by Marina Erulkar | May 3, 2020 | Customer Experience, Customer Intelligence, Customer Journey, Customer Mapping, Customer Optimization, Drive Revenue, Revenue Growth
To drive revenue growth, especially now, every company needs to understand how its customers interact, beginning with awareness, through repurchase, and when and where they may exit. If companies focus only on the milestones, they can’t effectively guide customers to...
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 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 | Jul 5, 2018 | Analytics, Customer Growth, Customer Intelligence, Increase Revenue, Strategy
Companies often experience explosive growth at their launch or with a new product. They address a big unmet need, and customers quickly recognize the value. It’s as if customers hold money in the air, clamoring for attention just to make a purchase. And just as...
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 | Jul 2, 2017 | Customer Intelligence, Customer Optimization, Customer Relationship
In a recent study, Forrester projected that $2.9 billion of budget will be moved from digital ads in the next year. The report notes: “Display advertising never worked like we pretended… CMOs know this already, but nobody wants to talk about it.” With $2.9...
