… for a software company

Software store

Business Challenge

  • The client is a software giant having various set of products with large customer base. They wanted a customer-targeting process to identify upsell and cross-sell opportunities.

Analytics Approach

Propensity models developed for products using following factors:

  • Product specific variables: count of licenses, price, types of licenses, renewal options, etc.
  • Segment: Industry verticals, internally defined sub-segments, etc.
  • RFMTR (recency, frequency, monetary, tenure, ratio) and sales factors
  • Adoption Attributes: Innovators, Early Adopters, Early Majority, Late Majority and Laggards.
  • Other Product Details: Competition product availability, Other products from the same companies
  • PC Counts, Server Counts, Employee counts, etc.


A final target list shared with sales team, which included:

  • Propensity model scores which can give affinity to buy a product for any customer
  • Profile of customers for up-sell and cross-sell