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New Customer Acquisition

newcustomeracquisitionCase Study Background

Resonant Analytics helps a Medicare supplemental health insurance provider exceed acquisition goals by 30%.

A Medicare supplemental health insurance provider wanted to grow policies within difficult-to-target marketing segments of Dual Eligible prospects. This program had to be developed and executed quickly to be in market during the Medicare Open Enrollment period. Resonant Analytics developed a list targeting strategy that identified a highly specific target audience using multiple list sources. The population was modeled based on ZIP targeting of the service area footprint, and by utilizing past responder characteristics to identify highly responsive targets within the key segments.

Marketing Program Execution

The marketing program was executed, from creative development through prospect database implementation, within 8 weeks. It launched on time at the start of the Open Enrollment period.

New policy sales exceeded program objectives by 16%, and new policies written for the difficult to reach Dual Eligible prospects exceeded the goal by 30%.

Testimonial

“Working with the Resonant Analytics staff allowed us to better understand our customer base and differentiate between hard core gamers, frequent participant and occasional users so that we could tailor our communications and promotions to each specific audience. This customized communication process allowed us to increase sales on our direct marketing programs by 17% and allowed us to focus our efforts on key segments that would drive the highest return on our programs.”– Michi Arthur | Head of Customer Strategy and Analytics, Origin

Predictive Modeling

predictivemodeling2Case Study Background

Resonant Analytics helps improve outcomes for specialty drug requests through “patient journey modeling.”

A major pharmaceutical company asked Resonant Analytics to help create a platform and predictive models that would enable data-informed dialogues to improve the pathway for a patient’s specialty service request to the shipment of their drug. Resonant Analytics performed a detailed audit of HUB, Specialty Pharmacy, Patient, Payors, HCP, and Sales data and integrated all this information to create an analytics data platform. Our analysts then developed models to predict the likelihood of a patient becoming canceled during their specialty onboarding process and whether or not their insurance denial appeal would be approved.

Marketing Program Execution

Resonant Analytics delivered the models and a deployment framework for data-driven communications utilizing score based triggers. The Appeal model identifies nearly 90% “Approved Appeals” in the top 3 deciles, and the Cancellation model shows that top 2 deciles contain over 90% final cancellations.

Testimonial

“Resonant Analytics was able to audit and consolidate multiple data sources, then provide analytical expertise to help us drive business strategies on multiple fronts.”– Michele Cunningham

Customer Retention

customerretentionCase Study Background

Resonant Analytics uses predictive modeling to help a national retailer improve retention.

Our client is a national retailer who was having difficulty in engaging and retaining customers. Resonant Analytics created retention models for key customer segments, predicting the likelihood of renewal in the program. The models analyzed customer behavior and provided the insight to develop strategies for better targeting communications.

Marketing Program Execution

As a result of direct marketing retention programs based on this solution, customer interaction increased by 4% resulting in $2 million of incremental revenue. In addition, the cost of retention programs decreased 46% through improved targeting of communications to high potential value customers.

New policy sales exceeded program objectives by 16%, and new policies written for the difficult to reach Dual Eligible prospects exceeded the goal by 30%.

Business Information Analytics

business-info-graphicCase Study Background

Resonant Analytics uses data mining to help optimize business decisions, identify opportunities and avoid pitfalls.

Marketing Program Execution

A top transportation company wanted to integrate and mine multiple sources of business information to identify opportunities to optimize current business practices and decisions. Resonant Analytics staff performed a detailed audit of more than 90 data files, integrated the information creating a database of derived variables, segmentation and an extensive P & L view of their various business classifications. The Analytics database was then used by a team of data scientists in a series of studies resulting in multiple data-driven strategic and tactical recommendations.

CRM Analytics

crm-graphicCase Study Background

Resonant Analytics helps add revenue for Iberostar.

Iberostar Hotels & Resorts had a lot of transactional customer and prospect information as well as external relationship data on their Americas database. But this data didn’t tell the whole story. What Iberostar didn’t have was a way to tie all of this valuable information together to get a full view of what their customers and likely customers were actually doing. Resonant Analytics was brought in to perform a detailed audit of all their data.

Marketing Program Execution

After the audit was completed, Resonant Analytics recommended developing a Single Customer View (SCV) marketing database that would consolidate all this data and give a full view of all customer interactions. The SCV database was up and running in 3 months, and helped Iberostar improve strategy and efficiency that allowed them to create targeted CRM email campaigns. Programs executed from the Americas CRM database began in 2012 and these efforts have generated a dramatic leap in results:

Total CRM campaigns generated $1.5 million in revenue, and control sample measurement showed that 42% of total revenue was incremental to the business.

Testimonial

“Resonant Analytics helped develop a marketing database that allows us to identify customers, track response to our programs, increase bookings, and beat our revenue by 20%.”– Virginia Caballero | Iberostar

Marketing Database Development

adobe-graphicCase Study Background

Resonant Analytics develops a marketing database that helps a global leader in digital media software increase customer lifetime value by 39%.

Marketing Program Execution

One of the world’s leading software companies had a lot of transactional customer and prospect data, as well as external relationship data. But this data didn’t tell the whole story. What they didn’t have – and wanted – was a way to tie all of this valuable information together to get a full view of what their customers and likely customers were actually doing. Resonant Analytics was brought in to perform a detailed audit of all their data. After the audit was completed, Resonant Analytics recommended developing a Single Customer View (SCV) marketing database that would consolidate all this data and give a full view of all customer interactions. The SCV database was up and running in 4 months, and helped our client improve strategy and efficiency that allowed them to create targeted email and direct mail marketing programs.

These efforts led to a dramatic leap in results: Program sales rose 17% and revenue went up by 23%. Even better, the lifetime value of these customers increased by 39%.

Testimonial

“Resonant Analytics worked with us to understand our business problems and customer behaviors. They then helped develop strategies to better target our customers and prospects, as a result we were able to increase our sales by 34% and customer Life-time Value by 41%.”– A. Wadia | Senior Group Manager