Boom, you’re dead and you didn’t even see it coming. Speed and accuracy in business have never been more important and an ability to see the interdependencies of what is happening with a prescription of what to do in that situation opens the door for you to win.
𝙎𝙞𝙩𝙪𝙖𝙩𝙞𝙤𝙣: The plan was to look at the installed base at every location of every customer. Cross-reference that against the activation database, to see if they would even be interested in buying anything and to assess shelfware.
From this data we could calculate the white space or what could a customer buy.
The next step was to investigate the ERP/CRM system to see who actually signed the P.O. or approved the purchase for that specific location.
Next, a custom, the individualized marketing campaign was set for each person with signature authority for that location for the specific products targeted.
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