Customer lifetime value modeling and its use for customer retention planning
Proceedings of the eighth ACM SIGKDD international conference on Knowledge discovery and data mining
Customer Lifetime Value Models for Decision Support
Data Mining and Knowledge Discovery
Integrating Customer Value Considerations into Predictive Modeling
ICDM '03 Proceedings of the Third IEEE International Conference on Data Mining
Data warehouse design to support customer relationship management analyses
Proceedings of the 7th ACM international workshop on Data warehousing and OLAP
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In this paper we report on the successful implementation of a lifetime value (LTV) forecasting system at a large telecommunications company (LTC). While some research results have been reported elsewhere on the technical challenges of modeling customer value, our experience suggests that a data mining system implementation can expect to encounter several organizational challenges that can impinge on its success. We provide a background on the application, and then analyze several success factors.