Database Reference
In-Depth Information
Table 5.6 A summary of the size and contribution of each value segment.
Value segment
% customers Cumulative % % revenue
Cumulative %
(tile)
customers
of sum revenue
1
10
10
35
35
2
10
20
20
55
3
10
30
14
69
4
10
40
9
78
5
10
50
7
85
6
10
60
5
90
7
10
70
4
94
8
10
80
3
97
9
10
90
2
99
10
10
100
1
100
Profitability Curve
100
80
60
40
20
0
0 0 0 0 0 0 0 0 0 0 0
Cumulative % of customers
Figure 5.8 The profitability curve of the value segments.
DESIGNING DIFFERENTIATED STRATEGIES
FOR THE VALUE SEGMENTS
The value-based segments should characterize each customer throughout his or
her relationship with the organization and appropriate marketing objectives should
be set for each segment.
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