{"id":52819,"date":"2021-12-14T14:42:03","date_gmt":"2021-12-14T06:42:03","guid":{"rendered":"https:\/\/www.growthhk.cn\/?p=52819"},"modified":"2021-12-14T14:42:15","modified_gmt":"2021-12-14T06:42:15","slug":"%e7%8e%8b%e7%90%a4%ef%bc%9a%e5%8d%b3%e5%b0%86%e5%b4%9b%e8%b5%b7%e7%9a%84to-b%e5%a2%9e%e9%95%bf%e6%a8%a1%e5%bc%8f","status":"publish","type":"post","link":"https:\/\/www.growthhk.cn\/quan\/52819.html","title":{"rendered":"\u738b\u7424\uff1a\u5373\u5c06\u5d1b\u8d77\u7684To B\u589e\u957f\u6a21\u5f0f"},"content":{"rendered":"\n

\u5bf9\u4e8eTo C\u4f01\u4e1a\u6765\u8bf4\uff0c\u76f8\u4fe1\u5927\u90e8\u5206\u4eba\u5df2\u7ecf\u53d7\u5230\u4e86\u6211\u4eec\u63d0\u4f9b\u7684\u89e3\u51b3\u65b9\u6848\u95f4\u63a5\u5f71\u54cd\uff0c\u5982\u679c\u4f60\u662f\u9ea6\u5f53\u52b3\u3001\u963f\u8fea\u8fbe\u65af\u3001\u5b9d\u9a6c\u3001\u6d66\u53d1\u94f6\u884c\u8fd9\u6837\u7684\u4f01\u4e1a\u7684\u7528\u6237\uff0c\u54c1\u724c\u8ddf\u4f01\u4e1a\u6c9f\u901a\u7684\u80cc\u540e\u5c31\u662f\u6211\u4eec\u7684B2C\u8425\u9500\u89e3\u51b3\u65b9\u6848\u5728\u9a71\u52a8\uff0c\u56fd\u5185\u8d85\u8fc7\u4e00\u534a\u7684\u4e92\u8054\u7f51\u7528\u6237\u5df2\u7ecf\u88ab\u6211\u4eec\u95f4\u63a5\u89e6\u53ca\u3002\u800c\u6211\u4eec\u7684B2B\u4e1a\u52a1\u4e5f\u548c\u5927\u5bb6\u6709\u70b9\u5173\u7cfb\uff0c\u5728\u835f\u805a\u670d\u52a1\u7684B2B\u5ba2\u6237\u4e2d\u6709\u4e00\u534a\u662fSaaS\u4f01\u4e1a\u3002<\/p>\n\n\n\n

\u6309\u9700\u9009\u62e9SLG\u3001MLG\u548cPLG<\/strong><\/p>\n\n\n\n

Growth Model<\/strong><\/p>\n\n\n\n

Convertlab\u7684B2C\u89e3\u51b3\u65b9\u6848\u5ba2\u5355\u4ef7\u5728\u767e\u4e07\u7ea7\uff0c\u835f\u805a\u7684B2B\u89e3\u51b3\u65b9\u6848\u5ba2\u5355\u4ef7\u572810-20\u4e07\uff0c\u53ef\u4ee5\u770b\u51fa\u5dee\u522b\u5f88\u5927\uff0c\u5176\u83b7\u5ba2\u589e\u957f\u65b9\u5f0f\u4e5f\u662f\u4e0d\u540c\u7684\u3002\u5982\u679c\u6211\u4eec\u629b\u5f00\u5176\u4ed6\u590d\u6742\u7684\u4ea7\u54c1\u7ef4\u5ea6\uff0c\u5148\u4ece\u4ea7\u54c1\u5ba2\u5355\u4ef7\u89d2\u5ea6\u6765\u505a\u5212\u5206\uff0c\u518d\u53bb\u601d\u8003SaaS\u4f01\u4e1a\u5e94\u8be5\u4ee5\u4ec0\u4e48\u6837\u7684\u65b9\u5f0f\u589e\u957f\u4ee5\u53ca\u5efa\u7acb\u4fe1\u4efb\uff0c\u6211\u4eec\u89c9\u5f970-2\u4e07\u5ba2\u5355\u4ef7\u6700\u9002\u5408PLG (Product-led Growth)\uff0c2-30\u4e07\u5ba2\u5355\u4ef7\u9002\u5408MLG (Marketing-led Growth)\uff0c30\u4e07\u4ee5\u4e0a\u5ba2\u5355\u4ef7\u5219\u5c5e\u4e8eSLG (Sales-led Growth)\u7684\u6700\u4f73\u8303\u56f4\uff0c\u800c\u4e2d\u56fdSaaS\u4f01\u4e1a\u6700\u4e3b\u6d41\u533a\u95f4\u6b63\u662f2-30\u4e07\u5ba2\u5355\u4ef7\u3002<\/p>\n\n\n\n

\"\u5373\u5c06\u5d1b\u8d77\u7684To<\/figure>\n\n\n\n

\u56fd\u5185SaaS\u884c\u4e1a\u53d1\u5c55\u8fc7\u7a0b\u4e2d\uff0c\u6211\u53d1\u73b0\u6709\u4e00\u4e2a\u548c\u7f8e\u56fd\u975e\u5e38\u4e0d\u540c\u7684\u5730\u65b9\uff0c\u5728SaaS\u65f6\u4ee3\u4e4b\u524d\uff0c\u5373IT\u8f6f\u4ef6\u65f6\u4ee3\uff0c\u7f8e\u56fd\u548c\u4e2d\u56fd\u5176\u5b9e\u90fd\u662fSLG\uff08\u9500\u552e\u9a71\u52a8\u7684\u589e\u957f\uff09\u6a21\u5f0f\uff0c\u7136\u800c\u8fdb\u5165SaaS\u65f6\u4ee3\u540e\uff0c\u5176\u5b9e\u7f8e\u56fd\u5feb\u901f\u8fdb\u5165\u4e86MLG\uff08\u8425\u9500\u9a71\u52a8\u7684\u589e\u957f\uff09\u7684\u589e\u957f\u6a21\u5f0f<\/a><\/span>\uff0c\u4f46\u5728\u56fd\u5185\u5927\u5bb6\u8981\u4e48\u4ecd\u7136\u504f\u91cdSLG\uff0c\u8981\u4e48\u5173\u6ce8PLG\uff08\u4ea7\u54c1\u9a71\u52a8\u7684\u589e\u957f\uff09\u8fd9\u6837\u7684\u6982\u5ff5\uff0c\u671f\u5f85PLG\u5e26\u6765\u7684\u7206\u53d1\u5f0f\u589e\u957f\uff0c\u9664\u4e86PLG\u5bf9\u4ea7\u54c1\u5f62\u6001\u7684\u5b9a\u4f4d\u672c\u8eab\u6709\u8981\u6c42\u5916\uff0c\u5373\u4f7f\u6709\u4e86\u88ab\u5e02\u573a\u8ba4\u53ef\u7684\u4ea7\u54c1\uff08Product Market Fit, PMF<\/a><\/span>\uff09\u5e76\u5927\u91cf\u6295\u5165\u5e02\u573a\u8425\u9500\u9884\u7b97\u4e5f\u4e0d\u4e00\u5b9a\u80fd\u771f\u6b63\u80fd\u8fbe\u5230\u7a33\u5b9a\u7684\u9ad8\u901f\u589e\u957f\uff0c\u9700\u8981\u7ee7\u7eed\u5bfb\u627e\u53ef\u6301\u7eed\u3001\u53ef\u89c4\u6a21\u5316\u3001\u53ef\u76c8\u5229\u7684\u5546\u4e1a\u6a21\u5f0f<\/a><\/span>\u3002<\/p>\n\n\n\n

