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Case Study – Hi Tech
In the Business Integration and Software Solutions industry, customer volume doesn't necessarily equal profit. Our client suspected that to be the case, but didn't have the resources to analyze its customer transactions and related accounts to learn who its best customers and prospects were, nor to easily acquire new customers and to increase the customer base through cross-selling and up-selling.
Using our statistical software tools, we set out to blend the client's customer transaction data with readily available databases such as Dunn and Bradstreet, and Harte-Hanks. The net effect was to create a powerful view of each customer and specific new opportunities for each of its software and services brands.
Ultimately, the task of identifying, nurturing and growing the client's most profitable customers was achieved using a proprietary customized statistical solution developed and supported by Modern Analytics, that provided results within days.
By segmenting the results in a two dimensional matrix (Revenue by Propensity to Purchase) the client could now determine strategically its most valuable customers and execute specifically targeted marketing campaigns.
The client reprioritized its marketing strategy and improved its customer acquisition and revenues significantly.
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