Optimizing Marketing and Sales Productivity: A Data-Driven Approach.
The problem
Sales and marketing leaders often struggle to reach sales goals and achieve marketing ROI targets because they lack a clear understanding of their customers' value drivers and pain points.
The data is there, but converting it into actionable insights is an uphill battle. The lack of usable customer analytics makes marketing optimization and sales optimization difficult, limiting the commercial team's ability to mitigate customer churn, increase upsells and cross-sells and boost win rates.
The solution
Revology Analytics offers solutions that drive marketing and sales productivity. We leverage our expertise in customer analytics, segmentation, and marketing mix modeling to understand the customer better and help create customized strategies to address customer needs and unique pain points in each segment.
Our approach harnesses machine learning to evaluate marketing effectiveness and predict customer purchase behavior to improve sales and marketing ROI.
The outcome
By leveraging marketing and sales insights from client and 3rd party data, we enable impactful solutions to their marketing and sales challenges, whether building Marketing Mix Models, Insights Tools for the Sales teams, or sophisticated customer lookalike models for better targeting.
Our automated insights capabilities put the key performance indicators of our client's marketing and sales campaigns at their fingertips, empowering them to make informed business decisions. The results speak for themselves: Our clients have reported substantial increases of 5% to 10% in gross profit and impressive improvements of 5% to 20% in marketing ROI.
The Revology Edge
Steering clear of generic, cumbersome, and expensive analytics products, our philosophy is to work with your Sales, Marketing, Data, and IT teams during the critical development and implementation phases.
We deliver bespoke, intuitive Sales & Customer Growth Analytics solutions readily adaptable to your business needs. Our typical engagement timeline is a focused 3 to 4 months, ensuring timely and practical integration.
Let's start a conversation today ➤.
LET’S WORK TOGETHER.
Insight to Outcome: Transformative Analytics for Peak Sales & Marketing Performance.
+10-15% EBITDA growth relative to Competition
+2-10% Sales Productivity Increase
+5-20% Marketing ROI Increase
We will find an answer to your questions
Where are my most significant retention, upsell, and cross-sell opportunities to drive sales growth?
What is the ROI of my marketing spend, and how can I optimize my marketing mix?
How can I leverage my data assets to drive incremental value for my sales teams and customers, including shortening sales cycles and increasing win rates?
Learn about our Sales & Marketing Enablement advisory services
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Where are my most significant opportunities to drive Sales Growth and Productivity?
Customer Churn Modeling: providing your Sales reps with high-likelihood-to-churn Customers with detailed insights on why the Customer was deemed a high-risk, along with presenting analytically driven strategies to retain the Customer.
Customer Cross-Sell Optimization: giving your Sales teams machine learning-driven, actionable insights on cross-sell opportunities for high-potential Customers based on historical transactional patterns and groupings of similar customer behaviors.
Customer Lifetime Value (CLV) Modeling: partnering with your Sales and Marketing teams to determine the financial value for each Customer for the duration of your relationship. Predicting CLV helps you allocate the right resources for marketing, loyalty programs, and sales targeting efforts.
CRM Data Opportunity Analysis: helping your Sales and CRM groups evaluate the depth and breadth of your CRM platform, ensuring that you have the correct tactical information paired up with crucial customer performance insights and predictive behaviors, such as CLV, propensity to churn or upsell. This helps you drive your Sales ROI and rep productivity upwards of 2-10%.
Sales Mix Optimization: helping you maintain the right balance between growing your unit sales, maximizing transactional gross profit, and driving incremental cash generation from the manufacturer or distributor rebate programs. -
What is the ROI of my Marketing Spend, and how can I optimize going forward?
Marketing Mix Modeling: leveraging best-in-class open-source Machine Learning algorithms to understand and decompose your sales performance's marketing and promotional drivers, including the breakdown of your sales volume into baseline vs. incremental effects from advertising.
Marketing Campaign Effectiveness: helping your Sales, Finance, and Marketing teams evaluate the effectiveness of each marketing medium and campaign, including granular insights like saturation curves, and share of marketing spend vs. share of impact. These insights help lay the foundations for optimizing your marketing budget.
