ToB营销增长：B2B和SaaS市场人工作指南
（1）作者背景资深：ToB领域的知名营销专家和增长专家，从事ToB行业14年。曾任创赛普咨询师、凯洛格合伙人、创蓝云智VP及国际事业部总经理、明源云集团CMO、船长BI VP。
（2）作者经验丰富：曾在4年间实现10亿级的营收增长，带领过千人级销售队伍，负责过300人市场团队。
（3）独创方法论：ToB营销增长模型，包含ToB营销增长的正确认知、营销策略、品牌营销、数字化营销、内容营销、活动营销、私域营销、营销数字化、增长型组织搭建9大主题。
（4）800位专家推荐：200余家企业的创始人和高管深度交流后的所获、所思和所感。本书内容得到了10余位高校教授、20余位机构投资人、50余位行业专家、200余位CEO和创始人、500余位CMO和COO的高度评价。
（5）复盘名企经验：分析和复盘华为、神策数据、创蓝云智、明源云等知名企业的实践案例和实操方法。
（6）大量工具和模型：全书总结了大量的工具、方法、步骤、模板、模型，比如品牌战略工具、内容营销体系规划、用户画像5步法、ToB-O6A品牌关系资产模型、内容创作模板、ToB私域营销模型等，能确保读者看了就能懂，懂了就会用。
（7）提供习题和思考：每一章结尾都有思考和练习题，既能帮助读者检验阅读和学习的成果，又能帮助读者检阅自身企业的现状，边阅读、边思考、边实践，学以致用。
（8）关联视频和课程：针对书中重要的知识点，作者录制了讲解视频，便于读者理解，同时作者还与三节课等平台合作开发了ToB营销增长相关的课程（收费），与本书互为补充。
本书将ToB从业者需要掌握的营销增长方法论，该方法论包含ToB营销增长的正确认知、营销策略、品牌营销、数字化营销、内容营销、活动营销、私域营销、营销数字化、增长型组织搭建9大主题。根据不同行业、不同阶段的企业的需求，提供了针对性的营销增长方法和建议，能帮助读者升维认知、建立体系化思维、构建完整知识架构、掌握经验证的方法论、找到疑难问题的解决方案。
为了提升这本书的实操性，全书总结了大量的工具、方法、步骤、模板、模型，比如品牌战略工具、内容营销体系规划、用户画像5步法、ToB-O6A品牌关系资产模型、内容创作模板、ToB私域营销模型等，其中很多都是整个ToB行业的经验总结，非常有价值，能确保读者看了就能懂，懂了就会用。此外，书中分析了大量来自华为、神策、创蓝云智、明源云等企业的案例。
前言
第1章 重新认识ToB增长001
1.1 ToB的下一个10年001
1.1.1 认识ToB企业001
1.1.2 中美ToB行业对比003
1.2 ToB企业的增长挑战007
1.2.1 ToB增长中的5个挑战007
1.2.2 购买决策流程复杂009
1.2.3 需要主动教育市场和客户010
1.2.4 获客成本越来越高011
1.2.5 线索转化率越来越低013
1.2.6 产品续费率不高013
1.3 重新认识ToB增长014
近几年，越来越多的朋友开始关注B2B和SaaS企业（以下统称为ToB企业），并且在切换职业赛道的时候考虑转向ToB行业。但是经过一段时间的尝试，不少从业者会习惯性地用ToC的思维来做ToB的营销增长，结果必然是屡屡碰壁、数据惨淡、投入产出不成正比。
很多人会咨询ToC和ToB两类企业营销增长的差异，也有很多人困惑在新的机会面前是否要转型，有没有好的成功经验可以学习等。
也有不少转行的朋友想找ToB营销增长相关的课程，却发现几乎没有，就连ToB市场营销主题的书籍也是寥寥无几，专门的增长理论着实匮乏。
现在，国内ToB行业的从业者大多数还处于求生存、谋发展的阶段，其中能静下心来总结这个行业的营销增长体系和方法论的从业者少之又少。
增长无方，学习无门，如何破局？
通过给100余位市场从业者进行职场咨询，笔者发现了大家的两个痛点：
第一，缺乏完整的品牌和市场营销知识体系；
Shipping Overview:
• Shipping: Standard Domestic Shipping within the United States charges USD 4.99. Standard International Shipping from United Kingdom, Germany and Japan to the United States charges 14.99.
