Verizon Laboratories Inc.

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James Howard Drew

Andrew Louis Betz, Iii

Denkanikota R Mani

A method for generating business targets includes accessing data () corresponding to a number of customers. The data includes variables (-) associated with each of the customers and an observed value for each of the customers. The observed value for a customer may represent revenue associated with that particular customer. The method also includes identifying a neighborhood that includes a first customer and a number of the other customers. The method further includes calculating a target for each of the customers in the neighborhood, where the target may represent the potential revenue from each of the customers.

Estimating business targets

A method and apparatus for training a neural network to compute hazard functions for customers and analyzing hazard functions, both for an individual customer, and for set of customers to focus marketing techniques. The hazard function represents the likelihood of churn for a particular customer. The gain in lifetime value is also calculated for each customer which incorporates the present value of the customer with the future value of the customer if a new contract is entered. The overall shape of the hazard function, combined with the gain in lifetime value, specifies what marketing techniques are to be applied together with what additional incentives are to be offered to the customer in order prevent churn.

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Carlsbad, CA, United States of America

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