Statistical modeling for marketing initiatives has exploded in recent years. Lost in the details is the "big picture" - Customer Lifecycle Management. Through the use of actionable strategies and realistic examples, this session will demonstrate how statistical modeling can be used as a foundation to optimize key aspects of the customer lifecycle: acquisition, cross-sell, and retention.

A case study will demonstrate how a world-class telecommunications company has recently implemented these concepts in a framework to manage their Customer Lifecycle Management initiatives.

Learning Points:

-How statistical modeling can be used at each stage of the customer lifecycle
-A 'value-based' approach to determining the optimal investment and initiative for each customer
-The process of effectively migrating customers through the customer lifecycle while optimizing key customer behaviors