Customer Value Management
The customer value management approach is based on the knowledge that not every customer contributes in the same way to a company's added value. It is, therefore, strategically tremendously important to focus on those customers with the greatest potential value when conducting marketing and sales activities, for example.
In addition to the knowledge involved, customer value management also has a strong technological component. Firstly, the characteristics which make a customer "valuable" must be identified. In order to determine the customer value as a KPI, data must be obtained from various sources and evaluated according to a perfectly tailored model.
We help you select processes to calculate customer value, to take into account data from internal sources and social networks and to integrate this data into your existing sales processes.
I look forward to hearing from you!
Dr. Christoph Tempich
Head of Consulting