{"id":3130,"date":"2019-08-17T16:29:36","date_gmt":"2019-08-17T08:29:36","guid":{"rendered":"https:\/\/headlineforce.com\/?p=3130"},"modified":"2022-05-13T12:01:52","modified_gmt":"2022-05-13T04:01:52","slug":"crm%e5%83%b9%e5%80%bc%e9%8f%88%e6%a8%a1%e5%9e%8b%ef%bd%9c%e4%b8%80%e7%aa%bafrancis-buttle%e6%95%99%e7%88%b6%e7%b4%9a%e7%9a%84crm%e5%b0%8e%e5%85%a5%e6%96%b9%e6%b3%95","status":"publish","type":"post","link":"https:\/\/headlineforce.com\/2019\/08\/17\/crm%e5%83%b9%e5%80%bc%e9%8f%88%e6%a8%a1%e5%9e%8b%ef%bd%9c%e4%b8%80%e7%aa%bafrancis-buttle%e6%95%99%e7%88%b6%e7%b4%9a%e7%9a%84crm%e5%b0%8e%e5%85%a5%e6%96%b9%e6%b3%95\/","title":{"rendered":"CRM\u50f9\u503c\u93c8\u6a21\u578b\uff5c\u4e00\u7abaFrancis Buttle\u6559\u7236\u7d1a\u7684CRM\u5c0e\u5165\u65b9\u6cd5"},"content":{"rendered":"\n
\n\n\n\n

Francis Buttle\uff0c\u73fe\u5c45\u6fb3\u6d32\u96ea\u68a8\uff0c\u662f\u4e00\u540d\u64c1\u6709\u8d85\u904e40\u5e74\u7d93\u9a57\u7684CRM\u535a\u58eb\u5b78\u8005\u8207\u4f01\u696d\u5bb6\u3002\u5176\u8457\u4f5c\u88ab\u5168\u4e16\u754c\u7814\u7a76\u8005\u5f15\u7528\u8d85\u904e12,000\u6b21\uff0c\u53ef\u4ee5\u8aaa\u662fCRM\u9818\u57df\u7684\u91cd\u91cf\u7d1a\u4eba\u7269\u3002<\/p>\n\n\n\n

\u672c\u6587\u5206\u4eab\u4e4bCRM\u50f9\u503c\u93c8\u6a21\u578b\u662fButtle\u535a\u58eb\u65bc2004\u5e74\u767c\u8868\u4e4b\u5167\u5bb9\uff0c\u5e0c\u671b\u5f9e\u7ba1\u7406\u7684\u8996\u89d2\u4f86\u5feb\u901f\u4e00\u77a5\u73fe\u4eca\u71b1\u9580\u7684CRM\u5c0e\u5165\u65b9\u6cd5\u8ad6\u3002<\/p>\n\n\n\n

\n\n\n\n

\u50f9\u503c\u93c8(Value Chain)\u662f\u4ec0\u9ebc?<\/strong><\/h3>\n\n\n\n

\u4ee5\u5f80\uff0c\u4f01\u696d\u5e38\u7ad9\u5728\u81ea\u8eab\u89d2\u5ea6\u5236\u5b9a\u7b56\u7565\u8207\u898f\u5283\u8cc7\u6e90\uff0c\u5e0c\u671b\u6700\u512a\u5316\u6210\u672c\u3001\u6975\u5927\u5316\u5229\u6f64\u3002<\/p>\n\n\n\n

