Zilliant, Austin, TX, a technology solutions company, released a case study from Gartner demonstrating Zilliant’s ability to leverage Big Data to increase sales and improve customer retention for an anonymous global electrical manufacturer.
The manufacturer’s sales management team leveraged SalesMax, the newest Zilliant application, to automatically deliver information to sales reps on cross-sell and retention opportunities for their existing accounts. The application identifies incremental growth and retention opportunities worth, on average, 11 percent more revenue.
“After several unsuccessful attempts to manually analyze its sales and transaction data, this company deployed SalesMax to automatically identify, quantify and prioritize customer-specific opportunities,” said Pete Eppele, Zilliant’s VP of product management.”
SalesMax analyzed 12 months of the company's sales data to produce customer purchase patterns. The technology revealed account-specific sales opportunities that were otherwise invisible, and emailed them directly to sales representatives. Within the first 90 days of the deployment, SalesMax uncovered $55 million of growth opportunities. To date, the company, which chose to remain anonymous as to protect their competitive advantage, has closed $6 million of the $55 million identified.
The complete case study can be viewed here.
