Business Objectives
AI 1-to-1 Delivery starts from business intent. The selected objective determines which Customers are eligible, which model is used, and how coupons are assigned.
Use Cases
| Use Case |
|---|
| -> Use up-selling when Customers already buy the category but need the right incentive to buy more. |
| -> Use cross-selling when Customers have not bought a category recently or have never bought it. |
| -> Combine objectives in one plan when the same Coupons Bank should support several growth strategies. |
How It Works
| Objective | Current status | Use it when | What Loyal Guru does |
|---|---|---|---|
| Up-selling | Enabled | The business wants Customers to buy more from categories they already purchase | Uses PBS to rank existing category buyers and assigns incentives by behavior tier |
| Cross-selling | Enabled | The business wants Customers to start buying a category they do not buy, or have not bought recently | Uses the product recommender / cross-selling model to select Customers by purchase probability |
| Churn | Disabled | The business wants to recover Customers at churn risk | Future objective; visible as later roadmap, not active in the current flow |
| Increasing Frequency | Disabled | The business wants Customers to buy more often | Future objective; visible as later roadmap, not active in the current flow |
Up-selling
Up-selling targets Customers who already buy a category. The platform uses PBS to split those Customers by purchase behavior and assign different incentives.
| Rule | Behavior |
|---|---|
| Audience model | PBS model for Customers who already purchase the target product category |
| Coupons used | Up to 5 coupons per category group |
| Segmentation | One segment per PBS tier, based on configured percentiles |
| Incentive strategy | High-propensity Customers receive weaker coupons; lower-propensity Customers receive stronger coupons |
| Plan override | Advanced configuration can override company default percentile splits for 2, 3, 4, and 5 coupons |
This prevents wasting margin on Customers who already have strong affinity while still giving stronger incentives to Customers who need more motivation.
Cross-selling
Cross-selling targets Customers who have not bought the category recently and ranks them by purchase probability.
| Rule | Behavior |
|---|---|
| Audience model | Product recommender / cross-selling model |
| Coupons used | One best coupon per category group |
| Segmentation | One action per selected recency period |
| Periods | 1 month, 3 months, 6 months, 12 months, or never purchased |
| Customer selection threshold | Advanced configuration can override the company default percentage of highest-probability Customers to include |
This is useful when the company wants to grow category penetration: for example, Customers who buy fresh vegetables but have not bought fish recently.
Configuration
Business objectives are selected during AI Plan creation. At least one enabled objective is required before the Coupons Bank can be validated and campaigns can be generated.