You may start hearing the Microsoft team talking about customer "clusters."
Over the past few years, we've become a lot smarter (we think!) about how we approach customers. Moving from a straightforward all products to all customers approach, we're leveraging the massive amounts of data we have about our customers to figure out how to align:
- the right partner
- with the right customer
- in the right activity
- at the right location
- with the right content
What's more, we're going to make sure that we're mapping ALL of the corporate, regional, and area-level activities into this matrix so that we don't waste an opportunity to connect with our customers.
For you, what this means, is more quality than quantity.
For example, with refinement of our list pulling strategy, the average number of leads per blitz per partner has gone from 1.7 to 3.1.
There are, of course, other variables, but any marketer will tell you that the list is at minimum responsible for 50% of the results. You've got to get to the right people.
In later posts, I will explain which "clusters" we are going after (and why). Stay tuned....