January 2015
Beginner
344 pages
7h 36m
English
Content preview from Key Management Models, 3rd Edition
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37
Client pyramid (Curry)
The big picture
If you can successfully identify your most valuable customers, acquire them, keep them and increase their purchases, you will generate significantly more value than with a one-size-fits-all approach. The customer pyramid paradigm, revitalised by Jay and Adam Curry, provides a company with a mechanism for segmenting its customer base. The pyramid depicts the customer classification: the most valuable group of customers at the top and the vast majority of less valuable customers at the bottom (Figure 37.1).
When to use it
A customer analysis helps to classify customers into groups. Curry’s customer ...
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