January 25, 2010 – 11:48 am
Gartner has launched a new focus area called “Pattern Based Strategy”, based on the need of businesses to capitalize on large amounts of data and the new rules for business process adaptation.
Here is a great verbatim quote from the Gartner web page.
The depth of the recent recession blindsided most businesses. As the economy starts [...]
By John Maller
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Posted in Uncategorized
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Also tagged analytics, buying patterns, cross sell, demand driven, demand shaping, marketing analytics, merchandising, multichannel ecommerce, online marketing analytics, POS data, product affinity, retail, sales history, suggestive selling, up-selling, upsell
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December 28, 2009 – 6:17 pm
The sales receipt is a neatly itemized list of purchases. Every purchase comes with a specific need, and hence the sales receipt is the true voice of the customer. As demand patterns change, the sales receipt data can reveal tremendous intelligence on what customers are buying, the changing trends and what the future purchases [...]
By John Maller
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Posted in Uncategorized
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Also tagged analytics, buying patterns, channels, cross sell, crosselling, margin, merchandising, product affinity, profit, retail, sales receipts, shopper, suggestive selling, up-selling, upsell
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December 18, 2009 – 4:38 pm
I was meeting with Martin, the CEO of a fortune 1000 Company. He talked about sales productivity as a significant opportunity and an area of strategic focus for 2010. “We have been selling this product for years. Yet, every day is ground hog’s day for our sales reps. What I mean by that is [...]
By John Maller
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Posted in Uncategorized
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Also tagged b2b ecommerce, b2c ecommerce, business analytics, cross sell, demand intelligence, ecommerce, multichannel ecommerce, online marketing analytics, product affinity, suggestive selling, upsell
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December 1, 2009 – 10:30 pm
Track sales transactions to understand your customer’s buying patterns, establish a more relevant product mix, satisfy more people and sell more.
By John Maller
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Posted in Uncategorized
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Also tagged analytics, business analytics, buying pattern analytics, cross sell, crosselling, customer fulfillment, customers, demand, demand shaping, merchandising, multichannel ecommerce, online marketing analytics, order fulfillment, retail, substitution, suggestive selling, up-selling, upsell, upselling
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November 3, 2009 – 9:27 am
Demand shaping is the ability to guide customers to the best choices at point-of-sale. This is the key to increase revenue and supply chain efficiency. However, demand shaping needs product intelligence at point-of-sale to guide customers to the best choices.
By John Maller
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Posted in Uncategorized
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Also tagged analytics, business analytics, buying pattern analytics, crosselling, customer centric, demand sensing, demand shaping, merchandising, multichannel ecommerce, online marketing analytics, point of sale, POS data, retail, up-selling, upsell
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October 19, 2009 – 8:00 am
Products have so many choices. Customers hate the experience of having to answer 50 questions to get to selection. Asking them 50 questions translates to poor customer experience and it is actually bad for you too. Here is why. Every sale begins with a customer calling out the top [...]
By John Maller
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Posted in Uncategorized
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Also tagged amr, analytics, choice combinations, CRM, cross sell, customer experience, herd buying patterns, product alternatives, product choices, product selection, recommendation engine, sales cycle, sales productivity, suggestive selling, upsell
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I often hear clients say, “We’ve been told by management that we should only have a standard and premium model.” Then product teams are tasked to fit the line to that limitation, while no product analysis was done to support the decision.
While reduction in configurations is important, how it is achieved is just as important. [...]
By Mike Merrill
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Posted in Uncategorized
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Also tagged analytics, choice combinations, cost, cross sell, margin, product buying patterns, product choices, product management, product mix, strategy, suggestive selling, upsell
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