One of the significant shortcomings of companies when it comes to their sales channels is an over-reliance on people, as well as an over-reliance on gut-feel based decisions. Of course, sales people are at the core of all sales efforts, and of course, their gut-feel is often dead on, no doubt. However, this does not mean there is no room for improvement.
 

We believe the vast amount of data available to companies presents a significant opportunity for them to do things better around their sales practices; we believe data can be the force, for example, driving companies into making more scientific decisions around where to open a new store, shifting them from to having a proactive rather than reactive sales culture, allowing for them to optimize their sales force.
 

With our sales-related service offerings, we help companies radically transform the way they view, and moreover, tap into the sales function; this shift moves the sales channel from being viewed not as a cost to market, but rather as an independent revenue generating mechanism.

Market Potential Analysis
A solution that estimates the untapped potential in the market, allowing companies to in a strategic and data-driven manner design their sales strategies, particularly as it pertains to the opening of new sales points.
Proactive Sales Shift (Lead Generation)
A solution that turns reactive sales points into proactive sales machines, through the development of a sales lead generation and distribution mechanism, driving proactive sales efforts across the channels.
Sales Channel Redesign / Mix Optimization
A service around reshaping the sales channel function, from designing and launching new sales channels, to optimizing the commissioning model, redesigning the support organization, to developing channel-specific policies and standards.
Competitor Segmentation
A solution that estimates the potential value of competitor customers, allowing for targeted poaching tactics to be taken on a competitor customer-by-customer level (using various acquisition methods, like referral programs).
Referral Program Design
A service around designing effective referral programs, using existing customers as well as employees to drive acquisition in an alternative, low cost manner to traditional means.
Front-Line Matchmaking
A groundbreaking analytical solution that examines the effect of individual competencies and traits on sales conversion performance, redesigning the way leads are distributed to ensure maximum sales conversion ratios are realized.
Redesigning Sales Collateral & Sales Practices

For one of Europe's largest multi-industry coalition programs, we redesigned all sales collateral material, used to add new companies to the program.

Redesigning Account Management Practices

For one of Europe's largest multi-industry coalition programs, we designed the key account management principles and processes.

Developing a Sales Lead Generation Program

For one of Turkey's largest automobile companies, we designed a proactive sales lead generation program that focused on driving dealers to pursue existing customers with repeat car sales, based on the next car they would likely to be purchase, ensuring dealers were interjecting at the right time with customers before their repurchase cycle commenced.

Assessing the Feasibility Around Potential Partnership Investments

For one of the world's largest software companies, we conducted a due diligence effort to assess whether an investment into a given potential partner and market would add enough of a lift on revenues for the company; the recommendation was for proceeding with the investment, which the company chose to do.

Launching a Segment-Specific Sales Channel

For one of the MENA region's largest computer manufacturers, we designed a small to medium business sales strategy, end-to-end; the engagement included the design of a brand name, brand positioning, product & service portfolio, sales channel, sales commissions, and overall launch. The effort has been an overwhelming success, with the manufacturer gaining significant traction in the SME market.

Deciphering the Correlation Between Advertising and Product / Service Demand

For a mobile operator with presence in over 20 countries, we built a model that helps the company forecast demand as it is correlated to advertising by the company as well as its competitors; based on the forecast, the operator is now able to ensure proper product and service stock levels are in place, as well as adequate staffing to effectively manage the demand.

Deciphering the Correlation Between Value-Added Services and Churn

For one of EMEA's largest mobile operators, we designed a model that identified and estimated the impact of value-added services on subscriber relationships, allowing the company to in turn redesign its VAS-related pricing, positioning, and bundling strategies.

