by Marina Erulkar | Jul 4, 2019 | Big Data, Customer Acquisition, Customer Intelligence, Customer Journey, Revenue Acceleration, Revenue Growth
“The prospect just downloaded our content and the sales rep calls within a minute!” For his presentation, the speaker set a timer to prove the tactic’s speed. Calling in response to a content request is a slight improvement over guess work. Wherever the...
by Marina Erulkar | Aug 1, 2018 | Analytics, Big Data, Critical Thinking, Customer Journey, Customer Optimization
Data is not big, it is massive. It is generated from customer interactions, communications, and increasingly from IoT (the internet of things). Yet with data so common, confoundingly customers and their journeys are increasingly difficult to understand. Greater...
by Marina Erulkar | Feb 3, 2018 | Analytics, Big Data, Critical Thinking, Customer Experience, Customer Relationship, Strategy
In a recent interview, I was asked if I’d ever witnessed a situation where customer data was used in an invasive manner. My response was bigger than the answer I provided. We all hear about Big Data. Data is collected from digital interactions and increasingly, with...
by Marina Erulkar | Jan 1, 2018 | Analytics, Big Data, Critical Thinking, Customer Acquisition, Customer Growth, Customer Retention, Marketing Technology
Data is the rich foundation for customer intelligence. So much can be learned and applied to speed acquisition of the right customers, grow them to full potential, and retain valuable existing customers. All too often though, companies spend their time exactly where...
by Marina Erulkar | Jan 3, 2018 | Analytics, Artificial Intelligence, Big Data, Critical Thinking, Data Analytics
There are great expectations for the valuable applications that artificial intelligence (AI) could have in attracting, acquiring, and growing customers. We should be excited: the potential for recognizing customers’ true interest real-time and then immediately...
by Marina Erulkar | Nov 2, 2017 | Analytics, Big Data, Customer Analytics, Customer Relationship, Scale Your Business, Small Business, Strategy
“If it moves, it’s measured!” That was the directive from the CEO of an insurance company I worked with years ago. They were changing their business model from agents who sold solely on price. My client’s offering was commoditized, and their margins were squeezed in...
