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  • Building Customer Value

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    T Sree Hima Bindu
    9 views8 pages
    This document discusses building customer value. It defines customer value as the value received by the end-customer of a product or service. It states that a customer's value is what they spend today plus what they are likely to spend in the future. It also discusses how new technologies allow targeting the right message, product, or service to the right customer. The document outlines a process to create customer value including discovering customer needs, committing to customers, creating value, obtaining feedback, and improving the customer value commitment. It also discusses managing customer relationships through a customer value management cycle to achieve maximum lifetime profit from customers.

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    This document discusses building customer value. It defines customer value as the value received by the end-customer of a product or service. It states that a customer's value is what they spend today plus what they are likely to spend in the future. It also discusses how new technologies allow targeting the right message, product, or service to the right customer. The document outlines a process to create customer value including discovering customer needs, committing to customers, creating value, obtaining feedback, and improving the customer value commitment. It also discusses managing customer relationships through a customer value management cycle to achieve maximum lifetime profit from customers.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    9 views8 pages

    Building Customer Value

    Uploaded by

    T Sree Hima Bindu
    This document discusses building customer value. It defines customer value as the value received by the end-customer of a product or service. It states that a customer's value is what they spend today plus what they are likely to spend in the future. It also discusses how new technologies allow targeting the right message, product, or service to the right customer. The document outlines a process to create customer value including discovering customer needs, committing to customers, creating value, obtaining feedback, and improving the customer value commitment. It also discusses managing customer relationships through a customer value management cycle to achieve maximum lifetime profit from customers.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    of 8

    BUILDING CUSTOMER VALUE

    BY T.SREE HIMA BINDU 1 2 2 5 11 0 1 4 8

    INTRODUCTION

    Customer value is the value received by the end-customer of a

    product or service

    Customer Value? Value of a customer is what he/she is spending today plus what he/she is likely to spend with us in the future.

    Impact of Technology New technologies as well as organizational and strategic commitment to customer relationships makes it possible to put the right message and the right product or service before the right customer, to spend the right amount of money and time on the right customer.

    CREATE CUSTOMER VALUE


    Discover Commit Create Assess Improve

    : understand the customer. : commit to the customer. : create customer value. : obtain customer feedback. : measure and improve your customer value commitment.

    HIERARCHY OF CUSTOMER VALUE

    CUSTOMER VALUE MANAGEMENT

    Customer Value Management is managing each customer relationship with the goal of achieving maximum lifetime profit from the entire customer base.

    CVM Cycle

    Classified in to three stages

    Right Customers

    Right Relationship

    Customer Life Time Value= Purchase Size x Frequency x Duration

    Right Retention

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