Customer Lifetime Value Harvard Case Solution & Analysis

This technical note provides an important metric companies use to monitor customer relationships. An important summary of the customer is the profit the firm receives from each customer. Client income (CP) is a metric that summarizes the past financial performance and customer relationships covered companion note "," Customer Profit "" (UVA-M-0799). The central difference between CP and customer lifetime value (CLV) is that CP CLV measures the past and looking forward. This note addresses promising metric that attempts to put a dollar value of customer relationships. This technical note is an excerpt from a more comprehensive treatment of customer metrics found in the "customer profitability" (UVA-M-0718). "Hide
by Phillip E. Pfeifer, Paul W. Farris, Neil Bendle 9 pages. Publication date: April 20, 2011. Prod. #: UV5761-PDF-ENG

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