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Course Description

Successful customer relationship management encompasses thousands of transactions and impressions, over many years. But which customers are most worth your time and resources? How do firms determine how long they need to keep customers before they become profitable? Analyzing data (such as Big Data) allows marketers to make smarter predictions using the Customer Lifetime Value (CLV) model, which scores current and potential customers based on characteristics such as churn rate, discount rate, retention cost and forecasts of remaining customer lifetime. In this course, you'll use the CLV model to segment and target customers based on their potential long-term value, and build corresponding retention and divestment strategies.

Faculty Author

Sachin Gupta

Benefits to the Learner

  • Explain the Customer Lifetime Value (CLV) model and demonstrate it's uses in customer relationship management
  • Apply the CLV model to data in order to segment and target customers based on their potential long-term value, and build corresponding retention and divestment strategies
  • Identify characteristics such as churn rate, discount rate, retention cost and customer lifetime

Requirements

Participants must have experience with Microsoft Excel.
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Type
2 week
Dates
Dec 11, 2024 to Dec 24, 2024
Total Number of Hours
10.0
Course Fee(s)
Regular Price $999.00
Section Notes

 IMPORTANT COURSE INFORMATION

  • This course includes a year of free access to the Marketing Symposium! This event features a week of live, highly participatory virtual Zoom sessions with Cornell faculty and experts to explore today’s most pressing marketing topics. Throughout the year, you may participate in as many sessions as you wish. Attending a Symposium is not required to successfully complete the certificate program.
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