{"id":68729,"date":"2022-05-17T20:48:25","date_gmt":"2022-05-17T12:48:25","guid":{"rendered":"https:\/\/www.growthhk.cn\/?p=68729"},"modified":"2022-05-17T20:48:26","modified_gmt":"2022-05-17T12:48:26","slug":"pamtam-sam-som%e5%b8%82%e5%9c%ba%e7%a9%ba%e9%97%b4%e5%88%b0aipl%e8%bd%ac%e5%8c%96","status":"publish","type":"post","link":"https:\/\/www.growthhk.cn\/quan\/68729.html","title":{"rendered":"PAM,TAM, SAM, SOM\u5e02\u573a\u7a7a\u95f4\u5230AIPL\u8f6c\u5316"},"content":{"rendered":"\n<p>\u6211\u4eec\u4e4b\u524d\u8ba8\u8bba\u8fc7\u57fa\u4e8e\u6d88\u8d39\u8005\u65c5\u7a0b\u7684<span class=\"wpcom_tag_link\"><a href=\"https:\/\/www.growthhk.cn\/tag\/aipl\" title=\"AIPL\" target=\"_blank\">AIPL<\/a><\/span>\u7684\u6570\u636e\u5316\u8fd0\u8425\u65b9\u6cd5\uff0c\u5728AIPL\u4e4b\u524d\uff0c\u5982\u679c\u4f5c\u4e3a\u521b\u4e1a\u516c\u53f8\uff0c\u5e02\u573a\u7a7a\u95f4\u5206\u6790\u662f\u5546\u4e1a\u8ba1\u5212\u4e66\u4e2d\u7684\u91cd\u8981\u90e8\u5206\uff0c\u4f5c\u4e3a\u8fd8\u672a\u6210\u4e3a\u54c1\u724c\u5546\u7684\u521d\u521b\u516c\u53f8\u8d1f\u8d23\u4eba\uff0c\u6216\u4f5c\u4e3a\u54c1\u724c\u516c\u53f8\u65b0\u4ea7\u54c1\u7684\u4ea7\u54c1\u7ecf\u7406\uff0c\u5bf9\u4e8e\u5c06\u8981\u53d1\u5e03\u5230\u5e02\u573a\u7684\u4ea7\u54c1\u7684\u5e02\u573a\u7a7a\u95f4\uff0c\u76ee\u6807\u5ba2\u6237\u7ec6\u5206\u5e02\u573a\uff0c\u4ee5\u53ca\u8fd0\u8425 \u6a21\u5f0f\u90fd\u9700\u8981\u6709\u6210\u719f\u7684\u6a21\u5f0f\u3002<\/p>\n\n\n\n<p>\u8d8a\u6311\u6218\u8d8a\u6e34\u671b-AIPL\u6a21\u5f0f\u5982\u4f55\u4e0e\u4f20\u7edf\u4f01\u4e1a\u878d\u5408\u4e4b\u4e00<\/p>\n\n\n\n<p>\u867d\u7136\u4e92\u8054\u7f51\u4ea7\u54c1\u53ef\u4ee5\u654f\u6377\u8fed\u4ee3\uff0c\u5feb\u901f\u770b\u5230\u7ed3\u679c\uff0c\u4f46\u662f\u5e02\u573a\u5bb9\u91cf\u5206\u6790\u5de5\u5177: PAM, TAM, SAM, SOM\uff08 \u662f\u4e00\u5957\u7531\u56db\u4e2a\u6307\u6807\u5171\u540c\u7ec4\u6210\u7684\u5206\u6790\u548c\u8861\u91cf\u5e02\u573a\u5927\u5c0f\u7684\u65b9\u6cd5\uff09\u8fd8\u662f\u9700\u8981\u5728\u9879\u76ee\u6295\u8d44\u524d\u5bf9\u5e02\u573a\u5bb9\u91cf\u5927\u5c0f\u7684\u8ba1\u7b97\u548c\u5168\u9762\u8bc4\u4f30\u3002\u4e00\u822c\u9700\u8981\u5177\u5907\u6218\u7565\u4e0eMarketing\u80fd\u529b\u7684\u540c\u5b66\u8fdb\u884c\u6df1\u601d\u719f\u8651\uff0c\u7ecf\u8fc7\u4e00\u7cfb\u5217\u5e02\u573a\u8c03\u67e5\u3001\u8ba1\u7b97\u3001\u5206\u6790\u3001\u8bc4\u4f30\u3001\u