Customer Lifetime Potential - Part 1
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Make Your Numbers™ ©2013 Zilliant Incorporated, All Rights Reserved Worldwide Measure and Deliver Maximum Profitability
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In Part 1 of a 3-Part webcast series, the author compares and contrasts this new measure with Customer Lifetime Value (CLV), a common marketing tool used in customer acquisition. A 1-time CLV assessment fails to help B2B businesses grow, expand and extract hidden potential with newly acquired customers. By leveraging strategies we discuss in the webcast, B2B businesses can measure and capture the lifetime potential for each customer, while increasing the top and bottom lines.
Transcript of Customer Lifetime Potential - Part 1
Make Your Numbers™ ©2013 Zilliant Incorporated, All Rights Reserved Worldwide
Measure and Deliver Maximum Profitability
With over 20 years of experience, Penny has
worked closely with sales organizations to align
revenue and product objectives with market
needs. She has defined, developed and executed
global marketing and product initiatives for
manufacturing and distribution companies
enabling sales teams with tools and programs to
exceed market and corporate expectations.
©2013 Zilliant Incorporated, All Rights Reserved Worldwide
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Penny J. Merian
Director of Product Marketing
Table of Contents A. Customer Lifetime Value B. Customer Lifetime Potential C. Hidden Potential D. A New Measure – B2B Sales E. Potential ≠ Satisfaction F. Performance to Potential G. Power of Science to the Art of Selling
©2013 Zilliant Incorporated, All Rights Reserved Worldwide
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A marketing prediction of the net profit attributed to the entire future relationship with a customer It’s used to judge the appropriateness of the costs of acquisition of a customer
©2013 Zilliant Incorporated, All Rights Reserved Worldwide
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©2013 Zilliant Incorporated, All Rights Reserved Worldwide
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©2013 Zilliant Incorporated, All Rights Reserved Worldwide
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©2013 Zilliant Incorporated, All Rights Reserved Worldwide
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©2013 Zilliant Incorporated, All Rights Reserved Worldwide
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©2013 Zilliant Incorporated, All Rights Reserved Worldwide
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It is possible to gain these insights
using science to maximize
Customer Lifetime Potential and focus
your sales reps on the best growth
opportunities
Contact Us Today
In Webcast 2, we’ll cover the steps you can take
to move from Potential to Performance
©2013 Zilliant Incorporated, All Rights Reserved Worldwide
Zilliant provides B2B companies with data-driven guidance, enabling smarter pricing and sales decisions to help businesses make their numbers. The Zilliant optimization platform uses advanced science in its price optimization applications to enable companies to overcome the massive complexity in their businesses. Our flexible SaaS model allows customers to quickly and confidently improve their financial performance by integrating into existing systems and processes. Learn more about how Zilliant helps companies price more profitably and sell more effectively at www.zilliant.com.
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