Predicting Customer Orders Using CRM Data

Customer Orders Using CRM Data

Nowadays, businesses don’t offer goods and services for the 80’s generation but for the millennials who expect the suppliers to keep up with the times and do it quickly before they are completely out of the race. At this point, a dire need for technological advancement and its inclusion in the business is also emphasized. Only when an entrepreneur prioritizes digitalization, he or she can ascertain what existing and potential customers are demanding or going to demand soon. Intriguingly, the commercial industry has been using a traditional technological approach to do all the calculative. However, it wasn’t useful enough to beat the rapidly growing digital endurance as even a meager deflection in positive customer experience could sabotage the brand reputation.

Conventionally, Enterprise Resource Planning (ERP) system was used to obtain a record of what the people have purchased and how much they paid for it. Initially, it offered a lot of built-in reporting with some systems calculating the usage rate of items by the consumers, which was a quick and easy way to predict when they are going to need more. And those who had the systems that don’t perform this calculation would do it manually in spreadsheets. Unfortunately, just knowing when certain items are going to go out-of-stock wasn’t useful enough for salespeople. By the time salespeople used to get access to the data, they were past the time when they had to make calls.

Here’s when predictable projects fail and the Customer Relationship Management (CRM) system comes into light. The top CRM agencies offering this latest technology enable an understanding of what type of customers you are dealing with, how big they are, how much effort the company spends on retaining them, and so on.


Reconnecting is one of those business activities that entrepreneurs keep at the forefront of their minds. It is important to reach past and existing customers and remarket to them. Also, it is conducive to reconnect with them at the right time, exactly when they would need more of the same product. The key to achieving this is to get the reorder predictions and making them accessible to the sales department at the right time. The cloud-based CRM system is good at recording customer data and producing analytics, so the sales department can act on them immediately through the same platform.


Getting a list of reorders isn’t enough when the specifics of changing customer’s behavior is desired. Fortunately, CRM software goes beyond just creating that list and suggests a list of items not previously ordered by looking at similar consumers. Something like the top 10 items not being ordered can help salespeople act on another segment. For instance, in connection to advanced analysis, time series show how consumers evolve. Oftentimes these models need a live connection to existing analysis servers, however, due to the inability of the predictive model to communicate with the CRM database as a data file, the database needs to be queried in real-time. Despite being complicated for CRM to handle the connection, the system ensures salespersons receive the latest and greatest analytics right at decision time.


Rapid growth and continuous advancements led to the emergence of CRM as a smarter system. Now, it doesn’t only produce data for sales department but also automatically e-mails a list to customers and have them reorder simply by responding to the mail. With such an addition to the recipients of the data, this tool also enables setting up of customized web pages that display a list of recommended products the next time consumers log in. It’s impossible to say in how many other ways a smart company can utilize this powerful software to impart a positive customer experience. Whatever the way may be, their ultimate goal will be to ensure that people continue to order from them.