Quant5 created this guide to highlight the (10) key business insights most sought by marketers to improve their business -- B2B and B2C.

1. Best
of
Breed
Customer
Analy2cs:
Ten
Cri2cal
Business
Insights
Every
Marketer
Needs!

2. Overview
Quant5
created
this
guide
to
highlight
the
(10)
key
business
insights
most
sought
by
marketers
to
improve
their
business
-­‐-­‐
B2B
and
B2C.
Ten
Cri+cal
Business
Insights
2

3. Insight
#1:
How
to
Determine
the
Next
Best
Product
Offer
Challenge:
Every
company
wants
to
know
the
next
product
to
offer
their
customers
for
best
results.
The
usual
way
of
determining
this
oGen
fails.
•
•
•
Email
campaigns
end
up
yielding
low
sales
conversions.
Web
site
content
fails
to
generate
high
click-­‐through
rates.
In-­‐store
promoJons
do
not
generate
the
sales
growth.
These
are
all
symptoms
of
ineffecJve
&
ill-­‐targeted
offers.
Solu2on:
Quant5’s
targeted
offers
module
uses
“data”
to
determine
what
products
will
be
most
desired
by
specific
customer
segments.
By
analyzing
past
individual
customer
transacJons
Quant5
idenJfies
the
best
targeted
offers
by
SKU
at
specific
price
points
to
produce
more
effecJve,
predictable
markeJng
insights
that
deliver
superior
results.
Business
Applica2on:
B2B
Quant5
Module:
Targeted
Offers
Ten
Cri+cal
Business
Insights
3

4. Insight
#2:
How
to
“Score”
Prospec2ve
Customers
Challenge:
SeVng
sales
and
markeJng
prioriJes
is
criJcal
to
effecJvely
determine
appropriate
resource
alloca2ons
for
specific
prospecJve
customer
segments.
Today
in-­‐bound
markeJng
campaigns
produce
leads
that
are
difficult
to
prioriJze
and
determine
the
markeJng
correct
responses.
Solu2on:
Quant5’s
decision
opportuniJes
module
allows
companies
to
accurately
rank
prospecJve
customers.
“Prospect
scores”
based
on
past
successes
empower
sales
groups
to
opJmally
allocate
their
resources
to
pursue
their
most
promising
opportuniJes
while
focusing
less
Jme
to
lower
priority
ones.
Quant5’s
integraJon
with
Salesforce.com,
Marketo,
and
Eloqua
provides
unique
support
for
today’s
leading
business
producJvity
soluJons
operaJng
in
markeJng
and
sales
environments.
Business
Applica2on:
B2B
&
B2C
Quant5
Module:
Decision
Opportuni2es
Ten
Cri+cal
Business
Insights
4

5. Insight
#3:
How
to
Rank
Sales
Opportuni2es?
Challenge:
Sales
departments
are
constantly
updaJng
their
internal
forecasts
and
seVng
tacJcal
strategies
in
order
to
make
their
quarterly
revenues
numbers.
They
struggle
to
turn
their
tacJcal
strategies
into
truly
strategic
ones
that
will
reliably
deliver
the
numbers
they
want.
Solu2on:
By
assessing
opportuniJes
based
on
past
successes
businesses
are
much
beer
at
focusing
execuJve
and
other
key
resources
on
closing
high
priority
sales
opportuniJes.
Quant5’s
integraJon
with
Salesforce.com
provides
support
for
the
leading
CRM
system
and
its
predicJve
analyJcs
delivers
far
superior
ranking
of
sales
opportuniJes.
Business
Applica2on:
B2B
&
B2C
Quant5
Module:
Decision
Opportuni2es
Ten
Cri+cal
Business
Insights
5

6. Insight
#4:
How
to
Track
Usage
Trends
Challenge:
Today
many
businesses
do
not
know
if
their
customers
are
at
risk
of
churn.
Two
criJcal
indicators
–
product
and
customer
usage
trends
–
are
oGen
overlooked
by
businesses
as
indicators
of
churn
risk
during
Jmes
when
their
focus
is
on
generaJng
new
prospects
and
paying
customers.
Solu2on:
Quant5’s
product
use
module
analyzes
this
data
and
creates
insights
into
underlying
trends.
This
module
is
especially
helpful
to
companies
who
engage
their
customers
in
long-­‐term
contracts,
subscripJons
or
licenses.
It
is
also
helpful
to
businesses
that
want
to
understand
how
product
usage
can
be
an
indicator
of
customer
saJsfacJon.
Business
Applica2on:
B2B
&
B2C
Quant5
Module:
Product
Use
Ten
Cri+cal
Business
Insights
6

