US 2020/0027102 A1 · Quantitative Rating System for Prioritizing Customers by Propensity and Buy Size

Abstract

Quantitative rating systems and techniques are described that prioritize customers by propensity to buy and buy size to generate customer ratings. In one example, a propensity model is used to determine a likelihood of a potential customer to purchase a product, and a projected timeframe buy size for the potential customer is determined. An expected value for the potential customer is generated by combining the likelihood of the potential customer to purchase the product and the projected timeframe buy size. In another example, a ratio model of annualized recurring revenue (ARR) is used to determine a timeframe buy size for an existing customer in consecutive time frames. An upsell opportunity for the existing customer is determined based on the timeframe buy size less an ARR for a current time frame for the existing customer. A rating of the potential or existing customer is output in a user interface.

Claims20

Dependent claims

In a digital media customer rating environment, a method implemented by at least one computing device, the method comprising:

determining, by the at least one computing device, a likelihood of a potential customer to purchase a product based on a propensity model by correlating characteristics of the potential customer with propensities of customer behavior of a customer segment of the potential customer;
determining, by the at least one computing device, a projected timeframe buy size for the potential customer by estimating an annualized recurring revenue (ARR) for the potential customer based on value of recurring components associated with the potential customer that are normalized over the projected timeframe;
generating, by the at least one computing device, an expected value for the potential customer based on a combination of the determined likelihood of the potential customer to purchase the product and the projected timeframe buy size;
and
rating, by the at least one computing device, the potential customer based on the expected value;
and
outputting, by the at least one computing device, the rating in a user interface.

4 more elements

In a digital media rating operations environment, a customer rating system comprising:

means for determining a likelihood of a potential customer to purchase multiple products by correlating characteristics of the potential customer with propensities of customer behavior of a customer segment of the potential customer;
means for determining projected timeframe buy sizes for the potential customer corresponding to the multiple products by estimating respective estimated annualized recurring revenues (ARR) for the potential customer based on value of recurring components associated with the potential customer that are normalized over the projected timeframe;
means for generating multiple expected values for the potential customer based on a combination of the determined likelihood of the potential customer to purchase the multiple products and the respective projected timeframe buy sizes;
means for generating an overall expected value by combining the multiple expected values;
means for rating the potential customer based on the overall expected value;
and
means for outputting the rating of the potential customer in a user interface.

4 more elements

Dependencies are inferred from the claim text.

Quantitative Rating System for Prioritizing Customers by Propensity and Buy Size

Life of this patent

Quantitative Rating System for Prioritizing Customers by Propensity and Buy Size

Life of this patent

Abstract

Claims20