by Marina Erulkar | Oct 4, 2020 | Customer Growth, Customer Journey, Customer Relationship, Revenue Growth
Logistics companies play an increasingly important role in ensuring that their customers’ customers (we’ll call them “End Customers”) are satisfied. By expanding their view of logistics customers, logistics companies can secure and grow revenue, scale, and gain vital...
by Marina Erulkar | Aug 3, 2018 | Customer Acquisition, Customer Analytics, Customer Intelligence, Customer Optimization, Customer Relationship, Increase Revenue, Strategy
Often companies focus on driving that first transaction to acquire customers. They should. Those new customers bring incremental revenue. However, companies must remember that customer acquisition is only the beginning of what should be long and profitable customer...
by Marina Erulkar | Jun 2, 2018 | Customer Acquisition, Customer Intelligence, Customer Relationship, Customer Retention, Customer Segmentation, Increase Revenue, Strategy
Customer acquisition is important because, of course, new customers increase revenue. Customer acquisition is also typically the most expensive of the customer lifecycle phases. This crucial phase is about more than grabbing that first transaction. The true objective...
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 | 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...
by Marina Erulkar | Oct 3, 2017 | Customer Attrition, Customer Optimization, Customer Relationship, Strategy
Companies know that it is far more profitable and far less costly to sell to existing customers than it is to acquire new ones. To realize this benefit, customer attrition must be controlled. There are five common points across the customer lifecycle where companies...
