Isbn: 9780262049627 - customer portfolio management: creating value with a large leaky bucket of customers (27 risultati)

hardcover. Condizione: Fine. LIKE NEW!!! Has a red or black remainder mark on bottom/exterior edge of pages.

Condizione: New.

Hardcover. Condizione: new. Hardcover. How to create value with all the customers in a portfolio, from the stronger relationships that increase profit margins to the weaker relationships that increase scale.How to create value with all the customers in a portfolio, from the stronger relationships that increase profit margins to the weaker relationships that increase scale.Which would you rather have: a smaller, watertight bucket of loyal customers or a larger leaky bucket of both loyal and not-so-loyal customers? In Customer Portfolio Management, Fred Selnes and Michael Johnson argue that for most companies and organizations the larger leaky bucket is more valuable. While loyal customers are generally more profitable, the weaker, or "leaky," relationships in a portfolio provide scale economies and a source of future loyal customers. The basic principle behind customer portfolio management (CPM), they explain, is to view a company's market strategies as long-term investments in the strength of relationships over an entire portfolio of current and future customers.This book helps business leaders understand when and how much to focus on acquiring customers, how to defend and leverage those relationships, and how to convert some of these relationships into stronger, more profitable ones. The authors present an implementable framework for CPM that involves:segmenting customers into strangers, acquaintances, friends and partners;understanding the lifetime value, or revenues and costs over time, across relationship segments; anddetermining when and how much to invest in customer acquisition, relationship defense, relationship leverage, and relationship conversion.Case studies and examples that include Amazon, Apple, IKEA, and dozens of other companies are used along the way to illustrate effective portfolio management principles and growth strategies. "Customer Portfolio Management (CPM) integrates often competing business priorities, from creating more satisfied and loyal customers to scale economies and organizational design"-- Shipping may be from multiple locations in the US or from the UK, depending on stock availability.…

Hardback. Condizione: New. How to create value with all the customers in a portfolio, from the stronger relationships that increase profit margins to the weaker relationships that increase scale.Which would you rather have: a smaller, watertight bucket of loyal customers or a larger leaky bucket of both loyal and not-so-loyal customers? In Customer Portfolio Management, Fred Selnes and Michael Johnson argue that for most companies and organizations the larger leaky bucket is more valuable. While loyal customers are generally more profitable, the weaker, or "leaky," relationships in a portfolio provide scale economies and a source of future loyal customers. The basic principle behind customer portfolio management (CPM), they explain, is to view a company's market strategies as long-term investments in the strength of relationships over an entire portfolio of current and future customers.This book helps business leaders understand when and how much to focus on acquiring customers, how to defend and leverage those relationships, and how to convert some of these relationships into stronger, more profitable ones. The authors present an implementable framework for CPM that involves:segmenting customers into strangers, acquaintances, friends and partners;understanding the lifetime value, or revenues and costs over time, across relationship segments; anddetermining when and how much to invest in customer acquisition, relationship defense, relationship leverage, and relationship conversion.Case studies and examples that include Amazon, Apple, IKEA, and dozens of other companies are used along the way to illustrate effective portfolio management principles and growth strategies.…

Condizione: As New. Unread book in perfect condition.

HRD. Condizione: New. New Book. Shipped from UK. Established seller since 2000.

hardcover. Condizione: New. Brand new book, sourced directly from publisher. Dispatch time is 24-48 hours from our warehouse. Book will be sent in robust, secure packaging to ensure it reaches you securely.

Hardcover. Condizione: New.

Condizione: New.

Condizione: new.

Condizione: New. 2025. Hardback. . . . . .

hardcover. Condizione: New.

Condizione: New.

Hardcover. Condizione: Brand New. 144 pages. 9.25x6.25x0.50 inches. In Stock.

Condizione: New.

Condizione: New. 2025. Hardback. . . . . . Books ship from the US and Ireland.

Condizione: New. In English.

Condizione: New.

Hardback. Condizione: New. New copy - Usually dispatched within 4 working days.

Condizione: As New. Unread book in perfect condition.

Hardback. Condizione: New. How to create value with all the customers in a portfolio, from the stronger relationships that increase profit margins to the weaker relationships that increase scale.Which would you rather have: a smaller, watertight bucket of loyal customers or a larger leaky bucket of both loyal and not-so-loyal customers? In Customer Portfolio Management, Fred Selnes and Michael Johnson argue that for most companies and organizations the larger leaky bucket is more valuable. While loyal customers are generally more profitable, the weaker, or "leaky," relationships in a portfolio provide scale economies and a source of future loyal customers. The basic principle behind customer portfolio management (CPM), they explain, is to view a company's market strategies as long-term investments in the strength of relationships over an entire portfolio of current and future customers.This book helps business leaders understand when and how much to focus on acquiring customers, how to defend and leverage those relationships, and how to convert some of these relationships into stronger, more profitable ones. The authors present an implementable framework for CPM that involves:segmenting customers into strangers, acquaintances, friends and partners;understanding the lifetime value, or revenues and costs over time, across relationship segments; anddetermining when and how much to invest in customer acquisition, relationship defense, relationship leverage, and relationship conversion.Case studies and examples that include Amazon, Apple, IKEA, and dozens of other companies are used along the way to illustrate effective portfolio management principles and growth strategies.…

Condizione: NEW.

