????? ?????-??????? (ABM) ??? ???????? ?????? B2B ??? ????? ????? ??????? ?????? ??? ??? ???? ?????? ??? ?? ??????? ???????? ???? ??? ????. ????? ????? ????? ???? ????? ?????, ABM ??????? ??? ????? ??? ??? ????? ???? ????, ??????? ???????? ?????? ??? ??????? ?? ?????? ???????? ????????? ?? ???? ?????.
??? ?????, 79% ????????? ??????? ????? ????? ????? ???? ?? ??????? ???????. ?? ???? ???? ABM ???? ?????? ?? ??? ???? ??????? ?????. ?????? ????? ??? ??? ????? ?? ??????? ????? ??? ????????? ????????? ???? ????? ???????? ??.
????? ?????-??????? ????? ??????? ????? ?????
??? ????? ???? ???? ????? ?????-???????, ??? ????? ???? ?????? ?????? ??????? ????? ????? ??????? ?-SaaS.
?????? B2B ??????, ???? SaaS ????? ?????? ???????? ???? ???? ??? ???????? ??????? ????"?, ?????? ??????? ?? ???????? ??? ????? ????? ????? ?? ?????. ????? ??? ????? ??? ????? ????? ????? ??? ???? ???? ????? ????. ?? ???? ???? ??????? ???? ?????? ???? ?????? ????? ?? ???????.
???, ?? ABM, ????? ?????? ????. ?? ?? ????? ??? ??? ???:
- ??? ??????? ???????? ????? ????? ?? ?????? ???? ??? ???? ?? ??? ?????? ??? ??????, ?????? ?????? ??????????.
- ???? ?? ?????????? ?????? ???????? ?????? ?????? ???? ????? ???????, ???? ???? ???????? ???????? ??? ???? ??????.
- ???? ????? ?? ??????????? ???? ???? ?????, ????? ????? ???? ??? ???? ????, ?????? ????? ?? ?????? ?????? ?????? ?????? ?? ?? ????? ???.
- ??????? ??? ?????? ??????? ??????? ?????? ???? ?????????, ?????? ??????? ????"? ???? ??? ????? ?????? ??????? ???? ??????.
- ????? ???????????? ???? ??? ???????? ?? ?? ?????? ?????? ??????, ??????????? ?????? ?????.
???? ?????? ?? ?????? ?? ???????? ????? ?????? ???????? ?????? ??? ????? ???? ??????. ?? ????? ?????-??????? ?????? ??????? ???? ?????? ??, ???? ???? ???? ????? ????? B2B ?????? ???? ??? ????? ??????.
???? ???? ????? ?????-???????: ????? ??? ??? ???
????? ?????-??????? ???? ???? ?????? ??????? ????? ?????? ????? ?? ???? ??? ?? ?????? ???? ??? ????. ?????? ?????? ????? ??? ????? ????? ????? - ?? ?????, ?? ??????, ?? ??? ???? ???? ??? ??????. ?? ???? ????? ?????-??????? ?????:
- ?????? ?????? ???? ??? ????
?????? ?????. ????? ????? ???? ???? ????? ???????, ???? ???? ????? ???????? ????? ???? ????? ????. ??? ?????? ????? ??????? ?????? ?? ?????? ????????? ???????.
- ???? ???? ????? ??-?????
?? ?????, ??? ????? ?????, ?????? ?????, ?????? ???? ???? ???: ????? ??????? ??????. ?????? ??, ???? ?????? ???? ?????? ?????? ?? ??????? ??? ????? ???? ?????? ????? ???? ??? ????.
3. ???? ????? ?? ????
??? ?? ?????? ?????, ??? ?????? ???? ???? ????? ??????? ?? ????? ???? ???? ????. ???? ?? ????? ???????, ??? ?????? ???? ????, ????? ?????? ???? ????? ?????? ??????? ???? ????.
4. ??? ???????? ??????? ?????
???? ???????. ??? ???? ??????? ?????? ?????? ?? ?? ?????, ??? ?? ?? ???? ?????? ?????, ????? ????? ????? ?? ???? ???? ????? ?? ??????? ???. ???? ?????? ???? ?????? ???????, ??? ????? ????? ??.
5. ????? ?????? ?????? ??????