\u7231\u56e0\u65af\u5766\u8bf4\u8fc7\uff1a\u300cWe can\u2019t solve our problems with the same thinking that we used when we created them\u300d\u3002\u8981\u6539\u53d8\u6211\u4eec\u7684\u505a\u6cd5\uff0c\u9996\u5148\u8981\u6539\u53d8\u7684\u662f\u6211\u4eec\u7684\u60f3\u6cd5\u3002\u8981\u5b9e\u73b0\u5feb\u901f\u589e\u957f\uff0c\u4e0d\u5e94\u8be5\u5ffd\u89c6\u5df2\u7ecf\u5728\u56fd\u5916\u8bc1\u660e\u6709\u6548\u7684\u6210\u719f\u7684MLG\u6a21\u5f0f\uff0c\u800c\u4e14\u672c\u8eab\u4e5f\u6700\u7b26\u5408\u56fd\u5185\u5927\u90e8\u5206SaaS\u4f01\u4e1a\u4ea7\u54c1\u7279\u70b9\u3002<\/p>\n\n\n\n

\u5982\u4f55\u8bc4\u4f30MLG\u6210\u719f\u5ea6<\/strong><\/p>\n\n\n\n

MLG INDEX<\/strong><\/p>\n\n\n\n

\u8fc7\u53bb6\u5e74\uff0cConvertlab\u4e0e\u835f\u805a\u4e1a\u52a1\u5206\u522b\u4f7f\u7528SLG & MLG\u4e24\u79cd\u589e\u957f\u6a21\u5f0f\uff0c\u5e76\u79ef\u7d2f\u4e86\u4e00\u4e9b\u7ecf\u9a8c\uff0c\u4eca\u5929\u6211\u4eec\u4e3b\u8981\u8bb2\u8bb2MLG\u3002\u6392\u9664\u6e20\u9053\u4ee3\u7406\u6a21\u5f0f\uff0c\u835f\u805a65%\u7684\u65b0\u5ba2\u5df2\u7ecf\u901a\u8fc7\u5e02\u573a\u624b\u6bb5\u300e\u5e7f\u544a\u6295\u653e\u3001\u7ebf\u4e0a\u7ebf\u4e0b\u6d3b\u52a8\u3001\u793e\u4ea4\u8425\u9500\u3001\u5185\u5bb9\u8425\u9500\u7b49\u300f<\/strong>\u83b7\u53d6\uff0c\u660e\u663e\u9ad8\u4e8e\u9500\u552e\u81ea\u62d3\u7b49\u3002\u4e00\u4e2a\u5178\u578b\u7684MLG\u6a21\u5f0f\u6700\u7ec8\u8868\u73b0\u51fa\u7684\u7279\u5f81\u5c31\u662f\u5728\u6240\u6709\u6210\u4ea4\u65b0\u5ba2\u6237\u4e2d\uff0c\u901a\u8fc7\u5e02\u573a\u624b\u6bb5\u83b7\u5ba2\u7684\u6bd4\u4f8b\u8981\u660e\u663e\u9ad8\u4e8e\u5176\u4ed6\u65b9\u5f0f\u3002<\/p>\n\n\n\n

\u6211\u4eec\u8fd8\u5728\u6301\u7eed\u8ffd\u8e2a\u56fd\u5185B2B\u4f01\u4e1a\u7684MLG\u6210\u719f\u5ea6\uff0c\u5373MLG INDEX\uff08\u8425\u9500\u5e26\u52a8\u5f0f\u589e\u957f\u6307\u6570\uff09\uff0c\u5206\u6bcd\u662f\u6210\u4ea4\u65b0\u5ba2\u6237\u603b\u6570\uff0c\u5206\u5b50\u662f\u7531\u5e02\u573a\u8425\u9500\u83b7\u5ba2\u7684\u6210\u4ea4\u65b0\u5ba2\u6237\u6570\u3002\u901a\u8fc7\u4e0d\u65ad\u8c03\u7814SaaS\u884c\u4e1a\u5ba2\u6237\u5e76\u8ffd\u8e2aMLG INDEX\u540e\uff0c\u53ef\u4ee5\u53d1\u73b0\u76ee\u524dSaaS\u884c\u4e1a\u5404\u4f01\u4e1a\u5dee\u5f02\u8f83\u5927\uff1a20% – 70% \u662f\u4e3b\u6d41\u533a\u95f4\u3002<\/p>\n\n\n\n

\u5927\u591a\u6570\u4f01\u4e1a\u5904\u4e8eSLG\u5230MLG\u7684\u8f6c\u53d8\u8fc7\u7a0b\u4e2d\uff0cMLG\u5e76\u4e0d\u662f\u8bf4\u9500\u552e\u4e0d\u91cd\u8981\u4e86\uff0c\u800c\u662f\u8c01\u505a\u4ec0\u4e48\uff0c\u8c01\u6765\u914d\u5408\uff0c\u5728SLG\u6548\u7387\u964d\u4f4e\u4ee5\u53ca\u589e\u957f\u534f\u540c\u7684\u8fc7\u7a0b\u4e2d\uff0c\u5e02\u573a & \u9500\u552e\u7684\u534f\u540c\u6a21\u5f0f\u53d1\u751f\u4e86\u5de8\u5927\u7684\u6539\u53d8\u3002<\/p>\n\n\n\n

