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Account-based Marketing
Account-based marketing (ABM), also known as key account marketing, is a strategic approach to business marketing based on account awareness[1] in which an organization considers and communicates with individual prospect or customer accounts as markets of one. Account-based marketing is typically employed in enterprise level sales organizations. Account based marketing can help companies to:Increase account relevance Engage earlier and higher with deals Align marketing activity with account strategies Get the best value out of marketing Inspire customers with compelling content Identify specific contacts, at specific companies, within a specific marketWhile business marketing is typically organized by industry, product/solution or channel (direct/social/PR), account-based marketing brings all of these together to focus on individual accounts
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Customer
In sales, commerce and economics, a customer (sometimes known as a client, buyer, or purchaser) is the recipient of a good, service, product or an idea - obtained from a seller, vendor, or supplier via a financial transaction or exchange for money or some other valuable consideration.[1][2]Contents1 Etymology1.1 Clients 1.2 Customers2 Customer segmentation 3 See also 4 Notes4.1 References5 Further readingEtymology[edit] Early societies relied on a gift economy based on favours. Later, as commerce developed less permanent human relations were formed, depending more on transitory needs rather than enduring social desires. Although such distinctions have no contemporary semantic weight, certain (short term) sectors prefer client while more stable, repeat business operations tend to prefer customer Clients[edit] The term client is derived from Latin clientem or clinare meaning "to incline” or “to bend," and is related to the emotive idea of closure
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Marketing Channel
A marketing channel is the people, organizations, and activities necessary to transfer the ownership of goods from the point of production to the point of consumption. It is the way products and services get to the end-user, the consumer; and is also known as a distribution channel.[1] A marketing channel is a useful tool for management,[2] and is crucial to creating an effective and well-planned marketing strategy.[3] Another less known form of the marketing channel is the Dual Distribution[4] channel. This channel is a less traditional form that allows the manufacturer or wholesaler to reach the end-user by using more than one distribution channel. The producer can simultaneously reach the consumer through a direct market, such as a website, or sell to another company or retailer that will reach the consumer through another channel, i.e., a store
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Price
In ordinary usage, a price is the quantity of payment or compensation given by one party to another in return for one unit of goods or services.[1] In modern economies, prices are generally expressed in units of some form of currency. (For commodities, they are expressed as currency per unit weight of the commodity, e.g. euros per kilogram.) Although prices could be quoted as quantities of other goods or services, this sort of barter exchange is rarely seen. Prices are sometimes quoted in terms of vouchers such as trading stamps and air miles. In some circumstances, cigarettes have been used as currency, for example in prisons, in times of hyperinflation, and in some places during World War II. In a black market economy, barter is also relatively common. In many financial transactions, it is customary to quote prices in other ways. The most obvious example is in pricing a loan, when the cost will be expressed as the percentage rate of interest
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Commoditization
In business literature, commoditization is defined as the process by which goods that have economic value and are distinguishable in terms of attributes (uniqueness or brand) end up becoming simple commodities in the eyes of the market or consumers. It is the movement of a market from differentiated to undifferentiated price competition and from monopolistic to perfect competition
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Value Proposition
A value proposition is a promise of value to be delivered, communicated, and acknowledged. It is also a belief from the customer about how value (benefit) will be delivered, experienced and acquired. A value proposition can apply to an entire organization, or parts thereof, or customer accounts, or products or services. Creating a value proposition is a part of business strategy. Kaplan and Norton say "Strategy is based on a differentiated customer value proposition. Satisfying customers is the source of sustainable value creation."[1] Developing a value proposition is based on a review and analysis of the benefits, costs, and value that an organization can deliver to its customers, prospective customers, and other constituent groups within and outside the organization
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Northrop Grumman
Northrop Grumman
Grumman
Corporation (NYSE: NOC) is an American global aerospace and defense technology company formed by Northrop's 1994 purchase of Grumman. The company was the fifth-largest defense contractor in the world in 2015.[3] Northrop Grumman
Grumman
employs over 68,000 people worldwide.[4] It reported revenues of $24.508 billion in 2016.[5] Northrop Grumman
Grumman
ranks No
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Inbound Marketing
Inbound marketing is a technique for drawing customers to products and services via content marketing, social media marketing, search engine optimization and branding.[1][2]Contents1 Description 2 Rise 3 Cycle 4 The inbound method 5 Blogs 6 SEO (search engine optimization) 7 SEM (search engine marketing) 8 Social media 9 Inbound process9.1 Attract 9.2 Convert 9.3 Close 9.4 Delight10 The concept of consumption 11 Pushing factors 12 The consumer choice and the inbound marketing perspective 13 Notes 14 Further reading 15 External linksDescription[edit] Inbound marketing provides information, an improved customer experience and builds trust by offering potential customer
