Hartsoe: Middle-tier customers are the best segment for increasing customer value
Allison Hartsoe · The Sunshine Rule: The Hidden Test Every CEO Should Run on Their Data · Feb 24, 2021 · at 6:47
Allison Hartsoe, founder of Ambition Data, discusses customer lifetime value stratification and marketing prioritization strategies.
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“Now in some cases you can sell more to high value customers, but the sweet spot is the middle. The medium highs, which we sometimes call gold, And the medium lows, which we sometimes call iron. Those two tiers are where people have come in and purchased and maybe purchased again, but they haven't yet established a recency or frequency cadence that allows them to become a high value customer, or perhaps they were a higher value customer, but they have slipped down. So gold and iron is the middle tiers. Are exactly the right place to push when you want to increase the value of your customer base.”
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