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仆舒仍亳亰 仗仂于亠亟亠仆亳 仗仂从仗舒亠仍
亳 从仂仆亠仆-舒仆舒仍亳亰:
亟于 亰舒亶亠于 仂亟仆亳仄 于亠仍仂仄
亊仆亳仆舒 丐仂亳仄亠仆从仂
从仂于仂亟亳亠仍 仂亟亠仍舒 舒仆舒仍亳亳从亳 RealWeb
弌仗仂 亠亟仍仂亢亠仆亳亠
弌亠亞仄亠仆舒亳 舒亟亳仂亳亳
亟仍 亳仍亠仆亳 仗仂亟舒亢
仗仂 亳仆亠仆亳于仆仂亳 于仂于仍亠亠仆亳
仗仂 仗仂仂弍 仗亳于仍亠亠仆亳 舒亳从舒
RFM 亠亞仄亠仆舒亳
亳 仗.
亰亠仆亳亠 仗仂舒
亠亟仗仂仍仂亢亳仄,
仂磿仆亠 仗仂仍亰仂于舒亠仍亳:
 仍亳 仆舒 舒亶亠 仆亠亟舒于仆仂 (Recency)
 舒仂亟亳仍亳 仆舒 舒亶 弍仂仍亠 仂亟仆仂亞仂 舒亰舒 (Frequency)
 丱仂 弍 舒亰 仗亳仆亠仍亳 于舒仄 于亞仂亟 (Monetary value)
舒仍亳 亟仂于仂仍仆/仆亠亟仂于仂仍仆 仂从舒亰舒仆仆仄 亠于亳仂仄?
 仂舒仆舒仍亳亰亳亶亠 仗仂于亠亟亠仆亳亠 仗仂仍亠 仗仂从仗从亳.
 亳仍磺亠 仆亠亟仂于仂仍仆!
亠亶
亰亠仆亳亠 仗仂舒
Recency  Frequency  Monetary value
0
1 000
2 000
3 000
4 000
5 000
6 000
7 000
8 000
9 000
10 000
0 1 2 3 4-7 8-11 12-30 31-60
+5%
+28% +18%
46%
54%
26%	
 油
74%	
 油
1 仗仂亠亠仆亳亠
2 亳 弍仂仍亠亠 仗仂亠亠仆亳亶
丐舒亳从 仂仂亟
仂仍亳亠于仂	
 油仗仂亠亠仆亳亶	
 油舒亶舒	
 油仂亟仆亳仄	
 油仗仂仍亰仂于舒亠仍亠仄	
 油
亠亶
亰亠仆亳亠 仗仂舒
Recency Frequency Monetary value
舒仂亟亳仍亳 仆舒 舒亶 仆亠亟舒于仆仂 舒仂亟 仆舒 舒亶 舒仂 仂从仗从亳  于仂从亳仄 亠亟仆亳仄 亠从仂仄
舒仂亟亳仍亳 仆舒 舒亶 亟舒于仆仂 舒仂亟 仆舒 舒亶 亠亟从仂 仂从仗从亳 仆舒 仆亠弍仂仍亳亠 仄仄
亰亠仆亳亠 仗仂舒
RFM-亠亞仄亠仆舒亳:
* Monetary value = 舒亰仄亠 舒舒 1
-1
- 1
1
丼舒仂 亰舒仂亟 仆舒 舒亶
仍亳 仆舒 舒亶亠 亟舒于仆仂
亠亟从仂 亰舒仂亟 仆舒 舒亶
亠亟舒于仆仂 弍仍亳 仆舒 舒亶亠
Frequency
Recency
 亠仂亳亳  从 仗舒从亳从亠
1.  亳亠仄亠 于亠弍-舒仆舒仍亳亳从亳 仂仍亠亢亳于舒亠仄 舒于仂亳亰仂于舒仆仆
仗仂仍亰仂于舒亠仍亠亶 仗仂 ID
2. 仂 ID 舒于仂亳亰仂于舒仆仆仂亞仂 仗仂仍亰仂于舒亠仍 亟亠仍舒亠仄 于磶从 亳亠仄
于亠弍-舒仆舒仍亳亳从亳  CRM
3. 弍亠亟亳仆磳仄 亠亞仄亠仆 仗仂仍亰仂于舒亠仍亠亶 仗仂 仗仂于亠亟亠仆亳 
仗亳于磶舒仆仆仄亳 亳亰 CRM e-mail 亳 舒仆从亠仆仄亳 亟舒仆仆仄亳
4. 仂仂于亳仄 从舒仂仄仆亠 舒仍从亳 direct-mail 亟仍 从舒亢亟仂亞仂 亠亞仄亠仆舒
舒亟亳仂亳亳 (舒亰仂于亠 亳仍亳 仗亠亳仂亟亳亠从亳亠).
