Phase 14: Customer Marketing

Grow revenues from existing customers.

 

The Problem

When a customer says, “I did not know you did that,” you are in trouble. If your business depends on increasing the revenue generated from current customers, you must educate these customers in everything you can do for them. The customer life cycle does not stop once a prospect becomes a customer. The life cycle continues as your customers become repeat customers.

 

The Solution

  • Customer/prospect revenue share analysis

  • Customer KPI analysis

  • Customer revenue growth strategy

  • Sales org design

  • Customer Lifetime Value (CLTV) and Customer Acquisition Cost (CAC) by customer

  • Customer marketing plan

  • Account prioritization list (see “Markets” section for more detail)

  • Customer content marketing plan

  • KPI definitions & success metrics

 

With this phase completed, it is time to move on to Phase 15: Partner Marketing.