?? ???? ????? ???? ?? ?? ???? ????. ?????? ?????? ?????? ????? ?? ??? ?????, ???? ????? ??????? ??????? ???. ???? ?????? ?? ?????? ?????? ???? ??????, ?? ?????.
6. ??? ??? ?? ????? ????
?? ????? ??? ????? ?????? ???? ???????. ???? ?????? ??????, ?? ?? ???????. ??? ???????? ?????? ????, ????? ????? ?? ???? ??????? ?????????. ????? ??? ????? ????? ???? ?????? ??????.
7. ????, ????? ??????
????? ???? ?? ????? ???????; ??? ??????. ???? ??? ?????? ?? ?? ????? ??????? ?????? ????? ??? ??? ?????? ?? ????????? ????. ABM ?????; ??? ?????? ????, ?? ????? ??? ????.
???? ABM ??????:
?? ??? ????? ??? ABM ????, ???? ?? ?? ?????? ??? ??? ?? ???? ????, ????? ?? ??????, ????? ???? ????. ??? ???? ?? ????? ?? ????, ??? ????? ??????? ?? ?????.
??????? ???? ?? ????? ?????-???????
????? ?????-??????? ???? ?? ????? ?? ??????? ??????? ???????? ??? ???? ???? ?????, ????? ?????? ??????. ??????? ??? ????? ?? ???? ?????? ?? ?????? ??? ???? ????? ??????? ??? ????? ????? ?????. ??? ??? ????? ?? ?? ??? ???:
1. ????? ??? ?????? ??????
?????? ?? ????? ?????? ??????? ??????? ???? ????? ?? ???? ?????? ?? ????? ??????? ????. ????? ????? ???, ???? ?????? ????? ????? ?????????? ????? ???? ??? ????? ???? ??????, ?????? ?????? ???"? ??????? ???? ??? ?????. ???? ??? ??????? ???? ????? ?????, ??????? ????? ????? ????? ?????? ????.
2. ????? ????? ???? ????
?????? ?????-???????, ?? ?????? ?? ???? ????????? ????? ?????? ???????? ?????. ?? ???? ?????? ???? ?????? ??????? ?????, ??????? ??????? ?????????? ??? ???????? ?? ????, ???? ??????? ???????? ??? ?????. ?? ???? ?????? ???????? ????, ???? ???? ???? ???? ???? ?? ?????? ????????? ?? ?????.
3. ????? ???????? ???? ??? ????
????? ?? ABM ???? ?????? ?????? ??????? ?????? ???. ???? ????? ?????? ??????? ???????? ???? ??????? ??????, ???????? ?????? ???? ?? ??? ???????. ?????? ????? ??????? ????? ?????? ???????? ?? ???? ?????, ?????, ?????? ?? ??????? ????????. ???? ???, ????? ?????? ?????? ???????? ??? ??????? ????? ?? ????? ?????, ?????? ??????? ????? ??????.
4. ???????? ?????? ?????
?????? ?? ???? ?????? ???? ????? ?? ?? ???? ??? ???? ????? ??? ????. ?????? ?????? ????? ????????? ??????? ?????, ??????? ??????, ?????? ??? ?? ????? ????. ?????? ??? ????? ????? ???????? ????????? ???????? ??????? ????????, ???? ????, ????? ??????? ????? ????? ??????? ????? ??????.
5. ????? ?????? ????? ?????? ????
????? ?????? ?? ?????, ABM ?????? ????? ????? ????? ????????. ???? ????? ???? ?????, ?? ?????? ?? ???????? ??????? ????????? ???????, ????? ?'?-???, ???? ????? ???????? ???? ??? ????. ????? ??? ????? ?????? ????? ?????? ????????? ?????? ?????? ????? ???.
??????? ????? ?????-??????? ???? ????? ????????
??????? ?????? ?????-??????? ????????? ?????? ????????? ?? ?????? ?????? ??????, ????? ??? ??????? ??????? ???????? ????? ??? ????. ??? ???? ????? ?????-??????? ???? ????? ????? ?? ??? ???????? ?????? ???????:
- ????? ???????? ?? ????? ??????
????? ???? ??? ????, ABM ????? ?????? ???????? ???????? ????? ????? ?????? ????. ?????? ??? ?? ?? ?????? ???? ????? ????, ??? ?? ????? ????? ??????? ??????? ?????? ?????? ?? ???????.
- ??????? ??????? ??? ?????? ??????
