Mining Methodologies to Ensure Successful CLV Implementation: Cross-Sell/Up-Sell Modeling

Overview

Selling more to the existing customers not only increases the likelihood of a satisfied customer, but it also increases value. The presenter of this webcast discusses how data mining can help answer the fundamental business questions associated with successful cross- and up-selling campaigns, including: "What groups of products are customers mostly likely to own?" "What products are owned by groups of similar customers?" "How likely is a particular type of customer to buy?" The attendee will learn about identifying opportunities for cross-sell and up-sell that will increase revenue per customer and optimize value; evaluating various analytical approaches, such as association analysis, cluster analysis and predictive modeling; and building two-stage models that not only maximize the probability of successful sales but also add economic value.