Buch. Condizione: Neu. Neuware - How to create value with all the customers in a portfolio, from the stronger relationships that increase profit margins to the weaker relationships that increase scale.Which would you rather have: a smaller, watertight bucket of loyal customers or a larger leaky bucket of both loyal and not-so-loyal customers In Customer Portfolio Management, Fred Selnes and Michael Johnson argue that for most companies and organizations the larger leaky bucket is more valuable. While loyal customers are generally more profitable, the weaker, or "leaky," relationships in a portfolio provide scale economies and a source of future loyal customers. The basic principle behind customer portfolio management (CPM), they explain, is to view a company's market strategies as long-term investments in the strength of relationships over an entire portfolio of current and future customers.This book helps business leaders understand when and how much to focus on acquiring customers, how to defend and leverage those relationships, and how to convert some of these relationships into stronger, more profitable ones. The authors present an implementable framework for CPM that involves:- segmenting customers into strangers, acquaintances, friends and partners;- understanding the lifetime value, or revenues and costs over time, across relationship segments; and- determining when and how much to invest in customer acquisition, relationship defense, relationship leverage, and relationship conversion.Case studies and examples that include Amazon, Apple, IKEA, and dozens of other companies are used along the way to illustrate effective portfolio management principles and growth strategies.…

Hardcover. Condizione: new. Hardcover. How to create value with all the customers in a portfolio, from the stronger relationships that increase profit margins to the weaker relationships that increase scale.How to create value with all the customers in a portfolio, from the stronger relationships that increase profit margins to the weaker relationships that increase scale.Which would you rather have: a smaller, watertight bucket of loyal customers or a larger leaky bucket of both loyal and not-so-loyal customers? In Customer Portfolio Management, Fred Selnes and Michael Johnson argue that for most companies and organizations the larger leaky bucket is more valuable. While loyal customers are generally more profitable, the weaker, or "leaky," relationships in a portfolio provide scale economies and a source of future loyal customers. The basic principle behind customer portfolio management (CPM), they explain, is to view a company's market strategies as long-term investments in the strength of relationships over an entire portfolio of current and future customers.This book helps business leaders understand when and how much to focus on acquiring customers, how to defend and leverage those relationships, and how to convert some of these relationships into stronger, more profitable ones. The authors present an implementable framework for CPM that involves:segmenting customers into strangers, acquaintances, friends and partners;understanding the lifetime value, or revenues and costs over time, across relationship segments; anddetermining when and how much to invest in customer acquisition, relationship defense, relationship leverage, and relationship conversion.Case studies and examples that include Amazon, Apple, IKEA, and dozens of other companies are used along the way to illustrate effective portfolio management principles and growth strategies. "Customer Portfolio Management (CPM) integrates often competing business priorities, from creating more satisfied and loyal customers to scale economies and organizational design"-- Shipping may be from our Sydney, NSW warehouse or from our UK or US warehouse, depending on stock availability.…

Condizione: New. Fred Selnes is Profesor in the Department of Marketing, BI Norwegian School of Business. He has published academic articles in leading academic journals, written several books, consulted in more than 50 industries, and started four companies.Michael.

Hardback. Condizione: New. How to create value with all the customers in a portfolio, from the stronger relationships that increase profit margins to the weaker relationships that increase scale. Which would you rather have: a smaller, watertight bucket of loyal customers or a larger, leaky bucket of both loyal and not-so-loyal customers? In Customer Portfolio Management, Fred Selnes and Michael Johnson argue that for most companies and organizations the larger leaky bucket is more valuable. While loyal customers are generally more profitable, the weaker, or leaky, relationships in a portfolio provide scale economies and a source of future loyal customers. The basic principle behind customer portfolio management (CPM), they explain, is to view a company s market strategies as long-term investments in the strength of relationships over an entire portfolio of current and future customers. This book helps business leaders understand when and how much to focus on acquiring customers, how to defend and leverage those relationships, and how to convert some of these relationships into stronger, more profitable ones. The authors present an implementable framework for CPM that involves: (1) segmenting customers into strangers, acquaintances, friends and partners; (2) understanding the lifetime value, or revenues and costs over time, across relationship segments; and (3) determining when and how much to invest in customer acquisition, relationship defense, relationship leverage, and relationship conversion. Case studies and examples that include Amazon, Apple, IKEA, and dozens of other companies are used along the way to illustrate effective portfolio management principles and growth strategies.…

Buch. Condizione: Neu. Customer Portfolio Management | Creating Value with a Large Leaky Bucket of Customers | Fred Selnes (u. a.) | Buch | Einband - fest (Hardcover) | Englisch | 2025 | MIT Press Ltd | EAN 9780262049627 | Verantwortliche Person für die EU: Libri GmbH, Europaallee 1, 36244 Bad Hersfeld, gpsr[at]libri[dot]de | Anbieter: preigu.…