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What is important customer analysis in B to B? Improving marketing accuracy by “extracting customers with high LTV”
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What is important customer analysis in B to B? Improving marketing accuracy by “extracting customers with high LTV”

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“Customer analysis” is important in B to B marketing. Customer analysis is the process of managing customer information and extracting and analyzing the data necessary for the development of your own products and promotional advertising.

This is an essential process for maintaining a company’s sales, but it may be difficult to judge whether your company is analyzing it correctly.

What kind of measures and methods are necessary for successful customer analysis in B to B? In this article, we will explain in detail analysis methods that improve the accuracy of B to B marketing.

Reference source:
What is customer analysis in B to B? Introducing methods to improve marketing accuracy

Customer analysis methods

To put it simply, customer analysis, which is essential for B to B, is to clarify what kind of purchasing group the customers who use your company’s products are and why they made the purchase.

What is important customer analysis in B to B? Improving marketing accuracy by “extracting customers with high LTV”

In order to achieve results in your company’s advertising, where costs and time are limited, it is necessary to narrow down the target through analysis and implement efficient and effective marketing measures, rather than broadly approaching areas that do not reach the purchasing demographic. .

What is important customer analysis in B to B? Improving marketing accuracy by “extracting customers with high LTV”

What we want to do is extract customer data with high LTV (Life Time Value) from existing customers and find commonalities among them.

What is important customer analysis in B to B? Improving marketing accuracy by “extracting customers with high LTV”

If you can find commonalities, you can set a persona that your company should approach, and from there you can create highly accurate measures and utilize it in your marketing activities.

First, find customers with high LTV from the existing customer data you manage. Then, find commonalities among your customers and create personas. The next thing to do is to devise strategies for marketing based on that persona.

Reference source:
What is customer analysis in B to B? Introducing methods to improve marketing accuracy

What is important customer analysis in B to B? Improving marketing accuracy by “extracting customers with high LTV”

Why customers with high LTV are important

Why extract your own customer data with high

LTV

first?

What is important customer analysis in B to B? Improving marketing accuracy by “extracting customers with high LTV”

This is because personas targeting all customers will be too diverse, making it difficult to narrow down the list, making it difficult to see specific customer issues and needs.

What is important customer analysis in B to B? Improving marketing accuracy by “extracting customers with high LTV”

In order to improve the accuracy of the data, it is necessary to narrow down your company’s target existing customers to those with which they have “a certain number of transactions or more”.

What is important customer analysis in B to B? Improving marketing accuracy by “extracting customers with high LTV”

Furthermore, for transactions exceeding a certain number, it is important to set correct standards when extracting transactions. The key is to set it with an emphasis on the amount of profit brought to your company, not just the number of transactions.

Based on customer data with high LTV, we find commonalities such as “transaction period,” “sales,” “company size,” “industry,” “annual sales,” and “departments and titles of the person in charge/key person.” Create accurate personas.

What is important customer analysis in B to B? Improving marketing accuracy by “extracting customers with high LTV”

Reference source:
What is customer analysis in B to B? Introducing methods to improve marketing accuracy

What is important customer analysis in B to B? Improving marketing accuracy by “extracting customers with high LTV”

The need for customer analysis

What is important customer analysis in B to B? Improving marketing accuracy by “extracting customers with high LTV”

If customer analysis is accurate in B-to-B, companies can focus their marketing resources on the investments they need. The aim is to efficiently maximize the company’s sales by making large investments in customers with high prospects.

As the Pareto principle states (80% of total sales are generated by 20% of customers), accurate customer analysis is required to extract data on the top 20% of sales customers.

If you can create customers with high prospects, it will be easier to predict their behavior up to purchase, which can be a great benefit for both companies and salespeople.

Reference source:
What is customer analysis in B to B? Introducing methods to improve marketing accuracy

What is important customer analysis in B to B? Improving marketing accuracy by “extracting customers with high LTV”

summary

In order to conduct customer analysis correctly and succeed in B to B marketing, it is essential to accumulate and analyze data. Another key point is to introduce digital tools such as customer management systems to streamline operations.

If the precision of marketing improves through accurate analysis, it will be possible to create specific personas, and the measures created there will be expected to improve a company’s sales.

Reference source:
What is customer analysis in B to B? Introducing methods to improve marketing accuracy