Media

Newspaper groups

CRM: increase retention in subscriber base

• relational data warehouse
• circulation, advertising, finance transaction-level data
• business process reengineering
• strategic partner management
• project management

• initiated relationship with Newspaper Association of America, which established the industry standard definition for subscriber churn
• developed algorithms for calculating and maintaining churn at customer level
• combined with database marketing solutions, enabled recapture of churn customers
• used in churn model to score individual customers in database on basis of propensity to churn