\u3000\u4e3a\u4ec0\u4e48\u662fMLG\uff1f<\/strong><\/p>\n\n\n\n

Why\uff1f<\/strong><\/p>\n\n\n\n

B2B\u91c7\u8d2d\u884c\u4e3a\u6570\u5b57\u5316<\/strong><\/p>\n\n\n\n

\u8fd9\u662f\u4e00\u4e2a\u5178\u578b\u7684B2B\u91c7\u8d2d\u6d41\u7a0b\uff0c\u4e2d\u95f4\u9ec4\u8272\u533a\u57df\u662f\u5ba2\u6237\u901a\u8fc7\u6570\u5b57\u5316\u65b9\u5f0f\u4e86\u89e3\u4ea7\u54c1\u7684\u8fc7\u7a0b\uff0c\u5728\u7b2c\u4e00\u6b21\u8054\u7cfb\u552e\u524d\u65f6\uff0c\u5176\u5b9e\u5ba2\u6237\u5df2\u7ecf\u63a5\u89e6\u4e86\u5927\u91cf\u4fe1\u606f\uff0c\u4e0d\u7ba1\u662f\u7ebf\u4e0a\u641c\u7d22\uff0c\u8fd8\u662f\u53c2\u52a0\u6d3b\u52a8\uff0c\u4ee5\u53ca\u67e5\u770b\u5404\u79cd\u5206\u6790\u62a5\u544a\u7b49\uff0c\u8fd9\u5df2\u7ecf\u662fB2B\u91c7\u8d2d\u884c\u4e3a\u5e95\u5c42\u903b\u8f91\u7684\u53d8\u5316\u3002<\/p>\n\n\n\n

\"\u5373\u5c06\u5d1b\u8d77\u7684To<\/figure>\n\n\n\n

\u4ece\u5b9a\u4f4d\u95ee\u9898\u5230\u63a2\u7d22\u65b9\u6848\u518d\u5230\u660e\u786e\u9700\u6c42\uff0c\u6700\u540e\u9009\u62e9\u4f9b\u5e94\u5546\u4e0b\u5355\uff0c\u6574\u4e2a\u8fc7\u7a0b\u4e2d88%\u7684B2B\u5546\u4e1a\u4ea4\u6613\u4ece\u7ebf\u4e0a\u5f00\u59cb\uff0c75%\u7684\u5ba2\u6237\u5c06\u793e\u4ea4\u5a92\u4f53\u4f5c\u4e3a\u4ea7\u54c1\u7814\u7a76\u6e20\u9053\uff0c\u5728\u5ba2\u6237\u63a5\u89e6\u9500\u552e\u4e4b\u524d\u7684\u8fd9\u6bb5\u8fc7\u7a0b\uff0c\u5c31\u9700\u8981\u5e02\u573a\u5316\u7684\u65b9\u5f0f\u53bb\u601d\u8003\uff0c\u901a\u8fc7\u5e02\u573a\u7684\u624b\u6bb5\u7ecf\u8425\u5ba2\u6237\u3002<\/p>\n\n\n\n

\u586b\u8865\u6f0f\u6d1e\uff0c\u6548\u7387\u4f18\u5148<\/strong><\/p>\n\n\n\n

\u7ecf\u5178\u7684\u8425\u9500\u6f0f\u6597\u8fd8\u662f\u5f88\u6709\u4ef7\u503c\u7684\uff0c\u5982\u679c\u6700\u7b80\u5355\u7684\u5206\u4e3a\u4e09\u5c42\uff1aTop of Funnel \uff08\u6f0f\u6597\u9876\u7aef\uff09\u2192 Middle of Funnel \uff08\u6f0f\u6597\u4e2d\u95f4\uff09\u2192 Bottom of Funnel\uff08\u6f0f\u6597\u5e95\u7aef\uff09\uff0c\u5728Top of Funnel\u9636\u6bb5\u80af\u5b9a\u662f\u5e02\u573a\u90e8\u8d1f\u8d23\uff0c\u505a\u5404\u79cd\u5ba3\u4f20\u63a8\u5e7f\u548c\u83b7\u5ba2\u624b\u6bb5\u6765\u5438\u5f15\u7559\u8d44\u3002Bottom of Funnel\u9636\u6bb5\u662f\u9500\u552e\u8d1f\u8d23\u4e34\u95e8\u4e00\u811a\u7684\u8f6c\u5316\u3002<\/p>\n\n\n\n

\"\u5373\u5c06\u5d1b\u8d77\u7684To<\/figure>\n\n\n\n

\u6f0f\u6597\u7684\u5e95\u90e8\u5f88\u660e\u786e\uff0c\u80af\u5b9a\u662f\u9500\u552e\u8d1f\u8d23\uff0c\u6708\u5ea6\u5b63\u5ea6review meeting\u90fd\u4f1a\u628a\u9500\u552e\u62c9\u51fa\u6765\uff0c\u770b\u6536\u5165\uff0c\u770b\u5408\u540c\uff0c\u770b\u5546\u673a\u7b49\u7b49\uff0c\u6240\u4ee5\u9500\u552e\u4e00\u5b9a\u4f1a\u628a\u6700\u540e\u7684\u5de5\u4f5c\u505a\u597d\uff0c\u4f46\u6f0f\u6597\u4e2d\u95f4\u662f\u4e00\u4e2a\u4ec0\u4e48\u6837\u7684\u72b6\u6001\uff0c\u53ef\u80fd\u5927\u5bb6\u90fd\u4e0d\u613f\u610f\u53bb\u5173\u5fc3\uff0c\u73b0\u72b6\u662f\u5e02\u573a\u8ba4\u4e3a\u8fd9\u5c31\u662f\u9500\u552e\u8981\u505a\u7684\u4e8b\u60c5\uff0c\u5e02\u573a\u901a\u8fc7\u6570\u5b57\u6295\u653e\u4ee5\u53ca\u7ebf\u4e0b\u6d3b\u52a8\uff0c\u5df2\u7ecf\u62ff\u5230\u4e86\u8054\u7cfb\u65b9\u5f0f\u6216\u8005\u540d\u7247\uff0c\u628a\u540d\u5355\u7ed9\u5230\u9500\u552e\uff0c\u9500\u552e\u5c31\u5e94\u8be5\u81ea\u5df1\u53bb\u7504\u522b\u3001\u53bb\u57f9\u80b2\u3002<\/p>\n\n\n\n

