Sukhpal Singh

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Framework for Targeting High Value Customers and Potential Churn Customers in Telecom using Big Data Analytics

By Inderpreet Singh Sukhpal Singh

DOI:, Pub. Date: 8 Jan. 2017

Since the more importance is played on customer's behavior in today's business market, telecom companies are not only focusing on customer's profitability to increase their market share but also on their potential churn customers who could terminate the relation with the company in near future. Big data promises to promote growth and increase efficiency and profitability across the entire telecom value chain. This paper presents a framework for targeting high value customers and potential churn customers. Firstly, customers are segmented on basis of RFM (Recency-Frequency-Monetary) analysis and finally customers in each segment are targeted by various offers on basis of their similar characteristics.

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