ABM ????? ????? ?????? ?????? ????? ?? ???? ??????? ???????, ?????? ????? ??????? ???????? ????? ???????? ??????. ??? ?????? ?? ????? ??????? ????? ?????? ??? ?????? ?????, ?????? ??????? ?????? ?????.
- ????? ????? ??? ????
?????? ?????? ????? ??????, ?????? ABM ?????? ???? ??????? ??????? ????? ????? ????. ?? ????? ?????? ????? ?? ??????? ?? ??? ???????? ?????? ????? ???? ??? ????.
- ???? ????? ?????? ?? ?????? ????????
?? ??? ????? ????? ????? ???? ??????? ??????? ????????? ??????? ??????? ?????, ABM ?????? ?????? ??? ???????. ???? ????? ??????? ?????, ?????? ???? ??? ????? ????? ???? ??????? ??? ????? ??????? ??????? ??? ????? ?? ????? ??? ?????.
- ??????? ????? ?????? ????? ??????
?? ?????????? ?????? ABM ????? ???? ?? ????? ????? ?? ??????, ????? ??????? ???????? ???????. ?????? ??? ??? ????, ?????? ?????? ????? ?????? ????, ??? ???????? ?? ?????? ??????? ???? ????? ???? ????? ??? ????.
- ???? ??????? ?????? ?????
????? ????? ??????? (ABM) ???? ???? ????? ??? ??????????. ?? ??????? ?????? ????? ??????? ??? ?????? ?? ???? ???? ?? ????? ????, ?? ?????? ????? ?? ??????? ?????? ?? ????????????? ?? ???? ???????.
- ??? ????? ????? ?????????? ????? ??????
ABM ?????? ???? ??????. ??????? ??????? ???? ?????, ??? ????? ?? ???? ??????, ???? ?????? ????? ??????? ?????? ?????? ?? Upsell ?-cross-sell.
- ????? ?????? ???? ???? ?????? ????????
?????? ?-ABM ????? ??? ????? ???? ??????, ????? ???????? ????? ??????? ????????? ????. ????? B2B ?????? ?????? ????? ??????? ????? ??? ??????? ??????, ????? ??-??? ?????? ?? ????? ??????. ????: ??????? ?????? ????? ?? ????? ?? ??? ????? ??? ?????? ?????????? ?? ?????. ????? ??-???? (Multi-Touch Attribution) ???? ?? ???????????? ??????? ?? ?????. ????? ???? ???? ?? ???? ??????? ??? ???? ?????? ???? ?????, ???? ????? ?????? (Upselling) ?? ????? ????? (Cross-selling).
ABM ????? ????? ??????: ?????? ???????
???? ????????? B2B, ?????? ??????? ????????, ???? ?????? ??? ABM ?????? ?????? ?????? ?????? ???? ?-go-to-market ??????. ????? ????? ????? ?????? ?????, ?? ??? ??, ??? ?????? ????? ????? ?????? ?????:
| ?????? | ????? ????? ??????? (ABM) | ????? ?????? |
| ??? ??? | ??? ?????? ?????? ??????? ?? ??????? ???? ???????? ????, ?????? ????? ?????? ??????? ????? ????? ?????? ?????? ??????? ???? ??????? (ICP) | ?????? ??????? ??? ????? ???? ?? ??? ????? ??????? ???? ?? ????? ???? ??????? |
| ???? ??????? | ???? ?? ?????? ??????? ?????? ????????? ???? ??? ?????? ?? ?? ????? ??????? ???? ????????? ??? | ????? ???????? ??????? ??????? ??? ????, ??? ??? ????? ????? ?????? |
| ???? ?????? | ????? ?? ????????? ??????, ??? ????? ABM, ???? CRM ??????? ??????? ?????? ??? | ????? ?-CMS ??????, ?????? ???"?, ?????? ?????? ??????? ????? ??????? |
| ????? ?????? | ???? ??? ???? ???????? ???? ??????, ???? ??? ??????? ??????? ?? ??????? | ???? ????? ??????, ?????? ??????, ?????? ?????? ????? ????? ???? ??????? |
| ????? ??????-????? | ???? ?? ????? ?????? ????? ?? ??????? ???????, ???? ??????? ??????? ???????? ??????? ???????? ?????? | ???? ????? ?????? ????????, ???? ?????? ????? ????? ???????? ?????? ????? ???? |
| Strat¨¦gie de contenu,en | ????? ????? ????????? ??? ???? ????? ???????? ???????, ?????? ????? ?????? ??????? ????? ????? | ????? ????? ???? ?????? ???????? ????? ???? ??? ?????? ????? |
| ???? ???? | ????? ?????? ?? ???????, ?????-?????? ???????? ?????? ?????? ???????? ????? ???? ?????? | ????? ????? ?? ???? ??? ?????????, ??????? ?????? ????? ??????? ????? |
| ??????? ????? | ???? ?????. ?? ??? ?? ????? ??????, ????? ?????? ???? ????? ???? ??????? ???? ??. | ????? ????? ?????, ?? ????? ????? ?????? ???? ????? ????? ?? ???? ?????? |
???? ????????? ????? ??????? ???????
