The Research On The System Of Evaluating Telecom Company's Major Clients Value

Customers are one of the strategic assets of telecom company. The structure of telecom industry and competitive enviroment has changed a lot. It is significant for telecom company to have their customers managed effectively to achieve competition advantage in such situation. In academic field, to recognize the character of customer value and to evaluate the customer value effectively have been an issue discussed. Lots of scholars has invetigated it in their ways. So investigating customer value and finding out the method to measure it are academic and useful to operation. We need to take advantage of it to guide the distribution of enterprise resource and activities of marketing. With considering these questions, the paper has made a research on evaluation of customer value and methed of customer segment based on value evaluation. Firstly, method of evaluation was discussed . We decided to take both direct calculating and index evaluation as the technology method. Secondly, based on considering those factors influncing major clients' value, the paper designed three modules to evaluate customer value. A three-dimension system of evaluating customer value was constructed then. With the method, the paper made an empirical research on jiangxi telecom company's major clients. Using the outcome and cluster method, the paper segment the customers and described the character of every cluster. Finnaly the paper made an analysis on market strategy of the clusters.