\u7136\u800c\u9500\u552e\u8ba4\u4e3a\u8fd9\u662f\u5e02\u573a\u90e8\u8981\u8d1f\u8d23\u7684\uff0c\u5e02\u573a\u7ed9\u5230\u7684\u7ebf\u7d22\u6839\u672c\u5c31\u4e0d\u5339\u914d\uff0c\u5e94\u8be5\u8981\u597d\u597d\u7504\u522b\u7ebf\u7d22\u518d\u7ed9\u5230\u9500\u552e\u3002\u5728SLG\u6a21\u5f0f\u4e0b\uff0cMiddle of Funnel\u6162\u6162\u5f62\u6210\u4e00\u4e2a\u5de8\u5927\u7684\u6f0f\u6d1e\uff0c\u53cc\u65b9\u90fd\u8ba4\u4e3a\u5bf9\u65b9\u8981\u8d1f\u8d23\uff0c\u7ed3\u679c\u53d8\u6210\u6ca1\u4eba\u8d1f\u8d23\u3002\u6211\u4eec\u7684\u5efa\u8bae\u662f\uff0c\u8fd9\u90e8\u5206\u5e94\u8be5\u7531\u5e02\u573a\u8d1f\u8d23\uff0c\u6216\u8005\u5fc5\u987b\u7528\u5e02\u573a\u601d\u7ef4\u53bb\u89e3\u51b3\uff0c\u8981\u505a\u7684\u4e0d\u53ea\u662fTop of Funnel\u7684\u7ebf\u7d22\u6316\u6398lead generation\uff08\u6f5c\u5728\u5ba2\u6237\u5f00\u53d1\uff09\uff0c\u66f4\u91cd\u8981\u7684\u662fMiddle of Funnel\u7684\u9700\u6c42\u6316\u6398demand generation\uff08\u9700\u6c42\u751f\u6210\uff09\uff0c\u8fd9\u662f\u4e00\u4e2a\u5ba2\u6237\u57f9\u80b2\u7684\u8fc7\u7a0b\u3002<\/p>\n\n\n\n

B2B\u4f01\u4e1a\u5982\u4f55\u505a\u597dMLG\uff1f<\/strong><\/p>\n\n\n\n

How\uff1f<\/strong><\/p>\n\n\n\n

01 \u83b7\u5ba2\u7bc7<\/strong><\/p>\n\n\n\n

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Digital Marketing – \u6570\u5b57\u6295\u653e<\/strong><\/p>\n\n\n\n

Content Marketing – \u5185\u5bb9\u8425\u9500<\/strong><\/p>\n\n\n\n

Event Marketing – \u4f1a\u8bae\u8425\u9500<\/strong><\/p>\n\n\n\n

Account Based Marketing – \u76ee\u6807\u5ba2\u6237\u8425\u9500<\/strong><\/p>\n\n\n\n

\"\u5373\u5c06\u5d1b\u8d77\u7684To<\/figure>\n\n\n\n

Digital Marketing<\/strong><\/p>\n\n\n\n

\u6570\u5b57\u6295\u653e<\/strong><\/p>\n\n\n\n

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Content Marketing<\/strong><\/p>\n\n\n\n

\u5185\u5bb9\u8425\u9500<\/strong><\/p>\n\n\n\n

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\u8e0f\u8e0f\u5b9e\u5b9e\u5305\u88c5\u4ea7\u54c1\u548c\u89e3\u51b3\u65b9\u6848\uff0c\u7136\u540e\u5728\u5404\u4e2a\u5e73\u53f0\u4f20\u64ad\uff0c\u5ba2\u6237\u662f\u4f1a\u770b\u5230\u7684\u3002<\/strong>\u4e25\u683c\u610f\u4e49\u4e0a\u8bb2\uff0c\u5185\u5bb9\u5c31\u662fB2B\u4f01\u4e1a\u5e02\u573a\u804c\u80fd\u7684\u4ea7\u54c1\u3002\u800c\u4e14\uff0c\u56f4\u7ed5\u4efb\u4f55\u4e00\u4e2a\u4f01\u4e1a\u7684\u89e3\u51b3\u65b9\u6848\uff0c\u6211\u4eec\u90fd\u8981\u7b56\u5212\u4e00\u4e2a\u76f8\u5e94\u7684\u4e3b\u9898\u5185\u5bb9\uff0c\u5e76\u4e14\u56f4\u7ed5\u8fd9\u4e2a\u4e3b\u9898\uff0c\u6cbf\u7740\u8425\u9500\u6f0f\u6597\u6d41\u8f6c\u7684\u6bcf\u4e2a\u73af\u8282\u5efa\u7acb\u4e00\u4e2a\u4ece\u72ec\u5bb6\u89c2\u70b9\u3001\u65b9\u6cd5\u8bba\u3001\u89e3\u51b3\u65b9\u6848\u4e0e\u5de5\u5177\u5230\u6700\u4f73\u5b9e\u8df5\u6848\u4f8b<\/strong>\u56db\u4e2a\u7ef4\u5ea6\u4e3a\u4e00\u4f53\u7684\u5185\u5bb9\u7ec4\u5408\u3002\u8fd9\u6837\uff0c\u6211\u4eec\u624d\u80fd\u5728\u4e00\u4e2a\u8bdd\u9898\u9886\u57df\u5efa\u7acb\u610f\u89c1\u9886\u8896\u7684\u5730\u4f4d\uff0c\u5e76\u5b9e\u73b0\u4ece\u8ba4\u77e5\u5230\u6d41\u91cf\u548c\u7ebf\u7d22\u83b7\u53d6\u7684\u53ef\u80fd\u3002\u8fd9\u662fB2B\u5185\u5bb9\u8425\u9500\u7684\u4e0d\u5bb9\u6613\u6240\u5728\uff0c\u4f46\u4e5f\u662f\u4e50\u8da3\u6240\u5728\u3002<\/p>\n\n\n\n

