Determine Which Prospect to Choose


Our client is a leading provider of disease management and wellness solutions to health plans and corporations, and after several mergers and acquisitions they needed a better understanding of how clients were buying their products and what upsell and cross-sell opportunities might exist.


We recommended a regression analysis that would tell us which of our client’s customers were most profitable, and which products or groups of products those customers were buying. Once we knew this information, our client could accurately group prospects according to their profit potential and the likelihood of buying a particular product suite.


The results gave us the information we needed to identify data points like verticals, company sizes, and geography, which we used to build a profile of like-minded companies to pursue. Additionally, the results identified existing clients who had a high likelihood of purchasing additional solutions, and they were added to our client’s existing upsell and cross-sell programs.

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