Solutions · 02

Create more value from every customer relationship.

Systems that use customer data to find and act on the revenue already present in the customer base — repeat purchase, reactivation, cross-sell, upsell, renewal and expansion.

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The business challenge

These are the conditions this solution family exists to address. Most are visible in the operation long before they are visible in the financials.

Revenue opportunities that exist in the data but are never acted on
Reactivation that depends on periodic manual campaigns
Cross-sell and upsell motions that are informal and unrepeatable
Renewals managed in spreadsheets rather than systems
No working definition of customer lifetime value inside the business
Customer segmentation that exists in a deck rather than in the CRM

The Ledbetter approach

How the work proceeds within this family, inside the broader Ledbetter Method.

Step 01
Establish how revenue actually moves through the customer base today
Step 02
Quantify where it leaks: non-repeat, lapsed, under-penetrated, unrenewed
Step 03
Define the segments and triggers that identify a real opportunity
Step 04
Build the workflows that put each opportunity in front of the right person or system
Step 05
Report on revenue per customer and lifetime value as operating metrics

What we deliver

Specific, scopeable work product. An engagement may include any combination of these.

Revenue Opportunity Assessment
Customer Lifecycle Architecture
CRM Optimization
Revenue Workflows
Cross-Sell Automation
Upsell Automation
Customer Reactivation Systems
Customer Segmentation
Revenue Dashboards
Customer Lifetime Value Frameworks

Technology applications

What gets designed, developed, configured or integrated — selected against the outcome, not against a vendor list.

Customer lifecycle management
Repeat-purchase systems
Cross-sell and upsell workflows
Customer reactivation campaigns and triggers
CRM configuration and sales automation
Conversion and pipeline workflows
Customer lifetime value modeling
Revenue opportunity identification

Business outcomes

What the engagement is designed to move.

Baselines and targets are established with the client during Discover and Identify. Ledbetter does not guarantee results, and publishes no performance claims.

More repeat revenue

Higher revenue per customer

More customers reactivated

Improved conversion on existing relationships