4e00\u76f4\u662fTo B\u884c\u4e1a\u5efa\u7acb\u5065\u5eb7\u7684\u9500\u552e\u7ba1\u9053\u7684\u4e00\u9879\u91cd\u8981\u4e3e\u63aa\u3002<\/p>\n\n\n\n<p><strong>CLV\uff1aCustomer Lifetime Value \u5ba2\u6237\u751f\u547d\u5468\u671f\u4ef7\u503c<\/strong><\/p>\n\n\n\n<p>\u5ba2\u6237\u751f\u547d\u5468\u671f\u4ef7\u503c\uff0c\u6307\u7684\u662f\u5ba2\u6237\u5728\u5176\u201c\u4e00\u751f\u201d\u4e2d\u9884\u671f\u4f1a\u82b1\u8d39\u5728\u516c\u53f8\u670d\u52a1\u6216\u4ea7\u54c1\u4e0a\u7684\u603b\u91d1\u989d\uff0c\u5b83\u5305\u62ec\u5ba2\u6237\u73b0\u5728\u5df2\u7ecf\u7ed9\u516c\u53f8\u521b\u9020\u7684\u4ef7\u503c\uff08\u5386\u53f2\u4ef7\u503c\uff09\u548c\u4e4b\u540e\u9884\u671f\u4f1a\u521b\u9020\u7684\u4ef7\u503c\uff08\u9690\u5f62\u4ef7\u503c\uff09\u4e24\u90e8\u5206\u3002\u7531\u4e8e\u9500\u552e\u5468\u671f\u957f\uff0c\u516c\u53f8\u6295\u5165\u5de8\u5927\uff0c\u4e14\u6700\u7ec8\u8bae\u4ef7\u4e5f\u4f1a\u975e\u5e38\u6b8b\u9177\uff0c\u5728\u7b7e\u7ea6\u4e4b\u524d\u9700\u8981\u8003\u8651CLV\u6765\u786e\u5b9a\u9884\u671f\u6536\u76ca\uff1b\u540c\u6837\u5728\u7eed\u7b7e\u5408\u540c\u65f6\uff0c\u4e5f\u8981\u8bc4\u4f30\u4e4b\u524d\u7684\u6295\u5165\u4ea7\u51fa\u548c\u4e4b\u540e\u7684\u9884\u671f\u6536\u76ca\u3002<\/p>\n\n\n\n<p>\u5bf9\u4e8e\u662f\u5426\u8981\u7eed\u7ea6\u7684\u5ba2\u6237\uff0c\u9700\u8981\u901a\u8fc7CLV\u5c06\u5ba2\u6237\u5206\u4e3a\u4e09\u7c7b\uff1a\u4e00\u7c7b\u662f\u6b63\u6536\u76ca\u5ba2\u6237\uff0c\u8fd9\u7c7b\u5ba2\u6237\u521b\u9020\u7684\u6536\u76ca\u5927\u4e8e\u7ef4\u62a4\u5b83\u7684\u6210\u672c\uff1b\u4e00\u7c7b\u662f\u96f6\u6536\u76ca\u5ba2\u6237\uff0c\u8fd9\u7c7b\u5ba2\u6237\u521b\u9020\u7684\u6536\u76ca\u4e0e\u7ef4\u62a4\u6210\u672c\u6301\u5e73\uff1b\u4e00\u7c7b\u662f\u8d1f\u6536\u76ca\u5ba2\u6237\uff0c\u8fd9\u7c7b\u5ba2\u6237\u521b\u9020\u6536\u76ca\u5c0f\u4e8e\u7ef4\u62a4\u6210\u672c\u3002\u4f46\u5373\u4f7f\u5bf9\u4e8e\u8d1f\u6536\u76ca\u5ba2\u6237\uff0c\u4e5f\u5e76\u4e0d\u610f\u5473\u7740\u6211\u4eec\u5c31\u9700\u8981\u629b\u5f03\uff0c\u56e0\u4e3a\u65e0\u5229\u53ef\u56fe\u7684\u5ba2\u6237\u53ef\u80fd\u5728\u5176\u4ed6\u65b9\u9762\u662f\u6709\u4ef7\u503c\u7684\uff0c\u53ea\u662f\u9700\u8981\u66f4\u8c28\u614e\u5730\u5206\u914d\u5728\u8fd9\u90e8\u5206\u5ba2\u6237\u8eab\u4e0a\u7684\u6295\u5165\u3002<\/p>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"aligncenter