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Key Account
An account manager is a person who works for a company and is responsible for the management of sales and relationships with particular customers. An account manager maintains the company's existing relationships with a client or group of clients, so that they will continue using the company for business. The account manager does not manage the daily running of the account itself. They manage the relationship with the client of the account(s) they are assigned to. Generally, a client will remain with one account manager throughout the duration of hiring the company. Account managers serve as the interface between the customer service and the sales team in a company.[1] They are assigned a company's existing client accounts. The purpose of being assigned particular clients is to create long term relationships with the portfolio of assigned clients
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The Marketing Practice
The Marketing Practice, also known as TMP, is a global, business-to-business marketing agency headquartered in Oxfordshire, and with offices in London, Munich
Munich
and Seattle. The agency works with IT, technology and professional services companies including Microsoft, Hewlett Packard Enterprise, Salesforce, Capgemini
Capgemini
and Telefónica O2, and has a strong focus on driving commercial results from marketing. The B2B agency was founded by Clive McNamara in 2002 from his front room in Ardington, Oxfordshire. Early clients included Fujitsu
Fujitsu
and eGain. McNamara was formerly Marketing Director at a large IT software company
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Intellectual Capital
Intellectual capital is the intangible value of a business, covering its people (human capital), the value inherent in its relationships (Relational capital), and everything that is left when the employees go home[1](Structural capital), of which Intellectual property
Intellectual property
(IP) is but one component.[2] It is the sum of everything everybody in a company knows that gives it a competitive edge.[3] The term is used in academia in an attempt to account for the value of in
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Wayback Machine
The Wayback Machine
Wayback Machine
is a digital archive of the World Wide Web
World Wide Web
and other information on the Internet
Internet
created by the Internet
Internet
Archive, a nonprofit organization, based in San Francisco, California, United States.Contents1 History 2 Technical details2.1 Storage capabilities 2.2 Growth 2.3 Website exclusion policy2.3.1 Oakland Archive
Archive
Policy3 Uses3.1 In legal evidence3.1.1 Civil litigation3.1.1.1 Netbula LLC v. Chordiant Software Inc. 3.1.1.2 Telewizja Polska3.1.2 Patent law 3.1.3 Limitations of utility4 Legal status 5 Archived content legal issues5.1 Scientology 5.2 Healthcare Advocates, Inc. 5.3 Suzanne Shell 5.4 Daniel Davydiuk6 Censorship and other threats 7 See also 8 References 9 External linksHistory[edit]This section needs additional citations for verification
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Special
Special
Special
or specials may refer to:Contents1 Music 2 Film and television 3 Other uses 4 See alsoMusic[edit] Special
Special
(album), a 1992 album by Vesta Williams "Special" (Garbage song), 1998 "Special
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Business Marketing
Business marketing
Business marketing
is a marketing practice of individuals or organizations (including commercial businesses, governments and institutions). It allows them to sell products or services to other companies or organizations that resell them, use them in their products or services or use them to support their works. Business marketing
Business marketing
is also known as industrial marketing or business-to-business (B2B) marketing. Despite sharing dynamics of organizational marketing with marketing to governments,[clarification needed] business-to-government marketing is different.Contents1 Origins 2 Business and consumer markets 3 Vs
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Sales
Sales
Sales
is activity related to selling or the amount of goods or services sold in a given time period. The seller or the provider of the goods or services completes a sale in response to an acquisition, appropriation,[1] requisition or a direct interaction with the buyer at the point of sale. There is a passing of title (property or ownership) of the item, and the settlement of a price, in which agreement is reached on a price for which transfer of ownership of the item will occur. The seller, not the purchaser generally executes the sale and it may be completed prior to the obligation of payment
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Account-based Marketing
Account-based marketing (ABM), also known as key account marketing, is a strategic approach to business marketing based on account awareness[1] in which an organization considers and communicates with individual prospect or customer accounts as markets of one. Account-based marketing is typically employed in enterprise level sales organizations. Account based marketing can help companies to:Increase account relevance Engage earlier and higher with deals Align marketing activity with account strategies Get the best value out of marketing Inspire customers with compelling content Identify specific contacts, at specific companies, within a specific marketWhile business marketing is typically organized by industry, product/solution or channel (direct/social/PR), account-based marketing brings all of these together to focus on individual accounts
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