Customer & Prospect Value Estimation
A leading telephone operator needed to estimate the value of prospects and Upselling potential for small and medium-sized enterprise customers. Softlab, utilizing SAS Base and R technology, integrated operator data with external sources to develop two models for forecasting prospective customer value and evaluating Upselling potential. The analysis identified qualifying characteristics in future new customers, relevant variables, and model development through multivariate regression. Results showed greater precision in assigning regional sales force targets and more focused sales on high-value customers. The results of forecasting prospective customer and Upselling potential had R2 values of 91% and 83%, respectively.
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