4fee\u6539\u7b49\u7b49\u6d41\u7a0b\u540e\u63d0\u4ea4Charter\uff08\u5546\u4e1a\u8ba1\u5212\u4e66\uff0c\u53c8\u88ab\u79f0\u4e3a\u201c\u4efb\u52a1\u4e66\u201d\uff0c\u662f\u8bf4\u660e\u6b64\u4ea7\u54c1\u6216\u89e3\u51b3\u65b9\u6848\u7684\u673a\u4f1a\u548c\u6295\u8d44\u6536\u76ca\u7684\u5546\u4e1a\u8ba1\u5212\uff09\uff0c\u7ecf\u8fc7\u7ba1\u59d4\u4f1a\u8bc4\u5ba1\u540e\uff0c\u518d\u51b3\u5b9a\u9879\u76ee\u662f\u5426\u53ef\u884c\uff0c\u8fd9\u4e9b\u524d\u671f\u5bf9\u4ea7\u54c1\u548c\u5e02\u573a\u7684\u6d1e\u5bdf\u80fd\u6709\u6548\u964d\u4f4e\u65b0\u4ea7\u54c1\u8fdb\u5165\u5e02\u573a\u7684\u98ce\u9669\uff0c\u63d0\u9ad8\u6210\u529f\u7387\u3002<\/p>\n\n\n\n<p>\u53c2\u89c1\u67d0\u4f01\u4e1a\u7684\u4ea7\u54c1\u7814\u53d1\u5230\u5e02\u573a\u7684\u6d41\u7a0b\u6846\u67b6\uff1a<\/p>\n\n\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" width=\"995\" height=\"594\" src=\"https:\/\/www.growthhk.cn\/wp-content\/uploads\/2022\/05\/image-123.png\" alt=\"\" class=\"wp-image-68730\"\/><\/figure>\n\n\n\n<p>\u5e02\u573a\u5206\u6790\u7684\u76ee\u7684\u662f\u4ec0\u4e48\uff1f<\/p>\n\n\n\n<p>\u662f\u4e3a\u4e86\u4e86\u89e3\u5e02\u573a\u52a8\u6001\u548c\u589e\u957f\u6f5c\u529b\uff0c\u4e5f\u662f\u5bf9\u5e02\u573a\u5168\u9762\u7684\u5b9a\u6027\u548c\u5b9a\u91cf\u8bc4\u4f30\u3002\u901a\u8fc7\u5e02\u573a\u5206\u6790\u548c\u8bc4\u4f30\u8fc7\u7a0b\u53ef\u4ee5\u786e\u5b9a\u4ee5\u4e0b\u51e0\u4e2a\u65b9\u9762\u7684\u5173\u952e\u4fe1\u606f\uff0c\u4e3a\u662f\u5426\u8fdb\u5165\u5e02\u573a\uff1f\u5982\u4f55\u8fdb\u5165\uff1f\u5982\u4f55\u6784\u5efa\u8fdb\u5165\u7684\u524d\u63d0\uff1f\u548c\u8c01\u4e00\u8d77\u8fdb\u5165\uff1f\u7528\u6237\uff0c\u6e20\u9053\uff0c\u4f19\u4f34\u5173\u7cfb\u5982\u4f55\u6784\u5efa\uff1f\u5177\u4f53\u5305\u62ec\u5f85\u8fdb\u5165\u5e02\u573a\u7684\uff1a<\/p>\n\n\n\n<p>\u73b0\u5728\u548c\u5c06\u6765\u7684\u5e02\u573a\u89c4\u6a21<\/p>\n\n\n\n<ol class=\"wp-block-list\"><li>\u5e02\u573a\u7684\u589e\u957f\u6f5c\u529b<\/li><li>\u53ef\u80fd\u7684\u5206\u9500\u6e20\u9053<\/li><li>\u9762\u5411\u7684\u6d88\u8d39\u4eba\u7fa4<\/li><li>\u5e02\u573a\u7684\u8d8b\u52bf\uff08\u5168\u7403\uff0c\u56fd\u5185\uff0c\u653f\u7b56\u9762\u7b49\uff09<\/li><li>\u884c\u4e1a\u7684\u6210\u672c\u7ed3\u6784<\/li><li>\u884c\u4e1a\u7684\u751f\u6001\u5730\u56fe<\/li><li>\u884c\u4e1a\u7684\u9879\u76ee\u5730\u56fe<\/li><li>\u884c\u4e1a\u7684\u4f5c\u6218\u5730\u56fe\u548csandbox\u63a8\u6f14<\/li><\/ol>\n\n\n\n<p>\u65e0\u8bba\u662f2B\u8fd8\u662f2C\uff0c\u6700\u5173\u952e\u7684\u8fd8\u662f\u5927\u9879\u76ee\u5ba2\u6237\u6216\u8005\u7cbe\u51c6\u7684\u6d88\u8d39\u4eba\u7fa4\uff0c\u4ece\u83b7\u53d6\u5ba2\u6237\uff08\u6d88\u8d39\u8005\uff09\u5230keep