Data driven sales and active management of profitability
We help B2B companies to progressively improve profitability and cash flow through data-driven decision making in the commercial area
Value for customers
For years the focus of many companies has been the pursuit of growth, but what to do if the growth rates of the sector are limited and if the increase in market share would not compensate for the loss of margin%?
Through advanced analysis of internal and external data, companies can significantly increase profitability and cash flow without necessarily increasing market share.
The challenges
The main decisions and challenges companies need to face to improve profitability and successfully compete on the market.
Customer segmentation and targeting
Customers are not all the same. How can we use the data to group them functionally into homogeneous groups that require differentiated approaches?
How can we use the data to identify customers with the greatest cross or up selling opportunities?
Customer scoring
Mix of customers and products
How can we progressively change the mix of products and customers to significantly improve profitability?
Customer health score
How can we use the data to identify customers who require preventive action to maintain or improve profitability and turnover?
How we help our customers
Cost to serve analysis
Dataset revision (cost to serve)
Real profitability reporting
Implementation of “Margin Waterfall” and real profitability reporting
Results monitoring
Real Profitability
Product / customer mix optimization
Price - volume - mix reporting
Prescriptive reporting (score per client)
Margin risk alert indicators
Active management of profitability
Purchase potential algorithm per customer
Share of wallet
Customer profiling (potential / share of wallet)
Customer scoring (potential for improvement)
Active management of the customer mix
Cross & up selling
Customer health score
Customer micro-profiling on behavioral analysis
Price-volume-mix reporting
Decisions supported by prescriptive models
Expected results
Prescriptive scoring models
Prescriptive scoring models based on the estimate of the purchase potential, current spent and analysis of the customer's behavioral data
Real customer profitability
Calculation of real customer profitability and prescriptive reporting models based on changes in price, volume and mix levels
Margin risk alert
Predictive reporting on customers or products with risk of loss of margins (e.g. changes in relative revenue compared to peers, worsening of the product mix)
Why Alyant
Experience : field experience in highly complex B2B contexts for the development of analytical models to support commercial decisions
Focus on results : approaches aimed at improving commercial decisions with a high impact on the mass margin
Integration : Experience in actively engaging complex commercial organizations (from teams with less than 10 to teams with more than 500 field salespeople)