Creating Customer Growth Strategies through Data Insights using Analytics for Retail Solution Overview One of the biggest problems many Retail Stores providing credit through their proprietary cards face is around what needs to be done post customer acquisition. To download visit: blog.cequitysolutions.com and www.cequitysolutions.com

1. Creating Customer Growth Strategies
through Data Insights using Analytics
for Retail
Solution Overview
One of the biggest problems many Retail Stores providing credit through
their proprietary cards face is around what needs to be done post
customer acquisition. Once the customer has been acquired and has
been transacting, the behavior of the customer needs to be monitored
and on the basis of this behavior differential strategies for customer
growth need to be executed.
Each customer cannot be treated similarly since customer behavior
varies among individuals and hence they need to be treated differentially.
The same can be achieved by utilizing analytics which provides insights
in customer behavior to help distinguish amongst customers.

2. Business Problem- How to leverage Customer Growth through Data Insights
You need to differentiate customers and treat them differently. For which you need to answer the following questions:
Do we understand the drivers of Profit?
How different Marketing Drivers (Response Rate/Sale/Geography) are related to Profit?
Are we maximizing for Marketing Drivers and Profit?
Do we know the Future Demand for our Products?
Do we know how customers behave at various stages of their account lifecycle?
Do we know the Life Time Value of Customers?
chase Lifecycle chase Lifecycle Create Customer Lifetime Value
Pu r Pu r
nt Lifecycle and Utilize in Credit Line Increase
cou
Ac
Strategies & Offer Timing resulting
in Incremental Sales
Peak
Purchasing
Increasing Decreasing
Account Lifecycle:- Long Term,
Purchases Purchases
typically over the lifetime of a customers
association
Purchase Lifecycle:- Short Term, typically
over 1-2 yrs
Acquisition Attrite
How do we stock the right amount for effective customer service?
How do we produce the right quantity to minimize the inventory?
Are we testing the impact of all factors in a marketing program?
Are we doing continuous experiment to understand the customer purchase behavior?
Are we tracking the impact of marketing Programs?
Are we offering the right products to the right segments?
Who should we give a Credit Line Increase?
Offer Type
Design a Test & Learn
Framework and streamline
Marketing Program
the Impact Tracking & rollout
Channel Type
of Marketing Programs
Customer Segments
Seasonality
Geography

3. Utilizing Customer Insight to drive Strategies for the Right Customer at the Right Time
Identifying Profitable Segments
Offer/ Product Design specific to segments
Build Predictive Models for Each Driver
Optimize Across Drivers
Use Secondary data to increase the Prediction Power
Incorporate Market Research Data for fine tuning
Develop robust Experimental Design framework using Fractional Factorial
Build Models to predict customer behavior like sales likelihood, time of buy, life of customer, offer response,
offer incremental sale, revolve behavior, expected sale, attrition probability, etc
Creation of Customer Lifetime Value from these predicted values
sis
ly
na
A
er
st
Clu
on
d
ase
b
ts
en
m
eg
s
er
om
st
Cu Develop Customer Segmentation
using external data for prospecting
in the absence of Internal
Performance Data
Overlay Business Strategy
Robust Program Impact Tracking Mechanism
Feedback Loop for full scale rollout
Create Relationship of Different Business Drivers to Profit
Measurement of Profit Across
Marketing & Risk Drivers
High
Create a Framework for Profit
and other Customer Drivers and
increase Profit with no compromise
on Marketing Objectives
y
ph
ro
g
Sale
eo
G
Low Risk High
Low Profit High Profit Medium Profit

4. Our Services
CEQUITY’S services are powered with deep domain expertise and process excellence by adding Intelligence to Information. Our
banking Analytics consultants are capable of generating effective solutions to your business problems and quickly provide you with
a competitive price and turn-around time. Choose from a wide array of reports covering demographic trends, consumer spending
potential, business profiles, consumer segmentation, activity volumes and more.
Our Analytical Consultants are qualified to provide deep insights by objectively analyzing vast amount of customer transactional
lifestyle and secondary data to help make quick business impact. Our consultants have rich experience in key verticals like: financial
services, insurance, mortgage, retail, travel, entertainment & telecommunications.
Our analytics services include:
CEQUITY BIZACTION – Modeling Services
Insight2Action Acquisition Models Insight2Action Value-build Models Insight2Action Retention Models
Prospect Modeling and Scoring Cross-Sell/Up-Sell Analytics Churn Prediction
Lead Scoring and Enhancement Lifecycle Profiling Attrition Models
Optimal Contact Strategy Development Response/Conversion Modeling
Portfolio Analysis CLTV Modeling Segmentation Models
About Cequity
Customer Equity Solutions (Cequity) Pvt. Ltd. is an IT-enabled Customer Experience Management Company which will help
enterprises improve marketing performance and accelerates customer relationships.
We help enterprises by combining data, technology and services to build actionable analytical marketing frameworks, optimize
marketing performance and accelerate real-time customer engagement. Thereby, enabling greater ROI on their marketing
technology investments. Cequity brings a blended perspective which allows companies to bring the power of Marketing automation
technology to business problems. Our services include:
Managed Campaign Management Services
Customer Management Consulting
Marketing Operations and Measurement Services
Managed Analytics
Event Driven Marketing Services
Marketing Database Solutions
Contact us:
Customer Equity Solutions Pvt. Ltd.
INDIA USA
Mumbai Office: Chicago Office:
105-106, 1st Floor, Anand Estate, 189-A, Sane Guruji Marg, 626, Grove Street, Evantson, IL 60201
Mahalaxmi, Mumbai-400 011, India
Phone: +91 22 23000133 / 23054039, Fax: +91 22 23053809
Website: www.cequitysolutions.com Email: info@cequitysolutions.com