BRIDGEi2i helps Global Technology Leader drive targeted cross-sell to SMBs using advanced analytics solutions. More about BRIDGEi2i at http://www.bridgei2i.com

1. Customer Case Study
BRIDGEi2i helps a global technology leader to drive targeted cross sell to SMBs using
advanced analytics solutions.
Business Challenge
A global technology leader wanted to cross-sell its most profitable products to their existing SMB (Small & Medium
Business) customers. The company had a large portfolio of products and hence wanted to be focussed on reaching
out to the right set of accounts, with the most suitable offer, based on their likelihood of buying the product, in near
future.
BRIDGEi2i Solution
BRIDGEi2i helped integrate data on firmographics and past purchase behaviour, to build a relationship quotient,
and estimate needs of a company. A scoring model to prioritize accounts based on recency, frequency and
monetary value of purchase, as well as association between products was developed to increase effectiveness of
cross sell program.
Relationship segmentation
 Analyse recency, frequency and monetary (RFM) aspects of relationship with existing accounts
 Design segmentation scheme based on RFM characteristics
 Identify sweet-spot for best customers
Product association analysis
Identifying association between various products based on how often
they are bought by same customer & sequence of purchase
Scoring Model
Weighted model incorporating relationship quotient, installed base
association and industry dynamics
Business Impact
A targeted cross-sell campaign based on relationship, product purchased so far and industry dynamics helped the
sales team to not only focus on high RoI accounts, but also helped them customize their communication.
About BRIDGEi2i
BRIDGEi2i is an analytics solutions company partnering with businesses globally, helping them achieve accelerated
outcome harnessing the power of data. BRIDGEi2i helps companies to BRIDGE the gap between INFORMATION,
INSIGHT and IMPACT in their journey to institutionalize data driven decisions across the enterprise.
For more details contact us: enquiries@bridgei2i.com
Information Insight Impact
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