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获取潜在客户Get customer leads

本文介绍如何使用云合作伙伴门户创建潜在客户。This article explains how to create customer leads using the Cloud Partner Portal. 可将这些潜在顾客连接到 CRM 系统,并将其集成到销售管道。You can connect these leads to your CRM system, and integrate them into your sales pipeline.

潜在顾客Leads

潜在顾客是指对你的产品感兴趣,或者正在从 Azure 市场AppSource 部署你的产品的客户。Leads are customers that are interested in, or are deploying your products from the Azure Marketplace or from AppSource.

Azure 市场Azure Marketplace

  1. 客户获取套餐的“体验版”。Customer takes a "Test Drive" of your offer. 体验版是一个很好的促进机会,可通过它毫无障碍地与潜在客户即时分享业务。Test Drives are an accelerated opportunity for you to share your business instantly with potential customers without any barriers to entry. 所有体验版将为希望更深入地试用你的产品的客户生成潜在顾客。All Test Drives generate a lead for a customer that's interested in trying your product to learn more. 可以在 Azure 市场体验版中详细了解体验版。Learn more about Test Drives at Azure Marketplace Test Drive.

    市场体验版示例

  1. 客户选择“立即获取”即表示同意共享其信息。Customer consents to sharing their information after selecting "Get it now". 此潜在顾客是表达了初始兴趣的潜在顾客,我们将共享已表示有兴趣购买产品并且的客户的信息。This lead is an initial interest lead, where we share information about customer who has expressed interest in getting your product. 潜在顾客位于购买漏斗的顶部。The lead is the top of the acquisition funnel.

    “立即获取”选项

  2. 客户在 Azure 门户中选择“购买”以购买你的产品。Customer selects "Purchase" in the Azure Portal to get your product. 此潜在顾客是一个活跃的潜在顾客,我们将共享已开始部署产品的客户的信息。This lead is an active lead, where we share information about a customer who has started to deploy your product.

    “购买”选项

AppSourceAppSource

  1. 客户获取了产品的“体验版”。Customer took a "Test Drive" for your offer. 体验版是一个很好的促进机会,可通过它毫无障碍地与潜在客户即时分享业务。Test Drives are an accelerated opportunity for you to share your business instantly with potential customers without any barriers to entry. 所有体验版都将生成希望更深入地尝试产品的客户的潜在顾客。All Test Drives will generate a lead of a customer that's interested in trying your product to learn more. 可以从 AppSource 体验版了解有关体验版的详细信息。Learn more about Test Drives at AppSource Test Drive.

    体验版示例

  2. 客户选择“立即获取”即表示同意共享其信息。Customer consents to sharing their information after selecting "Get it now". 此潜在顾客是表达了初始兴趣的潜在顾客,我们将共享已表示有兴趣购买产品并且的客户的信息。This lead is an initial interest lead, where we share information about customer who expresses interest in getting your product. 潜在顾客位于购买漏斗的顶部。The lead is the top of the acquisition funnel.

    “立即获取”选项

  3. 客户在套餐中选择“与我联系”。Customer selects "Contact me" on your offer. 此潜在顾客是活跃的潜在顾客,我们将共享已要求跟进产品的客户的信息。This lead is an active lead, where we share information about a customer who asks to be followed up with about your product.

    “与我联系”选项

销售线索数据Lead Data

在客户购买过程中收到的每个潜在顾客都在特定的字段中有数据。Each lead you receive during the customer acquisition process has data in specific fields. 由于从多个步骤获取潜在顾客,因此处理潜在顾客的最佳方式是删除重复信息并使后续跟进个性化。Because you'll get leads from multiple steps, the best way to handle the leads is to de-duplicate and personalize the follow-ups. 这样,每个客户都将收到合适的消息,并且你可以创建独特的关系。This way each customer is getting an appropriate message, and you're creating a unique relationship.

查找源Lead Source

潜在顾客源的格式为-操作 | 套餐The format for a lead source is Source-Action | Offer

来源:"AzureMarketplace"、"AzurePortal"、"TestDrive"和"AppSource (SPZA)"Sources: "AzureMarketplace", "AzurePortal", "TestDrive", and "AppSource (SPZA)"

操作Actions:

  • "INS" -- 安装。"INS" -- Installation. 当客户购买你的产品时,将在 Azure 市场或 AppSource 中执行此操作。This action is on Azure Marketplace or AppSource when a customer buys your product.
  • "PLT" – 表示合作伙伴引导的试用。"PLT" -- Stands for Partner Led Trial. 当客户使用“与我联系”选项时,将在 AppSource 中执行此操作。This action is on AppSource when a customer uses the Contact me option.
  • "DNC" - 不要联系。"DNC" -- Do Not Contact. 请求与应用页面上交叉列出的合作伙伴联系时,将在 AppSource 中执行此操作。This action is on AppSource when a Partner who was cross listed on your app page gets requested to be contacted. 我们共享以下提醒:此客户已在应用上交叉列出,但他们不需要取得联系。We're sharing the heads up that this customer was cross listed on your app, but they don't need to be contacted.
  • "Create" - 此操作只能在 Azure 门户中执行,它是在客户通过其帐户购买你的套餐时生成的。"Create" -- This action is only inside the Azure Portal and is generated when a customer purchases your offer to their account.
  • "StartTestDrive" - 此操作仅适用于体验版,它是在客户启动其体验版时生成的。"StartTestDrive" -- This action is for only for Test Drives, and is generated when a customer starts their test drive.

