With the right customer segments and the potential-oriented classification of the customer base, it is important to define the right measures and activities that ensure sales success. Looking at the market from the perspective of the target groups plays an important role here:

• What are your customers’ current and future challenges?
• Which topic blocks need to be fulfilled?
• What additional value can you generate that will give you a short and medium-term advantage and provide differentiation potential?

Which of these topics are already covered by your range of products and services and where are there opportunities for optimization? The marketing measures for each customer group and segment are worked out based on the prioritized needs of your customers and summarized using scenarios that you can test in the market with your teams.

In addition, it is important to understand what your organization has been doing in the market so far:

• How are your customer relationships developing today?
• How do you grow and where?
• What does your visitor frequency structure look like today?
• What results have you achieved so far in relation to your investment?
• Where are your investments most successful and where are they not?
• How do you stand in the market compared to the competition?
• How do you already cover the potential levels today?
• What is your churn rate?

In combination, we work with you to develop the basis for an exact sales growth forecast, which you can refine as a team. With this forecast, it is possible to verify or falsify the growth rates top-down and bottom-up and to derive more precise sales throughput planning with the corresponding utility measures.