Marketing Spend Optimization: leveraging the appropriate optimization algorithms, we help you allocate your marketing dollars to suitable advertising mediums for the coming planning year in a way that maximizes your sales or profit impact.
Marketing Knowledge Graph: Using cutting-edge graph database technologies (neo4j) and machine learning, we construct a detailed map of your customer journeys and marketing touchpoints. Our solution excels in providing you with multi-touch attribution, tracing the complete customer journey, and providing insights into channel, campaign and message effectiveness. Through a clear visualization of customer and channel pathways, businesses can optimize customer paths, tailor experiences, and elevate their marketing ROI. -
How can I leverage my transactional or zero- and first-party data to drive incremental value for my Customers?
Sales Knowledge Graph: Leveraging state-of-the-art graph database technologies (neo4j) and machine learning, we design a comprehensive blueprint of your sales activities and customer touchpoints. Our system is adept at pinpointing the most effective sales interactions, mapping the entire customer engagement process, and delivering insights into touchpoint, pitch, and follow-up efficacy. By illustrating sales trajectories and customer interactions, businesses can fine-tune their sales strategies, customer training, customize outreach, and boost their sales ROI.
Total Profit Analytics (TPA): partnering with your Sales teams and key clients, we develop Sales rep and Customer facing tools that are customized to your business and B2B customer profiles. Our Total Profit Analytics tool integrates each Customer's historical transactional sales and profitability data with manufacturer or distributor rebate information and syndicated market insights to produce profit-maximizing sales strategies for your customers. Our TPA solution augments your sales transformation from tactical to insights-based selling, increases your Customer's profitability with proven analytics, and drives customer stickiness and repeat purchases for your reps.
Customer Segmentation: arming your Sales, Marketing, and CRM teams with custom-built customer segmentation models based on purchase patterns (RFM analysis), communication preferences, email and phone call sentiment analyses, survey responses, and other relevant attributes. Having updated behavioral customer segmentation capabilities helps you drive sales conversions, improve customer service, and increase customer loyalty.
RFM Descriptive & Predictive Insights: Gain deep insights into your customers' purchase patterns (Recency, Frequency, Monetary) to help inform surgical sales and marketing efforts. Extend the classical RFM analysis by building predictive models to understand which customers will purchase again in the next 30/60/90 days, how much they will spend, and which customers need proactive engagement to maximize sales results.
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Example of our Sales & Marketing Enablement AI in Action
Examples of prior deliverables
Customer-facing Assortment and Profit Optimization SaaS solution for leading durable goods wholesaler using transactional and customer data that increased Customer profitability and drove Customer Share of Wallet.
Customer Segmentation model for SaaS Corporate Startup using transactional data, demographic and psychographic information, and Call Center data that streamlined and improved GTM strategy.
C-store Assortment Optimization tool for private CPG's Sales Team, used to drive company Share of Wallet through Insights-Based Selling.
Sales Territory realignment & optimization for SaaS Corporate Startup using transactional, CRM, and competitive data that increased Business Development Manager productivity and reduced travel times.
Dealer Churn and Upsell modeling for a specialty Finance company to help prioritize Customer outreach efforts for the Sales organization, leading to greater Sales Productivity and Revenues.
Marketing Mix Modeling for private Food & Beverage company to understand marketing medium and campaign level ROIs that led to following fiscal period marketing budget and mix allocation adjustments for higher Marketing spend returns.
Customer-facing Market & Pricing Intelligence SaaS solution for leading durable goods wholesalers that drove greater Customer stickiness and aided in developing Consultative selling capabilities.
Augmented RGM capabilities for ~ $1B Food & Beverage CPG through on-demand RGM and Sales Growth Analytics capabilities, focusing on promotion effectiveness & optimization, strategic price increases, and white space opportunities for top-line growth.
Sales & Marketing Knowledge Graph for ~$100MM B2C enterprise to visualize customer journeys, optimize marketing interactions and increase marketing ROI.
Case Study Spotlight
Key Tools Powering our Sales and Marketing Enablement Solutions
LET’S GET IN TOUCH.
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