All things considered, why speculate and guess at the rank-ordered drivers that differentiate between relatively more- and less-profitable customers?
Why not apply computer power to do the heavy lifting?
This paper describes, in particular, the use of segmentation analysis based on decision trees and recursive partitioning. These techniques can give the sales and marketing functions insights into what actions, deals, services, unbundled pricing and other decisions can elicit profit lift from customers.
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