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\u5c06\u4f18\u8d28\u5185\u5bb9\u5728\u641c\u7d22\u6743\u91cd\u9ad8\u7684\u5a92\u4f53\u6e20\u9053\uff08\u767e\u5bb6\u53f7\/\u77e5\u4e4e\/\u641c\u72d0\/\u7b80\u4e66\/\u884c\u4e1a\u5782\u76f4\u5a92\u4f53\u7b49\uff09\u8fdb\u884c\u5206\u53d1\u4f20\u64ad\uff0c\u867d\u7136\u6709\u7684\u5e76\u4e0d\u80fd\u76f4\u63a5\u8df3\u8f6c\u5b98\u7f51\uff0c\u4f46\u662f\u5ba2\u6237\u987a\u7740\u201c\u9152\u9999\u201d\u8d70\u8fc7\u6df1\u6df1\u7684\u5df7\u5b50\uff0c\u6700\u540e\u80af\u5b9a\u4f1a\u770b\u5230\u5b98\u7f51\/\u843d\u5730\u9875\uff0c\u518d\u5c06\u5fae\u4fe1\u7aef\u548c\u5b98\u7f51\u505a\u6253\u901a\uff0c\u5f62\u6210\u591a\u89e6\u70b9\u7684\u4e92\u52a8\uff0c\u901a\u8fc7\u5fae\u4fe1\u7aef\u505a\u53cd\u5411\u5230\u8fbe\uff0c\u5f62\u6210\u591a\u6e20\u9053\u7684\u6574\u5408\u5185\u5bb9\u8425\u9500<\/strong>\u3002<\/p>\n\n\n\n

\u5185\u5bb9\u4ef7\u503c\u90fd\u4f1a\u5de6\u53f3\u5ba2\u6237\u5bf9\u54c1\u724c\u7684\u5370\u8c61\uff0c\u8fdb\u800c\u5f71\u54cd\u6700\u7ec8\u7684\u8f6c\u5316\u884c\u4e3a\u3002\u5bf9\u4e8e\u56fd\u5185\u7684B2B\u4f01\u4e1a\u6765\u8bf4\uff0c\u53ef\u4ee5\u5148\u5c06\u5fae\u4fe1\u516c\u4f17\u53f7\u5b9a\u4f4d\u4e8e\u201c\u670d\u52a1\u201d\uff0c\u9002\u5f53\u5730\u5f00\u53d1\u4e00\u4e9b\u670d\u52a1\u578b\u7684\u4ea4\u4e92\u529f\u80fd\u3002\u6bd4\u5982\uff1a\u552e\u540e\u5e2e\u52a9\u3001\u6280\u672f\u548c\u77e5\u8bc6\u5206\u4eab\uff08\u5728\u7ebf\u5b66\u4e60\u3001\u89c6\u9891\u76f4\u64ad\uff09\u7b49\u7b49\u6a21\u5757\uff0c\u9700\u8981\u4ece\u5df2\u7ecf\u6210\u4ea4\u6216\u8fd8\u5728\u89c2\u671b\u7684\u5ba2\u6237\u75db\u70b9\u53bb\u5bfb\u627e\uff0c\u63d0\u4f9b\u7684\u670d\u52a1\u8981\u5bf9\u73b0\u6709\u670d\u52a1\u8d77\u5230\u8f85\u52a9\u548c\u589e\u503c\u670d\u52a1\u7684\u4f5c\u7528\u3002<\/p>\n\n\n\n

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Event Marketing<\/strong><\/p>\n\n\n\n

\u4f1a\u8bae\u8425\u9500<\/strong><\/p>\n\n\n\n

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\u6839\u636eForrester\u7684\u8c03\u67e5\uff0cCMO\u5e73\u5747\u5c0624%\u7684\u9884\u7b97\u7528\u4e8e\u4f1a\u8bae\u8425\u9500\uff0c\u4f46\u6548\u679c\u662f\u5426\u80fd\u8fbe\u5230\u9884\u671f\uff0c\u5f80\u5f80\u4e0e\u4f1a\u8bae\u5168\u6d41\u7a0b\u7684\u7cbe\u7ec6\u5316\u3001\u81ea\u52a8\u5316\u3001\u6570\u5b57\u5316\u7ba1\u7406\u6709\u7740\u5bc6\u4e0d\u53ef\u5206\u7684\u5173\u7cfb\u3002<\/strong>\u5982\u4f55\u5c06\u6709\u5438\u5f15\u529b\u7684\u6d77\u62a5\u3001\u4f1a\u8bae\u5185\u5bb9\u901a\u8fc7\u591a\u6e20\u9053\u63a8\u5e7f\u4f20\u64ad\uff1f\u5ba2\u6237\u5982\u4f55\u5feb\u901f\u5728\u7ebf\u62a5\u540d\uff1f\u5982\u4f55\u81ea\u52a8\u63d0\u9192\u4f1a\u8bae\u65f6\u95f4\u53ca\u5230\u573a\u8def\u7ebf\uff1f\u73b0\u573a\u5982\u4f55\u626b\u7801\u7b7e\u5230\uff1f\u4f1a\u540e\u5982\u4f55\u5f15\u5bfc\u4e0b\u8f7d\u5185\u5bb9\u518d\u6b21\u83b7\u5ba2\uff1f\u4f1a\u8baeROI\u5982\u4f55\u51c6\u786e\u8bc4\u4f30\uff1f\u8fd9\u4e9b\u95ee\u9898\u6210\u4e3a\u4f01\u4e1a\u80fd\u4e0d\u80fd\u73a9\u8f6c\u4f1a\u8bae\u8425\u9500\u7684\u5173\u952e\u56e0\u7d20\u3002<\/p>\n\n\n\n

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ABM<\/strong><\/p>\n\n\n\n

\u76ee\u6807\u5ba2\u6237\u8425\u9500<\/strong><\/p>\n\n\n\n

ABM\uff08Account Based Marketing\uff0c\u9488\u5bf9\u76ee\u6807\u5ba2\u6237\u7684\u8425\u9500\uff09\u4e0e\u4f20\u7edf\u7684\u6f0f\u6597\u8425\u9500\u4e0d\u540c\uff0c\u4f1a\u63d0\u524d\u5212\u5b9a\u5ba2\u6237\u7fa4\uff0c\u660e\u786e\u77e5\u9053\u5ba2\u6237\u7684\u516c\u53f8\u3001\u751a\u81f3\u8d1f\u8d23\u4eba\u7684\u59d3\u540d\u53ca\u8054\u7cfb\u65b9\u5f0f\uff0c\u5b9a\u5411\u9488\u5bf9\u8fd9\u4e9b\u5ba2\u6237\u505a\u8425\u9500\u3002<\/p>\n\n\n\n

