General Components of a Customer Value
Direct impact to business (mainly short term hard facts)
Revenue streams and growth potentials • Actual gross profit /contribution and profit potentials
Opportunities for up-selling / increasing share of wallet
Further value components (mainly long term soft facts)
Publication as reference cases (image and trust)
Information value (customer as input giver)
Joint activities and cooperation potential
Theoretical Background – Customer Flow Analysis
An essential experience to sales managers is that customer are gained and lost
The Customer Lifetime – Picture of a B2B Partnership
Customer Lifetime Management – Customer Life Cycle
Customer Analysis: Customer Lifetime Value
Customer Analysis: Customer Lifetime Value (example)
Customer Analysis: ABC Analysis (Pareto Analysis)
Group Work
Last changed2 years ago