5. 仆从亠仆亠 亟舒仆仆亠 + 仗仂于亠亟亠仆亳亠 亟舒亟 亳仆舒亶亟, 从舒从仂亠
仄舒从亠亳仆亞仂于仂亠 仗亠亟仍仂亢亠仆亳亠 仄仂亢亠 仍亠 舒弍仂舒
仆舒仍亳亳从舒舒从亠亳仆亞
亰亠仆亳亠 仗仂舒
1
舒亟舒舒: 于亠仍亳亳 仗仂亟舒亢亳
丼仂 亟亠仍舒亠仄: 于磦仍磳仄, 仂 于仍亳磳 仆舒 仗亳仆亳亠 亠亠仆亳 仂 仗仂从仗从亠
亟仍 舒亰仆 亠亞仄亠仆仂于 舒亟亳仂亳亳
弌 从舒从仂亶 亠仍: 仗仂舒弍仂舒 亳 舒于仂仄舒亳亰亳仂于舒 仗仂亠
仂仄亳仂于舒仆亳 从舒仄仗舒仆亳亶 仗仂 亳仍亠仆亳 仗仂亟舒亢
仂于亠仆亳亠 仗仂亟舒亢
丐亳亞亞亠 仗仂亟舒亢亳
弌从亳亟从舒 (仆舒仍亳亳亠, 舒亰仄亠)
亞舒仆亳亠仆仆仂亠 仗亠亟仍仂亢亠仆亳亠 (仗仂 于亠仄亠仆亳, 从仂仍亳亠于)
仂舒于从舒 (亠仆舒, 仂从亳)
仂仗仆仂 仂于舒舒 (仗仂亟 亰舒从舒亰, 于 仆舒仍亳亳亳)
丱舒舒从亠亳亳从亳 仂于舒舒 (舒亰仄亠, 于亠)
亰于 (仆舒仍亳亳亠, 舒舒从亠)
仂于亠仆亳亠 仗仂亟舒亢
丐亳亞亞亠
仗仂亟舒亢亳
仂于亠仆亳亠 仗仂亟舒亢
 亠仂亳亳  从 仗舒从亳从亠
1. 仂仄亠舒亠仄 于亠 仗仂亟从仂于亠 从舒仂从亳 弍仂仂仄 舒舒从亠亳亳从
仂于舒舒 亳 仗仂于亠亟亠仆亳 仗仂仍亰仂于舒亠仍 于 从舒仂从亠
2. 仂仍舒亠仄 仗仂 API 弍舒亰 仂于舒仂于  亳 舒舒从亠亳亳从舒仄亳 +
仗仂仄仂 + 从仂仆于亠亳 + 亠亟仆亳亶 亠从 亳 亳仆亠亞亳亠仄 亠亠  CMS/
CRM
3. 于仂仄舒亳亰亳亠仄 仗舒于仍亠仆亳亠 仂于舒仆仄 仗亠亟仍仂亢亠仆亳亠仄 仆舒
仂仆仂于亠 仂弍仆仂于仍磳仄仂亶  仆舒仍亳亳 / 仗仂仗仍仆仂亳 / 仗仂从仗舒亠仄仂亳
仂于舒舒
4. 磦仍磳仄, 仂 亳 亟仍 从舒从亳 亠亞仄亠仆仂于 舒亟亳仂亳亳 磦仍磳
亳亞亞亠仂仄 亟仍 仗仂从仗从亳 亳 亳仗仂仍亰亠仄 仂 于 舒亟舒仗亳于仆仂仄
仗亠亟仍仂亢亠仆亳亳
5. 个仂仄亳亠仄 仂于舒 束亞仗仗 亳从舒損, 从仂仂仄 仆亢亠仆
亟仂仗仂仍仆亳亠仍仆亶 仗仂仄仂仆
仆舒仍亳亳从舒舒从亠亳仆亞
仂于亠仆亳亠 仗仂亟舒亢
2
丐仂于舒 亞仗仗 亳从舒
从仂仂亠 仆亳从仂 仆亠 仄仂亳
从仂仂亠 仄仂, 仆仂 仆亠 仗仂从仗舒ム
从仂仂亠 仄仂, 亳仆亠亠ム, 仆仂 仆亠 仗仂从仗舒ム /
仗仍仂仂 仗仂从仗舒ム
从仂仂仄亳 仄仆仂亞仂 亳仆亠亠ム, 仆仂 仗仍仂仂 仗仂从仗舒ム
 仂仂弍亠仆仆仂 从仂亞亟舒 仗仂亟舒亠亠 仂仂弍亠 仂于舒
仂于亠仆亳亠 仗仂亟舒亢
仂于亠仆亳亠 仗仂亟舒亢
亳 仄仆仂亞仂 亠亞仂 亠亠
弌仗舒亳弍仂!
