Determine Which Prospects to Choose

A leading provider of disease management and wellness solutions to health plans and corporations. After several mergers and acquisitions, they needed a better understanding of how clients were buying their products — and where upsell and cross-sell opportunities existed.

A merged customer base with no clear picture of who was buying what, or which prospects were worth pursuing.

We recommended a regression analysis to determine which customers were most profitable and which products — or groups of products — those customers were buying. With that in hand, the client could group prospects by profit potential and likelihood of buying a particular product suite.

The analysis identified the data points — verticals, company sizes, geography — used to build a profile of like-minded companies to pursue. It also surfaced existing clients with a high likelihood of buying additional solutions, who were added to the client's upsell and cross-sell programs.