Cargando…
Manage your customer portfolio for maximum lifetime value : how converting customers to closer relationships, leveraging them, and defending them can drive future revenue and lower costs /
Setting goals regarding relationship conversion, leverage, and defense can drive future revenue and lower costs, but this work requires a clear understanding of the heterogeneity of customer needs and economies of scale as they emerge over time. To inform and act upon this understanding, companies n...
| Clasificación: | Libro Electrónico |
|---|---|
| Autores principales: | , |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
[Cambridge, Massachusetts] :
MIT Sloan Management Review,
2022.
|
| Edición: | [First edition]. |
| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
| Sumario: | Setting goals regarding relationship conversion, leverage, and defense can drive future revenue and lower costs, but this work requires a clear understanding of the heterogeneity of customer needs and economies of scale as they emerge over time. To inform and act upon this understanding, companies need an integrated approach to customer portfolio management and customer portfolio lifetime value. |
|---|---|
| Notas: | Reprint #64119, Fall 2022 issue, vol. 64, no. 1. |
| Descripción Física: | 1 online resource (8 pages) : illustrations |
| Bibliografía: | Includes bibliographical references. |