Enhancing Sales Strategy Through Propensity Modelling

For a Global Enterprise Content Management Vendor

Client challenge: Design and introduce a global propensity to buy programme for direct and indirect channels across three leading business units to inform resource allocation, account planning and campaign execution.

Discover

Research the customer base, competitors, and prior approaches to sales resource allocation.

Decipher

Analyse data to understand patterns in behaviour, regional preferences, and market dynamics.

Decide

Develop strategies for propensity tailored to different geographic and vertical markets.

Deliver

Launch and monitor the program with stakeholders with clear KPIs, feedback mechanisms, and flexibility for adjustments.