HIDDEN REVENUE Identifying Opportunities

Worth 8-12% More Revenue “Hiding” in Your Existing

Customer Base

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62.9% of sales executives say that generating more business from

existing customers is the primary focus of their overall sales efforts.

--- B2B Sales Executive Survey ---

Struggling to Answer Three Golden Questions In a recent survey, B2B Sales VPs and Directors were asked to name the three most-powerful “customer insights” their teams were lacking today.

Not surprisingly, the customer insights that top the list answer vital questions that come up on a daily basis:

1. Which additional products is a customer actually willing to buy?

2. Which customers are starting to defect to the competition?

3. Which specific customers should be my highest priorities?

Each of these simple questions has a powerful influence on the revenues and profits you’re able to capture from your existing base of B2B customers.

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Which Other Products Will This Customer Buy? Selling more to existing customers is a well-established priority for most B2B companies today. Companies know the value of cross-selling, up-selling, and selling into so-called “whitespace”.

But actually delivering on this priority can be a significant challenge:

• Internal opinions about what each account should be able to buy don’t often line-up with the realities.

• Pushing products customers aren’t willing or able to buy wastes time and can damage relationships.

Lacking insight into what products each customer is really willing and able to buy, it’s not too difficult to understand why many teams give-up in frustration.

89.7% of sales executives say that their teams lack visibility into

the additional products a given customer is willing to buy.

--- B2B Sales Executive Survey ---

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Which Customers Are About to Defect? For a B2B company, losing a valuable customer can cost you millions in future revenues and profits. And once they’re gone, getting that customer back will be challenging and expensive.

Of course, it’s far better to head-off the defections before they happen, but:

• It’s very difficult for people to see the small changes in behavior that are early indicators of defection.

• People just don’t have the time to constantly monitor each and every customer, looking for the signs.

As a result, customer defection is often only recognized when it becomes very, very obvious --- and by that time, a lot of the damage has already be done.

87.2% of sales executives say that their teams have poor visibility into which specific customers are starting to defect to competitors.

--- B2B Sales Executive Survey ---

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Which Customers Are My Highest Priorities? In response to the downturn, many B2B companies have reduced sales coverage and increased the number of customers each salesperson is responsible for.

While being more efficient, this has led to problems with sales effectiveness:

• People struggle to identify all of the opportunities across each and every customer in their book-of-business.

• It’s difficult for salespeople to give much attention to each and every customer in their book-of-business.

With these dynamics, it’s little wonder that only the very largest or “loudest” customers get priority attention --- even though the best growth opportunities are often found with other customers.

92.3% of sales executives say that their teams are unable to identify

and prioritize all the untapped potential in their customer base.

--- B2B Sales Executive Survey ---

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Data Is Everywhere, But Answers Are Rare In an effort to help, many companies have opted to throw more data at the situation. Their hope is that people will be able to find the answers they need once they’re given enough data.

However, there are a couple of major problems with this notion:

• Most sales and marketing people are not number-crunchers --- and have no inclination to be analysts.

• Most sales and marketing people don’t have time to conduct detailed analysis around every customer.

So even with more data, there are too many people still struggling to answer the questions that really matter.

But…what if there was a better way? 5

He actually buys 5X the volume he’s giving you.

What If Your Team Were Shown the Answers? What if they could see which products each customer is really willing to buy?

What if they could see which customers are leaving before they’re long gone?

What if they could see which customers had the most untapped potential?

And, what if your team could be shown these answers automatically, without all the time-consuming analysis?

You don’t have to be psychic to see how customer insights like these would allow you boost revenues, fatten margins, and keep your best customers buying.

But what you may not know is that it’s now possible to have all these valuable customer insights at your fingertips…

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SalesMax™ Provides the Answers Automatically With a degree of scientific accuracy and rigor that cannot be matched manually, SalesMax shows you exactly where you can capture and retain the most value from your current accounts:

Analyzes each and every customer in your business automatically---small or large, no customer is overlooked.

Automatically identifies, quantifies, and prioritizes all opportunities to sell more volume and sell other products.

Identifies the early signs of customer defection and prioritizes the greatest risks and competitive intrusions.

Best of all, this incredible capability is available as a subscription-based service that’s easy on your cash-flow, with no software to buy or manage.

SalesMax has detected opportunities worth $166,000 with Acme Corp:

$78K up-sell available in Category X

$42K cross-sell available in Category Y

$19K wallet-share loss in Category Z

$27K wallet-share loss Category Q

Defection Risk = HIGH

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8-12% More Revenue from Existing Customers In case after case, the lack of visibility into these crucial aspects of customer purchasing behavior has proven to be extremely costly to B2B companies:

• Opportunities for 8-12% organic growth remain “hidden”---making it that much harder to hit quotas and achieve overall revenue objectives.

• These hidden opportunities increase your competitive exposure --- giving competitors an entry-point from which to attack the entire account.

With SalesMax from Zilliant, companies are finally able to gain the visibility they need to mitigate the long-term risks and competitive threats; while exposing the “hidden” opportunities that can help them make their numbers this quarter.

Company Description Opportunities

Identified*

Industrial Manufacturer 9.8%

Commercial Services 13.1%

Automotive Distributor 8.5%

Industrial Manufacturer 12.5%

High-Tech Distributor 8.9%

Wholesale Distributor 12.7%

Aftermarket Distributor 14.7%

* Total amount of quantified wallet-share expansion and recovery opportunities SalesMax identified within existing customers, expressed as a percentage of their revenues.

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Customer Case Study: Uncovering $39 Million An industrial manufacturer had tried a number of things to uncover the organic growth opportunities they knew existed within their current customer base:

• A team of analysts attempted to find the opportunities manually --- but there were too many customers and products to cover in a timely fashion.

• Analytical tools were pushed-out to the sales people --- but adoption and utilization was virtually zero.

SalesMax automatically analyzed over 10,000 of their customers and identified growth and retention opportunities worth $39 million. Customer-specific “leads” were then sent directly to the assigned reps --- who began closing the incremental business within weeks.

Sales Revenues Analyzed

Incremental Opportunities

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Giving Your Team the Customer Insights They Really Need to Succeed Every day, your team is working hard to achieve their goals. And, they’re doing the best they can with the information and tools at their disposal.

Along the way, they’ve probably come to the conclusion that all of the “blind spots” and unanswered questions are just something they have to accept.

Not anymore.

With SalesMax, “hidden” opportunities to sell more, sell other products, and stop customer defections can now be identified, prioritized, and captured.

Zilliant is the premier service provider of predictive guidance that turns sales strategy into P&L results. For over a decade, leading B2B companies have relied on Zilliant’s innovative solutions to reduce risk, gain advantage, and make their numbers.

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To learn about SalesMax for your business, contact Zilliant today!

www.zilliant.com 1-877-893-1085