Case Studies

In this case study, read how Mike worked with a global bank to redefine and optimise cross-sell using customer value consulting. Mike advised on the CVM operating model, team structure, segmentation and targeting, and worked with the customer marketing team to outline a new cross-sell programme incorporating these improvements, worth £47m in revenue to the bank.  

In this customer value consulting case study, read how Mike worked collaboratively with the teams at a global publisher to expand the customer lifecycle, enhance segmentation and targeting, introduce CVM and help lay the groundwork for the brand to better differentiate amongst its peers, helping to drive 27% higher ARPUs and the lowest churn rate of any comparable business in the parent group. 

In this customer value consulting case study, read how Mike Migliore worked with a B2B SaaS business in the defence industry to optimise their proposition portfolio, re-launch their brand, and better manage the conversion funnel. The business enjoyed a doubling of revenues in the subsequent 12 months. 

 In this customer value consulting case study, read how Mike Migliore stepped in at a well-known B2B defence publisher to ensure a profitable transition to a direct-to-consumer revenue model. Mike launched the marketing function, defined the strategy and laid the groundwork for major marketing programmes, increasing y.o.y revenue by 50%.  

  In this customer value consulting case study, read how Mike Migliore stepped in at a global FMCG sports nutrition retailer to rescue their floundering subscription programme across both their brands. Mike redefined the subscription proposition portfolio based on customer engagement and LTV; coordinated marketing teams for launch and ensured technology teams delivered on time, all the while keeping executive leadership and the board informed. 50% of subscribers were previously dormant customers, LTVs increased by 10% on average and retention was on target at 15%. 

 In this customer value consulting case study, read how Mike worked with an exciting UK-based scale-up to optimise their LTVs with the introduction of customer value management strategy, including the redefinition of the firm’s unit economics with a more compelling proposition portfolio that leveraged community engagement. The work delivered a 30% increase in net sales over the subsequent six months and an average 3:1 LTV/CAC ratio, up from -1:1.