Driving Profitable Growth Through Customer Insight
                     Driving Profitable 
Growth Through 
Customer Insight
By Contetra Pvt Ltd
Not All Customers 
Are Profitable
• High revenue doesn't mean 
high profit
• Some customers delay 
payments or cost more to 
serve
• Identify your "King 
Customers"
• Use virtual CFO services to 
gain profit-focused insight
What is Customer 
Profitability Analysis 
(CPA)?
• Analyzes profit per customer, not just 
sale
• Considers cost, price, and payment 
time
• Helps find truly profitable 
relationships
Segment and 
Strategize
• Group customers by 
industry, region, or size
• Tailor messaging and 
offerings per segment
• Better alignment boosts ROI
• Fractional CFO services help 
guide smart segmentation
Key Metrics That 
Matter
• Repeat Business: Shows loyalty
• DSO: Tracks payment speed
• Avg. Ticket Size: Customer value
• Repeat Revenue %: Retention insight
• Use metrics to optimize efforts
Align 
Incentives with 
Margin
• Don't reward just top-
line sales
• Shift focus to high-
margin products
• Align sales goals with 
profit goals
The 5 Sales 
•BExuisctinkge Ctusstomer + Product: 
High certainty
• Existing Customer + New 
Product: Low risk
• New Customer + Product: 
Growth path
• New Customer + New 
Product: High risk
• Cross-Sell: Unlock extra 
revenue
Virtual CFO services help 
evaluate bucket profitability
Real-World Lessons
• Marriott: Found most profit 
in business travelers
• Zune: Failed due to weak 
customer targeting
• Right profiling = right 
results
Responsible saving and consumption 
strategies
• Focus on working capital, not just sales
• Get paid faster = healthier business
• IFPL improved profit 200% by managing 
cash better
Conclusion
• Your best customers are already 
with you
• Use CPA, smart segmentation, 
and margin-based incentives
• Let fractional CFO services 
unlock sustainable growth
Contact Us
+91 98338 18857 [email protected]
https://contetra.com/strategic-business-finan
cial-management-solutions/
Thank you 
very much!