Telecom Enterprise Group Customer Value Assessment Model Study

The competition among telecom operators will be fierce, the present and future focusof which are to contend for the customers, and especially for the enterprise customer. Thetelecom operators should seize the current opportunity for development, making use oftheir telecom business advantages to develop the enterprise customer market. so how toconsolidate and develop the maket is the major difficulty for operators. Therefore, thetelecom operators should take the effective assessment of the enterprise customer value andthe reasonable segmentation, and make differentiated marketing strategy to enhance theenterprise customer customer value management and marketing service levels, and to servethe mid to high-end enterprise customer better.Firstly, this thesis analysis the domestic and international telecommunications industrydevelopment status combing with their respective characteristics of the three operators, toget the basis significance of the research on the China telecom operators'enterprisecustomer value. And then it sums up the research status of the previous researchers oncustomer value and the assessment of it, analyzing the problems of the assessment ofcustomer value and segmentation, and then getting the research subject of the thesis.Then this thesis focuses on the building process of the customer value assessmentindicator and model for the enterprise customer of the telecom operators, modeling theenterprise customer value assessment model for the telecom operators with the AHP.After that according to the results of the model assessment, this thesis usinghierarchical clustering process to do the group customer segmentation, and makingdifferentiated marketing strategy based on the customer segmentation, to resolve theconflict between the service demand and resource allocation.Finally, the thesis gives a brief summary and some thoughts on the deficiency of thearticle and the directions of further research.