Customer Lifetime Potential - Part 1
 

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Customer Lifetime Potential - Part 1

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In Part 1 of a 3-Part webcast series, the author compares and contrasts this new measure with Customer Lifetime Value (CLV), a common marketing tool used in customer acquisition. A 1-time CLV ...

In Part 1 of a 3-Part webcast series, the author compares and contrasts this new measure with Customer Lifetime Value (CLV), a common marketing tool used in customer acquisition. A 1-time CLV assessment fails to help B2B businesses grow, expand and extract hidden potential with newly acquired customers. By leveraging strategies we discuss in the webcast, B2B businesses can measure and capture the lifetime potential for each customer, while increasing the top and bottom lines.

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Customer Lifetime Potential - Part 1 Presentation Transcript

  • 1. Measure and Deliver Maximum Profitability©2013 Zilliant Incorporated, All Rights Reserved Worldwide Make Your Numbers™
  • 2. 2 With over 20 years of experience, Penny has worked closely with sales organizations to align revenue and product objectives with market needs. She has defined, developed and executed global marketing and product initiatives for manufacturing and distribution companies enabling sales teams with tools and programs to exceed market and corporate expectations. Table of Contents A. Customer Lifetime Value B. Customer Lifetime Potential C. Hidden Potential D. A New Measure – B2B Sales E. Potential ≠ Satisfaction Penny J. Merian F. Performance to Potential Director of Product Marketing G. Power of Science to the Art of Selling©2013 Zilliant Incorporated, All Rights Reserved Worldwide
  • 3. 3 A marketing prediction of the net profit attributed to the entire future relationship with a customer It’s used to judge the appropriateness of the costs of acquisition of a customer©2013 Zilliant Incorporated, All Rights Reserved Worldwide
  • 4. 4©2013 Zilliant Incorporated, All Rights Reserved Worldwide
  • 5. 5©2013 Zilliant Incorporated, All Rights Reserved Worldwide
  • 6. 6©2013 Zilliant Incorporated, All Rights Reserved Worldwide
  • 7. 7©2013 Zilliant Incorporated, All Rights Reserved Worldwide
  • 8. 8©2013 Zilliant Incorporated, All Rights Reserved Worldwide
  • 9. 9 In Webcast 2, we’ll cover the steps you can take to move from Potential to Performance It is possible to gain these insights using science to maximize Customer Lifetime Potential and focus your sales reps on the best growth opportunities Contact Us Today©2013 Zilliant Incorporated, All Rights Reserved Worldwide
  • 10. 10 Zilliant provides B2B companies with data-driven guidance, enabling smarter pricing and sales decisions to help businesses make their numbers. The Zilliant optimization platform uses advanced science in its price optimization applications to enable companies to overcome the massive complexity in their businesses. Our flexible SaaS model allows customers to quickly and confidently improve their financial performance by integrating into existing systems and processes. Learn more about how Zilliant helps companies price more profitably and sell more effectively at www.zilliant.com.©2013 Zilliant Incorporated, All Rights Reserved Worldwide