Customer Segmentation & Differentiation Blurred to Focused

“ I need to know the lifetime value of my best customer using 80:20 System 2

Blurred to Focused

Action * Segmentation – Profile and divide the customer * Differentiation – Make the right customer stand out Reaction * Targeting Customer– choose segmentation * Positioning Customer – communicate the benefits with differentiation

Segmentation helps in giving businesses: * Sustainable competitive Advantage * To be profitable : * A productive, stress-free work environment : * Cost-efficiency : * A good reputation :

Why Business Intelligence Software Solution Simple to use Lowest TCO Proven Customer Success

Business Intelligence Software Solution

Simple to use

Lowest TCO

Proven Customer Success

1KEY Software Benefits 1KEY software helps with: • Flexible analysis • Powerful automation • Comprehensive reporting • Secure control • System integration • User orientation • Enterprise-wide support

Bases for segmentation Demographics Family size, age, gender, education, income Benefits Sought Usage Heavy users, Light users Use occasions Brand loyalty Psychographics Lifestyle (AIO) Activities, Interests and Opinions

Demographics

Family size, age, gender, education, income

Benefits Sought

Usage

Heavy users, Light users

Use occasions

Brand loyalty

Psychographics

Lifestyle (AIO)

Activities, Interests and Opinions

Industrial markets Demographics Industry, Company size, Location Purchasing Approaches Purchase department organization Nature of existing relationships General purchase policies and criteria Situational Factors Urgency Operating Variables Technology User/nonuser status Customer capabilities Personnel Characteristics Buyer-seller similarity Attitudes toward risk Loyalty

Demographics

Industry, Company size, Location

Purchasing Approaches

Purchase department organization

Nature of existing relationships

General purchase policies and criteria

Situational Factors

Urgency

Operating Variables

Technology

User/nonuser status

Customer capabilities

Personnel Characteristics

Buyer-seller similarity

Attitudes toward risk

Loyalty

Nothing can happen without customer and revenue for which right information is needed

Sanjay Mehta CEO MAIA Intelligence [email_address] www.maia-intelligence.com