Discover customers' latent needs and curate optimal product bundles for each customer profile and region. Develop a strategic roadmap for cross-selling specific products to customers based on their psychographic profiles and the competitive situations in different market segments. Determine the preferred communication channels for each customer value and profile, and whether to focus on digital or hybrid channels for different demographic groups. Establish business rules for relationship pricing across customer segments, products, regions and evaluate if this creates competitive differentiation based on understanding pricing elasticity.

1. EnhanceCustomerRelationships
Optimize Product
Ownership based on
Latent Need
Discover profile of customers and identify
latent needs
Curate right product bundles to the right
customers
Strategic Question: Build a
strategic roadmap of which
products should be cross-sold to
which customer by region,
psychographic profile based on
market research & competitive
situation in each market segment.
Align Customer Channel
Interaction to their
Preferences
Discover my current channel usage by
customer profile & value
Strategic question: a. What should be my
contact strategy for high net worth
clients?
Strategic question: Should I go exclusive
digital channels (online/mobile) for
Millennials or should I have a hybrid
approach?
Etc...
Optimally Price My
Customers
Strategic Question: What are my business
heuristics for relationship pricing? Will this
create a competitive differentiation?
Understand pricing elasticity by product,
by region , by profile segment etc.
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