ChannelEyes has launched Day2Leads, a cloud-based platform that applies predictive analytics to installed base sales. Using data science and machine learning, the system provides advanced intelligence on the next purchase an existing customer is likely to make.
The new solution targets companies that “sell everything from software to furniture,” said Dave Geoghegan, the company's CEO , in a press statement. “A recurring theme with our clients has been ‘how can we generate more leads?’. We developed Day2Leads because the answer was already in their data.”
Day2Leads identifies potential opportunities for upsells, cross-sells, new products sales, and consumables purchases based on historical sales transaction data downloaded from an ERP or accounting system. It then returns a pipeline of potential leads. According to ChannelEyes, the system is designed to handle large numbers of transactions and complex products.
“Existing customers are an untapped source of high quality opportunities”, Geoghegan said. “B2B sales and marketing teams typically focus on new logos and don’t spend enough time maximizing revenue from existing customers. Using predictive analytics on sales transaction data we can predict the next items your customer is likely to buy." The result, he continues, is similar to the purchasing recommendations Amazon offers its users.
“Using your existing workflow, customer lifecycle teams can feed these leads into their CRM for follow-up or leverage selected leads to make email marketing campaigns more effective," Geoghegan said. Organizations with a reseller channel can then distribute the leads and have partners do the follow-up. "The result is a more efficient sales process and a faster path to predictable revenue for installed-base sales," Geoghegan said.
Originally known as a social network for channel partners, ChannelEyes also makes ChannelCandy, a mobile app platform vendors and distributors to communicate with resellers.