\u5f9e\u300c\u6700\u5927\u5316\u81ea\u8eab\u5229\u76ca\u300d\u8f49\u70ba\u300c\u63d0\u4f9b\u6700\u4f73\u50f9\u503c\u300d
<\/strong>\u4e0d\u904e\uff0c\u50f9\u503c\u93c8\u7406\u8ad6\u671f\u671b\u80fd\u5728\u4f01\u696d\u670d\u52d9\u5ba2\u6236\uff08\u4e5f\u5c31\u662f\u50b3\u905e\u50f9\u503c\uff09\u7684\u904e\u7a0b\u4e2d\uff0c\u70ba\u7d42\u7aef\u5ba2\u6236\u63d0\u4f9b\u6700\u4f73\u7684\u50f9\u503c\u3002<\/strong>\u4f01\u696d\u5c07\u9019\u4e9b\u300c\u50f9\u503c\u300d\u63d0\u4f9b\u7d66\u5728\u50f9\u503c\u93c8\u672b\u7aef\u7684\u9867\u5ba2\uff0c\u800c\u9867\u5ba2\u9858\u610f\u652f\u4ed8\u7684\u50f9\u683c\uff0c\u5373\u662f\u9019\u500b\u7522\u51fa\u7684\u50f9\u503c\u3002\u4f01\u696d\u9700\u8981\u5728\u50b3\u905e\u50f9\u503c\u7684\u904e\u7a0b\u4e2d\u8fa8\u8b58\u6240\u6d89\u53ca\u7684\u5168\u90e8\u6d41\u7a0b\uff0c\u4e26\u5c07\u4e4b\u512a\u5316\u3002\u63d0\u4f9b\u51fa\u53bb\u7684\u50f9\u503c\u6700\u7d42\u6703\u56de\u5230\u81ea\u5df1\u8eab\u4e0a\u3002
\u50f9\u503c\u93c8\u7684\u63d0\u51fa\uff0c\u8b93\u4f01\u696d\u7684\u7b56\u7565\u5f9e\u6700\u5927\u5316\u81ea\u8eab\u5229\u76ca\u8f49\u8b8a\u70ba\u63d0\u4f9b\u6700\u4f73\u50f9\u503c\u3002<\/p>\n\n\n\n

CRM\u50f9\u503c\u93c8\u6a21\u578b<\/strong><\/h3>\n\n\n\n

Buttle\u5c07CRM\u50f9\u503c\u93c8\u6a21\u578b\u5206\u6210\u4e86\u300cPrimary Stages \u4e3b\u8981\u968e\u6bb5\u300d\u8207\u300cSupporting Conditions \u4f01\u696d\u652f\u63f4\u968e\u6bb5\u300d\u5169\u5927\u584a\u3002\u672c\u6587\u53ea\u8a0e\u8ad6\u5716\u4e2d\u4e0a\u9762\u90e8\u5206\u7684\u4e3b\u8981\u968e\u6bb5<\/strong>\u3002<\/p>\n\n\n\n

\"Buttle\u2019s
<CRM Value Chain><\/figcaption><\/figure>\n\n\n\n

CRM\u50f9\u503c\u93c8\u7684\u4e3b\u8981\u968e\u6bb5\u5305\u542b\u4e86\u4e94\u500b\u5b50\u968e\u6bb5\uff1a<\/p>\n\n\n\n

  1. \u5ba2\u6236\u5206\u6790
    Customer Portfolio Analysis<\/li>
  2. \u6df1\u5165\u4e86\u89e3\u76ee\u6a19\u5ba2\u6236
    Customer Intimacy<\/li>
  3. \u62d3\u5c55\u95dc\u4fc2\u7db2\u8def
    Network Development<\/li>
  4. \u5275\u9020\u5ba2\u6236\u50f9\u503c
    Value Proposition Development<\/li>
  5. \u5ba2\u6236\u95dc\u4fc2\u7ba1\u7406
    Customer Relationship Management<\/li><\/ol>\n\n\n\n

    \u9019\u4e94\u500b\u968e\u6bb5\u5354\u52a9\u6211\u5011\u6d1e\u5bdf\u9867\u5ba2\u7fd2\u6163\u3001\u8207\u9867\u5ba2\u4e92\u52d5\u4ee5\u5efa\u7acb\u95dc\u4fc2\uff0c\u9032\u800c\u63d0\u4f9b\u6700\u9069\u5408\u7684\u50f9\u503c\u4e3b\u5f35\u7d66\u9867\u5ba2\u3002<\/p>\n\n\n\n

