Analytics
Acquire and grow profitable customers more efficiently and effectively with our B2B customer analytics services. Our analytics help distributors answer critical questions:
What is my ideal customer profile?
How do we find more prospects like the best customers?
What customers are at risk of defecting?
Why do customers only buy one time?
How much sales potential is in each of my accounts and prospects?
What other product categories should I sell to each account?
Our Approach
Everything we do is evidence-based. With extensive backgrounds in technology and academics, as well as hands-on experience in distribution, we bring together disparate sources of qualitative and quantitative data to create actionable insights. Don’t shoot in the dark. Build the right strategy and tactics based on real data.
We'll Help You...
Get the voice of your customer.
What do your customers really want? Our customer survey and market research services help you understand what is important to customers in the shopping and buying process so that you can build a go-to-market strategy that aligns with their needs.
Identify your sweet spot.
Not all customers are created equal. Customers and customer segments vary by profitability, growth, volume and potential. Our analytical tools help you focus on the best accounts and segments to strengthen those relationships.
Sell more to your customers.
The application of cross-selling rules can result in more than a 5% lift in sales with existing customers. We can help you apply the right technology tools to make this process a no-brainer for your team.
Get smarter about prospecting.
All distributors struggle with prospecting. The truth is: It’s easy for sales reps to call on accounts they know. And lists thrown over the wall to sales teams don’t work. We use a systematic way to help you target the right accounts so you can prioritize your resources. We then blend offline and online tactics to warm the leads and convert them into customers.
Improve customer lifecycle management.
One of the biggest challenges for any sales and marketing organization is when to reach out to a customer with an offer or promotion. The objective is to reach out according to a natural buying cycle. If done too frequently, the offer loses its impact or even turns the customer off. By contrast, if engagement is too infrequent, sales opportunities may be missed altogether.
Understand your customers’ buying journey.
To sustain a long-term relationship with your customers, you need to understand their customer experience with your brand from initial contact as a lead to their relationship with you as a customer. We’ll help you map out their journey to identify opportunities to improve and grow that relationship.