size-full\"><img decoding=\"async\" width=\"1024\" height=\"683\" src=\"https:\/\/www.growthhk.cn\/wp-content\/uploads\/2022\/04\/b915a02bb5194fe78d93be84d1883d0e.jpg\" alt=\"\" class=\"wp-image-65092\"\/><\/figure><\/div>\n\n\n\n<p><strong>ICP\uff1aIdeal Customer Profile\u7406\u60f3\u5ba2\u6237\u753b\u50cf<\/strong><\/p>\n\n\n\n<p>\u4f01\u4e1a\u8fd0\u8425\u7684\u76ee\u7684\u6700\u7ec8\u8fd8\u662f\u8981\u83b7\u5f97\u5229\u6da6\uff0c\u4f46\u6b63\u5982\u524d\u9762CLV\u4e2d\u6240\u8ff0\uff0c\u5e76\u4e0d\u662f\u6240\u6709\u7684\u5ba2\u6237\u90fd\u6709\u5229\u53ef\u56fe \u3002\u5982\u679c\u4e0d\u9009\u62e9\u5ba2\u6237\uff0c\u5bf9\u4e8eTo B\u4f01\u4e1a\u7684\u8fd0\u8425\u6765\u8bf4\uff0c\u5c06\u4f1a\u662f\u4e00\u573a\u707e\u96be\u3002\u5bf9\u524d\u7aef\uff0c\u65e0\u6cd5\u7ed9\u51fa\u6e05\u6670\u7684\u5e02\u573a\u8425\u9500\u7b56\u7565\uff1b\u5bf9\u540e\u7aef\u670d\u52a1\uff0c\u670d\u52a1\u7ebf\u62c9\u5f97\u592a\u957f\uff0c\u65e0\u6cd5\u5f62\u6210\u89c4\u6a21\u5316\uff0c\u6807\u51c6\u5316\u3002\u5bf9\u540e\u7aef\u7814\u53d1\uff0c\u65e0\u6cd5\u5f62\u6210\u6e05\u6670\u7684\u4ea7\u54c1\u5f00\u53d1\u7b56\u7565\u3002\u51e1\u6b64\u79cd\u79cd\uff0c\u6700\u7ec8\u5c06\u4e0d\u53ef\u907f\u514d\u5730\u5f15\u8d77\u5ba2\u6237\u7684\u6d41\u5931\u3002\u6240\u4ee5\u786e\u5b9aICP\u7684\u76ee\u7684\u5c31\u662f\u4e3a\u4e86\u7ed9\u6bcf\u4e2a\u9500\u552e\u4eba\u5458\u4e00\u4e2a\u6e05\u6670\u7684\u4fe1\u53f7\uff1a\u4e0d\u80fd\u6361\u5230\u7bee\u91cc\u5c31\u662f\u83dc\uff0c\u9700\u8981\u628a\u7cbe\u529b\u653e\u5728\u80fd\u771f\u6b63\u5e26\u6765\u6548\u76ca\u7684\u3001\u9ad8\u8d28\u91cf\u7684\u5ba2\u6237\u4e0a\u3002<\/p>\n\n\n\n<p><strong>ARR\uff1aAnnual Recurring Revenue\uff08\u5e74\u7ecf\u5e38\u6027\u6536\u5165\uff09<\/strong><\/p>\n\n\n\n<p>\u4fd7\u8bdd\u8bb2\uff1a\u7ecf\u5e38\u6027\u6536\u5165\u662f\u6700\u597d\u7684\u6536\u5165\uff0c\u56e0\u4e3a\u7ecf\u5e38\u6027\u6536\u5165\u88ab\u89c6\u4f5c\u662f\u8fde\u7eed\u4e0d\u65ad\u3001\u7a33\u5b9a\u53d6\u5f97\u7684\u6536\u5165\u3002\u7ecf\u8425\u8005\u6700\u62c5\u5fc3\u7684\u662f\u201c\u5403\u4e86\u4e0a\u987f\u6ca1\u4e0b\u987f\u201d\uff0c\u6240\u4ee5\u5982\u679c\u7ecf\u5e38\u6027\u6536\u5165\u9ad8\uff0c\u516c\u53f8\u7684\u53d1\u5c55\u4e5f\u5c06\u4f1a\u6bd4\u8f83\u7a33\u5065\u3002\u5c3d\u7ba1\u6bcf\u5bb6\u516c\u53f8\u90fd\u975e\u5e38\u5173\u6ce8ARR\uff0c\u4f46\u4e3a\u4f55To