    1. \u5ba2\u6236\u5206\u6790<\/strong><\/h3>\n\n\n\n

    \u5206\u6790\u4ed6\u80fd\u5e36\u4f86\u7684\u50f9\u503c<\/strong>
    \u5728\u50f9\u503c\u93c8\u7684\u6700\u521d\u968e\u6bb5\uff0c\u4f01\u696d\u9700\u8981\u8fa8\u8b58\u76ee\u6a19\u5ba2\u7fa4\uff0c\u4ed6\u5011\u662f\u80fd\u5e36\u4f86\u6700\u5927\u50f9\u503c\u7684\u4e00\u7fa4\u9867\u5ba2\u3002\u5728\u6240\u8490\u96c6\u5230\u7684\u5ba2\u6236\u8cc7\u6599\u4e2d\uff0c\u9078\u7528\u5408\u7406\u7684\u7dad\u5ea6\u4f86\u505a\u5206\u7fa4(Segmentation)\u3002<\/p>\n\n\n\n

    \u9867\u5ba2\u7d42\u751f\u50f9\u503c<\/strong>
    \u56e0\u70ba\u5ba2\u6236\u8207\u6211\u5011\u7684\u4e92\u52d5\u95dc\u4fc2\u662f\u9577\u4e45\u7684\uff0c\u56e0\u6b64\uff0c\u5728\u5206\u6790\u6642\u8981\u6ce8\u610f\u7684\u4e09\u500b\u50f9\u503c\uff1a\u6b77\u53f2\u50f9\u503c\u3001\u73fe\u6709\u50f9\u503c\u3001\u6f5b\u5728\u50f9\u503c\u3002\u9019\u5c31\u662f\u6240\u8b02\u7684\u300c<\/strong>\u9867\u5ba2\u7d42\u751f\u50f9\u503c CLV\u300d<\/strong>\u5206\u6790\u3002\u7d50\u5408\u4f01\u696d\u5c0d\u5e02\u5834\u7684\u8003\u91cf\u8207\u4e0a\u8ff0\u4e09\u500b\u50f9\u503c\u5206\u6578\uff0c\u6211\u5011\u53ef\u4ee5\u627e\u51fa\u6700\u6709\u50f9\u503c\u7684\u9867\u5ba2\u7fa4\u9ad4\u3002<\/p>\n\n\n\n

    2. \u6df1\u5165\u4e86\u89e3\u76ee\u6a19\u5ba2\u6236<\/strong><\/h3>\n\n\n\n

    BI\u5de5\u5177\u6d3e\u4e0a\u7528\u5834\uff01<\/strong>
    \u5728\u4e0a\u4e00\u968e\u6bb5\uff0c\u6211\u5011\u77ad\u89e3\u4e86\u5404\u500b\u5ba2\u6236\u7fa4\u7684\u6a23\u8c8c\uff0c\u4e26\u627e\u51fa\u6700\u6709\u50f9\u503c\u7684\u9867\u5ba2\u7fa4\u3002\u5728\u7b2c\u4e8c\u968e\u6bb5\uff0c\u6211\u5011\u5fc5\u9808\u6df1\u5165\u4e86\u89e3\u9019\u7fa4\u88ab\u9078\u4e2d\u7684\u76ee\u6a19\u9867\u5ba2\uff0c\u6d1e\u5bdf\u4ed6\u5011\u7684\u6d88\u8cbb\u884c\u7232\u7279\u5fb5\uff0c\u4ee5\u63d0\u4f9b\u6bd4\u7af6\u722d\u5c0d\u624b\u66f4\u597d\u7684\u50f9\u503c\u4e3b\u5f35\u3002\u70ba\u4e86\u6df1\u5ea6\u6d1e\u5bdf\u9019\u7fa4\u9867\u5ba2\uff0c\u6211\u5011\u9700\u900f\u904e\u5ba2\u6236\u8cc7\u6599\u5eab(CRM\/CDP)\u8207BI\u5206\u6790\u5de5\u5177\u7684\u7d50\u5408\uff0c\u5728\u5404\u500b\u6e20\u9053\u8490\u96c6\u8207\u6316\u6398\u8cc7\u6599\uff0c\u5f97\u51fa\u9867\u5ba2360\u00b0\u8996\u89d2\u7684\u884c\u70ba\u7279\u5fb5\u3002
    \u9019\u500b\u968e\u6bb5\u7684\u6700\u7d42\u76ee\u7684\uff0c\u4fbf\u662f\u8981\u78ba\u8a8d\u76ee\u6a19\u5ba2\u6236\u7fa4\u9ad4\u7684\u884c\u70ba\u6a23\u8c8c\u3002<\/p>\n\n\n\n

