FORWARD-THINKING COMPANIES HAVE SUCCEEDED IN BLENDING THE TWO APPROACHES IN ORDER TO PROVIDE DECISION-MAKERS WITH A MORE HOLISTIC VIEW OF A COMPANY’S OPERATIONS.
As corporate decision-makers evaluate revenue and profit targets as part of the budget-planning process, they should also include customer-focused metrics such as:
-Share of wallet
-Profit and revenue targets versus actual for segmented customer groups
-Customer retention figures
By studying analytics based on the buying power, characteristics, and needs of specific customer groups, companies will greatly enhance their chances for meeting those goals.