The most common When analyzing use of decil analysis is to identify good customers. Decil analysis simply divides the top 10 customers into groups based on current cumulative sales, allowing you to quickly identify the customer groups that are using your company’s products and services. Although it depends on the business model, the core of sales will generally be the top 10-40% of customers.
It is important to identify the
Needs of your top customers and plan marketing strategies that allocate resources generously to retaining your best customers, rather than marketing to all customers equally.
For example, if your business is entirely online, it is effective to use a loyalty program to maintain relationships with customers by offering rewards to loyal customers (special offers, discounts on points, and related services).
A typical example would be Rakuten Ichiba
They have been successful in keeping customers in the Rakuten economic sphere by offering points america phone number list based on the purchase amount and various benefits provided by group companies.
In the case of B2B, loyalty programs are not so effective, and follow-up by sales representatives and customer support departments is important. In the case of SaaS, setting up a loyal customer representative in the customer success department to reflect customer feedback to the development department and improve functions will lead to strengthening relationships of trust with loyal customers.
When considering a strategy to acquire new customers
The most important thing in acquiring new customers is targeting. Whether it is a top customer or a what is outbound marketing? bottom customer in terms of annual sales, the sales and marketing process itself is actually not very different. This is well known in the marketing and sales field.
Marketing departments can use this
Data to identify channels and content. Use deciles analysis to create personas and customer journeys for top-selling customer groups, middle-ranking groups with stable transactions, and lower-ranking groups that don’t use the service much.
By identifying the values and information gathering methods of each group, it becomes easier to plan b2b reviews marketing channels and content to acquire new customers. The basic approach is to invest resources in the media used by the upper to middle groups. However, since marketing also plays a role in expanding the customer base, we will also create content to increase awareness for lower groups through general-purpose media such as SNS and our company blog.
On the other hand, if you are in
The sales department, create a list of promising new customers based on the characteristics of your loyal customers and have your capable sales team handle them. There are certain trends among the top 10% of customers in terms of sales. For example, if you know the trends in industry, department, company size, and area, such as advertising agencies and automobile manufacturers in the BtoB case, you can use this information to create a new target list.