Determine sales channel and service level based on a customer’s influence over related customer holdings, in addition to their individual product holdings
The true value of a customer depends not only on their individual worth, but also on the worth of their family and their business holdings — the people and assets to which they are related. Would you offer a college student with a balance of $500 the same level of service if you knew his family had balances of $500,000? Or offer a family with $30,000 in assets the same level of service as one with $30,000 in personal assets, but $25 million in business holdings? The more you know about a customer’s relationships, the better able you are to determine the customer’s true value to your organization.
ISI’s unique Synchronos™ relationship-identifying technology not only reveals a customer’s connections to family members and businesses across your organization, but also enables the assignment of Influence Value Indicators™. These indicators identify the relative importance of those connections, providing a much more realistic measure of the customer’s true value and a more accurate basis for assigning the appropriate level of service and/or channel.
|