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ABM\u672c\u8eab\u662f\u4e00\u4e2a\u597d\u65b9\u6cd5\uff0c\u4f46\u5373\u4f7f\u662fB2B\u4f01\u4e1a\u6570\u636e\uff0c\u73b0\u5728\u4e5f\u6ca1\u6709\u89e3\u51b3\u6570\u636e\u5408\u89c4\u5e94\u7528\u95ee\u9898\uff0c\u4f46\u662f\u6211\u4eec\u770b\u5230\u4e86\u653f\u5e9c\u673a\u6784\u6b63\u5728\u63a8\u8fdb\u6570\u636e\u5f00\u653e\u5171\u4eab\uff0c\u63d0\u5347\u793e\u4f1a\u6570\u636e\u8d44\u6e90\u4ef7\u503c\uff0c\u201c\u6570\u636e\u201d\u7b2c\u4e00\u6b21\u88ab\u4e0a\u5347\u5230\u751f\u4ea7\u8981\u7d20\u7684\u6218\u7565\u5730\u4f4d\uff0c\u672a\u6765\u5728\u4fdd\u8bc1\u5bf9\u6570\u636e\u7684\u5145\u5206\u8bbf\u95ee\u63a7\u5236\u548c\u5bf9\u6570\u636e\u6709\u6548\u4f7f\u7528\u7684\u60c5\u51b5\u4e0b\uff0c\u4e5f\u8bb8\u4f1a\u6709\u66f4\u591a\u7684ABM\u6570\u636e\u8425\u9500\u4ea7\u54c1\u3002<\/p>\n\n\n\n

\u4f18\u5316\u6c9f\u901a\u5de5\u5177\uff0c\u8d4b\u80fd\u9500\u552e\u62d3\u65b0<\/strong><\/p>\n\n\n\n

\u5e02\u573a\u548c\u9500\u552e\u5728\u4f01\u4e1a\u91cc\u62e5\u6709\u4e00\u4e2a\u5171\u540c\u76ee\u6807\uff1a\u786e\u4fdd\u5728\u8425\u9500\u6f0f\u6597\u91cc\u6709\u6e90\u6e90\u4e0d\u65ad\u7684\u7ebf\u7d22\u8fdb\u5165\u5e76\u6709\u6301\u7eed\u7684\u6210\u4ea4\u4ea7\u51fa\u3002\u5728\u8fd9\u5176\u4e2d\u5e02\u573a\u5c31\u50cf\u662f\u7a7a\u4e2d\u90e8\u961f\uff0c\u9500\u552e\u5219\u662f\u5730\u9762\u51b2\u950b\u90e8\u961f\uff0c\u56e0\u6b64\u4e00\u5b9a\u8981\u76f8\u4e92\u8d4b\u80fd\u3001\u6df1\u5ea6\u534f\u540c\u3002<\/p>\n\n\n\n

\"\u5373\u5c06\u5d1b\u8d77\u7684To<\/figure>\n\n\n\n

\u201c\u5de5\u6b32\u5584\u5176\u4e8b\u5fc5\u5148\u5229\u5176\u5668\u201d\uff0c\u5982\u679c\u5e02\u573a\u80fd\u591f\u4e3a\u5730\u9762\u51b2\u950b\u90e8\u961f\u63d0\u4f9b\u8db3\u591f\u4e13\u4e1a\u7684\u9500\u552e\u5de5\u5177\uff0c\u534f\u52a9\u9500\u552e\u5feb\u901f\u83b7\u53d6\u76ee\u6807\u5ba2\u6237\u4fe1\u606f\uff0c\u90a3\u4e48\u9500\u552e\u81ea\u62d3\u7684\u6548\u7387\u4e5f\u5c06\u5927\u5927\u63d0\u5347\u3002\u793e\u4ea4\u5a92\u4f53\u5df2\u7ecf\u6539\u53d8\u4e86\u4eba\u4eec\u8fde\u63a5\u548c\u6c9f\u901a\u7684\u65b9\u5f0f\uff0c\u5982\u4eca\u6211\u4eec\u8981\u627e\u5230\u4e00\u4e2aKP (Key Person\uff0c\u5173\u952e\u51b3\u7b56\u4eba)\u7684\u96be\u5ea6\u4ece\u67d0\u79cd\u610f\u4e49\u4e0a\u5927\u5927\u964d\u4f4e\uff0c\u4f46\u9500\u552e\u7684\u89e6\u89c9\u8981\u8db3\u591f\u7075\u654f\uff0c\u624d\u80fd\u66f4\u597d\u5730\u628a\u63e1\u4f4f\u8fd9\u4e9b\u673a\u4f1a\u3002<\/p>\n\n\n\n

\u53c2\u52a0\u884c\u4e1a\u6d3b\u52a8\u3001\u52a0\u5165\u5927\u5496\u793e\u7fa4\u3001\u5584\u7528\u804c\u4e1a\u793e\u4ea4\u5e73\u53f0\u4ee5\u53ca\u7d27\u76ef\u7ade\u4e89\u5bf9\u624b\u7684\u5ba2\u6237\u6c60……\u6bcb\u9700\u591a\u8bf4\uff0c\u8fd9\u4e9b\u5e38\u89c4\u7684\u9500\u552e\u62d3\u65b0\u624b\u6bb5\uff0c\u76f8\u4fe1\u8eab\u7ecf\u767e\u6218\u7684Top Sales\u57fa\u672c\u4e0a\u80fd\u7528\u7684\u624b\u6bb5\u90fd\u5df2\u7ecf\u5728\u7528\u4e86\u3002\u4f46\u540c\u6837\u7ed9\u5230\u76ee\u6807\u5ba2\u6237\u4e00\u4e2a\u4ea7\u54c1\u89e3\u51b3\u65b9\u6848\u6216\u8005\u6d3b\u52a8\u62a5\u540d\u9875\u9762\uff0c\u5982\u679c\u53ef\u4ee5\u5c06\u9500\u552e\u7684\u4e2a\u4eba\u4fe1\u606f\u4e0e\u4f20\u64ad\u5185\u5bb9\u7ed3\u5408\u8d77\u6765\uff0c\u6709\u9500\u552e\u7684\u7535\u8bdd\uff0c\u5ba2\u6237\u53ef\u4ee5\u6dfb\u52a0\u9500\u552e\u7684\u4f01\u4e1a\u5fae\u4fe1\uff0c\u9500\u552e\u77e5\u9053\u5ba2\u6237\u770b\u8fd9\u4efd\u6750\u6599\u7528\u4e86\u591a\u5c11\u65f6\u95f4\uff0c\u5ba2\u6237\u6ce8\u518c\u62a5\u540d\u540e\u9500\u552e\u5b9e\u65f6\u6536\u5230\u8ddf\u8fdb\u63d0\u9192\uff0c\u5e76\u53ef\u4ee5\u5728\u79fb\u52a8\u7aef\u67e5\u770b\u5b8c\u6574\u7684\u5ba2\u6237\u753b\u50cf\uff0c\u4eba\u673a\u7ed3\u5408\u5b8c\u6210\u4e0d\u540c\u573a\u666f\u4e0b\u7684\u4e2a\u6027\u5316\u6c9f\u901a\uff0c\u90a3\u4e48\u9500\u552e\u987e\u95ee\u5c31\u613f\u610f\u5206\u4eab\u5e02\u573a\u4e3a\u5176\u642d\u5efa\u7684\u9500\u552e\u5185\u5bb9\u5e93\uff0c\u901a\u8fc7\u8fd9\u6837\u7684\u6a21\u5f0f\uff0c\u4f1a\u8ba9\u5e02\u573a\u3001\u9500\u552e\u3001\u5408\u4f5c\u4f19\u4f34\u3001\u5ba2\u6237\u76f4\u63a5\u5efa\u7acb\u8fde\u63a5\uff0c\u5f62\u6210\u5229\u76ca\u5171\u540c\u4f53\uff0c\u771f\u6b63\u8ba9\u9500\u552e\u611f\u89c9\u5230\u516c\u53f8\u6574\u4f53\u8d44\u6e90\u7684\u52a0\u6301\u548c\u8d4b\u80fd\u3002<\/p>\n\n\n\n