and grow customers ,all activities we do to up sell ,next-sell,cross-sell and referail (\u53e3\u7891\uff0c\u8f6c\u4ecb\u7ecd\uff09\u3002<\/p>\n\n\n\n<p>what&#8217;s that thing, it&#8217;s AIPL.<\/p>\n\n\n\n<p>\u4ec0\u4e48\u662fPAM,TAM, SAM, SOM\uff1f<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>\u6f5c\u5728\u53ef\u5229\u7528\u5e02\u573a PAM (Potential Available Market) \uff08\u4e00\u822c\u6307\u5168\u7403\u6216\u5168\u56fd\u5927\u5e02\u573a\uff0c\u6240\u6709\u6d88\u8d39\u8005\u548c\u5ba2\u6237\u90fd\u53ef\u80fd\u662f\u6f5c\u5728\u7684\u6d88\u8d39\u8005\u548c\u5ba2\u6237\uff09<\/li><li>\u603b\u53ef\u5bfb\u5e02\u573aTAM (Total Addressable Market)\uff0c\uff08\u4e00\u822c\u6307\u5e02\u573a\u603b\u9700\u6c42\uff0c\u6700\u5927\u4e0a\u9650\uff0c\u4e5f\u662f\u672a\u6765\u53d1\u5c55\u7684\u6f5c\u529b\uff0c\u5982xxx\u8bbe\u5907\u5168\u74035\u5927\u8fd0\u8425\u5546\u7684\u603b\u5e02\u573a\u7a7a\u95f4xxx billion$\uff09<\/li><li>\u670d\u52a1\/\u53ef\u670d\u52a1\u7684\u53ef\u5229\u7528\u5e02\u573a SAM (Served\/Serviceable Available Market)\uff08\u76ee\u6807\u5ba2\u6237\uff09<\/li><li>\u53ef\u670d\u52a1\u548c\u53ef\u83b7\u5f97\u7684\u5e02\u573a SOM (Serviceable &amp; Obtainable Market) \uff08\u6700\u7ec8\u53ef\u670d\u52a1\u548c\u9500\u552e\u7684\u5ba2\u6237\u548c\u6d88\u8d39\u4eba\u7fa4\uff09<\/li><\/ul>\n\n\n\n<p>\u90a3\u4e48\u5ba2\u6237\u751f\u547d\u5468\u671f\u4ef7\u503c\u7684\u5173\u952e\u6a21\u578b\u662f\u4ec0\u4e48\uff1f\u4ec0\u4e48\u662fLTC\u548cCAV?<\/p>\n\n\n\n<p>\u6765\u6e90\uff1a \u5982\u4f55\u8ba1\u7b97\u5ba2\u6237\u7ec8\u8eab\u4ef7\u503c (hubspot.com)<\/p>\n\n\n\n<p>\u4ec0\u4e48\u662f\u5ba2\u6237\u7ec8\u8eab\u4ef7\u503c \uff08CLV\uff09\uff1f<\/p>\n\n\n\n<p>\u5ba2\u6237\u751f\u547d\u5468\u671f\u4ef7\u503c\uff08CLV \u6216 CLTV\uff09\u662f\u4e00\u4e2a\u6307\u6807\uff0c\u8868\u793a\u4f01\u4e1a\u5728\u6574\u4e2a\u4e1a\u52a1\u5173\u7cfb\u4e2d\u53ef\u4ee5\u5408\u7406\u671f\u671b\u4ece\u5355\u4e2a\u5ba2\u6237ID\u5e10\u6237\u83b7\u5f97\u7684\u603b\u6536\u5165\u3002\u662f\u8861\u91cf\u4efb\u4f55\u6210\u957f\u4e2d\u7684\u516c\u53f8\u6700\u91cd\u8981\u7684\u6307\u6807\u4e4b\u4e00\uff0c\u901a\u8fc7\u8861\u91cf\u4e0e\u5ba2\u6237\u83b7\u53d6\u6210\u672c\uff08CAC\uff09\u76f8\u5173\u7684CLTV \uff0c\u516c\u53f8\u53ef\u4ee5\u8861\u91cf\u6536\u56de\u65b0\u5ba2\u6237\u6240\u9700\u7684\u6295\u8d44\u6240\u9700\u7684\u65f6\u95f4\uff0c\u4f8b\u5982\u9500\u552e\u548c\u8425\u9500\u6210\u672c\u3002<\/p>\n\n\n\n<p>\u5982\u679c\u60a8\u5e0c\u671b\u60a8\u7684\u4f01\u4e1a\u83b7\u5f97\u5e76\u7559\u4f4f\u6781\u6709\u4ef7\u503c\u7684\u5ba2\u6237\uff0c\u90a3\u4e48\u60a8\u7684\u56e2\u961f\u5fc5\u987b\u4e86\u89e3\u4ec0\u4e48\u662f\u5ba2\u6237\u751f\u547d\u5468\u671f\u4ef7\u503c\uff08\u5ba2\u6237\u7ec8\u8eab\u4ef7\u503c\uff09\u4ee5\u53ca\u5982\u4f55\u5bf9\u5176\u8fdb\u884c\u8ba1\u7b97\u3002<\/p>\n\n\n\n<p>\u5ba2\u6237\u751f\u547d\u5468\u671f\u4ef7\u503c\uff08\u5ba2\u6237\u7ec8\u8eab\u4ef7\u503c\uff09\uff08CLTV\uff09<br>\u5ba2\u6237\u751f\u547d\u5468\u671f\u4ef7\u503c\uff08\u5ba2\u6237\u7ec8\u8eab\u4ef7\u503c\uff09\u662f\u8868\u793a\u4f01\u4e1a\u53ef\u4ee5\u5408\u7406\u5730\u4ece\u5355\u4e2a\u5ba2\u6237\u83b7\u5f97\u7684\u603b\u6536\u5165\u7684\u6307\u6807\u3002\u5b83\u8003\u8651\u4e86\u5ba2\u6237\u7684\u6536\u5165\u4ef7\u503c\uff0c\u4f01\u4e1a\u4f7f\u7528\u6b64\u6307\u6807\u6765\u8bc6\u522b\u5bf9\u516c\u53f8\u6700\u6709\u4ef7\u503c\u7684\u91cd\u8981\u5ba2\u6237\u7fa4\u3002<\/p>\n\n\n\n<p>CLTV\u544a\u8bc9\u516c\u53f8\u5728\u4e1a\u52a1\u5173\u7cfb\u8fc7\u7a0b\u4e2d\uff0c\u4ed6\u4eec\u53ef\u4ee5\u671f\u671b\u4e00\u4f4d\u5ba2\u6237\u4ea7\u751f\u591a\u5c11\u6536\u5165\u3002\u5ba2\u6237\u7ee7\u7eed\u4ece\u516c\u53f8\u8d2d\u4e70\u5546\u54c1\u7684\u65f6\u95f4\u8d8a\u957f\uff0c\u4ed6\u4eec\u7684\u7ec8\u8eab\u4ef7\u503c\u5c31\u8d8a\u5927\u3002<\/p>\n\n\n\n<p>\u5ba2\u6237\u652f\u6301\u548c\u6210\u529f\u56e2\u961f\u5728\u5ba2\u6237\u7684\u6574\u4e2a\u65c5\u7a0b\u4e2d\u5177\u6709\u76f4\u63a5\u5f71\u54cd\u529b\u3002\u5ba2\u6237\u652f\u6301\u4ee3\u8868\u548c\u5ba2\u6237\u6210\u529f\u7ecf\u7406\u5728\u89e3\u51b3\u95ee\u9898\u548c\u63d0\u4f9b\u5efa\u8bae\u4ee5\u5f71\u54cd\u5ba2\u6237\u4ee5\u5fe0\u4e8e\u516c\u53f8\u6216\u6d41\u5931\u5ba2\u6237\u65b9\u9762\u53d1\u6325\u7740\u5173\u952e\u4f5c\u7528\u3002<\/p>\n\n\n\n<p>\u5ba2\u6237\u751f\u547d\u5468\u671f\u4ef7\u503c\uff08\u5ba2\u6237\u7ec8\u8eab\u4ef7\u503c\uff09\u6a21\u578b<\/p>\n\n\n\n<ul 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