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Summary

What is a sign of a high performing company? One of the major indicators of whether a company has top performance is if the company uses more than just demographics for segmentation.

In order to be considered Best-in-Class, a company should turn to analytics and segmentation with the intent to improve annual revenue, not profitability. The organization should also have superior performance in metrics such as customer lifetime value and customer retention. Best-in-class companies are likely to use purchase history, psychographic, geographic and behavioral characteristics to segment customers. 

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