At a glance
- Digital “Interaction Advisor” supports staff in sales talks
- System automatically delivers action guidelines and individual product suggestions
- Tailor-made offers inspire customers and optimise contribution margins
The business situation of our client
Mobile phone providers are faced with a dichotomy: on the one hand, individual contracts must generate the highest possible contribution margin. On the other hand, it is important to inspire consumers with tailor-made offers and to retain them in the long term. The example of one of our clients shows how these seemingly contradictory requirements can be effectively combined with the targeted use of data. Using Microsoft technologies, we have built a system that automatically defines offers based on comprehensive customer and tariff information, from which both the company and its customers benefit equally.
The solution for our client
Our solution is a so-called Interaction Advisor in the contact mask of the company-wide CRM. It provides the hotline and shop agents in direct customer contact with all important information about the respective purchase history and the current contract value. At the same time, the salesperson receives a guide to action as well as a selection of individual product and solution proposals with exact contribution margin forecasts. The system makes use of hundreds of predefined tariff and option combinations. Likewise, possible negotiation margins as well as the agent’s reward for successful contract conclusions or extensions are taken into account.
How data turns into new values
The information provided enables the salesperson to advise the customer much better and to respond to his or her individual needs with tailor-made offers. The customer feels personally addressed and in good hands with the provider. Thus, the new system contributes to higher customer satisfaction and customer loyalty. At the same time, the solution makes an effective contribution to churn management. And finally, the company benefits from optimised contribution margins.
turn your data into value.