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Qua lify B2C customer value management Antje Van Hoeymissen Product manager Data Quality B2C Bisnode Belgium
| Date post: | 06-Aug-2015 |
| Category: |
Marketing |
| Upload: | bisnode-belgium |
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Qualify B2C customer value management
Antje Van HoeymissenProduct manager Data Quality B2CBisnode Belgium
“Mystery can be exciting.But not when it comes to
your customers & revenues.”
Qualify B2C customer value management
The duality of new customers
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NEW CUSTOMER
-/?
How to makethe right decisions?
Qualify B2C customer value management
In practice:
A few of the questions/issues new customers raise for these types of suppliers on a daily basis:
Telco Operator
NEW CUSTOMER
1) SELL MORE SUBSCRIPTIONS
2) JOINT OFFERS
- Fraudulent intentions?- Credit profile?- Present on our internal blacklist?
HOW HIGH IS MY RISK?HOW BIG IS THE POTENTIAL?
E-Commerce
POST- OR PREPAYMENT?
- Offering post-payment =
30 % revenueand more efficient return policy
- But will the invoice be paid?
NEW TRANSACTION
+
Qualify B2C customer value management
Bisnode ‘s answer
Qualify
Qualified output & Customer Value Management
Checkif the individual exist in ourreferential databaseCorrect, standardise & verifyinformation (NAL, date of birth)
Get a unique identification key
Matchwith your internal
systems S.C.V/S.HHProfile Stability Index Credit Decision Score
Qualify B2C customer value management
Know your customer: Customer value management
Assess your customers commercial potential.
« Does this customer have the right buying potential? What is his or her « marketing » value?»
Based on sociodemographic criteria
Profile Stability Index Credit Decision Score
Assess your customer’s credit profile
« How big is the risk this customer poses? »
Based on payment information
Maximise sales and minimise business risk onall of your customers
Qualify B2C customer value management
Customer acceptation optimisation
SEC
UR
ITY
LEVE
L 1
QUALIFY
– Verify identity– Optimise data quality– S.C.V./ S.H.H.V.: check with internal blacklist
Best possible business decisions Increase ROI, decrease bad debt
SEC
UR
ITY
LEVE
L 2 PSI
– Determine commercial profile– How stable is my customer?
PSI Tailor MadePersonnalised stability model Using company /sector inherent trends or customer payment history.
SEC
UR
ITY
LEVE
L 3
Intrum CDS– Determine credit/ payment profile– How big is the risk at unpaid invoices?
Qualify B2C customer value management
Summarised: the features….
Identification and verification of customer’s data over ALL CHANNELS
Realtime correction of data Creation single customer and single houshehold view Evaluate risk through customer value management Enhancement with valuable profile information
Qualify B2C customer value management
…. And the benefits
Avoid fraude and unpaid invoicesIncrease of ROI in marketing effortsMake use of your customer’s full commercial potentialDetection of cross-en upsell opportunitiesMore efficiency in your customer database
Decrease Bad DebtIncrease ROI
Use your customer’s full potential
