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What is the core value customers desire from a company?
"Our strategy to retain value customers by introducing network differentiation is coming through".
When targeting high value customers, the incentives will be accordingly higher.
Whatever value they can extract is value customers miss out on, and vice versa.
In other words, Verizon has captured a disproportionate share of what are known in the industry as "low value" customers.
Or you can argue that advertisers shouldn't, as they do, value customers who pay for newspapers above those who don't.
Similar(29)
Invest in highest-value customers first.
Attracting and keeping the highest-value customers is the cornerstone of a successful marketing program.
Indeed, very few of the companies we studied tried to get rid of lower-value customers.
Ms. Whitman said this was part of a conscious decision to move away from relatively low-value customers.
When consumer preferences are highly fluid and the highest-value customers are much more valuable than others, then companies should reward their best existing customers.
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Justyna Jupowicz-Kozak
CEO of Professional Science Editing for Scientists @ prosciediting.com