7. Insight
#5:
How
to
Create
Truly
InsighVul
Customer
Segmenta2on
Challenge:
For
far
too
many
companies
customer
segmentaJon
starts
out
as
esJmates
based
on
“gut”
insJnct
and
grow
over
Jme
to
intui%ve
approxima%ons
of
purchase
levels
by
groups.
As
a
company
grows
and
its
customer
base
changes,
these
esJmates
are
no
longer
effecJve
–
yet
they
remain
in
place
leading
to
ineffecJve
markeJng
plans,
flawed
strategies
and
uneconomical
budgets.
Solu2on:
Quant5’s
customer
segmentaJon
module
idenJfies
groups
of
customers
by
loyalty
traits
and
purchase
paerns.
The
composiJons
of
these
groups
are
then
used
to
improve
markeJng
program
effecJveness
simply
by
focusing
the
messaging
and
target
of
product
and
service
offering
–
the
right
offer
to
the
right
customer!
Business
Applica2on:
B2B
&
B2C
Quant5
Module:
Customer
Segmenta2on
Ten
Cri+cal
Business
Insights
7

8. Insight
#6:
How
to
Determine
a
Customer’s
Life2me
Value
Challenge:
How
much
business
value
is
derived
from
an
individual
customer
over
his
or
her
lifeJme?
This
quesJon
is
important
because
it
helps
sales,
customer
support,
markeJng
and
other
departments
set
prioriJes.
Far
too
many
companies
are
in
the
dark
about
answering
this
criJcal
quesJon
resulJng
in
missed
opportuniJes
and
poor
resource
allocaJon
decisions.
Solu2on:
Quant5
has
developed
an
analyJcal
module
that
accurately
predicts
the
expected
lifeJme
value
of
a
customer
allowing
companies
to
beer
focus
their
limited
resources
on
those
customers
with
the
highest
value,
and
enabling
their
businesses
to
know
exactly
how
much
they
will
grow
over
Jme
based
on
past
customer
transacJons.
Result:
Enabling
true
“booms-­‐up”
forecast
of
the
business
Business
Applica2on:
B2B
&
B2C
Quant5
Modules
• Targeted
Offers
• Customer
Segmenta2on
• Product
Rela2onships
Ten
Cri+cal
Business
Insights
8

9. Insight
#7:
How
to
Iden2fy
Customers
at
Risk
of
Churn
Challenge:
Companies
know
that
“customers
churn”
results
in
the
cri2cal
loss
of
valuable
buyers
–
most
o^en
permanently.
IdenJfying
and
predicJng
the
risk
of
churn
is
challenging
because
of
the
oGen
overwhelming
amount
of
data
and
other
indicators
that
must
be
analyzed
to
successfully
idenJfy
those
at
risk
and
how
best
to
take
the
acJons
needed
to
retain
customers
likely
to
“churn”.
Solu2on:
Quant5
has
developed
a
predicJve
analyJc
module
that
analyzes
customer
transacJons,
product
use
paerns,
product
relaJonships
and
other
data,
to
predict
the
risk
of
churn
in
a
company’s
customer
base.
Like
most
of
Quant5’s
soluJons,
this
leverages
self-­‐learning
modules
whose
results
are
refined
over
Jme.
Risk
of
churn
is
an
important
contributor
to
a
business
that
must
be
monitored
and
factored
into
almost
every
aspect
of
its
strategy
and
tacJcs.
Business
Applica2on:
B2B
&
B2C
Quant5
Modules
• Targeted
Offers
• Customer
Segmenta2on
• Product
Rela2onships
Ten
Cri+cal
Business
Insights
9

