by Marina Erulkar | May 5, 2019 | Customer Acquisition, Onboarding, Revenue Acceleration, Revenue Growth
Companies rightly place importance on acquiring new customers. But when that focus is exclusively on the first sale, companies can miss the far more profitable opportunities that should follow from supportive customer onboarding. Customer onboarding is the valuable...
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 | 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 | 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...
by Marina Erulkar | Sep 1, 2017 | Customer Experience, Customer Optimization, Customer Relationship, Strategy
Like any human, I am subject to dark thoughts. Here is the worst of mine: “I would be so happy if I never purchased anything ever again.” That darkness occurs whenever there is unnecessary, frustrating friction in my customer experience. I appreciate that so many...