????? ?????-??????? ????? ?? ???? ????? ???? ?????????? ????. ??? ?????? ??????, ???? ??????? ???? ????? ?????? ??????? ?? ????? ??????. ???? ???? ????????? ABM ???????, ?? ??? ?????? ???? ??? ???? ??????? ?????? ???????:
1. ????? ??????? ?? ?????? ????????? (1:1)
???? ?? ????? ?????? ?????. ?? ????? ???? ?????, ???? ??????? ?????? ?????? ???????? ?? ?????, ?????? ??????? ???????? ???? ??????.
?? ??????? ????? ????????? ??????? ?? ?????? ????? ???????? ???????? ??????, ????? ???????? ?? ??????? ????????. ??????? ??? ?????? ???? ??? ????? ??? ??????? ??????? ????? ??????, ?? ????? ?? ??????? ?????? ????? ????? ??????.
2. ABM Lite (1: ???)
ABM Lite ????? ?????? ???? ?? ?????? ???? ???????? ??????? ??? ??????, ???? ???? ?? ???? ???????. ???? ???? ????? ????? ??? ABM ???????, ?? ??? ????? ???? ???? ?????, ????? ??????? ?????? ??????? ???????.
?? ????? ???? ?????? ???????? ??????? ?????? SaaS, ????? ????? ?? ?????? ??????, ?????????? ????? ??????? ??? BFSI, ????????? ?? ????? ??????. ???? ?? ????? ??? ????? ????? ???? ???? ????.
3. ABM ???????? (1:many)
ABM ???????? ????? ?????????? ????????? ??????? ?????? ??? ?????? ???????? ?????? ?????? ?? ??? ???? ????? ?? ???????. ?????? ?????? ?????? ?? ????? ???????, ?? ?????? ????? ?????????? ?? ????? ????????? ??????? ???????.
????? ?????? ????? ????? ????, ????????? ????? ?? ????? B2B ???????? ????? ????? ????? ????????? ??????? ?????. ??????? ?????? ????? ???? ?????? ?????? ????? ????? ????? ?????? ??????.
??? ABM ?????? ???? ????
????? ?????-??????? ???? ????? ??? ?????? ?????. ??? ????? ?????? ?????? ????????. ?????? ?????? ????? ????? ??? ?????? ?? ????? ?????-??????? ???? ?? ?????? ?????? ????:
- ??? ??? ??????? ?????? ?????? ???? ?? ??????? ???? ??? ???? ??? ???? ????
ABM ????? ?? ???? ??? ????? ???? ??? ??????? ????? ?????? ???????? ??????? ?????? ????????? ?? ????? ????????. ?? ??? ??? ?????? ?? ?????? ???? ??? ???? ??????, ??????? ?? ??? ??? ?????, ABM ?????? ????? ???? ????? ????.
- ??? ????? ??????? ??? ???? ????? ????? ????? ???????
????? ??????? ?????? ?? ??????? ????? ?????? ?????? ?????? ?????? ????? ?????? ??????? ????? ?????, ???? ??? ???????? ??????. ABM ????? ???? ?? ??? ????????? ???? ??????? ???? ??????? ??? ??????? ?????.
- ??? ???? ??????? ??????? ???? ???? ?????? ????? ???? ????????
????? ????? ?????? (ABM) ???? ????? ???? ??? ?? ???? ?? ???????, ???? ????? ??????? (KPI) ?????? ?????. ?? ??????? ???? ??? ?????? ?????? ????? ???? ?? ???? ?????? ??, ????? ????? ?????? (ABM) ????? ?? ?????? ??????? ????.
