Data mining software to determine customer potential

摘要

A method of determining a prospect's potential value as a customer is described. The method scores a group of prospects on a first valuation model that models prospects that are marketed to in a first manner and a second valuation model that models prospects that are marketed to in a second, different manner. The method determines a difference in scores of the group of prospects scored on the first valuation model and the second valuation model. The method can determine a prospect's true value as a customer by determining a prospect's potential value and adding the prospect's potential value to an estimate of the prospect's current value.