    3. \u62d3\u5c55\u95dc\u4fc2\u7db2\u8def<\/strong><\/h3>\n\n\n\n

    \u64f4\u53ca\u5ba2\u6236\u6240\u6709\u7684\u6d88\u8cbb\u9ad4\u9a57\u89f8\u9ede<\/strong>
    \u70ba\u4e86\u78ba\u4fdd\u5ba2\u6236\u8207\u4f01\u696d\u7684\u4e92\u52d5\u6b77\u7a0b\u4e2d\uff0c\u5f9e\u7522\u54c1\u3001\u670d\u52d9\u3001\u54e1\u5de5\u8207\u5916\u90e8\u7db2\u8def\u7b49\u90fd\u5b8c\u5584\u5730\u88abCRM\u7b56\u7565\u7167\u9867\uff0c\u8b93\u6211\u5011\u8207\u5ba2\u6236\u4e0d\u518d\u662f\u55ae\u7d14\u7684\u4e00\u5c0d\u4e00\u95dc\u4fc2\uff0c\u6211\u5011\u9700\u62d3\u5c55\u6240\u6709\u8207\u5ba2\u6236\u7684\u95dc\u4fc2\u7db2\u8def\u3002
    \u95dc\u4fc2\u7db2\u8def\u9700\u5305\u542b\u6240\u6709\u8207\u5ba2\u6236\u4e92\u52d5\u7684\u89f8\u9ede\uff0c\u5982\uff1a\u4f9b\u61c9\u5546\u3001\u5206\u92b7\u5546\u3001\u6295\u8cc7\u8005\u3001\u54e1\u5de5\u548c\u5408\u4f5c\u5925\u4f34\u7b49\u3002\u6211\u5011\u9700\u8981\u8207\u9019\u4e9b\u5925\u4f34\u5408\u4f5c\u4f86\u5c0e\u5165CRM\u7b56\u7565\uff0c\u8b93\u50b3\u905e\u9867\u5ba2\u50f9\u503c\u7684\u9ad4\u9a57\u4e0d\u9593\u65b7\u3002<\/p>\n\n\n\n

    4. \u5275\u9020\u5ba2\u6236\u50f9\u503c<\/strong><\/h3>\n\n\n\n

    \u7576\u4f01\u696d\u5c0d\u76ee\u6a19\u5ba2\u6236\u5df2\u6709\u8db3\u5920\u8a8d\u8b58\uff0c\u4fbf\u53ef\u8457\u624b\u5275\u9020\u50f9\u503c\u3002\u5728\u9019\u500b\u968e\u6bb5\uff0c\u6211\u5011\u6839\u64da\u76ee\u6a19\u5ba2\u6236\u7684\u9700\u6c42\u3001\u504f\u597d\u8207\u671f\u671b\uff0c\u5c07\u7cbe\u5fc3\u6253\u9020\u7684\u300c\u50f9\u503c\u300d\u63d0\u4f9b\u7d66\u4ed6\u5011\u3002<\/p>\n\n\n\n

    \u4ee5\u524d\uff1a\u5f9e\u5ba2\u6236\u8eab\u4e0a\u8cfa\u9322<\/strong>
    \u50b3\u7d71\u5546\u696d\u7406\u8ad6\u5e38\u5e38\u63d0\u5230\u4f01\u696d\u8981\u5c08\u6ce8\u65bc\u63d0\u4f9b\u300c\u597d\u7684\u7522\u54c1\u300d\u3001\u300c\u597d\u7684\u670d\u52d9\u300d\u3001\u300c\u964d\u4f4e\u6d41\u7a0b\u6210\u672c\u300d\u7b49\uff0c\u4ee5\u5f9e\u5ba2\u6236\u8eab\u4e0a\u53d6\u5f97\u66f4\u591a\u7684\u5229\u6f64\u3002<\/p>\n\n\n\n