- ??? ?? ??? ????? CRM ?? ?????????? ????? ??????
???? ??????? ????????? ABM, ????? ????? ????? ????? ??? ????? ????? ??? Vtiger CRM ?????, ?? ????? ???????? ????????? ?? ???"?. ?? ????? ??? ?????? ????? ??? ???????, ?????? ????? ?? ?????? ?????? ???????.
- ??? ??? ??????? ?????? ??? ????? ????? ???? ??? ?? ?????? ??????
?? ???? ??????? ???? ???? ?????? ??????, ????? ?????? ?? ????? ?? ??????, ABM ????? ????? ??? ???? ????? ?? ?????? ???? ????? ???????.
- ??? ????? ?????? ??? ????? ????? ???? ???? ????? ?????? ???????????, ?? ???? ?????? ?????? ?????
ABM ???? ???? ???? ?????? ????? ???????? ??????. ?? ??? ?????? ?????? ????? ????? ?? ?????? ?????, ???????? ?? ??????? ?????? ??????.
?? ????? "??" ?? ??? ??????, ???? ???? ????? ???? ????? ABM ?????? ?????? ??????.
??? ?????? ?? ABM
????? ?????-??????? ???? ???? ??? ???? ??? ??????? ?????? ?????? ?????? ?????, ??? ???? ??? ?????? ????? ????????? ?????? ????? ????? ????? ????, ?? ?? ????, ?????? ???? ?????? ???????? ???????. ?? ?????? ????? ?????? ?????? ??????:
1. ?????? ?? ?????? ????? ???????? ???? (ICP)
????? ?? ????? ???? (ABM) ??? ???? ????? ??? ??? ????? ?????. ?????? ?? ????? ???????? ???? ?? ??? ?????? ??? ??????, ????, ??????, ???? ??? ?????? ?????? ???????. ???? ???? ??????? ????????? ???????. ???? ?? ???? ?????? ?????? ???? ???? ????? ????? ????? ??? ??? ????? ????? ????? ?? ?? ???? ??????.
??????, ?? ????? ???? ????? ????????? ?? ???, ?-ICP ???? ???? ????? ????? ???????? ?? ????? ????? ???? ?????? ?????? ????? ???????? ????????? ???????. ??? ??????? ?? ???? ????, ?? ????????? ???? ???? ??????? ??????? ????.
2. ????? ????? ?????? ??????
?????? ????? ???????, ????? ????? ???????. ?-ABM, ???? ??????? ?? ?? ???? ???? - ???? ?????? ???????? ???? ??? ????. ?? ???? ????? ????, ?? ?? ??????? ???????.
???? ????? ???????, ?????? ??? ?? ??? ?????, ????? ???? ??????? ??????? ?? ??????, ????????? ?????? ????? ??????. ????? ????? ???, ????? ?? ?? ???? ????? ?????? ????? ????? ???? - ?????? ???? ?????? ????, ???? ??????? ?????? ????? ???? ?? ???????.
3. ?????? ????? ???????? ????? ??????? ????
???? ???? ?????? ?????? ??? ????? ABM. ??? ?????? ??? ??????? ????? ????? ????? ??? ????? ????. ????? ?????? ????? ?????:
- ????? CRM ?????? ???? ??? ????? ??? ???????????
- ??? ???"? ?????? ????? ?????? ??????? ?????
- ????? ???? ????? ???? ?????? ?????? ???????
- ??? ????? ???????, ????? ?????? ????????, ????? ??????.
?????? ??????, ????? ????? ???????. ?? ??? ??? ?????? ????? ?? ?????, ????? ??????? ?????? ??? ????????, ??? ????? ABM ????.
4. ???? ?????? ?????? ???
?????? ????. ???? 5 ?? 10 ????? ???????? ???? ?-ICP ????. ??? ?????, ???? ?????? ??????? ????? ???????? ?? ???? ???? ?? ?????? ?????? ????????? ????. ?? ???? ????? ????? ???? ?????, ????? ?????? ????? ?????, ?? ????? ??????? ????? ????? ??????? ?? ????? ????????.
???? ?? ??? ??? ??? ?????? ?? ???????. ???? ?? ?????? ?? ??? ???? ???????? ?? ??????, ???? ?????? ?????? ??? ??? ????? ?????? ?????. ?????? ??????? ??? ??? ???? ?? ????? ???? ???? ??????.
