Delivering Value Insights for Supplier Re-negotiation

Our telecoms client was experiencing challenges in understanding the link between the handset purchased by a customer and the value they were generating to ensure a positive return on investment. This was a major problem as they had singular data sources which did not provide a holistic view of value.

Using our proprietary Value Based Management software and analytics capability, we imported multiple data sets which gave us a multidimensional view of customer value. We identified the relative value of customers purchasing a handset from a specific manufacturer was significantly less than customers with comparable handsets from different manufacturers. We learned that a specific handset was attracting customers that displayed attributes of low tenure and spend, and identified the true value of these customers which then enabled the client to enter negotiations with the handset manufacturer.

See how our Value Based Management solution and analytics produced additional savings of £6m.