• Order Processing: Please allow 1-2 business days for order processing and preparation before shipment.
• Domestic Shipping: Orders within the U.S. are shipped via USPS or FedEx, depending on the origin of the product. The average transit time is 3-7 business days.
• International Shipping: Currently, we only ship within the USA.
• Tracking Information: Every order is trackable. You will receive a tracking number once your order has been shipped. Products may be shipped from various global fulfillment centers.
Shipping Delays:
Please note that shipping times may vary due to factors beyond our control, such as weather conditions, natural disasters, or peak holiday periods. While we strive to ensure timely delivery, the exact arrival time cannot be guaranteed and is managed by the shipping carrier.
Shipping Options:
-
Standard Delivery: Most orders are shipped within 3-7 business days. Larger items may utilize LTL shipping for safe handling.
-
Handling Time: We handle shipments on business days (Monday - Friday), with a preparation time of 1-2 days.
-
Additional Charges: Some items require additional shipping charges due to their size, weight, or special handling. These charges are specified on the product pages and are not eligible for shipping discounts.
-
Exclusions: Gift cards, packaging, taxes, and prior purchases do not count toward the minimum purchase requirement for free shipping. This offer is valid only for shipments to U.S. addresses, including Puerto Rico.
Delivery Details:
-
Estimates: Standard shipping within the US typically takes 3-7 business days. These are estimates and not guarantees.
-
Shipping Restrictions: We ship to all 50 states, Washington, DC, U.S. territories, and APO/FPO/DPO addresses. Shipping options vary based on the delivery address.
-
Remote Areas: Shipments to remote areas may incur additional charges or require pickup from a nearby shipping partner’s location.
Shipping Confirmation:
You will receive a shipping confirmation email with a tracking number as soon as your order is dispatched. If you do not receive this email immediately, please be assured that your items will arrive within the estimated delivery window provided at checkout.
Order Modifications:
If you need to cancel or modify your order, please contact our customer support immediately.
Issues with Delivery:
If your order shows as delivered but you have not received it, please contact the shipping carrier directly to resolve the issue. For persistent problems, contact our customer service at cs@everymarket.com.
Customer Support:
Our team is available 24/7 to assist you with any questions or concerns regarding your order. We are committed to ensuring a smooth shopping experience.
Return & Refund Policy Overview
Please review our return and refund policies below to ensure a smooth transaction process.
Return Policy
-
Duration: You have 30 days from receiving your item to initiate a return.
-
Condition: Items must be unworn, unwashed, with original tags and packaging intact.
-
Shipping Costs: Customers are responsible for return shipping costs.
-
Packaging: Ensure returned items are well-packaged to avoid damage during transit.
-
Tracking: Use a trackable and insured shipping method as we are not liable for items lost or damaged on return.
-
Initiating a Return: Contact us at cs@everymarket.com to start your return. We will provide a return shipping label and instructions upon approval. Returns without prior approval will not be accepted.
How to Return
-
Method: Returns must be sent back by mail to the address provided in the return instructions.
Return Label
-
Defective Products: Return labels are provided for defective items.
-
Non-Defective Returns: Customers are responsible for obtaining their return shipping label.
Product Conditions for Return
-
Eligible Products: Returns are only accepted for items in new condition.
Nonreturnable Items
Certain items are not eligible for return:
-
Electronic devices after 30 days (e.g., computers, laptops, Kindles)
-
Gift cards, prepaid game cards
-
Perishable goods, live insects, some jewelry, some health and personal care items
-
Customized or personalized products
-
Items with special shipping restrictions
Refund Policy
-
Window: Eligible products may be returned within 30 days of delivery for a refund.
-
Refund Method: Refunds are processed to the original payment method or as store credit for items purchased with gift cards.
-
Processing Time: Refunds are processed within 3-5 business days after we receive the return; please allow additional time for shipping and bank processing.
Claims
Inspect your order upon arrival and report any defects, damages, or incorrect items immediately to allow us to address the issue. For claims, contact our support team with details of the issue.
Exchange Policy
For the quickest service, return your original item and place a new order for the desired product once your return is accepted.