B\u9500\u552e\u9700\u8981\u683c\u5916\u91cd\u89c6\uff1f\u56e0\u4e3aTo B\u884c\u4e1a\u9500\u552e\u7684CAC\u8981\u8fdc\u9ad8\u4e8e\u5176\u4ed6\u884c\u4e1a\u3002<\/p>\n\n\n\n<p><strong>CAC\uff1aCustomer Acquisition Cost \uff08\u83b7\u5ba2\u6210\u672c\uff09<\/strong><\/p>\n\n\n\n<p>CAC\u662f\u516c\u53f8\u8ba1\u7b97\u6295\u5165\u4ea7\u51fa\u6bd4\u7684\u4e00\u79cd\u65b9\u5f0f\uff0c\u800cTo B\u9500\u552e\u4e4b\u6240\u4ee5\u5173\u6ce8\u83b7\u5ba2\u6210\u672c\u662f\u56e0\u4e3a\u9500\u552e\u5468\u671f\u957f\uff0c\u4e3a\u83b7\u5f97\u4e00\u4e2a\u5ba2\u6237\u6295\u5165\u5de8\u5927\u3002\u8fd9\u4e5f\u4ece\u53e6\u4e00\u4e2a\u4fa7\u9762\u8bf4\u660e\u4e86ARR\u7684\u91cd\u8981\u6027\uff0c\u5982\u679c\u82b1\u4e86\u4e24\u5e74\u624d\u83b7\u5f97\u7684\u5ba2\u6237\uff0c\u548c\u516c\u53f8\u5408\u4f5c\u4e00\u5e74\u5c31\u8d70\u4e86\uff0c\u8fd9\u7edd\u5bf9\u4e0d\u662f\u4e00\u4e2a\u5408\u7b97\u7684\u4e70\u5356\u3002<\/p>\n\n\n\n<p><strong>ASP\uff1aASP\u6709\u4e24\u79cd\u89e3\u91ca\uff0c\u4e00\u79cd\u662fAnnualized Sales Productivity\uff08\u9500\u552e\u5e74\u4ea7\u51fa\uff09\uff0c\u8fd8\u6709Average Sales Price\uff08\u5e73\u5747\u9500\u552e\u4ef7\u683c\uff09<\/strong><\/p>\n\n\n\n<p>\u9500\u552e\u662f\u516c\u53f8\u6536\u5165\u6765\u6e90\u7684\u4fdd\u8bc1\uff0c\u5f53\u7136\u4e5f\u662f\u516c\u53f8\u6700\u8d35\u7684\u652f\u51fa\u9879\u4e4b\u4e00\uff0c\u6240\u4ee5\u76d1\u63a7\u9500\u552e\u6bcf\u6708\u3001\u6bcf\u5b63\u3001\u6bcf\u5e74\u7684\u9500\u552e\u4ea7\u51fa\u5f53\u7136\u662f\u516c\u53f8\u7684\u5e38\u89c4\u52a8\u4f5c\u3002\u540c\u6837\uff0c\u4e5f\u9700\u8981\u7ed9\u9500\u552e\u8bbe\u5b9aASP\u7684\u6807\u6746\uff0c\u8b6c\u5982\u8fbe\u5230\u591a\u5c11ASP\u624d\u7b97\u5408\u683c\u3002<\/p>\n\n\n\n<p>To B\u9500\u552e\u7684\u4ef7\u683c\u533a\u95f4\u76f8\u5bf9\u8f83\u5927\uff0c\u800c\u4e14\u6bcf\u4e2a\u4ea4\u6613\u4ef7\u683c\u90fd\u53ef\u80fd\u4e0d\u540c\uff0c\u901a\u8fc7\u5b9e\u65f6\u76d1\u63a7\u5e73\u5747\u9500\u552e\u4ef7\u683c\u53ef\u4ee5\u4e86\u89e3\u5e02\u573a\u7684\u7ade\u4e89\u6c34\u5e73\uff0c\u5404\u4ea7\u54c1\u7ec4\u7684\u5229\u6da6\u6c34\u5e73\uff0c\u8fdb\u800c\u4e3a\u516c\u53f8\u5236\u5b9a\u5e94\u5bf9\u7b56\u7565\u63d0\u4f9b\u4f9d\u636e\u3002<\/p>\n\n\n\n<p>\u4ee5\u4e0a\u4ec5\u4ec5\u662f\u975e\u5e38\u7c97\u7565\u7684\u4ecb\u7ecd\uff0cTo