互联网、云计算、大数据等新技术飞速发展，人们生活质量的提升，衣食住行可以通过各种应用APP便捷实现，如美团外卖、嘀嘀打车、携程、唯品会等，用户与商家之间无需面对面交易，这些应用的普及受限于源站服务器、带宽等环境限制，形成流量与能力之间的矛盾，催生了CDN行业的发展。内容分发网络（CDN，Content Delivery Network））作为缓解网络拥塞的有效手段，成为互联网应用的标配。5G商用为互联网发展提供技术动力，不断提升的应用体验，促使CDN市场规模进一步扩张，A公司作为运营商型CDN服务商，在激烈的市场竞争环境下，CDN业务发展不理想，需要及时制定有效的市场营销策略。

本文一共六章，以发现问题-分析问题-解决问题的逻辑框架对A公司CDN业务的市场营销策略进行研究。第一章绪论，介绍本文研究的背景、思路以及意义；第二章文献综述，介绍本文所涉及的大客户营销概念以及相关理论；第三章A公司CDN业务现状及存在问题，介绍A公司当前CDN业务运营的整体情况；第四章A公司CDN业务的环境分析，以PEST分析为切入点，从政治、经济、社会和技术四方面对国内CDN宏观环境进行分析，互联网+战略、宽带中国战略以及CDN牌照的施行，整体宏观环境对于CDN业务发展呈利好趋势；以波特五力模型为抓手，从供应商、购买者、潜在竞争者、替代品和现在竞争者之间互相作用五个方面，对国内CDN竞争环境进行分析，发现上游的供应商和下游的购买者议价能力提升，CDN市场获得牌照的企业已经超过千家，市场竞争愈发激烈；以SWOT分析为触点，分析A公司的内部环境，主要体现在拥有本网资源和云计算能力的优势，在异网资源和研发技术水平存在短板；第五章A公司CDN业务营销组合策略，结合第三章和第四章的现状、问题以及分析，制定市场营销策略；第六章结论，对全文进行总结，希望第五章制定的营销组合策略可以为市场市同类型企业的CDN业务发展提供意见和思路。

With the rapid development of Internet, cloud computing, big data and other new technologies, and the improvement of people's quality of life, basic necessities of life can be easily realized through various app applications, such as meituan takeout, Didi taxi, Ctrip, vipshop, etc. there is no need for face-to-face transactions between users and businesses. The popularity of these applications is limited by the environmental restrictions such as source server and bandwidth, The contradiction between flow and capacity has resulted in the development of CDN industry. As an effective means to alleviate network congestion, content delivery network (CDN) has become the standard configuration of Internet applications. 5g business provides technical power for the development of Internet, and constantly improves the application experience, which promotes the further expansion of CDN market scale. As an operator type CDN service provider, company a, in the fierce market competition environment, CDN business development is not ideal, and it needs to formulate effective marketing strategies in time.

In this paper, a total of six chapters, in order to find the problem - analyze the problem - solve the problem of the logical framework of a company's CDN business marketing strategy. The first chapter is the introduction, which introduces the background, ideas and significance of this study; The second chapter is literature review, which introduces the concept of key account marketing and related theories; The third chapter introduces the current situation and existing problems of a company's CDN business, and introduces the overall situation of a company's current CDN business operation; The fourth chapter is the environmental analysis of A company CDN business. Taking PEST analysis as the breakthrough point, the macro environment of CDN in China is analyzed from the four aspects of politics, economy, society and technology. The Internet plus strategy, broadband China strategy and the implementation of CDN licence provide a favorable trend for the development of CDN business. With Porter's five forces model as the starting point, this paper analyzes the competitive environment of domestic CDN from five aspects: suppliers, buyers, potential competitors, substitutes and current competitors. It is found that the bargaining power of upstream suppliers and downstream buyers has improved, and more than 1000 enterprises have obtained licenses in the CDN Market, and the market competition has become increasingly fierce,; Taking SWOT analysis as the contact point, this paper analyzes the internal environment of company a, which is mainly reflected in the advantages of having local network resources and cloud computing capacity, and the shortcomings in different network resources and R & D technology level; The fifth chapter is the marketing mix strategy of CDN business of company A. combining the status quo, problems and analysis of chapter three and chapter four, the marketing strategy is formulated; The sixth chapter is the conclusion, which summarizes the full text, hoping that the marketing mix strategy formulated in the fifth chapter can provide opinions and ideas for the development of CDN business of the same type of enterprises in the market.