\u4ece\u9500\u552e\u521d\u6b21\u63a5\u89e6\u76ee\u6807\u5ba2\u6237\u65f6\u6240\u7528\u7684\u516c\u53f8\u4ecb\u7ecd\uff0c\u5230\u76ee\u6807\u5ba2\u6237\u4ea7\u751f\u9700\u6c42\u65f6\u9700\u8981\u7684\u76f8\u5173\u6848\u4f8b\u3001\u89e3\u51b3\u65b9\u6848\uff0c\u5e76\u5c06\u8fd9\u4e9b\u6750\u6599\u540c\u6b65\u5230\u9500\u552e\u5185\u5bb9\u5e93\uff0c\u4ee5\u53ca\u6c9f\u901a\u5de5\u5177\u7684\u4f18\u5316\uff0c\u8fd9\u4e9b\u5176\u5b9e\u90fd\u662f\u5e02\u573a\u56e2\u961f\u65e5\u5e38\u5de5\u4f5c\uff0c\u5982\u679c\u671f\u5f85\u7531\u9500\u552e\u81ea\u5df1\u6765\u7422\u78e8\uff0c\u90a3\u4e48\u6548\u7387\u5c31\u592a\u4f4e\u4e86\u3002<\/p>\n\n\n\n

02\u57f9\u80b2\u7bc7<\/strong><\/p>\n\n\n\n

B2B\u8425\u9500\u4e0d\u540c\u4e8eB2C\uff0c\u83b7\u5ba2\u6210\u672c\u9ad8\uff0c\u8f6c\u5316\u5468\u671f\u957f\uff0cForrester\u62a5\u544a\u663e\u793a90%\u9500\u552e\u7ebf\u7d22\u6700\u7ec8\u90fd\u6d41\u5931\u4e86\uff0c\u5176\u4e2d\u4e00\u4e2a\u4e3b\u8981\u539f\u56e0\u5c31\u662f\u7f3a\u4e4f\u6f5c\u5728\u5ba2\u6237\u57f9\u80b2\u8fc7\u7a0b\uff0c\u9500\u552e\u9700\u8981\u82b1\u8d39\u5927\u91cf\u65f6\u95f4\u3001\u4eba\u529b\u53bb\u7504\u522b\u7ebf\u7d22\u8d28\u91cf\uff0c\u518d\u52a0\u4e0a\u5927\u90e8\u5206\u9500\u552e\u7f3a\u4e4f\u7ebf\u7d22\u8d28\u91cf\u7b5b\u9009\u7684\u7ecf\u9a8c\uff0c\u53c8\u6269\u5927\u4e86\u65e0\u6cd5\u53ca\u65f6\u8ddf\u8fdb\u4f18\u8d28\u7ebf\u7d22\u7684\u673a\u4f1a\u6210\u672c\u3002<\/p>\n\n\n\n

\u73b0\u5b9e\u662f\u5927\u90e8\u5206\u4f01\u4e1a\u7684\u9500\u552e\u4e0d\u7d27\u4e0d\u6162\u5730\u6536\u5230\u540d\u5355\uff0c\u4e3b\u52a8\u8054\u7cfb\u6f5c\u5728\u5ba2\u6237\uff0c\u53cc\u65b9\u7b80\u5355\u804a\u4e86\u51e0\u53e5\uff0c\u5982\u679c\u8fd0\u6c14\u597d\u6216\u8bb8\u8fd8\u6253\u4e86\u4e00\u901a15\u5206\u949f\u7684\u7535\u8bdd\uff0c\u8be6\u7ec6\u4ecb\u7ecd\u4ea7\u54c1\u548c\u62a5\u4ef7\uff0c\u6700\u540e\u5bf9\u65b9\u6254\u4e0b\u4e00\u53e5\u201c\u6211\u8003\u8651\u4e0b\uff0c\u6709\u9700\u8981\u548c\u4f60\u8054\u7cfb\u3002\u201d\u90a3\u4e48\u8fd9\u4e2a\u65f6\u5019\u5e94\u8be5\u600e\u4e48\u529e\uff1f<\/p>\n\n\n\n

\u76f8\u5f53\u4e00\u90e8\u5206\u9500\u552e\u53ef\u80fd\u4f9d\u7136\u4f1a\u5728\u672a\u6765\u7684\u67d0\u4e2a\u8282\u70b9\u548c\u5bf9\u65b9\u53d6\u5f97\u8054\u7cfb\uff0c\u80fd\u8f6c\u5316\u5c31\u8f6c\u5316\uff0c\u4e0d\u80fd\u8f6c\u5316\u5c31\u62c9\u5012\uff0c\u63a5\u7740\u53bb\u4f18\u5148\u8ddf\u8fdb\u90a3\u4e9b\u610f\u5411\u66f4\u5f3a\u7684\u7ebf\u7d22\u3002\u4e45\u800c\u4e45\u4e4b\uff0c\u9500\u552e\u4eec\u90fd\u88ab\u201c\u60ef\u574f\u201d\u4e86\uff0c\u5bf9\u4e8e\u610f\u5411\u7a0b\u5ea6\u4e0d\u90a3\u4e48\u5f3a\u70c8\u7684\u7ebf\u7d22\uff0c\u5c31\u663e\u5f97\u975e\u5e38\u88ab\u52a8\u548c\u6d88\u6781\u3002<\/p>\n\n\n\n

