Internet-Enabled Business Intelligence

Chapter 11. Look Outward Angel

	There are many companies that have a 1 percent share of an enormous market and have spent millions trying to get to 2 percent. It's perfectly acceptable if you're not the market share leader. Not every company can be. But businesses of all sizes—from the corner store to a global conglomerate—can and should look at sales from a customer perspective. The investment required to find, convince, and ultimately acquire new customers can be significant. Adopting a customer share strategy requires that you look at your prospects and customers along a continuum, where the marketer methodically develops an ever-increasing level of loyalty.
	--Tom OsentonCustomer Share Marketing[1]

Earlier, we discussed the IEBI solution and ...