Return Address
EveryMarket Customer Service 2101 E Terra Ln, O'Fallon, MO 63366
Customer Support
Available 24/7 for any questions or assistance needed:
-
Phone: +1 636-312-5925
-
Email: cs@everymarket.com
（1）作者背景资深：ToB领域的知名营销专家和增长专家，从事ToB行业14年。曾任创赛普咨询师、凯洛格合伙人、创蓝云智VP及国际事业部总经理、明源云集团CMO、船长BI VP。
（2）作者经验丰富：曾在4年间实现10亿级的营收增长，带领过千人级销售队伍，负责过300人市场团队。
（3）独创方法论：ToB营销增长模型，包含ToB营销增长的正确认知、营销策略、品牌营销、数字化营销、内容营销、活动营销、私域营销、营销数字化、增长型组织搭建9大主题。
（4）800位专家推荐：200余家企业的创始人和高管深度交流后的所获、所思和所感。本书内容得到了10余位高校教授、20余位机构投资人、50余位行业专家、200余位CEO和创始人、500余位CMO和COO的高度评价。
（5）复盘名企经验：分析和复盘华为、神策数据、创蓝云智、明源云等知名企业的实践案例和实操方法。
（6）大量工具和模型：全书总结了大量的工具、方法、步骤、模板、模型，比如品牌战略工具、内容营销体系规划、用户画像5步法、ToB-O6A品牌关系资产模型、内容创作模板、ToB私域营销模型等，能确保读者看了就能懂，懂了就会用。
（7）提供习题和思考：每一章结尾都有思考和练习题，既能帮助读者检验阅读和学习的成果，又能帮助读者检阅自身企业的现状，边阅读、边思考、边实践，学以致用。
（8）关联视频和课程：针对书中重要的知识点，作者录制了讲解视频，便于读者理解，同时作者还与三节课等平台合作开发了ToB营销增长相关的课程（收费），与本书互为补充。
本书将ToB从业者需要掌握的营销增长方法论，该方法论包含ToB营销增长的正确认知、营销策略、品牌营销、数字化营销、内容营销、活动营销、私域营销、营销数字化、增长型组织搭建9大主题。根据不同行业、不同阶段的企业的需求，提供了针对性的营销增长方法和建议，能帮助读者升维认知、建立体系化思维、构建完整知识架构、掌握经验证的方法论、找到疑难问题的解决方案。
为了提升这本书的实操性，全书总结了大量的工具、方法、步骤、模板、模型，比如品牌战略工具、内容营销体系规划、用户画像5步法、ToB-O6A品牌关系资产模型、内容创作模板、ToB私域营销模型等，其中很多都是整个ToB行业的经验总结，非常有价值，能确保读者看了就能懂，懂了就会用。此外，书中分析了大量来自华为、神策、创蓝云智、明源云等企业的案例。
前言
第1章 重新认识ToB增长001
1.1 ToB的下一个10年001
1.1.1 认识ToB企业001
1.1.2 中美ToB行业对比003
1.2 ToB企业的增长挑战007
1.2.1 ToB增长中的5个挑战007
1.2.2 购买决策流程复杂009
1.2.3 需要主动教育市场和客户010
1.2.4 获客成本越来越高011
1.2.5 线索转化率越来越低013
1.2.6 产品续费率不高013
1.3 重新认识ToB增长014
近几年，越来越多的朋友开始关注B2B和SaaS企业（以下统称为ToB企业），并且在切换职业赛道的时候考虑转向ToB行业。但是经过一段时间的尝试，不少从业者会习惯性地用ToC的思维来做ToB的营销增长，结果必然是屡屡碰壁、数据惨淡、投入产出不成正比。
很多人会咨询ToC和ToB两类企业营销增长的差异，也有很多人困惑在新的机会面前是否要转型，有没有好的成功经验可以学习等。
也有不少转行的朋友想找ToB营销增长相关的课程，却发现几乎没有，就连ToB市场营销主题的书籍也是寥寥无几，专门的增长理论着实匮乏。
现在，国内ToB行业的从业者大多数还处于求生存、谋发展的阶段，其中能静下心来总结这个行业的营销增长体系和方法论的从业者少之又少。
增长无方，学习无门，如何破局？
通过给100余位市场从业者进行职场咨询，笔者发现了大家的两个痛点：
第一，缺乏完整的品牌和市场营销知识体系；
Shipping Overview:
• Shipping: Standard Domestic Shipping within the United States charges USD 4.99. Standard International Shipping from United Kingdom, Germany and Japan to the United States charges 14.99.
