Increase the value, margin, and line items of your Customer OrderUse up-sell, cross-sell models to immediately see a marked improvement in Sales
My son, a badminton nut, recently ordered a badminton racket and a pair of badminton non-marking shoes from an e-commerce site. Within a couple of weeks of delivery, he got an email, with a discount coupon to buy "autobiography of Pulella Gopichand". Till then, he wasn't aware of the existance of that book. Of course, the order went out that very same day. That's an example of cross-sell. The e-commerce website correctly understood his profile, and offered him an item from a category (books) very different from the other two. The website was checking what other people of his profile were buying, what he was not buying, and hence placing the appropriate offers. Presumably, in a couple of years, when its time to replace the shoes, they'll send an offer for higher end shoes, maybe those which are lighter, and have a better grip. That's up-selling. Within the same category, they would attempt to (Oh God) migrate him to a more expensive, higher margin product.
We extend those B2C concepts to the B2B space. A few of our customers are from the 'auto part trading' sector. If their "Customer A" (maybe an OEM to auto manufacturers) is buying drillers and cutters, but "Customer B" (of the same profile) is only buying drillers, ISM will identify that 'cross-sell' opportunity and highlight it. Customer A is based in NCR. In May-June, they look for highly durable drillers which can perform under intense heat, and hence keep their quality within specs. Through ISM's team of 'sales analysts', our customers can identify that 'upsell opportunity' for their NCR-based customers in May-June, and reach them before competition does.