Customer value score in pricing and sales
How to identify your most valuabel customers
Duration: 60 minutes
Not all customers are made equal. Customer-centric organisations excel at analysing their customers in order to take the right decision at every interaction. Using the concept of customer lifetime value, we are able to develop a holistic picture of the customer with our Customer Value Score.
We combine the expected cost of claims with predictions of the likelihood of the policyholder remaining in the portfolio or the cross-selling potential across lines of business. This enables us to capture the value generated by a specific customer in the future. Applying this knowledge to core processes can lead to a powerful competitive advantage. But how can different predictive models be combined in this way? And how can this create an impact in pricing and sales operations, for example?
- Introducing the Customer Value Score
- Implementation in pricing: price optimisation and scenario testing
- Implementation in sales/services: cross-selling and adaptive service
- Demo: Customer-value-oriented portfolio view and customer segmentation