Customer Intimacy as a Strategy
THIS. This is insight into the WHY your customer buys vs the WHAT your customer buys.
The top quintile of customers re-quintiled to illustrate the density of revenues and disparity of customer performance even among the top 20% of your portfolio.
- Revenue density
- Brand Duration
- Income Ranges
- Age Bands
- Brand Depth
- Occuptions
- Educational Attainment
Understanding who and WHY they buy from your business enables exceptional growth.
Everything else is guessing and projecting your interests onto your customers.
Retail Complexity Leads to A Lot of Questions
Let us Get the Answers for You
Multi-channel retail is hard work. Balancing offers, customers, integrating on and off line systems and giving the customer the best experience.
And the only way to do this effectively and profitably is with supportive customer analytics. Whether you are moving customers to new channels or mining customer portfolios within channels, the right insights can help you deliver the right offer at the right time to the right customer to drive conversion.
Customer Portfolio Management is the foundation of customer analytics for multi-channel, single channel, retail and e-tail merchants. CPM gives the insights on value creation, value destruction, and the stable base of customers. And that one view triggers more than a hundred different things you can look at.
Customer Analytics to Fuel Your Growth
We offer a selection of 40 different analyses that help you quickly segment your customers, select them into a campaign or score them and send them to CRM or a marketing automation platform. Whether drilling down into campaign results or assessing the impact of marketing on category growth, store growth or channel growth, we have a robust toolkit that can deliver the insights in rapid succession.
Campaigns
- Incremental Analysis
- Best at Win At Incrementals
- RFM(X) Incrementals
- Campaign Cannibalization
- Campaign Cannibalization
- Sales Velocity
- Flash Sale Incrementals
- Reactivation Incrementals
- Multi Touch Incrementals
- Clearance Profit Incrementals
Products
- Category Indexing
- Customer Driven Bundles
- Cross-Sell Bundle Analysis
- Up-Sell Pricing Analysis
- Market Basket Composition
- Product Indexing by Quintile
- Product Entry Forecasting
- Product Velocity by Quintile
- Product Customer Margin
- Product Category Indexing
Customers
- Key Measure Reporting
- Tracking Migration
- LTV Forecasting
- Cumulative Metrics
- Store of Loyalty
- Multichannel Buyers
- Response Indexing
- Spend Indexing
- Chanel Preference Analysis
- Abandoned Cart Losses
Offers
- BOGO Incrementals
- Discout Type Indexing
- Offer Forecasting
- Bounceback Incrementals
- Shipping Type Indexing
- Cross Category Offer Analysis
- Real Cash Flow from Offers
- A/B Testing Offer Incrementals
- Offer Indexing by Quintile
- Abandoned Cart Offer Analysis
Customer Personas Drive Customer Engagement
Behavioral driven customer personas inform the marketing team and other members of the organization of the types of customers who deliver value for the brand and HOW and WHY they do it. Persona Marketing is about messaging and relevance in marketing, not forecasting and predicting. But when you index Personas into Customer Portfolio Management, the patterns of buying and the pattern makers become crystal clear.
Detailed Cluster Profiles
The Sportsman v the Enthusiast – similar Annual spend but very different buying behaviors and lifestyles. Understanding the motivations and purpose for each leads to more relevant and actionable messaging and offer strategies that leads to conversion.
| Behavioral Dimension | Sportsman | Enthusiast |
| Annual Spend | $1,627 | $1,237 |
| Annual Trips | 7.20 | 3.60 |
| Average Daily Sale (ADS) | $226 | $344 |
| Annual Discounts | $364 | $241 |
| Discount Rate | 22.4% | 19.5% |
| Current Year Spend Lift | 32.0% | 18.0% |
| Units per Transaction | 6.80 | 9.80 |
| Frequency of Trips (Days) | 50.69 | 101.39 |
| Lifetime Spend | $7,972 | $6,061 |
| Lifetime Trips | 33 | 17 |
| Lifetime Discounts | $1,673 | $1,110 |
| Lifetime ADS | $241 | $366 |
| Brand Entry Date | 4/12/2016 | 3/18/2016 |
| Life Sales/Brand Duration | $1,411 | $1,060 |
| Annual Budget | $3,400 | $2,900 |
| Share of Wallet | 0.48 | 0.43 |
| Active PLCC Cardholders | 0.84 | 0.65 |