Getting Started With Value Segmentation to Identify Your Most Valuable Customers


Published: 26 July 2018 ID: G00366973

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Summary

Customer experience leaders must establish engaging relationships with customers while also contributing to business goals. CX leaders can leverage value segmentation to identify and focus on the customers most likely to maximize the business impact of CX and marketing initiatives.

Table of Contents

  • Introduction
  • Analysis
    • Apply Gartner's Value Framework to Your Segmentation Strategy
      • Highest-Value Customers
      • Valuable Customers
      • Low-Value Customers
    • Socialize the Strategic Role of Customer-Centric Value Segmentation
    • Focus on Your Highest-Value Customers
      • Identify Characteristics of Your Most Profitable Customers
      • Identify Characteristics of Your High-Affinity Customers
    • Develop Personas for Your High-Value Segments
  • Gartner Recommended Reading
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