Enabled direct targeting by building digital sales strategy based on customer profiles for a rental company


Digital presence of client in the form of websites lets their customers view the services and products on offering and submitting an RFQ to avail services.
The client wanted to improve reach and targeting of their digital marketing channels by understanding the profiles of the customers using digital channels.


We helped the client by building customer profiles for all customers who visited website on the basis of:

  1. Website activity
  2. Transactional behavior over a period of one year
    • Revenue generated prior to and post RFQ submission
    • Days taken to transact post RFQ submission
  3. Customer Demographics
    • Age of customer – New/Existing customers
    • Customer Type – Construction/Commercial customers etc.

Customer profiles were then used to set up targeted digital marketing campaigns and implement bundling strategy to help drive sales over the digital sales channel.

Key Benefits

  • Helped client determine if their website is an alternate method to conduct their business
  • Enabled directed targeting by tracking customer behaviour on digital channels


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An increase in revenue generated from existing customers post RFQ submission leading to an improved relationship.

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~83% of customers who submit RFQs are new customers, which confirmed that the web platform is an alternate way for client to conduct their business and acquire new customers.

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