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EXPERT RESPONSE
Though B2B customer deflection models may be somewhat more challenging, because of the greater likelihood to have missing or incomplete 'firmographic' variables, several consulting and database management companies have succeeded in creating them. The guideline in developing and using B2B models, just like B2C models, is that if a variable can be managed, then it can be measured, and quantified into a model. And, though the model may not have optimal accuracy, it will still represent a decision-making guide and support.
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