Need
Marketing leaders often prioritize strategies such as acquiring new accounts and programs with immediate sales impact, overshadowing the long-term benefits of Customer Marketing and Advocacy (CMA) in enhancing brand loyalty and retention.
The difficulty in quantifying CMA’s Return on Investment, coupled with the lack of collaboration among internal customer-focused teams, highlights the need for holistic approach to fully realize CMA’s potential.
Solution
- Win-Loss Analysis : Analyze win/loss reports and conduct interviews to understand purchase decisions. Provide strategic insights for sales and marketing refinement, with periodic review implementation.
- Customer Stack Ranking : Develop a scoring system to prioritize customers based on value and strategic importance. Tailor marketing efforts for cross-selling and retention, aligning with client-specific goals.
- Customer Advocacy Strategy & Execution : Evaluate and enhance customer advocacy strategies. Identify strengths and gaps, offer actionable recommendations, and provide executive dashboards for ongoing strategy monitoring.
- Customer Peer Reviews :Create a B2B review strategy using multiple vendors. Develop a sales enablement plan for integrating customer feedback into the sales lifecycle.Drive demand generation leads and account for Customer Reference Revenue Influenced.
- Customer Reference Tool Implementation : Manage the implementation of customer reference tools with a focus on sales enablement and training. Ensure smooth rollout and high adoption, detailing tool capabilities and support.
Value Proposition
- Customer Advocacy Amplification : Elevate the impact of customer advocacy, transforming satisfied customers into active brand champions.
- Data-Driven Insights for Decision Making : Set achievable, usable and measurable metrics that can be easily tracked and shared across the organization.
- Stronger Internal Alignment : Strengthen cross-functional collaboration leading to cultural shift towards Customer-centricity enhancing organizational culture and customer engagement.
