In the B2B landscape, a customer’s purchase is never the end of the story. To achieve long-term customer engagement, digital marketers need to know more about their customers than just who bought what. One way of gaining this knowledge is adopting install base marketing – a form of marketing that leverages install-based data to determine how many product or service units are being used by customers at any given time.
In its design, install base marketing looks beyond deal closure – it focuses on the needs and challenges of your existing customer base, empowering you to cross-sell and upsell as well as drive loyalty.
The competitive landscape is tough out there. If you want to communicate with your customers in a compelling way and of value, then you need to know your customers inside and out. This means more revenue for your business; and an easier path to achieving your goals.
Organisations can be better informed of their customers’ needs and want if they have a deeper knowledge of how their product or service is being used.
Install base marketing is a proven way for businesses to gain new customers, increase sales, and drive growth. Install base marketing is one of the most effective ways to gain in-depth knowledge about your existing customers and their individual use cases. With this information at hand, you can devise strategies that foster customer retention and generate new leads.
For far too long, marketers have focused on new business acquisitions at the expense of a truly holistic go-to-market growth strategy. For breakthrough growth, companies must adopt an install base mindset, which is where install base marketing comes into play.
In addition, install base marketing can be used to offer better service and support for customers. To illustrate this point, consider the following scenario. A customer reports that a component of his product has malfunctioned and needs replacement – yet if you know the exact number of units of that component that he has in stock, you can provide him with an accurate replacement response, thus demonstrating your capacity to resolve customer issues.
A B2B digital marketing agency specialized in digital transformation helping companies adapt and thrive in the new digital era.
As a strategic marketing consultancy and technology company, we support clients in the business-to-business (B2B) sector with a holistic marketing approach. The aim is to reduce dependencies and control costs, as well as better respond to the dynamic market environment.
