BI SIG: Customer Value = Long-term Profit
This talk will discuss how to use one-to-one methodology to understand a customer’s overall value and be able to identify Most Valuable Customers, Most Growable Customers and even unprofitable customers.
Jenny Belser, Senior Consultant - Peppers and Rogers Group
Customer Value = Long-term Profit
Your customer database is your most valuable asset. But do you know its true worth? What key measures will help you determine the overall value of your customer base? And, once you’ve defined the overall value of your customer base, how do you proceed to place individual customers into value tiers, where every customer is ranked relative to other customers to determine who the best customers are?
This talk will discuss how to use one-to-one methodology to understand a customer’s overall value and be able to identify Most Valuable Customers, Most Growable Customers and even unprofitable customers. The talk will include a case study detailing the approach one B2B company took to build a customer valuation model, tailor customer strategies based on value tiers, and significantly increase the profitability of their Most Valuable Customers.
About the Presenter
Jenny Belser is a Sr. Consultant with Peppers and Rogers Group, a global management consulting dedicated to helping clients develop and implement customer-based business strategies. In over two years at Peppers and Rogers Group, Jenny has worked with clients in the high tech, retail, insurance and transportation industries, defining one-to-one marketing strategy and initiatives. Jenny has specific expertise developing customer information management, E-marketing, campaign management, sales force automation and contact center solutions to meet customer objectives.
Lucie Stern Center
1305 Middlefield Rd.
Palo Alto, CA
6:30-7:00pm registration/networking/refreshments (please arrive before 7:00 PM)
7:00-8:30pm presentation and discussion
$15 for non-SDForum Members
No charge for SDForum members and students with ID
No registration required
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