In B2B the ability to up-sell and cross-sell from a diverse portfolio of products and solutions is often fundamental to making profit. The B2B sales process is more complex, often with a significant cost of sale associated with it. For this reason it is essential that before spending on gaining new customers the existing customer base should be understood and matched to your companies portfolio of products.
By analysing your historic sales data and intelligently segmenting all of your customers based upon behaviour, firmographics and other publicly available business signals, BrightTarget can accurately predict your customer’s needs. This is more than simple product recommendations based upon Amazon like ‘people that bought this also bought this’, it looks beyond just your previous purchases and considers many other factors about the business.
When you combine the above with Customer Lifetime Value, you can up-sell and cross-sell into your customer base taking into consideration the future potential value (margin) of that customer. Hence the up-sell and cross-sell activity is driven by long term margin (CLV), not just conversion (sales).
How does BrightTarget work?
Load your Customer and Transaction data using our pre-build cloud connectors or standard flat-file API
BrightTarget automatically enriches & cleanses your data against our external data and signals
BrightTarget analyses your data running powerful out-of-the-box predictive models
Gain new insights through pre-build Analytics designed specifically for Marketers
Feed data and insight into your CRM or Marketing Automation System to take action