Targeted Roamer Marketing – Maximizing Inbound Roamer Revenues
While inbound roaming is a lucrative business for operators in specific countries, too common is the company relying on old-school practices to market it, focusing only on mass outreach and non-customized value propositions. Operators wanting to retain and grow roaming revenues need to start tapping into targeted marketing practices before their competitors do…
SNA’s Failures Revealed – Getting it Right With Social Ripple Analysis
If you are using one of the market leader Social Network Analysis (SNA) tools, it is very likely that you are not seeing the forest for the trees. While SNA is an effective tool for identifying subscribers who are social leaders and followers, using it for churn prediction and propensity modeling can be dead wrong. As Forte, we recommend all operators take a leap towards using Social Ripple Analysis (SRA)…
Maximizing ROI Through Customer-Level Discriminatory Pricing
While campaigns are a must for companies in B2C sectors seeking to drive up revenues, they also have an adverse affect on the bottom line, in that they partially cannibalize already guaranteed revenues (thus driving down profit margins). Price Sensitivity Analysis (PSA) is a sure-fire way to minimalize this loss…
Social Media Strategies – Twitter Follower Relationship Management
With a significant percentage of B2C companies well established at this point on Twitter, it’s due time they take steps to better understand and take actions around their followers – Follower Relationship Management (FRM) is a method for doing so…
Visitor Relationship Management – Optimizing the Online Lifecycle
As companies become more proactive and effective in targeting across traditional direct channels, it’s time to start focusing on customizing interactions online, seeking to gain a better understanding of each website visitor and making the most out of each visit. Website Visitor Relationship Management (VRM) follows the path of CRM, mimicking the use of similar analytical models and lifecycle management principles…
How Much is Too Much? Getting it Right With One-to-One Communications
Overwhelmed by how often companies you have a relationship with get in touch with you? You’re not alone – companies have lost all control around how frequently they are communicating with their customers. It’s due time they take a look at their communications practices and make amends…
Product Network Analysis – The Next Big Thing in Retail Data Mining
One of the biggest challenges retailers have is the depth of data available for decision making, especially if they don’t have a loyalty program. Though limited, are retailers nonetheless maximizing use of their existing data today? The answer is no. Product Network Analysis opens a new range of insights which can maximize return on category investments...
Effective Channel Management Strategies – Segmenting the Channels
Channel analytics, the often neglected sibling of customer analytics, presents significant opportunities for companies seeking to better their channel-related performance, especially those in industries with large distribution networks (such as financial institutions, telecoms operators, retailers, automotive distributors, etc.)…
Real-Time Customer Value Management – Sales and Churn Triggers
Traditional monthly churn prediction or sales potential models help companies identify only some of the opportunities they can take action on to grow and retain their customer base; real-time sales and churn triggers help identify the rest…
SMEs and Churn – 15 Key Factors Driving Them Away From Operators
At the heart of any mobile operator’s marketing department efforts is the goal of driving down churn. A segment that is relatively ignored by telecoms – small to medium enterprises (SMEs) – have their own unique set of reasons for churning, reasons which need to be explored then addressed with the right solutions. In this article, we highlight the key 15 factors which drive SMEs to churn…
Designing Best-in-Class Loyalty Programs – Getting the Benefits Right
Possibly the most important aspect of a loyalty program is its benefits. Be it lack of vision, lack of creativity, or plain old laziness, many companies take the easy way out and offer cookie-cutter benefits through their loyalty programs. The ones that are best-in-class don’t, offering benefits that not only succeed in satisfying the customer, but in changing the company’s bottom line…
Customer Analytics Gone Wrong – Ten Common Mistakes To Avoid When Designing Customer Analytics Models
The potential that customer analytics models hold within them are extensive for the companies that choose to utilize them to better their marketing and sales activities. But even best-in-class companies get it wrong sometimes by making mistakes in how they design their models, and in how they utilize them once they have been designed. Herein we present ten mistakes to avoid in designing customer analytics models…
Five New Opportunities in Credit Card Analytics
