客戶價值管理模式(1)(完整版)
【正文】 Surveys feedback The Value Proposition Deployment Process Define/ Refine Value Proposition Build Commitment To Value Proposition Process Organization Gap Analysis Changes To Deliver Value Proposition Internal Tracking Measurement Tracking Market Impact Plan/Do/Check/Act Plan/Do/Check/Act Internal Management/ Staff Group of Companies Customer Value Yields Big Dividends ? Doubled profits in a single year ? Moved from being a market “nicher” to the market leader Wireless Tele Company Heavy Equipment Dealership Underground Mining Equipment Manufacturer / Distributor International Health and Leisure Firm ? 50% reduction in customer churn ? Improved equipment delivery time from 10 days to 2 days ? Total estimated bottom line contribution = $ ? Doubled sales revenue – from $250M to $500M+ ? Tripled market share in a strategically important market: 4% 12% ? Increased employees from 600 to 1
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