Best Practice Report

Applying Predictive Analytics to Customer Scoring

January 1st, 2018


B2B organizations have more information than ever available to develop customer growth and retention strategies. Predictive analytics applications for customer scoring combine robust external data sources with internal data to yield powerful models. Three primary use cases for predictive modeling can be applied to existing customers: renewal modeling, cross-sell modeling and upsell modeling.

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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.