The integration of customer data into the Palturai BusinessGraph often leads to exciting “aha” effects. For example, when it becomes clear that a number of private customers occupy high-caliber professional decision-making positions. After all, why shouldn’t you take advantage of the fact that, for example, the board of directors of a company has enough confidence in you for their private investments or personal insurance? The obvious thing to do is to use and build on existing contacts.
Our best practice example “Pearls in the pool” shows what success can be expected here.
Works for all companies with B-to-C and B-to-B business
5 – 10 % of the private customers of large financial service providers are so-called “pearls in the pool”. These figures are the result of initial projects that Palturai has realized on behalf of large companies. The “pearls” are all customers who are marked as private customers in the portfolio, but who also have a say in corporate customer contracts due to their professional position.
“I have never met a company that already had this information and used it in a structured way,” says Raimund Schüler, Director Sales at Palturai, who regularly attracts a great deal of interest in this topic at customer presentations. Because even if the potential is quantitatively manageable, the “pearls” have such a high value that the effort is worthwhile.
Interesting potential with manageable effort
The latter is manageable. This is because the Palturai BusinessGraph already contains all the top German decision-makers. If a company now matches its private customer database with our network, the matching nodes automatically “flash up”. It is then easy for the company’s sales team to use the existing contacts and expand them further in the corporate customer segment.
“If you recruit managers for your brand, you can assume that they associate competence and trust with the company. And, of course, that the decision was well-founded and well-considered. This is therefore a great opportunity for every sales manager,” Raimund Schüler is convinced.
In principle, the “pearls in the pool” approach is suitable for any company that is active in B-to-C and B-to-B at the same time. Palturai offers both analyses that identify potential on a one-off basis and ongoing implementation as standard in day-to-day business.
