客户潜在价值预测模型及细分研究

Customer Potential Value Prediction and Customer Segmentation

从客户价值的定义和划分入手,详细讨论了客户的潜在价值,建立了一个预测客户潜在价值的多变量概率单位模型;基于该模型进行客户细分,探讨了如何采取不同的客户战略;最后通过一个实际案例证明了客户潜在价值预测模型的有效性。

This article first gives the definition and categorization of customer value, discusses customer potential value, and constructs a multivariate profit model for predicting customer potential value. Based on the model, we propose customer segmentation and different market strategies on various customers, and finally prove the validity of multivariate profit model with practical example.