    \u73fe\u5728\uff1a\u5ba2\u6236\u662f\u6211\u5011\u7684\u8cc7\u7522<\/strong>
    CRM\u537b\u8a8d\u70ba\u5ba2\u6236\u662f\u516c\u53f8\u91cd\u8981\u7684\u8cc7\u7522\uff0c\u4ed6\u5011\u8cab\u7a7f\u4e86\u50f9\u503c\u93c8\u7684\u8d77\u9ede\u8207\u7d42\u9ede\u3002\u4f01\u696d\u9700\u8981\u70ba\u4ed6\u5011\u5275\u9020\u50f9\u503c\uff0c\u800c\u5ba2\u6236\u7684\u6d88\u8cbb\u4f7f\u4f01\u696d\u5275\u9020\u7684\u50f9\u503c\u5f97\u4ee5\u514c\u73fe\u3002\uff08\u5c31\u50cf\u662f\u704c\u6e89\u82b1\u6735\u4e00\u6a23\uff09<\/p>\n\n\n\n

    CRM\u50f9\u503c\u93c8\u7684\u5d1b\u8d77\uff0c\u9020\u6210\u4e86\u4f01\u696d\u5f9e\u4ee5\u7522\u54c1\u70ba\u4e2d\u5fc3\u7684\u5546\u696d\u6a21\u5f0f\u8f49\u8b8a\u70ba\u4ee5\u5ba2\u6236\u70ba\u4e2d\u5fc3\u7684\u5546\u696d\u6a21\u5f0f\u3002<\/strong><\/p>\n\n\n\n

    5. \u7ba1\u7406\u5ba2\u6236\u95dc\u4fc2<\/strong><\/h3>\n\n\n\n

    \u6700\u5f8c\uff0c\u5fc5\u9808\u7ba1\u7406\u5ba2\u6236\u7684\u751f\u547d\u9031\u671f<\/strong>
    \u6211\u5011\u5fc5\u9808\u78ba\u4fdd\uff0c\u5728\u5ba2\u6236\u8207\u6211\u5011\u4e92\u52d5\u7684\u6240\u6709\u6d41\u7a0b\u4e0a\uff0c\u90fd\u8cab\u5fb9CRM\u7684\u7cbe\u795e\u3002\u56e0\u6b64\uff0c\u6211\u5011\u5fc5\u9808\u7ba1\u7406\u5ba2\u6236\u7684\u751f\u547d\u9031\u671f\u3002\uff08\u8a3b\uff1a\u5f9e\u300c\u7372\u53d6\u300d\u524d\u7684\u6f5b\u5ba2\u968e\u6bb5\u5230\u300c\u8f49\u5316\u300d\u6210\u70ba\u6b63\u5f0f\u5ba2\u6236\u968e\u6bb5\uff0c\u518d\u5230\u6301\u7e8c\u300c\u7559\u5b58\u300d\u7684\u56de\u982d\u5ba2\u968e\u6bb5\uff0c\u90fd\u5c6c\u65bc\u5ba2\u6236\u751f\u547d\u9031\u671f\u7684\u4e00\u90e8\u5206\u3002\uff09<\/p>\n\n\n\n

    \u5ba2\u6236\u751f\u547d\u9031\u671f\u7684\u6d41\u7a0b\u7ba1\u7406<\/strong><\/p>\n\n\n\n

    1. Approach \u958b\u767c\u6f5b\u5728\u5ba2\u6236\uff08\u9032\u5165Marketing Pipeline\uff09<\/li>
    2. Acquisition \u7372\u53d6\u6f5b\u5728\u5ba2\u6236\uff08\u9032\u5165Sales Pipeline\uff09<\/li>
    3. Development \u6210\u70ba\u6b63\u5f0f\u5ba2\u6236\uff08\u5b8c\u6210Sales Pipeline\uff09<\/li>
    4. Retention \u56de\u982d\u5ba2<\/li>
    5. Loyalty \u5fe0\u8aa0\u7684\u54c1\u724c\u64c1\u8b77\u8005<\/li><\/ol>\n\n\n\n

