KAM Customer Life Cycle
Jermaine Edwards
MARCH 17, 2020
One approach is that of Jim Sterne and Matt Cutler, as published in 2000 in a paper called “E-Metrics, Business Metrics For The New Economy”. There are different stages in the customer life cycle and various methods to define them. The paper illustrates one of the most effective views of the customer life cycle I’ve seen.
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