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Measuring Customer Lifetime Value with AI and BI in CRM

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R
Robert Timmins

This a a graduate course presentation in current marketing issues relating to BI (business intelligence). Oracle 2006 white paper was extensively referenced as well as Mr Van Den Poel's work "Identifying the slope of a customer".

BusinessTechnology
1 of 32
BI in CRM Customer Relations Management
BI CRM Objectives ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
BI CRM Implications ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Key to customer spending ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Customer Lifecycle ,[object Object]
AI/BI vs Customer Lifetime Value ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Understanding this relationship ,[object Object],[object Object],[object Object],[object Object]
Value of Customer Asset ,[object Object],[object Object],[object Object],[object Object],[object Object]
Cost of a Customer ,[object Object],[object Object]
2 Key Components ,[object Object],[object Object],[object Object]
Lifetime Value Equation
Transaction Value ,[object Object],[object Object]
3 Key Variables ,[object Object],[object Object],[object Object]
Evolving Habits ,[object Object],[object Object],[object Object],[object Object]
Network Value ,[object Object]
Acquisition/Retention Costs ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Aligning Operations ,[object Object],[object Object],[object Object],[object Object],[object Object]
3 Elements of Success ,[object Object],[object Object],[object Object]
Integrating Channels ,[object Object],[object Object],[object Object],[object Object],[object Object]
Multichannel strategy works! ,[object Object],[object Object],[object Object],[object Object],[object Object]
JC PENNY
JC Penny results ,[object Object],[object Object]
Customer incentive programs ,[object Object],[object Object],[object Object],[object Object],[object Object]
Product Design Strategies ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Role of Technology ,[object Object],[object Object],[object Object],[object Object]
Tech Role Con’t ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
CRM Solution ,[object Object],[object Object],[object Object]
Customer Management ,[object Object],[object Object],[object Object]
4 groups of customers ,[object Object],[object Object],[object Object],[object Object]
Stable Customers ,[object Object],[object Object],[object Object]
Senior Management ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
(Conclusion) CRM BI ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

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Measuring Customer Lifetime Value with AI and BI in CRM