By now, many leading banks and credit card providers have already invested in basic credit card analytics, such as value, behavior and needs/lifestyle segmentation, churn prediction, and credit risk analysis. Is this the end of road for customer insights in the field? Hardly so - this article summarizes five relatively niche ways of using credit card data, allowing banks and credit card providers to take things one step further towards separating themselves from their competitors by getting even more value out of the rich POS data at hand…
Campaign Sensitivity Analysis – Preventing Competitors From Stealing Your Customers
A simple yet effective manner in which to use analytics to prevent competitors from poaching customers in the telecommunications sector, campaign sensitivity analysis is sure to become a common practice in the field of business intelligence / data mining over the coming years…
Handset Purchasing Customer Experience – Optimizing the Retail Sales Cycle
While many telecom operators undergo customer experience transformation engagements, many fail to take into particular focus one specific part of the customer experience – the handset sales cycle. Not only is this area a particularly lucrative one for telecoms, but it also is one that allows for stronger bonding with the customer…
Channel Migration Strategies – Matching Customers to the Optimum Channels
As the number of channels which a company can service its customers through has proliferated over the years and will likely continue to, strategies need to be developed that turn into actions aimed at shifting certain customers to certain channels, in order to best optimize the cost of servicing customers vs. the level of service they receive through different channels…
‘Context Mining’ To Go Beyond Customer Needs in Telecommunications
As telecom product and service offerings are increasingly becoming commoditized, telecom companies need to offer their subscriber bases more than just communications solutions. This homogenization of offerings necessitates telecoms to differentiate themselves, which can be done through understanding the lifestyles of their subscribers and adapting offerings to cater to these lifestyles – which brings us to the fairly new concept of ‘Context ...
Utilizing Analytics to Customize & Optimize Retail Networks
Location, location and what was the third? Although location is known to be the key ingredient for success in retail, it is not the only criteria in driving sales. Often, the wrong combination of employees, lack of local marketing and various other factors can diminish returns on investment in a premium location…
One Size Does Not Fit All – Customizing Retail Chain Sales Points
One of the factors that has helped make the retail chain concept so successful globally is that customers are ensured a similar level of service, access to similar products, and a standardized level of quality, regardless of which of the retail chain sales points they visit. Customization provides an opportunity to make this concept even more successful...
Crisis Management in Reverse - Capitalizing on Shocks to the System
In every sector all over the world, companies fail, collapses that are sometimes triggered by seismic events. Such moments present significant opportunities (or threats, if not seized) for the company that is prepared to capitalize on them. Crisis in the business world can take many shapes and forms...
Know Each Customer’s Share-of-Wallet? Understanding Every Customer’s True Potential
Regardless of sector, companies across the board struggle to understand the true existing potential of each of their customers. Such an understanding is the first step towards capturing more share-of-wallet of existing customers. In its most basic form, there are two general ways companies in most sectors can grow their revenues – by either selling more to their existing customers, or by acquiring new customers (taking aside such other bottom-line impacting actions like increasing retention or reducing operating costs)...
Business Intelligence 2.0 – The Hidden Treasures in Cell Tower Data
A new and unconventional means for learning about one’s customers, cell towers capture unique information that can be used in groundbreaking manners by any mobile operator to better serve, market, and sell to its customer base...
Unique Acquisition Methods - Below the Line Customer Referral Programs
While customer referral programs are abound, few are conducted below the line, aimed at one single individual, a strategy that can uplift acquisition rates significantly vs. traditional referral programs. Referral programs are nothing new...
Retail Loyalty Programs – Tapping Into Their Hidden Benefits
From supermarkets to electronics stores, gas stations to coffee shops, loyalty programs are abound in the retail sector, and flourishing more than ever. But it’s the rare retailer that has truly tapped into the value lying within the program’s customer-related data…
Improving Processes in the Service Sector – Going Beyond Efficiency and Quality Uplift
Traditionally, efforts around improving processes in the service sector have had at their core the end goal of reducing operational expenses while maintaining or improving service quality, focused on driving efficiency in certain day to day business activities...
