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We consider upselling as the purchase of additional products and add-ons, and/or the switch from ¡¯legacy¡¯ products to upgraded ones. Traditional methods of upselling rely on a semi-manual approach to marketing such products to clients. One such provider assigns an Account Manager to corporate customers. Each manager will meet with their customers on a scheduled basis to discuss their needs, problems, and new product offerings which could result in upsell opportunities. However, some account managers may not completely understand each customer¡¯s preferences, and this could lead to inappropriate recommendations. There is thus a greater chance for the semi-manual process to be time-consuming, subjective and costly. |
IEEE/ICACT20220017 Slide.03
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