Case Study: Increase in revenue per call through data-driven customer segmentation
Context:
- One of the top US airlines with the third-largest Commercial fleet in the world (805 aircrafts.)
- The main challenge faced was stagnant revenue per customer with no increase in the sale of ancillary products/services.
- Our objective was to improve revenue per call through an increase in the sale of tickets and ancillary products.
What we did:
- Leveraged analytics solution to understand customer's buying propensity
- Customer segmentation, past purchases, and rebuttal analysis used for a customized sales pitch
- Educating client team & sales agents on data driven sales approach to make effective conversions
Value Creation:
- A better understanding of various customer types and their needs
- Increase in sale of ancillary product and services across all customer segments
- Empowering agents as sales champions driven by intelligent customer insights