An interview with Dr. Markus Wuebben, Founder and Managing Director at CrossEngage
We sit down with Dr. Markus Wuebben, Founder of CrossEngage. CrossEngage helps companies build long-lasting, valuable customer relationships.
What problem does CrossEngage solve for its clients?
We maximize the Customer Lifetime Value for our clients by consulting them and providing software services (Customer Data & Prediction Platform)
As the Co-Founder & CMO, what are your main responsibilities at CrossEngage?
My main responsibility at CrossEngage is to spread the word in the market about the importance of the Customer Lifetime Value & Predictive CRM concept, how to apply it, and how our software can facilitate this process.
How do you lead your team to manage and improve the sales process for better revenue and the customer experience in CrossEngage?
We work with OKRs and usually, our OKRs do have a cross-department component in order to tackle all touchpoints of our clients' journeys to maximize their Customer Experience. We do have regular interactions with the Product Team to understand new product features. We review every sales call (from discovery to closing call) in order to understand if our messaging is well received.
At ColdFire, when we look at our clients' revenue-related strategies, they vary greatly. Some have found a single, scalable client acquisition process while others thrive on a mix of top-of-funnel strategies. How would you summarize the high-level revenue-related strategy of CrossEngage, and what key elements contribute to its success?
We do have three entry lines: 1. Consulting (How to strategically apply the Customer Lifetime Value within the organization) 2. Consulting (How to use the CLV in campaigns and generally more tactically) 3. Software (If our clients/leads are ready to stand on their own feet, we offer them our SaaS solution)
What strategies have you implemented at CrossEngage or past companies that you feel are often overlooked by CEOs which you believe are unique and effective?
Cross-Department Alignment especially when it comes to incentivisation. (new leads vs less churn). We believe the CLV is the right metric for this as it covers all aspects.
Has your management team experimented with some kind of cold outbound strategy (like cold email)? If yes what was the general outcome and if no, why not?
Usually, we don't do that. We follow a content-first strategy. If our leads then interact with the content, we reach out.
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