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Propensity to Buy / Cross-sell / Up-sell Analysis Project

Identify and prioritize likely up-sell, cross-sell and new business opportunities among customers and prospects to boost bookings and revenue.

Marketing and sales leaders in most organizations need to focus scarce resources on the best opportunities among their many customers and prospects. How do you determine where to place your resources?

  • Propensity models identify and prioritize which customers and prospects are most likely to buy certain products or services based on their behaviors and activities and external business conditions.
  • The analysis incorporates data on recent purchases, sales and service interactions, digital activities, business conditions, relative prices, and technology trends to score each customer and prospect with next best product or service opportunities.

As a result, you should see:

  • More relevant, personalized, timely customer and prospect communications
  • Better marketing and sales execution at all levels of the company
  • Better marketing and sales resource allocations
  • More effective use of resources and higher productivity
  • Increased bookings, revenue and penetration in key segments

Targeting the next best solution for customers and prospects for the right product or service, with the right message, at the right time increases opportunities, accelerates opportunities through the pipeline, increases sales, and generates more profitable revenue.

In this era of big data and analytics, it’s time to mine available internal and external data, learn more about your customers and prospects and their journeys, prioritize and target the right accounts with the right solutions and touches, optimize resource productivity, and increase business performance.

Take the steps to create a long-term impact for your business.

  • This project takes 4 to 8 weeks to complete, depending on the quality of your data and the number of customers and prospects in the database
  • Key roles involved in the project include CMOs, CSOs, executives and managers from both marketing and sales, marketing and sales analytics teams, and campaign managers
  • Qualitative and quantitative data, including surveys and interviews of key stakeholders, are used to help identify key business drivers and customer and prospect activities, inform recommendations and develop an action plan customized to your organization

Key Takeaways

At the conclusion of this project, you will be able to determine:

  • Which customers are most likely to expand their relationship through cross-sell and/or up-sell purchases
  • Which prospects are most likely to make initial purchases or products or services
  • Which human and non-human touches are most relevant and timely for each customer and prospect
  • You will have a roadmap for future advisory service inquiries to ensure ongoing support and success
  • Which messages are most relevant and timely for each customer and prospect

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