10. Insight
#8:
Profitability
by
Product
and
Category
Challenge:
When
companies
and
their
product
lines
grow
they
need
to
develop
different
incenJve-­‐based
loyalty
and
promoJons
strategies.
These
programs
enable
them
to
generate
new
insights
into
the
profitability
of
products
and
categories.
Unfortunately,
many
companies
sJll
rely
on
spreadsheets
that
oGen
do
not
take
into
account
discounJng
(e.g.
couponing,
and
loyalty
program
incenJves
in
product
profitability
analyses.
Solu2on:
Quant5’s
product
profitability
model
was
designed
to
present
a
more
accurate
representaJon
of
revenue
and
profits.
This
module
enables
marketers
to
generate
product
and
profitability
insights
for
use
in
both
product
and
strategic
planning
and
in
conjuncJon
with
other
product
management
modules
–
such
as
Quant5’s
Product
RelaJonships.
Business
Applica2on:
B2C
Module:
Product
Profitability
Ten
Cri+cal
Business
Insights
10

11. Insight
#9:
How
to
Develop
Op2mal
Customer
Profiles
Challenge:
Businesses
need
to
profile
their
customers
in
a
variety
of
ways
to
help
sales,
markeJng,
support
and
other
internal
personnel,
as
well
as
outside
partners.
This
is
no
easy
task
because
to
be
most
useful
customer
profiles
must
be
mulJfaceted
and
allow
companies
to
predict
future
buying
behaviors.
Solu2on:
Developing
such
a
mulJfaceted
profile
involves
taking
past
customer
transacJons,
idenJfying
the
next
products
and
price
they
will
purchase,
and
adding
in
a
score
for
a
prospect
or
a
sales
opportunity.
By
combining
the
results
of
mulJple
Quant5
modules,
businesses
can
create
customer
profiles
with
new
predicJve
elements
that
provide
more
insights
leading
to
beer
business
decision-­‐making
and
stronger
results.
Business
Applica2on
B2B
&
B2C
Module:
•
•
•
•
•
•
Product
Use
Targeted
Offers
Customer
Segmenta2on,
Product
Profitability
Product
Rela2onships
Decision
Opportuni2es
Ten
Cri+cal
Business
Insights
11

12. Insight
#10:
How
to
Understand
Product
Rela2onships
Challenge:
A
key
challenge
for
any
company
with
a
web
site,
retail
presence
or
display
of
products
is
predicJng
which
products
will
sell
the
most
when
combined.
As
the
number
of
SKUs
in
a
business
or
product
lines
increases
it
becomes
even
harder
to
predict
how
promoJonal
product
combinaJons
can
be
directed
to
maximum
sales
or
revenues
for
individual
products,
products
groups,
and
items
outside
a
promoJon.
Solu2on:
Quant5’s
product
relaJonships
module
significantly
simplifies
the
complexiJes
involved
in
determining
the
right
mix
of
products
for
promoJons
or
display.
This
module
enables
marketers
to
conceive
promoJons
based
on
both
“hidden”
and
dynamic
product
relaJonships
resulJng
in
extraordinary
increases
in
sales.
Business
Applica2on:
B2B
&
B2C
Module:
Product
Rela2onships
Ten
Cri+cal
Business
Insights
12

13. Quant5
Predic2ve
Marke2ng
Solu2ons
• SoGware
as
a
Service
• Value
ProposiJon:
– F-­‐a-­‐s-­‐t
implementaJon
&
results
– Very
affordable!
– Very
reliable,
advanced
technology
– Does
not
require
a
room
full
of
data
scienJsts
• PredicJve
analyJcs
applied
to
key
markeJng
and
sales,
and
related,
quesJons
– F-­‐a-­‐s-­‐t
M-­‐ROI
Ten
Cri+cal
Business
Insights
13

14. Find
Us
www.quant5.com
hps://twier.com/Quant5Inc
Our
white
paper,
"Customer
AnalyJcs:
Leveraging
the
Big
Data
RevoluJon,"
is
available
at:
www.quant5.com/resources/resources
Ten
Cri+cal
Business
Insights
14

15. We’re
always
happy
to
explore
how
Quant5
can
help
you
…
in
detail
Please
contact:
Quant5,
Inc.
Cambridge,
MA
Phone:
+1
617-­‐401-­‐3142
Email:
sales@quant5.com
URL:
www.quant5.com
Ten
Cri+cal
Business
Insights
15