Customer Segmentation in the Utility Industry

Michiel Boersma and Maaike Gool
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Michiel Boersma: Executive Board of Essent N.V.
Maaike Gool: Executive Board of Essent N.V.

Chapter 33 in Handbook Utility Management, 2008, pp 559-574 from Springer

Abstract: Abstract Segmentation has never been an important subject for European energy companies. However, the current liberalisation process forces energy companies to work in a more customer- and market-focused way and, simultaneously, to improve their financial performance. This calls for new, more commercial, competences. Significant examples of this are segmentation and customer value management. Customer value management is the link between customer needs and companies' financial result and is therefore crucial to the success of the company.

Keywords: customer segmentation; customer lifetime value management (search for similar items in EconPapers)
Date: 2008
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DOI: 10.1007/978-3-540-79349-6_33

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