套餐Offers

下面的示例显示分配给发布服务器和特定的产品/服务的唯一标识符: checkpoint.check-点-r77-10sg-byol、 bitnami.openedxcypress 和 docusign.3701c77e-1cfa-4 核 56 91e6 3ed0b622145a。The following examples show unique identifiers that are assigned to a publisher and a specific offer: checkpoint.check-point-r77-10sg-byol, bitnami.openedxcypress, and docusign.3701c77e-1cfa-4c56-91e6-3ed0b622145a.

客户信息Customer Info

以下示例中的字段显示某个潜在顾客包含的客户信息。The fields in the following example show the customer information that's contained in a lead.

  • FirstName:JohnFirstName: John
  • LastName:SmithLastName: Smith
  • 电子邮件:jsmith@microsoft.comEmail: jsmith@microsoft.com
  • 电话:1234567890Phone: 1234567890
  • 国家/地区:美国Country: US
  • 公司:MicrosoftCompany: Microsoft
  • 标题:CTOTitle: CTO

备注

并非以上示例中的所有数据都始终适用于每个潜在顾客。Not all the data in the previous example is always available for each lead.

我们正在积极改进销售线索,因此,如果没有看到希望具有的数据字段,请向我们发送反馈We are actively working on enhancing leads, so if there is a data field that you do not see here but would like to have, please send us your feedback.

如何将 CRM 系统与云合作伙伴门户进行连接How to connect your CRM system with the Cloud Partner Portal

为帮助你获取潜在顾客,我们已在云合作伙伴门户中构建了潜在顾客管理连接器,以便可以轻松插入 CRM 信息,并且我们将创建连接。To start getting leads, we've built our Lead Management connector on the Cloud Partner Portal so that you can easily plug in your CRM information, and we will make the connection for you. 现在,可以轻松利用由市场生成的销售线索,而不需要执行重大的工程工作来与外部系统进行集成。Now you can easily leverage the leads generated by the marketplace without a significant engineering effort to integrate with an external system.

潜在顾客管理连接器

我们可以将潜在顾客写入到各种 CRM 系统中或直接写入到 Azure 存储表(可以在其中以你喜欢的任何方式管理潜在顾客)。We can write leads into a variety of CRM systems or directly to an Azure Storage Table where you can manage the leads however you'd like. 以下每个链接提供了有关如何连接每个可能的潜在顾客目标的说明:Each of the following links provide instructions for connecting to possible lead destinations:

  • Dynamics CRM Online 提供了有关如何配置 Dynamics CRM Online 以获取潜在顾客的说明。Dynamics CRM Online to get the instructions on how to configure Dynamics CRM Online for getting leads.
  • Marketo 提供了有关如何设置 Marketo 潜在顾客配置以获取潜在顾客的说明。Marketo to get the instructions for setting up Marketo Lead Configuration to get leads.
  • Salesforce 提供了有关设置 Salesforce 实例以获取潜在顾客的说明。Salesforce to get instructions for setting up your Salesforce instance to get leads.
  • Azure 表提供了有关设置 Azure 存储帐户以在 Azure 表中获取潜在顾客的说明。Azure Table to get the instructions for setting up your Azure storage account for getting leads in an Azure table.
  • Https 终结点提供了有关设置 Https 终结点以获取潜在顾客的说明。Https Endpoint to get the instructions for setting up your Https Endpoint to get leads.

配置潜在顾客目标并发布套餐后,我们将验证连接,并发送一个测试潜在顾客。After you configure your lead destination and Publish your offer, we'll validate the connection and send you a test lead. 如果要在投入使用前查看产品/服务,还可以通过亲自尝试在预览环境中购买产品/服务来测试销售线索连接。When you are viewing the offer before you go live, you can also test your lead connection by trying to acquire the offer yourself in the preview environment. 请务必确保潜在顾客设置保持最新状态,以便你不会错失任何潜在顾客,因此,每当终端发生了更改时都务必更新这些连接。It's important to make sure that your lead settings stay up-to-date so that you don't lose any leads, so make sure you update these connections whenever something has changed on your end.

接下来要做什么?What next?

在技术性设置到位后,应当将这些销售线索纳入到当前的销售和市场营销策略以及操作流程中。Once the technical set up is in place, you should incorporate these leads into your current sales & marketing strategy and operational processes. 我们非常希望更好地了解整个销售流程并希望更紧密地与你合作来提供高质量的销售线索和足够的数据来助你成功。We are very interested in better understanding your overall sales process and want to work closely with you on providing high-quality leads and enough data to make you successful. 我们欢迎你提供有关如何优化发送给销售线索,以及如何使用额外的数据对其进行增强的反馈,以便帮助客户取得成功。We welcome your feedback on how we can optimize and enhance the leads we send you with additional data to help make these customers successful. 如果想要提供反馈和建议来使销售团队借助市场潜在顾客取得更大的成功,请告知我们。Please let us know if you're interested in providing feedback and suggestions to enable your sales team to be more successful with Marketplace Leads.