Total Customer Analytics

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Sales Case Study

Customer Clones Produce $5 Million First Year Revenue

Cloning the top 20% of existing customers produced a $5 million annual revenue increase in the 40 location Eastern Region for one of our clients.  The client used our decile analysis to identify and classify the top 20% of customers for each location to develop a targeted sales strategy and plan.  They purchased prospect lists of similar customers for their sales force.  Because they had previous success with these types of customers, the sales reps were able to close new business at an accelerated rate.  The customers obtained also generated a higher revenue per customer.  The client was able to close $5 million revenue in the first year and expects it to grow even higher in the next few years as more accounts reach their potential.  The client's $22,000 investment generated $1.5 million gross margin.


In marketing I've seen only one strategy that can't miss - and that is to market to your best customers first, your best prospects second and the rest of the world last.

John Romero, video game industry pioneer


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