Total Customer Analytics
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Total Customer Analytics Features
You receive:
- PowerPoint presentation, typically 100-200 slides, summarizing the customer insights from the 8 customer analysis techniques
- 1 hour WebEx presentation reviewing the analysis
- Customer master file for each customer appended with customer potential, customer business-as-usual forecast, enhanced firmographics/demographics, RFM, customer latitude and longitude, etc.
- Excel workbooks with industry penetration, geographic market penetration, etc.
Total Customer Analytics utilizes the following techniques to give you a complete customer analysis
Each of the techniques is described below:
Firmographic/Demographic
Segmentation: We describe your customer base by analyzing the
percentage of customers using various firmographic (for businesses) and
demographic (for consumers) variables.
Decile Analysis:
Decile analysis groups your customers into 10% categories by revenue or
margin. First, we show you how much of your revenue/margin is
produced by the top 20% of your customers. Often, you'll see some
correspondence to the 80/20 rule, where 80% of your revenue/margin is
produced by the top 20% of your customers.
RFM Scoring: Recency,
frequency, and monetary value (RFM) is a tested way to see who may respond to new
offers. Each customer is
placed into deciles on each of these dimensions.
Customer Business
Projection: Using time-series methods, we project
each customer's business with you over the next three years. This
assumes a business-as-usual approach, and you can use this information
in a number of ways.
Customer Potential:
The customer potential model performs a regression analysis on the top
customers and applies it to the rest. You can prioritize customers
for development based on their potential.
Geocoding:
We geocode each of your customers to add their latitude and longitude.
Where we find a valid street address, the latitude and longitude is
precisely given at that address.
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