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Combating Customer Churn

February 9, 2015

Losing customer purchase volume or losing customers outright is a constant threat to organic growth. The organic growth opportunity for large B2B companies is greater than ever, where it’s common to have tens of thousands of products and customers.

Unfortunately, the massive complexity at this scale makes it impossible for sales reps to closely track each customer and thus they miss key purchase signals such as a drop in volume in a given product category. Their books of business are simply too large to keep up with customer buying patterns to detect defections in every account. As a result, churn remains the silent killer of growth.

There is a better way than manual analysis to control churn, but it requires abandoning traditional approaches and moving to a more scalable method. This whitepaper explores why and explains how to be better armed against churn.

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