customer lifetime potential - part 2
DESCRIPTION
In Part 2 of our 3-Part webcast series, the author digs into the importance of measurement to maximize customer potential from day 1. Bain and Company reports that a 5% increase in customer retention can increase profitability by up to 95%. Measuring CLP is critical in order to move beyond intuition and generate predictive guidance to profitably grow every customer’s spend. Listen to Part 2 of our Customer Lifetime Potential webcast series today.TRANSCRIPT
©2013 Zilliant Incorporated, All Rights Reserved Worldwide Make Your Numbers™
Customer Lifetime Potential Measure and Deliver Maximum Profitability
©2013 Zilliant Incorporated, All Rights Reserved Worldwide
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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.
About the Author
Penny J. MerianDirector of Product Marketing
Table of ContentsA. That Which is Nurtured BlossomsB. Managing Customer BehaviorC. Value Imperatives
©2013 Zilliant Incorporated, All Rights Reserved Worldwide
3 That Which is Nurtured Blossoms
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 Managing Customer Behavior
RELATIONAL RELEVANCEBreadth of engagement over time
STRATEGIC RELEVANCE
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©2013 Zilliant Incorporated, All Rights Reserved Worldwide
Value Imperatives
November 2011
August 2012
$92K annual revenue - recovery Average spend $11.2K/month Spend dropped to $3.6K/month
Opportunity cost: $41K revenue potential
55% decrease in 9 months
Identified $51K annual recovery Average spend $6k/month Spend dropped to $1.8K/month
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©2013 Zilliant Incorporated, All Rights Reserved Worldwide
Power of Science to the Art of Selling
Interested in learning how SalesMax can help you
maximize CLP?
Speak with a member of our team today at (512) 531-
8503
In Webcast 3, we’ll cover the key CLP Index calculations that you can put into practice immediately
©2013 Zilliant Incorporated, All Rights Reserved Worldwide
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.
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