Value Chain Excellence.
Strategy to Results.

Customer Targeting

Knowing your customers and realizing potentials

Every sales manager is conscious of the significance of customer targeting management for achieving financial business goals and stability in operations and the supply chain. Within the last few years, customer targeting approaches have developed considerably. Companies are now able to offer the right product to the right customer at the right time using the right distribution channels.

The structure of customer relation management (CRM) plays a pivotal role. Companies strive for more marketing and sales efficiency, better sales volumes and long-term customer loyalty when implementing an integrated CRM solution. The challenge posed by a value-based CRM lies in creating a customer relationship that is both value-based and segment specific. This lets companies set themselves off from the competition while focusing scarce resources on profitable and effective marketing and sales activities. 

Camelot can help you develop customized best practices for the management of customer targeting and put these into action. We do this by:

  • Defining the customer targeting objectives and specifying potentials for improvement
  • Setting the parameters for analysis models and implementing the CRM system to ascertain customer potential and value in addition to steering customer activities
  • Identifying, collecting, evaluating and integrating customer and market information
  • Implementing processes, tools and performance management to involve sales employees in all channels in the system of targeting to ensure the realization of sales planning


Dr. Josef Packowski

Managing Partner

Phone: +49 621 86298-0

LEAN Supply Chain Planning