Customer Case Study     BRIDGEi2i helps a global technology leader to drive targeted cross sell to SMBs using     advanced...
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BRIDGEi2i Case Study - Targeted cross-sell to SMB

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BRIDGEi2i helps Global Technology Leader drive targeted cross-sell to SMBs using advanced analytics solutions. More about BRIDGEi2i at http://www.bridgei2i.com

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BRIDGEi2i Case Study - Targeted cross-sell to SMB

  1. 1. Customer Case Study BRIDGEi2i helps a global technology leader to drive targeted cross sell to SMBs using advanced analytics solutions. Business Challenge A global technology leader wanted to cross-sell its most profitable products to their existing SMB (Small & Medium Business) customers. The company had a large portfolio of products and hence wanted to be focussed on reaching out to the right set of accounts, with the most suitable offer, based on their likelihood of buying the product, in near future. BRIDGEi2i Solution BRIDGEi2i helped integrate data on firmographics and past purchase behaviour, to build a relationship quotient, and estimate needs of a company. A scoring model to prioritize accounts based on recency, frequency and monetary value of purchase, as well as association between products was developed to increase effectiveness of cross sell program. Relationship segmentation  Analyse recency, frequency and monetary (RFM) aspects of relationship with existing accounts  Design segmentation scheme based on RFM characteristics  Identify sweet-spot for best customers Product association analysis Identifying association between various products based on how often they are bought by same customer & sequence of purchase Scoring Model Weighted model incorporating relationship quotient, installed base association and industry dynamics Business Impact A targeted cross-sell campaign based on relationship, product purchased so far and industry dynamics helped the sales team to not only focus on high RoI accounts, but also helped them customize their communication. About BRIDGEi2i BRIDGEi2i is an analytics solutions company partnering with businesses globally, helping them achieve accelerated outcome harnessing the power of data. BRIDGEi2i helps companies to BRIDGE the gap between INFORMATION, INSIGHT and IMPACT in their journey to institutionalize data driven decisions across the enterprise.For more details contact us: enquiries@bridgei2i.com Information Insight Impact© BRIDGEi2i Analytics Solutions

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