Business intelligence and market segmentation: how to generate more qualified leads and gain a competitive advantage
Posted: Sun Dec 22, 2024 8:27 am
How to gain a competitive advantage in increasingly competitive markets? The area of market intelligence or business intelligence aims to transform data into strategic information to increase competitiveness and assertiveness in decision-making for marketing, sales, products and service.
Through business intelligence, it is possible to process and analyze thousands of available data and information in order to identify process bottlenecks, competitive advantages and market expansion opportunities, predicting the behavior of competitors and economic fluctuations.
Why have a business intelligence area?
We can mention 4 fundamental reasons to justify this type of investment:
Competitiveness: through market intelligence, you not only know who your competitors are, but also understand how your product/service is viewed in the market, in addition to anticipating actions and identifying bottlenecks that can be the differentiators of your business.
Increased productivity : the business intelligence process france business email list allows you to know your Ideal Customer Profile and take more assertive actions in generating leads and converting them throughout the sales funnel, preventing the sales team from wasting time trying to contact the wrong leads.
By knowing your customer's profile and what they are looking for, you will have better arguments as to why your solution is the best.
Greater loyalty: you get to know your current and potential customers in depth and, consequently, you start to have more assertive actions to attract new customers .
Understand the market segment: you get to know the real potential of your market and identify new opportunities for niches and regions of operation and get to know what the demands of your Ideal Customer Profile are.
The pillars for creating a good process
Ideal Customer Profile – ICP
Ideal Customer Profile
The first step to ensuring a good business intelligence process is to identify your Ideal Customer Profile , that is, the company profile with the greatest synergy and that will benefit most from your product or service solution.
At this stage, it is important to define which sectors, regions and sizes best fit your solution and production capacity.
If you already have a customer portfolio, you can analyze your best customers based on factors such as highest average ticket and lifetime value .
On the Econodata platform, you can identify your customer portfolio in batches and, through the graphs on our market calculator, identify the average age of companies, regional distribution, number of companies x number of employees, number of companies x presumed annual revenue, size and segment (through identification by CNAEs ).
Market segmentation
Market segmentation
In this second step, it is time to divide your market according to some criteria that influence the purchasing decision, such as: demographics, geography, socioeconomic index, behavior, etc.
You can segment your market by:
Sector: what are the main economic activities that your product/service serves? At this stage, it is very important to understand the segmentation by CNAEs (National Classification of Economic Activities) .
Region: in this type of segmentation, it is important to define whether your company's operations will be local, regional, national or global, in addition to identifying which regions have the greatest potential and least competition.
Size or size of the company: this is a criterion that must consider some variables, as not all the information necessary to know the size of the company is public, as it is sensitive data.
Some of the variables that can help you define the ideal client size are:
Presumed revenue or minimum revenue – this variable is assumed by crossing other variables, such as share capital, number of employees, sector and time the company has been in the market.
Through business intelligence, it is possible to process and analyze thousands of available data and information in order to identify process bottlenecks, competitive advantages and market expansion opportunities, predicting the behavior of competitors and economic fluctuations.
Why have a business intelligence area?
We can mention 4 fundamental reasons to justify this type of investment:
Competitiveness: through market intelligence, you not only know who your competitors are, but also understand how your product/service is viewed in the market, in addition to anticipating actions and identifying bottlenecks that can be the differentiators of your business.
Increased productivity : the business intelligence process france business email list allows you to know your Ideal Customer Profile and take more assertive actions in generating leads and converting them throughout the sales funnel, preventing the sales team from wasting time trying to contact the wrong leads.
By knowing your customer's profile and what they are looking for, you will have better arguments as to why your solution is the best.
Greater loyalty: you get to know your current and potential customers in depth and, consequently, you start to have more assertive actions to attract new customers .
Understand the market segment: you get to know the real potential of your market and identify new opportunities for niches and regions of operation and get to know what the demands of your Ideal Customer Profile are.
The pillars for creating a good process
Ideal Customer Profile – ICP
Ideal Customer Profile
The first step to ensuring a good business intelligence process is to identify your Ideal Customer Profile , that is, the company profile with the greatest synergy and that will benefit most from your product or service solution.
At this stage, it is important to define which sectors, regions and sizes best fit your solution and production capacity.
If you already have a customer portfolio, you can analyze your best customers based on factors such as highest average ticket and lifetime value .
On the Econodata platform, you can identify your customer portfolio in batches and, through the graphs on our market calculator, identify the average age of companies, regional distribution, number of companies x number of employees, number of companies x presumed annual revenue, size and segment (through identification by CNAEs ).
Market segmentation
Market segmentation
In this second step, it is time to divide your market according to some criteria that influence the purchasing decision, such as: demographics, geography, socioeconomic index, behavior, etc.
You can segment your market by:
Sector: what are the main economic activities that your product/service serves? At this stage, it is very important to understand the segmentation by CNAEs (National Classification of Economic Activities) .
Region: in this type of segmentation, it is important to define whether your company's operations will be local, regional, national or global, in addition to identifying which regions have the greatest potential and least competition.
Size or size of the company: this is a criterion that must consider some variables, as not all the information necessary to know the size of the company is public, as it is sensitive data.
Some of the variables that can help you define the ideal client size are:
Presumed revenue or minimum revenue – this variable is assumed by crossing other variables, such as share capital, number of employees, sector and time the company has been in the market.