• Order Processing: Please allow 1-2 business days for order processing and preparation before shipment.
• Domestic Shipping: Orders within the U.S. are shipped via USPS or FedEx, depending on the origin of the product. The average transit time is 3-7 business days.
• International Shipping: Currently, we only ship within the USA.
• Tracking Information: Every order is trackable. You will receive a tracking number once your order has been shipped. Products may be shipped from various global fulfillment centers.
Shipping Delays:
Please note that shipping times may vary due to factors beyond our control, such as weather conditions, natural disasters, or peak holiday periods. While we strive to ensure timely delivery, the exact arrival time cannot be guaranteed and is managed by the shipping carrier.
Shipping Options:
-
Standard Delivery: Most orders are shipped within 3-7 business days. Larger items may utilize LTL shipping for safe handling.
-
Handling Time: We handle shipments on business days (Monday - Friday), with a preparation time of 1-2 days.
-
Additional Charges: Some items require additional shipping charges due to their size, weight, or special handling. These charges are specified on the product pages and are not eligible for shipping discounts.
-
Exclusions: Gift cards, packaging, taxes, and prior purchases do not count toward the minimum purchase requirement for free shipping. This offer is valid only for shipments to U.S. addresses, including Puerto Rico.
Delivery Details:
-
Estimates: Standard shipping within the US typically takes 3-7 business days. These are estimates and not guarantees.
-
Shipping Restrictions: We ship to all 50 states, Washington, DC, U.S. territories, and APO/FPO/DPO addresses. Shipping options vary based on the delivery address.
-
Remote Areas: Shipments to remote areas may incur additional charges or require pickup from a nearby shipping partner’s location.
Shipping Confirmation:
You will receive a shipping confirmation email with a tracking number as soon as your order is dispatched. If you do not receive this email immediately, please be assured that your items will arrive within the estimated delivery window provided at checkout.
Order Modifications:
If you need to cancel or modify your order, please contact our customer support immediately.
Issues with Delivery:
If your order shows as delivered but you have not received it, please contact the shipping carrier directly to resolve the issue. For persistent problems, contact our customer service at cs@everymarket.com.
Customer Support:
Our team is available 24/7 to assist you with any questions or concerns regarding your order. We are committed to ensuring a smooth shopping experience.
Return & Refund Policy Overview
Please review our return and refund policies below to ensure a smooth transaction process.
Return Policy
-
Duration: You have 30 days from receiving your item to initiate a return.
-
Condition: Items must be unworn, unwashed, with original tags and packaging intact.
-
Shipping Costs: Customers are responsible for return shipping costs.
-
Packaging: Ensure returned items are well-packaged to avoid damage during transit.
-
Tracking: Use a trackable and insured shipping method as we are not liable for items lost or damaged on return.
-
Initiating a Return: Contact us at cs@everymarket.com to start your return. We will provide a return shipping label and instructions upon approval. Returns without prior approval will not be accepted.
How to Return
-
Method: Returns must be sent back by mail to the address provided in the return instructions.
Return Label
-
Defective Products: Return labels are provided for defective items.
-
Non-Defective Returns: Customers are responsible for obtaining their return shipping label.
Product Conditions for Return
-
Eligible Products: Returns are only accepted for items in new condition.
Nonreturnable Items
Certain items are not eligible for return:
-
Electronic devices after 30 days (e.g., computers, laptops, Kindles)
-
Gift cards, prepaid game cards
-
Perishable goods, live insects, some jewelry, some health and personal care items
-
Customized or personalized products
-
Items with special shipping restrictions
Refund Policy
-
Window: Eligible products may be returned within 30 days of delivery for a refund.
-
Refund Method: Refunds are processed to the original payment method or as store credit for items purchased with gift cards.
-
Processing Time: Refunds are processed within 3-5 business days after we receive the return; please allow additional time for shipping and bank processing.
Claims
Inspect your order upon arrival and report any defects, damages, or incorrect items immediately to allow us to address the issue. For claims, contact our support team with details of the issue.
Exchange Policy
For the quickest service, return your original item and place a new order for the desired product once your return is accepted.
Return Address
EveryMarket Customer Service 2101 E Terra Ln, O'Fallon, MO 63366
Customer Support
Available 24/7 for any questions or assistance needed:
-
Phone: +1 636-312-5925
-
Email: cs@everymarket.com
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