How much of the market belongs to you, how much more is out there, and…how do you get a bigger business to business share?

One of the most beneficial pieces of knowledge your business can have is knowing your B2B market share percentage. It’s one thing to have a "feeling" for how your company has penetrated a given market, it is another to “see” it on paper, in the form of maps and charts.

You know there are three ways your business grows.

Sell more to your current customers Sell to new customers Create new products/services

If you’re already selling all you can to existing customers, and you’re not currently developing new products, then you must find new customers in order to increase market share.  Market Share Analysis helps you find more customers like your best customers.    

Market Share Analysis

How well do you understand your current customers?  

Who are they?  Where are they?  How much of the total potential market do they represent?

 
Understanding your current market share, and potential, helps you decide where to focus  efforts to increase sales and share of market.

Starting with your existing customer information and adding any critical information about them you don’t have, Market Share Analysis will show you visually, with maps and charts:

Where your current customers are in a given geographic region (Zip Code, County, State, etc.  The total potential market in that same geographic region  Your current share of that potential market

Customer Lifetime Value Analysis

How profitable are your existing customers?

The hard truth is that some customers just aren’t worth keeping, and others will not be worth the cost of acquiring in the first place.

Customer Lifetime Value Analysis helps you determine the amount of profit a customer will bring to your business over a period of time – and it’s not as obvious as ‘net profit on sales’.  Many factors influence whether one customer will be as profitable over time as another, and Customer Lifetime Value Analysis will identify those factors for your business.

By applying those factors, you can pinpoint which of your customers are the most, and least, profitable.  Knowing this, you can better decide the level of service to provide to existing customers, what you can change to make the less-profitable ones more profitable, and the amount of Marketing dollars it’s worth spending to attract new customers.  More
 
Profitable-Prospect Analysis

Do you want to focus Sales and Marketing on your best prospects?  

Maybe you’re interested in all three of these steps.  Or, maybe you already know your current customers well and just want to find more like them.  No matter what stage you’re at, Market Analysis will help you grow more profitable sales and market share.  

After you’ve identified your most profitable customers and their major characteristics, Profitable-Prospect Analysis helps you find prospects that share those characteristics.  These can become your first-priority prospect list, helping your Sales and Marketing staffs determine where to concentrate their efforts.  More