??? Vtiger CRM ??? ???? ?????????? ?????? ????? ???? ABM
????? ?????-??????? ????? ?? ????, ????? ?????? ????? - ??? ????? ????? ??? Vtiger CRM ???? ??? ???? ??? ?? ??????. ?? ??? ????? ??? ????? ?????? ????? ?????????:
????? ????? ?????? ?????? ???-?????
??????? ???????? ???????? ?? Vtiger ??????? ?????? ??????, ????? ?????? ???? ??????? ???? ??? ????? ????. ?? ???? ????? ?????, ???? ?? ??? ?????? ?????? ??? ?????????? ?? ????? ?????? ?? ????? ??????? ???????? ?????.
???????? ??????? ???? ???? ???? ?????
?????? ????????? ?? ????????? ?????? ???? ??????? ?????. ?????? ?????? ????? ????? ?? ??? ?????????? ?? ????? ??????? ???????? ?? "?????", ??????? ?????????? ??????? ????? ?????. ??? ?-ABM ?????, ???? ????? ??????? ???? ?????????, ???? ??????? ?? ????? ??????.
????? ??????? ??????? ???????? ??????
?????? ???????? ?? Vtiger ????? ????? ????? ??? ?????? ?????? ????? ??????. ??? ????????? ??????? ??? ?????? ????? ?????? ???? ???, ????? ?-CRM ????? ???? ?? ?????? ?????? ???????? ??? ???? ?????? ???????. ????? ???? ????? ??? ????? ???? ??????? ?????? ????? ????????? ?????? ?????? ?? ABM ??????.
????? ?????? ??? ??????
Vtiger ????? ?? ??????? ?????? ??? ????? ?????? ??????? ??? ???"?, SMS, ??? ????????. ????? ????? ???????? ?????? ?????? ??????? ???? ??????, ?????? ?????? ????? ?????? ???? ?????? ?? ???? ??????? ?? ?????????? ????????.
| ????? ????? ?????? | ||
| ??? CRM | ??? ???? CRM | CRM ?????? |
| ???????? ?? CRM | CRM ?????? | ??? CRM ????? |
| ??? CRM ?? ???? ???????? | ???? | ??? ????? ?-CRM |
?????? ?????? ?-ABM (????? ?????? ?????)
????? ??????? ?????? ?????-?????? ???????? ????? ?????? ?????? ???????? - ?????? ??????? ?????? ?? ?????? ???????. ???? ?????? ????? ?????? ????? ?????? ?????? ???? ??? ???? ????? ?????????.
1. ???? ????? ??? ?????? ??????
?????? ????? ?????? (ABM) ?????? ?????? ?????? ???? ????? ?????? ?????? ?????? ????????. ?????? ?????? ?????? ?????? ?? ??????, ????????? ??????? ??????? ???? ???????.
??? ???? ???, ?????? ?? ?????? ???? ??????? ????? ????? ???? ??????? ?????? ????? ?????? ??????? ??????? ?????. ????? ?????, ???? ??????? ??????? ?????? ????? ????????? ?????? ????? ??????? ????? ??????? ???????????.
2. ?????? ?? ??????? ?? ?? ?????
??????? ???????-??????? ?????? ????, ?????? ????????? ????????? ????? ?????? ?????? ??? ?????? ??????. ????? ?? ???? ???? ????? ?????? ?????? ???????? ??????? ?? ???? ??? ?????.
???? ??????? ?????? ?????? ??? ????? ????????, ????? ??????? ?????? ????? ????? ???? ????? ?-CRM ???? ?????? ???? ????? ????? ?? ???? ?????? ??? ?????? ???????.
3. ??????? ????? ???????????
?????? ???????????? ??????? ?????? ????? ?????? ?????. ???? ??? ?????? ??????? ?????? ????? ??????? ??????, ?????? ?? ??????? ??????? ?? ??????.
????? ?-Stack ???? ?? ??? ????? ????????? ??????? ?????????? ?????? ?? ?????? ??????? ???? ?????? ????? ??????. ??? ?????? ????? ??????? ??????, ?? ?????? ????? ???? ????? ??????? ??????? ???? ???.
4. ????? ??????
