Telecommunications Pas Value Of Customer Life Cycle Study

Customer is the most important asset of an enterprise, and it is the focus of the market competition, Customer preservation have the egregious influence to the profit of the enterprise, a small advance of the customer preservation can improve the profit considerably. With the ceaseless development of the telecommunication enterprises, customer preservation has become the most important approach to the enterprise success, and the most is to analysis and use the customer value.Customer value is the core and basis of Customer Relationship Management (CRM). In the customer lifecycle management theory, how to evaluate the customer value is the critical problem of all the phases of customer lifecycle. Telecommunication enterprises have a special position in Chinese national economy, and nowadays their management are gradually changing from product-focused pattern to customer-focused pattern. Market strategy which concentrates on producing and selling is going to be replaced by the market strategy which concentrates on customer and service. So, regarding the telecommunication enterprise as the application case of customer value research results has very important signification to promote the customer competition methods of Chinese telecommunication enterprise to change from pure price tools to scientific management methods.This paper considers the fact of China Telecom XX branch, and focuses on the basic theory of customer value and customer lifetime cycle, data warehouse and data mining technology. Integrating the basic personal information and consuming information of the PAS customers, based on the statistics method, cleanouts, cleans up, formats and integrates the practical data. Segment the PAS Customers with practical data by Clustering arithmetic K-means, which is a unsupervised learning process, and make the most large likeness in the same class, the most dissimilarity between the different classes as the well, then builds the segmentation rule that can help to estimate the class label of new PAS customers with the data of customer information and class information by arithmetic called decision tree. Finally, builds the different time sequence models of PAS customer in different class. The final result can used in the new customer recognition, and provide customer value analysis and personal marketing that based on B2C in Telecom with reference and decision-making support.