Industry Solutions

Raising Customer's Lifetime Value!

In the face of slowing subscriber growth, boosting revenues and improving margins have become a priority for telecommunications companies in North America. Unfortunately, most industry CEOs and CFOs are focusing on such margin-improving techniques as consolidation, creation of differentiated products, and cost reductions. These initiatives prove difficult to execute, and, often fail to produce the desired results. But the service providers have so far underappreciated an alternative: maximizing their customers' lifetime value.

An important technique called Customer Lifetime Management (CLM) involves capturing and analyzing critical customer data to market and serve customers on the basis of the value they are expected to create during their "lifetime" with the company. Understanding customer's lifetime value allows service providers to migrate from "one-size-fit-size-all" approach to tailored products, service offerings, marketing campaigns, and customer service levels; thus raising their customers' lifetime value. According to industry analysts the implementation of CLM could yield a 4 to 5 percent margin increase in EBITA in less than 24 months.

Neubrain Solutions

A central component of the CLM technique is Customer Analytics. Customer Analytics allows for the aggregation and analysis of the critical data about customers: segmentation, preferences, buying and usage patters, the use of customer service, payment behavior, etc. Armed with such information, service providers can model and forecast the customer's lifetime value with the company.

Neubrain assists service providers with the creation of their Customer Analytics capability by designing and implementing an integrated platform that captures, aggregates, analyzes, and reports critical customer data and information. To support the implementation, Neubrain leverages leading industry practices, methods, and technologies.

Please contact us to learn more about how your organization can develop a competitive advantage by identifying and capturing opportunities to raise your customers' lifetime value.