Based On Customer Lifetime Value Of The Enterprise Based Customer Classification

Entrepreneurial clients are a customer category different from the type ofconsumer customers, which plays an important role in a market economy operatingprocess. In this paper, customer lifetime value is an entry point to entrepreneurialclients for the study on how to implement entrepreneurial clients classification bycustomer lifetime value. And in accordance with the classification results for differenttypes of entrepreneurial clients the paper puts forward the corresponding customermanagement strategy.Firstly, the paper sorts literature about the lifetime value of the customer,describes study status of the customer lifetime value assessment system and customerlifetime value mathematical modeling, points out the deficiencies of the existingresearch, and proposes ideas about entrepreneurial clients classification model basedon customer lifetime value.Secondly, according to the entrepreneurial clients’ characteristics and existingcustomer lifetime value assessment system, the paper considers customers attraction,customer profitability, customer relations, customer integrity, customer loyalty andcustomer growth these six indicators as the influencing factors in the entrepreneurialclients customer lifetime value evaluation system. And through expert scoring methodand AHP, the paper obtains an estimate of the entrepreneurial clients’ customerlifetime value.Thirdly, drawing on ideas on finance CAPM model, the paper corrects themathematical model of the general risk of customer lifetime value and obtainscalculated value after customer lifetime value risk correcting.Then, the paper each takes these two customer lifetime value through differentapproaches in two dimensions, builds customer classification model, and takes theappropriate customer management strategy based on customer characteristics of eachcategory.Finally, through research of the G’s, collecting a lot of customer data and by means of the theoretical front, the paper operates the G’s customers empirical analysis,puts forward the corresponding customer management strategies, and tests the validityof the theory and practicality.