B\u9500\u552e\u7684\u672f\u8bed\u8fdc\u4e0d\u6b62\u8fd9\u4e9b\u3002\u4f46\u9700\u8981\u8bf4\u7684\u662f\uff0c\u4efb\u4f55\u4e00\u4e2a\u672f\u8bed\uff0c\u90fd\u6709\u81ea\u5df1\u7684\u5b9a\u4e49\u548c\u4f7f\u7528\u6216\u8005\u8ba1\u7b97\u65b9\u6cd5\u3002\u5404\u5bb6\u516c\u53f8\u6839\u636e\u4ea7\u54c1\u5e02\u573a\u7684\u4e0d\u540c\uff0c\u8fd8\u4f1a\u6709\u6240\u521b\u9020\uff0c\u6240\u4ee5\u5207\u52ff\u90af\u90f8\u5b66\u6b65\u3002<\/p>\n","protected":false},"excerpt":{"rendered":"<p>\u6211\u4eec\u5e38\u8bf4\uff1a\u8981\u4e86\u89e3\u4e00\u5bb6\u516c\u53f8\u7684\u6587\u5316\uff0c\u4ece\u8be5\u516c\u53f8\u7684\u672f\u8bed\u5f00\u59cb\uff1b\u540c\u6837\uff0c\u901a\u8fc7\u5b66\u4e60\u9500\u552e\u672f\u8bed\uff0c\u4e5f\u53ef\u4ee5\u770b\u51faTo B\u884c\u4e1a\u4e0d\u4e00\u6837\u7684\u9500\u552e\u6d41\u7a0b\u548c\u7ed3\u679c\u8003\u6838\u3002 MQL vs SQL\uff1aMarketing Quali\u2026<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[2036],"tags":[3607],"special":[],"class_list":["post-65117","post","type-post","status-publish","format-standard","hentry","category-quan","tag-to-b","entry"],"views":64197,"_links":{"self":[{"href":"https:\/\/www.growthhk.cn\/wp-json\/wp\/v2\/posts\/65117","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.growthhk.cn\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.growthhk.cn\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.growthhk.cn\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.growthhk.cn\/wp-json\/wp\/v2\/comments?post=65117"}],"version-history":[{"count":0,"href":"https:\/\/www.growthhk.cn\/wp-json\/wp\/v2\/posts\/65117\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.growthhk.cn\/wp-json\/wp\/v2\/media?parent=65117"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.growthhk.cn\/wp-json\/wp\/v2\/categories?post=65117"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.growthhk.cn\/wp-json\/wp\/v2\/tags?post=65117"},{"taxonomy":"special","embeddable":true,"href":"https:\/\/www.growthhk.cn\/wp-json\/wp\/v2\/special?post=65117"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}