Utility customer lifetime value: latest research findings


Conference: Metering, Billing, CRM/CIS Australia and New Zealand 2005.
Location: Melbourne
Presenter: Paul Grey
Abstract: The presentation will include: What is customer lifetime value ; Just who are my profitable customers: why are some customers profitable and others not and what traits influence a customer’s profitability ; The Profitability ‘Whale Curve’; Every customer is different: where are your customers on the value curve; Unlocking the strategic value from your customer data by going beyond average figures when determining customer value, will allow a retailer to focus on what it should be doing, with whom, when and how, having also established what it should not be doing, with whom, when and why.