      \uff08\u8a73\u898b\uff1a\u6f5b\u5728\u5ba2\u6236\u7684\u6d41\u7a0b\u5316\u6f0f\u6597\u7ba1\u7406 Pipeline Management<\/a>\uff09<\/p>\n\n\n\n

      \u63a8\u884c\u5230\u4f01\u696d\u7684\u5404\u500b\u7d44\u7e54\u5c64\u7d1a<\/strong>
      \u6211\u5011\u628aCRM\u5206\u6210\u300c\u884c\u92b7\u7ba1\u7406\u300d\u3001\u300c\u92b7\u552e\u7ba1\u7406\u300d\u3001\u300c\u670d\u52d9\u7ba1\u7406\u300d\u4e09\u5927\u7ba1\u7406\u8077\u80fd\uff0c\u800c\u6bcf\u500b\u7ba1\u7406\u8077\u80fd\u90fd\u6709\u5c0d\u61c9\u7684\u7d44\u7e54\u90e8\u9580\u3002\u4f01\u696d\u5c07CRM\u7b56\u7565\u7531\u4e0a\u800c\u4e0b\u63a8\u884c\uff0c\u8b93\u5404\u7d44\u7e54\u90e8\u9580\u80fd\u5920\u914d\u5408\u696d\u52d9\u6d41\u7a0b\u7684\u8a2d\u8a08\uff0c\u7ba1\u7406\u6574\u500b\u5ba2\u6236\u751f\u547d\u9031\u671f\u3002<\/p>\n","protected":false},"excerpt":{"rendered":"

      Francis Buttle\uff0c\u73fe\u5c45\u6fb3\u6d32\u96ea\u68a8\uff0c\u662f\u4e00\u540d\u64c1\u6709\u8d85\u904e40\u5e74\u7d93\u9a57\u7684CRM\u535a\u58eb\u5b78\u8005\u8207\u4f01\u696d\u5bb6\u3002\u5176\u8457\u4f5c\u88ab\u5168\u4e16\u754c\u7814\u7a76\u8005\u5f15\u7528\u8d85\u904e12,000\u6b21\uff0c\u53ef\u4ee5\u8aaa\u662fCRM\u9818\u57df\u7684\u91cd\u91cf\u7d1a\u4eba\u7269\u3002 \u672c\u6587\u5206\u4eab\u4e4bCRM\u50f9\u503c\u93c8\u6a21\u578b\u662f\u2026<\/p>\n","protected":false},"author":7,"featured_media":3131,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"spay_email":"","footnotes":""},"categories":[36],"tags":[],"blocksy_meta":{"styles_descriptor":{"styles":{"desktop":"","tablet":"","mobile":""},"google_fonts":[],"version":4}},"jetpack_featured_media_url":"https:\/\/i0.wp.com\/headlineforce.com\/wp-content\/uploads\/2022\/05\/e89ea2e5b995e5bfabe785a7-2019-08-11-e4b88be58d884.15.52.webp?fit=300%2C230&ssl=1","_links":{"self":[{"href":"https:\/\/headlineforce.com\/wp-json\/wp\/v2\/posts\/3130"}],"collection":[{"href":"https:\/\/headlineforce.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/headlineforce.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/headlineforce.com\/wp-json\/wp\/v2\/users\/7"}],"replies":[{"embeddable":true,"href":"https:\/\/headlineforce.com\/wp-json\/wp\/v2\/comments?post=3130"}],"version-history":[{"count":2,"href":"https:\/\/headlineforce.com\/wp-json\/wp\/v2\/posts\/3130\/revisions"}],"predecessor-version":[{"id":3293,"href":"https:\/\/headlineforce.com\/wp-json\/wp\/v2\/posts\/3130\/revisions\/3293"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/headlineforce.com\/wp-json\/wp\/v2\/media\/3131"}],"wp:attachment":[{"href":"https:\/\/headlineforce.com\/wp-json\/wp\/v2\/media?parent=3130"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/headlineforce.com\/wp-json\/wp\/v2\/categories?post=3130"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/headlineforce.com\/wp-json\/wp\/v2\/tags?post=3130"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}