Understand your customers and prospects to drive growth.
Who are your most valuable and least valuable customers? Who are your most promising prospects? Or your most risky? If you can’t identify and describe these core groups, you can’t design relevant business processes and solutions to support your business strategy.
Identify your core customers and prospect groups and understand their behavior. Our segmentation solutions make sense of your customer relationships and provide a foundation for driving profitable revenue.
Audits and Assessments
Our audits and assessments provide a methodical examination and review of your existing segmentation schemes.
- Understand how segmentation is being used now.
- Evaluate the effectiveness of current segmentation schemes.
- Determine how to identify your most valuable customers.
- Define your most promising prospects.
- Characterize your most risky customers and prospects.
- Figure out if your portfolio performance matches segmentation projections.
- Verify if your segmentation complies with regulatory requirements.
- And more….
Once we finish the assessment, you’ll have the systems and processes to support development of your segmentation.
Development and Design
In this stage, we define the desired state of your segmentation. Then we translate that into relevant business processes and solutions.
- Design segment-specific strategies.
- Determine how big your universe should be.
- Understand why consumers behave as they do.
- Learn how your product offering is linked to your segmentation strategy.
- Develop better segment-specific offers.
- Design schemes to cluster customers based on relationships.
- Identify which relationships to build, reduce, or end – all to maximize value and business potential.
Having applied strict analytic disciplines to provide a comprehensive view of relationship breadth and depth, you now have a solid foundation to derive customer value.
Implementation and Delivery
In this stage, we create a complete roadmap so you can incorporate data, technology, analytics and talent into business applications to execute your segmentation strategies.
- Ensure holistic understanding of business strategy, structure, roles and responsibilities.
- Identify executive sponsor accountable for roadmap delivery.
- Identify project management resources to create and manage roadmap structure, governance and performance tracking.
- Schedule ongoing roadmap updates.
- Ensure progress and delivery of target goals.
- Adjust and reevaluate dates and delivery as required.
The complete roadmap prepares you for successful execution.
Measurement
Measuring the progress and effectiveness of your segmentation strategies and business initiatives demonstrates the connection between strategy, requirements, insights and action.
- Set targets and plan metrics tracking.
- Evaluate and align performance with expectations.
- Create and implement this critical discipline for continued success.
- Incorporate key learnings from testing for refinement.
- Track KPIs against assumptions and financial forecasts.
This ongoing process discipline assures that continuous measurement-based refinement delivers desired financial results.