Outlier Analytics – Learning From Those on the Fringe
While most companies focus their business intelligence efforts on the masses, those few examining outliers (consumers who don’t exhibit expected behavior) are finding hidden gems of information they are using to develop new offerings…
The Under-Tapped Banking Consumer Segments of the World – SMEs
The third and final in a series of articles aimed at identifying strategies that banks should follow for tapping into the potential value certain consumer segments hold for them…
Why Recreate the Wheel? Using Best Practices in the Workplace
Many a company aspiring to be a trendsetter or market leader like an Apple or a McDonalds doesn’t have to be as innovative as them to succeed in their respective sectors / countries – they just need to learn (and borrow liberally) from the best…
The Under-Tapped Banking Consumer Segments of the World – Ladies
The second in a series of articles aimed at identifying strategies that banks should follow for tapping into the potential value certain consumer segments hold for them…
The Under-Tapped Banking Consumer Segments of the World – The Youth
The first in a series of articles aimed at identifying strategies that banks should follow for tapping into the potential value certain consumer segments hold for them…
Maximizing Campaign Conversion Rates Using Analytics
Finding the next best offer for customers is only the tip of the iceberg when it comes to maximizing ROI from campaigns. Companies need to look into using the right channel, the right tone of communications, and even the right time to contact customers to achieve this ultimate objective...
Wondering What Lies Ahead? The Power of Predictive Modeling
From telecoms to finance, e-commerce to government, predictive models are being utilized across various sectors to tackle all kinds of business problems. Companies that have yet to benefit from this practice need to examine the ways in which they can do so...
Enabling Cross-Selling Across Group Companies By Centralizing Data
How about making an extra $500 million in two years time with what you already have? Central data hubs and data marts have generated significant benefits for group companies that have utilized them. More and more group companies in the Middle East are taking heed and are launching similar initiatives to reap the benefits...
'Occasional' Customer Segmentation - Uncovering Hidden Truths About Customers
As traditional customer segmentation has become blasé, with occasion segmentation the hot trend, it’s a hybrid model of the two - 'occasional' customer segmentation – that companies seeking to “be there” for their customers need to examine...
Bundling 2.0 - Bundling Within and Across Sectors
Traditional bundling is a nice start for companies seeking to drive acquisition, generate cross-sales, and increase product & service uptake / upsell, but it’s only a start – bundling within and across sectors is the wave of the future.
Segments of the Middle East – Small and Medium Enterprises
The last in a series around the most common and important market segments observed in the Middle East and strategies & tactics to acquire and serve them effectively…
Consumer Segments of the Middle East – The Youth
The third in a series around the most common and important market segments observed in the Middle East and strategies & tactics to acquire and serve them effectively…
Making the Leap – From Reactive to Proactive Sales
Businesses can no longer sit back passively and hope customers come a knocking. The proactive pursuit of potential clients must be made a part of any companies’ day to day sales strategy, and reflect in its activities...
Consumer Segments of the Middle East – Leisure and Business Visitors
The second in a series around the most common and important market segments observed in the Middle East and strategies / tactics to acquire and serve them effectively…
Consumer Segments of the Middle East - The Expat Community
Market segmentation is a relatively common practice, executed over and over by most leading companies around the world, conducted in order to understand the needs of different segments and target them effectively...
Eyes Wide Open - Competitor Intelligence Practices
According to a study by the Society of Competitive Intelligence Professionals, about 90% of the Fortune 500 companies in the US are conducting competitive intelligence activities...
Finding Tomorrow's Valuable Customers Today
The oft-neglected customer who represents little value today could be an important asset for your company tomorrow – the trick lies in identifying them. Companies in the telecommunications and banking sectors that have begun managing customers based on their value have taken that first important step in effectively dedicating their resources proportionately, providing a higher level of service to more valuable customers...
Reselling in Line With the Technology Adoption Curve
