Guanqunjinchen Customer Marketing Strategy Research

At present,with the《Information Security Regulations on the Protection of the pilot scheme》implementation,information security industry crowded disputes, white-hot competition in the market quickly.Information security industry's traditional Key Accounts relationship marketing,has now evolved into a fierce price war.In particular small and medium-sized manufacturers are mainly low-cost strategy----" "to fight for market share and expanding sales.Lead to the industry is getting smaller and smaller profit margins.Mainstream manufacturers is "The tree may prefer calm but the wind will not" have not been spared by a serious challenge.The time has come to deciding whether to survive the crucial moment.Industry customers as a result of the pulling effect of the great,and even may decide the direction of business,so customers have also become vital importance manufacturers.The traditional "results-oriented" Key accounts marketing management strategy,the major manufacturers of the "peer-to-peer" large customer sales strategy it is very difficult to adapt to the changing needs of the market.Customers how to prepare the industry marketing strategy CAJINCHEN has become a major issue facing the company.In this paper,the use of SWOT model of information security industry on the domestic market,CAJINCHEN internally information security in the status of the industry,traditional industry Key Accounts marketing strategy and an analysis of existing problems.Use of data method,empirical analysis of case law,literature and other research methods.Through the 80/20 rule,sales funnel management,CRM,Great customer buying behavior and marketing process KPI indicators research.Seek to seize the market characteristics,in order to develop more effective marketing strategy to provide a basis.Based on the above analysis methods,CAJINCHEN company "based on the accountsr value chain" of the industry Key Accounts marketing strategy.The main process is a process to understand customers;two issues of concern to customers as an entry point into the customer business processes;three,reflecting the value of the company to replace the customer's special features;four,mounted to the client to the value chain.From a strategic,management,technology and services do a good job in three levels of service to the industry to provide customers comprehensive solutions. Focus on sales process management,home sales data and the results reached. Customers to maintain good trade relations,enhance the technological level and service quality,and enhance the major clients of product loyalty.