A major US investment management company has increased its new accounts by  26% since deploying Portrait Interaction Optimiser (IO) software. It has also more than doubled sales of new products to its existing clients, through cross-selling, achieving an average of $1.6m in incremental assets each week, as well as substantially increasing its customer retention rates.

Portrait Software, acquired in July 2010 by Pitney Bowes as part of the company’s Business Insight division, is a suite of innovative applications designed to empower organisations to serve and grow their customer relationships more effectively.

The Portrait software suite insight-driven applications include predictive customer analytics, in-bound marketing, interaction optimisation and campaign management.

Jaap Nieboer, Software Manager South Africa said,  Portrait enables organisations to engage with each of their customers as individuals, resulting in improved customer profitability, increased retention, reduced risk, and outstanding customer experiences. This is achieved through a suite of innovative, insight-driven applications which empower organisations to create enduring one-to-one relationships with their customers.

In the case of the investment management company, the organisation realised that it was not optimising customer intelligence data, and was therefore missing a selling opportunity. It determined that in-bound marketing opportunities could best be optimised, by deploying Portrait IO software.

The software enabled the investment company to optimise every contact it had with individual customers, and be able to present the right offer to the right customer at the right time.

 At the same time it was able to gain insights into customer response behaviour, in order to build better marketing campaigns, and improve customer attrition rates.

Portrait integrates the world’s most advanced customer analytics, powerful campaign management, and best-in-class business process integration in order to communicate precisely the right message through the right channel at the right time, said Nieboer.

The investment organisation was able to deliver a highly personalised and intelligent exchange with the client, significantly improving its in-bound marketing efforts. He adds that Portrait Interaction Optimizer has the further benefit of empowering a company’s existing CRM systems, so does not require costly infrastructure changes.

In an increasingly complex cross-channel environment, there is a renewed focus on building profitable customer relationships, said Nieboer. More and more organisations are acknowledging that their customers are their most important asset and a fundamental component of future growth and profitability.           

He said that Pitney Bowes South Africa is excited to be able to introduce Portrait Software Suite to Africa and have local customer intensive companies benefit from the powerful marketing software.

Portrait Software customers have benefited from increased investment, enhanced geographic reach and the increased industry expertise and skills of Pitney Bowes. Together, our software and services will help companies build more profitable customer relationships, which, in these economic times, have never been more important.