Sales and Marketing functions in technology-based product / service companies need to understand their customer base as related to the technology adoption curve and strategically plan their reselling activities around the concept. For every new product that comes out that can be considered ground-breaking or trend-setting, there is a pace at which customers acquire the given product...
Bundling Your Way to Success
Working hand-in–hand, Sales and Marketing teams of companies can generate significant cross-sales / up-selling by bundling products / services together...
Turning Your Customers (and Non-Sales Employees) into a Sales Force
In a day and age when acquiring a customer is getting more and more difficult due to increased competition and slashed sales budgets, customer referral programs can be utilized to generate significant sales growth in a very practical and effective manner...
Quintupling Your Churn Prediction Performance
As real business cases demonstrate, the performance of predictive data mining models drastically improve when information about historical customer behavior and real-time interactions are put together. Companies with traditional churn prediction models should realize the opportunities they are missing…
Matchmaking to Optimize Call Center Sales Performance
Most analytical models developed for customer acquisition, retention or growth do not take into account that it is the human that does the marketing, and miss a great opportunity to boost return on investment...
10 Tips for Establishing a Successful Test & Learn Environment in the Retail Industry
Decisions about discount rates, product bundles, offers, changes in the store design, process changes and various other investments are part of daily challenges retailers face with every day. For most companies, unfortunately, the “gut feel” is the main driver for many of these. While the value of experience and expert opinion is unquestionable, sentences starting with the phrase “I think…
Leveraging Internal Data to Target Competitor Customers
Many companies already own the right data for targeted acquisition from their competitors, yet most aren’t aware of it. Is your company one of them? What you think you don’t know but actually likely do regarding your competitors’ customers represents a huge untapped potential that could create substantial impact to your company’s bottom-line...
The Single Easiest Way to Grow – Winning Back Lost Customers
Companies often fail to tap into and benefit from the data they possess. Possibly the single most ignored information pool is that about a company’s ex-customers. Such data, if used properly, could lead to the acquisition of a significant number of customers and the generation of significant revenues...
Effective Loyalty Programs - Keeping Costs Under Control
The third in a series around features of successful loyalty programs that have helped certain companies stand out from the rest, with program offerings that are recognized as best-in-class...
A New Metric for Sales Channel Management (Channel Diversity Index)
Across numerous different sectors in an ever-increasing manner, companies are agreeing with external parties to serve as a part of their sales channels – and, in some cases, to serve as the sole sales channel...
Are Your Sales Channels Crisis Ready? (Revisiting Sales Channels)
The latest economic crisis necessitates the need for companies to revisit their sales channels. Why? The drastically effected marketplace has altered factors like sales potential, competitive landscape, customer preferences, partnerships, etc...
Effective Loyalty Programs - Recognizing & Rewarding Most Valuable Customers
The second in a series around features of successful loyalty programs that have helped certain companies stand out from the rest, with program offerings that are recognized as best-in-class...
Effective Loyalty Programs - Changing Channel Usage Behavior
The first in a series around features of successful loyalty programs that have helped certain companies stand out from the rest, with program offerings that are recognized as best-in-class...
Developing Sales Battle Cards
In an environment where conditions are getting tougher (with increased number of local/global players, elevated customer expectations, new technologies which makes product and service comparison easier than ever, the economic downturn, etc.) ...
Where are Your Dealers? (Optimizing the Dealer Network)
The dealer network is the most important channel for many companies operating in the retail sector. Unfortunately, examples of poorly managed dealer networks are abound, particularly on the issue of geographic distribution of dealers...
Your Customers Are Changing, Are You Following?
The economic downturn is having a substantial impact on the needs, preferences and behavior of customers. Companies need to tap into their customer intelligence to ensure they adapt as well to these changing conditions...
Are You Wasting Your Online Sales Potential?
eCommerce businesses and online sales channels of traditional retailers are on the rise, with a growth rate almost 6 times higher than overall retail industry, according to NFR and Forrester reports. Despite such fast growth rate and considerable investments, there still exist vast untapped opportunities in online stores across...