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Table of Contents
1. Targeting a Segment of One ................................................................................... 03
How are CMOs using data and analytics to understand which leads will turn
into customers? How do they know which customers have the highest
revenue potential? How do they define the right product for these
customers to create instant conversions? How do they identify the exact
upsell strategy for each customer? How do they turn these customers into
fans? How do they produce better sales numbers without adding to the
sales team?
Data is providing sales teams with customer signals that were previously
invisible. The same data is arming sales and marketing teams with the
ammunition to create the right pitch at the right time. A new study called
50
Increasing sales
40
37
27
23
17
17
17
13
7
0
7
03
04
Target Customer
Email
Direct Call
Point to URL
Point to POS
Snail Mail
Onboard
Customer Management
Retail / Grow
Reduce Contact
Send Offer / Proposal / Message
Historical data
Website, Mobile, Credit
Case History
Conversation Management
3
Data Streams
Predictive Models
Big Data Technologies
CRM
BPM
ERP
Transaction Data
Social Data
Adaptive Learning
Business Rules
Real-time Event
Processing
Behavior Models
Sentiment Analysis
Knowledge Base
Unstructured Data
Location Data
Syndicated Data
05
References / Citations
1. http://www.wipro.com/documents/Big%20Data.pdf
2. http://www.wipro.com/documents/Big%20Data.pdf
3. http://www.wipro.com/documents/Big%20Data.pdf
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07
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