Strategy Study On Market Development Of Strategic Customers

For IT enterprises, marketing strategy of strategic customer is to stand on the topof industrial competition field, serve strategic customers with schemes for customerrequirements and impeccable service, set up a facilitate and convenience servicechannel for them by means of using interactive management platform. Strategiccustomer marketing is an important channel of marketing management, also animportant element of enterprises’ long-term plan for increasing their sustainablecompetitiveness. At present, IT industry is at the period of rapid development andstrong integration, strategic customer marketing is the core process of maintaining ITenterprises with their major competitive advantage, and one of the most importantsources of profit model for them.The article started from the advanced theory of strategic customer marketing,analysis the special characteristics and status of the development of IT industry and itscustomers, described how to identify active IT strategic customers in details throughestablishing marketing strategy, especially marketing strategy of strategic customers,and marketing plan. Then, on the basis of analyzing marketing theory, strategiccustomers, and marketing strategy, the article found out needs of customers, solvedthe problem of diversity in the purchasing behavior of strategic customers, proposedestablishing evaluation provisions for assessing strategic customer marketingperformance, and elaborated how to develop market of strategic customers in the rightway. Applied the above to FW company, thus FW could achieve the goal ofdeveloping strategic market more effectively.This article made an attempt to improve the strategic customer marketing modefor FW. By applied marketing strategy of strategic customer, FW Companystrengthened its customer marketing management, intended to establish long-termco-operational strategic partnerships with customers, after comprehensively andsystematically analyzing.