To B 营销全渠道体系搭建与落地 2020.docx
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1、C-SuiteTrainingMarketingToB营销全渠道体系搭建与落地勿牟瘪侨研部2020-09-24ToB商业化的难点贵公司商业化过程中,您遇到的最大挑战是什么?38%如何实现规模化快速增长如何获得关键资源支持(如媒体、投资人、政府等)如何触达目标用户群体如何实现盈利或营收平衡Contents01不同成长阶段的商业化模式与特点02神策的市场营销体系与落地实践03小组讨论与问题解决04Q&A01不同成长阶段的商业化模式与特点BusinessModelInDifferentStages1.eanStartup8W娼 涸我尢口宠 霉口渭助罅境 圆口/口榜涸州垸口 霉/歙:鳞笺 J三三 烁口
2、鼻霆倭岁PSF嫣羲渭助我消助宠霆海口MVP宠烁霉 涸gE尢剪口 便烁舜guE尢剪涸价值主张 妻涸噗藏尢蝙Bit藏PMF口娼 烁涸JHE尢剪口涸童口J口 口鸟始觞涸霆,口崎孰t尢傍l歙靖 来渭助gw 口升研PSF厘霆霏,孰渭助 渭明口鸟蜡涸i统8l段口涸口皎口酷口尢俊岁需通s尢瘴崂霖三SI三(皿尢研)玳 侵烁/罅垸涸渭助歉 匠睫玳烁&祥舔施 /罅境星涸消叨辆喝惊尢熊口凄燎 蟹禹(皿ts辆喝尢QB)尢睫少l 口削口禹(梨口8廖0尢名)就腊 9禹他桧 崎玳修鸣6模祥施DH施 蟹佐胞邂崂酸商业模式画布KeyPartnersWhoareourkeypartners?WhoareourkeySupplie
3、rs?Whichkeyresourcesareweacquiringfrompartners?Whichkeyactivitiesdopartnersperform?KeyActivitiesWhatkeyactivitiesdoourvaluepropositionsrequire?OurDistributionChannels?Customerrelationships?RevenueStreams?ValuePropositionsWhatvaluedoWedelivertocustomers?Whichoneofourcustomerproblemsarewehelpingtosolv
4、e?Whalbundlesofproductsandservicesareweofferingtoeachcustomersegment?Whichcustomerneedsarewesatisfying?CustomerRelationshipsWhattypeofrelationshipdoeseachofourcustomersegmentsexpectustoestablishandmaintainwiththem?Whichonehaveweestablished?Howaretheyintegratewithourbusinessmodel?Howcostlyarethey?Cha
5、nnelsCustomerSegmentsFromwhomarecreatingvalue?Whoareourmostimportantcustomers?BusinessModelCanvasfromAlexanderOsterwalderThroughwhichchannelsdoourcustomersegmentswanttobereached?Howarewereachingthemnow?Howareourchannelsintegrated?Whichoneworkbest?andYvesPigneurWhatkeyresourceourvaluepropositionrequi
6、res?Ourdistributionchannels?Customerrelationships?RevenueStreams?CostStructureWhichonearemostcost-efficient?Howareweintegratingthemwithcustomerroutines?RevenueStreamsWhatarethemostimportantcostsinherentinourbusinessmodel?Whichkeyresourcearemostexpensive?Whichkeyactivitiesaremostexpensive?Howmuchwill
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