\u800c\u7ebf\u7d22\u57f9\u80b2\uff0c\u5c31\u662f\u8981\u548c\u6ca1\u6709\u8d2d\u4e70\u4ea7\u54c1\u7684\u6f5c\u5ba2\u6784\u5efa\u826f\u597d\u7684\u5173\u7cfb\uff0c\u5e76\u5728\u672a\u6765\u5c06\u5176\u53d1\u5c55\u4e3a\u7406\u60f3\u5ba2\u6237\u7684\u8fc7\u7a0b\uff0c\u9700\u8981\u5efa\u7acb\u957f\u671f\u3001\u6709\u610f\u4e49\u4e14\u5145\u6ee1\u4fe1\u4efb\u7684\u5173\u7cfb\u3002\u90a3\u4e48\u5982\u4f55\u8fdb\u884c\u6709\u6548\u7684\u65b0\u7ebf\u7d22\u57f9\u80b2 & \u6c89\u9ed8\u7ebf\u7d22\u6fc0\u6d3b\u5462\uff1f<\/p>\n\n\n\n

\u6574\u7406\u5ba2\u6237\u65c5\u7a0b\u5730\u56fe<\/strong><\/p>\n\n\n\n

\u521d\u6b21\u63a5\u89e6\u7684\u6f5c\u5728\u5ba2\u6237\u4e2d\uff0c\u53ea\u67095%-20%\u505a\u597d\u4e86\u8d2d\u4e70\u51c6\u5907\uff0c\u5927\u90e8\u5206\u5904\u4e8e\u4fe1\u606f\u6536\u96c6\u9636\u6bb5\uff0c\u5e76\u4e14\u5ba2\u6237\u7684\u8ba4\u77e5\u65c5\u7a0b\u662f\u968f\u610f\u4e14\u6e10\u8fdb\u7684\uff0c\u4f46\u65e0\u8bba\u5982\u4f55\u590d\u6742\u53d8\u5316\uff0c\u5ba2\u6237\u8ba4\u77e5\u65c5\u7a0b\u603b\u5f52\u79bb\u4e0d\u5f00\u5982\u4e0b3\u4e2a\u6838\u5fc3\u8981\u70b9\uff1a<\/p>\n\n\n\n

\"\u5373\u5c06\u5d1b\u8d77\u7684To<\/figure>\n\n\n\n

Problem Aware\uff0c\u75db\u70b9\u8ba4\u77e5\uff1a<\/strong>\u5ba2\u6237\u7684\u75db\u70b9\u660e\u663e\uff0c\u4f46\u4e0d\u77e5\u9053\u6709\u89e3\u51b3\u65b9\u6848— \u9700\u8981\u4ecb\u7ecd\u4ea7\u54c1\u53ca\u670d\u52a1\u63d0\u4f9b\u7684\u4ef7\u503c\u4e3b\u5f20<\/p>\n\n\n\n

Solution Aware\uff0c\u89e3\u51b3\u65b9\u6848\u8ba4\u77e5\uff1a<\/strong>\u5ba2\u6237\u77e5\u9053\u5e02\u9762\u4e0a\u6709\u89e3\u51b3\u65b9\u6848\uff0c\u4f46\u4e0d\u77e5\u9053\u662f\u5426\u6709\u5bf9\u5e94\u7684\u4ea7\u54c1— \u9700\u8981\u7a81\u51fa\u4ea7\u54c1\u53ca\u670d\u52a1\u5bf9\u4e86\u89e3\u8005\u7684\u4ef7\u503c<\/p>\n\n\n\n

Product Aware\uff0c\u4ea7\u54c1\u8ba4\u77e5\uff1a<\/strong>\u5ba2\u6237\u77e5\u9053\u5382\u5546A\u6709\u8fd9\u4e48\u4e00\u6b3e\u4ea7\u54c1\uff0c\u4f46\u4e0d\u77e5\u9053\u4ea7\u54c1\u662f\u5426\u53ef\u9760— \u9700\u8981\u53d1\u6398\u6f5c\u5728\u5ba2\u6237\u7684\u5177\u4f53\u9700\u6c42\uff0c\u5e76\u7ed9\u4e88\u6ee1\u8db3<\/p>\n\n\n\n

\u662f\u7684\uff0c\u5728\u5ba2\u6237\u8ba4\u77e5\u65c5\u7a0b\u4e2d\u4f1a\u4ea7\u751f\u4e00\u7cfb\u5217\u95ee\u9898\uff0c\u800c\u642d\u5efa\u7ebf\u7d22\u57f9\u80b2\u673a\u5236\u7684\u5173\u952e\u5c31\u662f\u56de\u7b54\u5ba2\u6237\u7684\u8fd9\u4e9b\u95ee\u9898\uff0c\u628a\u6709\u7528\u7684\u4fe1\u606f\u4ee5\u5c3d\u53ef\u80fd\u7b80\u5355\u7684\u65b9\u5f0f\u63d0\u4f9b\u7ed9\u4ed6\u4eec\uff0c\u5e2e\u52a9\u6f5c\u5728\u5ba2\u6237\u627e\u5230\u95ee\u9898\u7684\u7b54\u6848\u3002<\/p>\n\n\n\n

\u5efa\u7acb\u5ba2\u6237\u65c5\u7a0b\u5730\u56fe\u53ef\u4ee5\u5e2e\u52a9\u6211\u4eec\u4e86\u89e3\u672a\u6765\u5ba2\u6237\u4e0e\u4f01\u4e1a\u7684\u57fa\u672c\u4e92\u52a8\uff0c\u4ed6\u4eec\u7684\u52a8\u673a\u662f\u4ec0\u4e48\uff1f\u4ed6\u4eec\u5728\u4e0d\u540c\u9636\u6bb5\u4f1a\u6709\u54ea\u4e9b\u4e0d\u4e00\u6837\u7684\u95ee\u9898\uff1f\u4e86\u89e3\u4ed6\u4eec\u60f3\u8981\u4ec0\u4e48\uff0c\u624d\u80fd\u628a\u4ea7\u54c1&\u670d\u52a1\u4ef7\u503c\u66f4\u5f80\u75db\u5904\u6233\u3002<\/p>\n\n\n\n

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