How can understanding customer value lead to successful marketing?
By Lior Arussy, President, Strativity Group
SearchCRM.com
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Customer value is not easy to determine, and it should be guiding both which customers marketers are targeting and how much they should spend to try to attract those customers. Obviously the spending on the customer with the $500 budget should be different than the spending to attract the customer who can spend $25,000 a year.