Use Data Science
To Grow Existing Customers

Transform Installed Base Management

Installed Base Intelligence

Data Science for Existing Customers
See

potential at
existing customers based
on installed products

Customer
Roadmaps


Product Recommendations

Predict future purchases
by existing customers

Trigger

sales and partner
action with
existing customers

Customer
Playbooks


Sales-Partner Actions

Drive right action
at right time with right people

Collaborate

with access
to complete
customer data

Customer
Visibility


Lifecycle View

Optimize productivity
by sales and partners

Customer Roadmaps


Product Recommendations


Predict Future Purchases by Existing Customers

Customer
Roadmaps



Product Recommendations based on installed products

Roadmaps and Budgets for end user customers

Future Purchases estimated value, timing and probability

Future Customer Lifetime Value


WARRANTY CONVERSION

Convert warranty to extended support/maintenance contracts

SERVICE RENEWAL

Renew support and subscription services contracts

EXPANSION

Expand product adoption as part of land-and-expand strategy

PERFORMANCE UPGRADE

Upgrade installed product for higher performance/capabilities

USAGE/OUTCOME

Add increased capacity or refill consumables based on actual usage

END-OF-SALE LAST BUY

Offer last purchase opportunity before End-of-Sale

END-OF-LIFE REFRESH

Refresh installed products prior to End-of-Life

NEXT GENERATION

Introduce next-generation of installed products

ADD-ON ATTACHED

Add incremental products attached to installed products

COMPLEMENTARY UN-ATTACHED

Add complementary un-attached products related to installed ones

OTHER CATEGORY

Cross-sell other product category different from installed products

ACQUISITION/ALLIANCE

Cross-sell product category originating from acquisitions or alliances

Customer Playbooks


Sales-Partner Actions


Drive Right Action at Right Time with Right People

Customer
Playbooks



Map account plans and Plan resources based on potential future purchases

Drive execution and Track progress with closed-loop monitoring

Optimize sales and cost drivers to Improve yields

Ongoing Customer Relationships


Map

Map customer roadmaps and budgets to quantify customer lifetime value

Plan

Plan sales and partner resources to align to customer potential

Drive

Drive sales and partner actions with existing customers

Track

Track status across partner orders, direct orders to product activation

Improve

Improve yields by optimizing sales and cost drivers

Customer Visibility


Lifecycle View


Optimize Productivity by Sales and Partners

Customer
Visibility



Single Version of Truth with consolidated information

Triggers for events that impact purchases

Push Notifications to sales, partners and customers

Single Version of Truth

INSTALLED PRODUCTS

Installed products, activations, product status and usage, whitespace potential, customer owners

ACCOUNT INTELLIGENCE

Expansion status, share of wallet/spend, competitive landscape, account demographics, business issues

PURCHASE POTENTIAL

Product recommendations. customer roadmap, customer budgets, leads, opportunities, quotes

AGREEMENTS/CATALOGS

Product catalogs, volume discounts, rebates, business terms, non-standard exceptions

DIRECT PURCHASES

Orders, deliveries, receipts, returns, subscriptions, support contracts, invoices, credits, payments

PARTNER PURCHASES

Deal registrations, Point-of-Sale (POS), partner inventory, market development funds, partner incentives, partner contacts

Assess Potential Of
Data Science For Existing Customers

Use Our DataScan Installed Base Diagnostic