基于客户价值评价的客户细分

Based on Customers Value Appraisal Customers Segmenting

随着以客户为中心的商业模式的出现,客户成为企业最重要的资源。然而,在整个客户生命周期上有不同的客户价值。其中,客户当前价值决定了企业当前的盈利水平,客户长期潜在价值关系到企业的长远利润,因此,对客户价值进行正确评价并以此进行客户细分对提高企业效益具有重要的研究意义。从客户的当前价值和潜在价值两个方面,建立了一个客户价值评价指标体系,给出了客户价值评价流程,并应用该评价指标体系通过算例对客户价值进行计算,由此对客户进行了细分。

With customer-centric business model there, customers become the most important resource. However, throughout the customer life cycle have different customer value. Among them, the customer determines the current enterprise value of the current level of profitability, customer potential value of long-term bearing on the long-term business profits, therefore, correct evaluation of customer value and customer segmentation to improve efficiency of the research has important significance. This article from the customer＇s current value and potential value of two aspects of the establishment of a customer value evaluation index system of evaluation gives the customer value process and the application of the evaluation index system example through the calculation of customer value, which customers were breakdown.