LONG TAIL

Boost your revenue by capturing more of your long tail segment with targeted pipeline management.

THE OPPORTUNITY

Long-tail customers represent a huge potential market, but are often underserved due to low individual Lifetime Value (LTV) vs. Cost of Acquisition (CAC). As a result, Long-tail customers deliver low Net Revenue Retention (NRR) rates and relatively high churn, despite often paying full price.

The companies that will prosper will be those that switch out of lowest-common-denominator mode and figure out how to address niches.

Chris Anderson, former editor-in-chief of Wired and best-selling author on long tail marketing

THE FACTS

Long tail customers can have low churn rates that make up for their low LTV if onboarded properly.

Long tail customers often pay full rate, since volume discounts are not applied.

The long tail segment can represent up to 80% of the customers in your Total Addressable Market (TAM).

Long tail strategies can be effective long-term investments when combined with ‘land and expand’ onboarding and CX strategies.

The Long tail segment historically is ignored or addressed with low-cost, low-strategy marketing and sales efforts, but can be very valuable at scale.

Most take a shotgun approach – we bring sophisticated targeting and tactical pipeline management. Instead of sending emails, we change the journey with advanced data techniques and innovative strategies to get the customer’s attention.

OUR APPROACH

TARGET AND
ENGAGE

Capture the attention of long-tail customers with advanced digital and omnichannel targeting that interrupts and changes their purchasing journey using innovative engagement technologies.

MANAGE THE PIPELINE

We apply the aggressive tactical pipeline management that would you expect from enterprise sales to the long-tail segment to engage and acquire a high volume of underserved customers.

WIN REVENUE WITH

CX & ONBOARDING

We complete the sale and launch great Net Revenue Retention (NRR) with digital onboarding and CX services that apply our sales strategies and pipeline management to win loyalty by providing long-tail customers the white-glove treatment typically reserved for enterprises.

OUR EXPERTISE: A CASE STUDY

$1.5 billion revenue from SMB and Long-tail customers secured for a major television services provider.

Developed multiple contact channels and implemented website and chat capture tools on our client’s website, in addition to integrating with phone and direct mail channels.

1500+ strong sales force achieved 42% increase in conversion rate for long-tail segment.

Closed gaps in long tail pipeline with tactical programs.

MISSED INSTALLATION

Immediately contact and engage missed installations while technicians are still onsite, and conduct pipeline management if necessary.

10% increase on net activation rates.

CX & ONBOARDING

Provide urgent CX and onboarding support and sales.

“Flawless execution and ramp” to 150 employees in <60 days resulted in countless saved customers.

HIGH RISK RETENTION & WINBACK

Proactively identify and target long tail customers at risk, and conduct retention and winback on pending cancellations and ex-customers.

10% increase in conversion on pending cancellation and cancelled customers.

Explore Our Innovative Solutions Suite

Air

AI RECRUITING

Leverage our Ai Recruiting system to access the best talent with the fastest ramp to revenue.

Halo

HANDS-ON ACCELERATED LEARNING

Cut training time in half with our hands-on HALO model.

WFA

WORK FROM ANYWHERE

Scale while remaining secure with our Secure Remote Worker solution.

Ready to start accelerating your growth?

Get in touch with one of our innovative SP Data Digital representatives and start changing the way your customers connect to your business.