B2B Wholesale
A churn and opportunity engine from dormant ERP data
Turned years of ERP transactions into a customer health score and a ranked list of upsell and win-back opportunities.
82+
measures behind one customer health score
- Client
- Haydn
- Location
- New Zealand
The problem
The business was losing revenue visibility. Transaction data sat in the ERP, but nobody could say which accounts were drifting or where the next sale should come from.
What I built
- 01
Designed a star-schema model over ERP orders, customers and products.
- 02
Built a health score from order frequency, revenue trend, product breadth and recency.
- 03
Created an opportunity engine that flags cross-sell and upsell leads with a confidence rank.
The result
- Leadership reviews at-risk accounts before they churn, not after.
- Sales works from a prioritized opportunity list instead of gut feel.
- Revenue opportunity is quantified per customer and per product line.