Account Segmentation Case Study
To maximize sales, it's important to have a complete view of your potential customers. That's the conclusion that one midsize company made after calculating that its sales team had captured only five percent of its potential market.
To improve market share, the company set out to create a self-service portal with segmentation capabilities that enables sales staff to drill down on customer attributes.
Download the case study to find out how the company successfully transformed its sales systems using SAS to automate processes - and how you can too.
What was the main challenge faced by the midsize company?
The company struggled with cumbersome Excel spreadsheets that contained unnecessary fields, making basic reporting difficult. This limited their ability to spot trends and identify repeatable sales offers, leading to missed opportunities.
How did the sales team improve their account segmentation?
The sales team implemented a self-service portal powered by SAS, which allowed them to import data from their spreadsheets and create interactive filters. This enabled users to slice and filter data based on various criteria, improving their ability to identify target prospect companies.
What were the outcomes of the digital transformation?
The transformation led to accelerated revenue growth as the sales team developed customer profiles based on successful wins. Management was able to realign territories and optimize staffing, leading to a better understanding of customer sectors with the most potential.
Account Segmentation Case Study
published by Ransom Shield
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