???? ????? ?????? ??? ??? ???? ???????, ?????? ???? ?????? ????? ???? ?? ?????? ????? ???????. ?? ???? ??? ???? ?? ???? ????? ?? ???? ?????.
???? ABM ??????, ??? ????? ?? ??? ?????? ????????? ?????? ????????? ??????, ????? ?????? ????? ?????? ???? ???? ??????.
5. ???? ?????? ?????? ABM
????? ???????? ?????? ????? ???? ??????? ?????? ?????? ????? ??????? (ABM). ??? ???? ???? ??????, ??? ????? ?? ????? ???????? ?? ??????.
????? ???, ????? ????? ???????? ?????? ????? (ABM): ????? ??????? ?? ???????, ?????? ?????? ?????????? ??????? ?????? ????? ????? ????. ????? ?? ??? ????? ?? ????? ???? ?????? ????? ??????? ???? ?? ????????? ???? ?? ?????? ??????.
?????: ABM ???? ?????? ??????
????? ?????-??????? ???? ???? ????? ??? ???. ????? ?????? ???? ????? ????? ?????, ???????? ???? ???????? ?????. ????? ????? ???????? ?? ????, ?????? ????? ??????? ????? ????. ????? ?????? ???? ???? ??? ??????; ??? ?????? ?? ?????? ?????.
????? ????? ABM ???? ???? ???, ???? ??? ????? ?? ??? ????? ????? ??????? ??????, ???? ????? ?????? ?????????. ?? ????? ???? ???? ??? ?????? ????? ??, ???? ???? ?? ????? ABM. ??? ??? ??? ???? ????? ????? ????? ??????.
????? ?????? ?? ????? ????? ???????
????? ??????? ?? ABM ??? ????? ????? ?? ??? ????? ???????? ???? ??? ???? ??????? ????? ????? ??????? ??????? ?????. ??? ?????? ???????? ????? ????, ?????? ???? ????? ???? ?????? ?????? ????? ???? ????? ????? ????? ????.
??. ???? ???????? ??????? ?-ABM ???? ???? ????, ????? ????? ???? ?????? ????? ???? ????? ??????? ??? ????? ?????? ???????. ???? ABM ?????? ???? ?????? ????? ????? ???? ???? ????? ???? ???? ??? ??????? ????.
??. ?????-???? ???????? ????? ????, ??????? ?????? ?? ????? B2B ?????? ?????? ?-ABM ??? ????? ?? ????, ?????? ????? ?? ?????? ????? ????? ?????? ?????????.
????? ?????? ????"? ????? ?????? ????, ???? ??? ?? ???? ????. ????? ??????? ???"? (ABM) ????? ????, ??? ???? ???????? ???? ????? ????????, ??? ????? ??????? ??? ????? ????? ????????? ??????? ??? ??? ???? ??????.
???? ????????? B2B, ????? SaaS, ???????? ????? ????? ????? ?????? ???? ????? ABM ??? ????? ??????? ??????? ?????? ??? ???? ??????? ??? BFSI, ?????? ??????, ????????? ??????? IT.
?? ?????. ??? ?????? ?????? ?? ??? CRM ????"? ??????. ?? ???, ????????? ???????? ?-ABM ??????? ?????? ???????, ????? ????? ???? ???? ???? ????? ??? ??????? ??? ???? ?????.
?? ???? ????? ????. ????? ????? ?????? (ABM) ???? ????? ??? ??????? ???? ??? ????? ???? ???? ??? ?? ?????? ??????? ??????? ???? ??????. ??????? ????? ??? ???????? ?? ??????? ?? ?????? ????????? ??????, ?? ??????? ?????? ?????? ??????? ?? ??????.
???? ??? ????? ??? ??????? ??????, ?????? ??????, ????? ???? ?????? ?????? ??????. ?????? ????????? ??????, ????? ABM ????? ??????? ???? ??????, ??? ?? ??????? ?? ??????? ?????.
???? ??????? ???????? ????? ?????? ??? ???? ??????, ?????? ????????? ??????. ?????? ????? ?? ?????? ??????? ?????? ?????? ?????? ???? ??? ??? 3 ?? 6 ??????.
?????. ABM ?-inbound ?????? ????? ???. ???? ?-inbound ???? ????? ????? ??????, ABM ????? ???????? ???? ?????? ????? ????? ??, ???? ?????????? ?????? ????? ?????? ?????? ??????.