trofimenko@realweb.ru
+7 (812) 2440880
www.realweb.ru
亊仆亳仆舒 丐仂亳仄亠仆从仂
从仂于仂亟亳亠仍 仂亟亠仍舒 舒仆舒仍亳亳从亳 Realweb

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Carrot quest - 仄仆亠 从仂仄仄仆亳从舒亳亳  仗仂亠亳亠仍礆亳 于舒亠亞仂 舒亶舒 仆舒 仂仆仂于亠 仗仂仍亰...Carrot quest - 仄仆亠 从仂仄仄仆亳从舒亳亳  仗仂亠亳亠仍礆亳 于舒亠亞仂 舒亶舒 仆舒 仂仆仂于亠 仗仂仍亰...
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舒亠仄舒亳从舒 仗亳弍仍亳 于 仂亰仆亳亠 于仄亠亠 Retail Optimization Cloud. 仂亞仆仂亰亳仂于舒...
舒亠仄舒亳从舒 仗亳弍仍亳 于 仂亰仆亳亠 于仄亠亠  Retail Optimization Cloud. 仂亞仆仂亰亳仂于舒...舒亠仄舒亳从舒 仗亳弍仍亳 于 仂亰仆亳亠 于仄亠亠  Retail Optimization Cloud. 仂亞仆仂亰亳仂于舒...
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仂仄仗仍亠仂
舒从 亳亰仄亠 亠从亳于仆仂 亳仆亠仆亠-仄舒从亠亳仆亞舒 于 弍亳亰仆亠-仗仂从舒亰舒亠仍
舒从 亳亰仄亠 亠从亳于仆仂 亳仆亠仆亠-仄舒从亠亳仆亞舒 于  弍亳亰仆亠-仗仂从舒亰舒亠仍舒从 亳亰仄亠 亠从亳于仆仂 亳仆亠仆亠-仄舒从亠亳仆亞舒 于  弍亳亰仆亠-仗仂从舒亰舒亠仍
舒从 亳亰仄亠 亠从亳于仆仂 亳仆亠仆亠-仄舒从亠亳仆亞舒 于 弍亳亰仆亠-仗仂从舒亰舒亠仍
仂仄仗仍亠仂
SOLOWAY - 亠于亶 仂仗亠舒仂 亠仍亠从亳于仆仂亶 亠从仍舒仄
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SOLOWAY - 亠于亶 仂仗亠舒仂 亠仍亠从亳于仆仂亶 亠从仍舒仄
丐舒舒仂于 仂仆舒仆亳仆

Analiz povedeniya pokupatelei

  • 1. 仆舒仍亳亰 仗仂于亠亟亠仆亳 仗仂从仗舒亠仍 亳 从仂仆亠仆-舒仆舒仍亳亰: 亟于 亰舒亶亠于 仂亟仆亳仄 于亠仍仂仄 亊仆亳仆舒 丐仂亳仄亠仆从仂 从仂于仂亟亳亠仍 仂亟亠仍舒 舒仆舒仍亳亳从亳 RealWeb
  • 3. 弌亠亞仄亠仆舒亳 舒亟亳仂亳亳 亟仍 亳仍亠仆亳 仗仂亟舒亢 仗仂 亳仆亠仆亳于仆仂亳 于仂于仍亠亠仆亳 仗仂 仗仂仂弍 仗亳于仍亠亠仆亳 舒亳从舒 RFM 亠亞仄亠仆舒亳 亳 仗. 亰亠仆亳亠 仗仂舒
  • 4. 亠亟仗仂仍仂亢亳仄, 仂磿仆亠 仗仂仍亰仂于舒亠仍亳: 仍亳 仆舒 舒亶亠 仆亠亟舒于仆仂 (Recency) 舒仂亟亳仍亳 仆舒 舒亶 弍仂仍亠 仂亟仆仂亞仂 舒亰舒 (Frequency) 丱仂 弍 舒亰 仗亳仆亠仍亳 于舒仄 于亞仂亟 (Monetary value) 舒仍亳 亟仂于仂仍仆/仆亠亟仂于仂仍仆 仂从舒亰舒仆仆仄 亠于亳仂仄? 仂舒仆舒仍亳亰亳亶亠 仗仂于亠亟亠仆亳亠 仗仂仍亠 仗仂从仗从亳. 亳仍磺亠 仆亠亟仂于仂仍仆! 亠亶 亰亠仆亳亠 仗仂舒
  • 5. Recency Frequency Monetary value 0 1 000 2 000 3 000 4 000 5 000 6 000 7 000 8 000 9 000 10 000 0 1 2 3 4-7 8-11 12-30 31-60 +5% +28% +18% 46% 54% 26% 油 74% 油 1 仗仂亠亠仆亳亠 2 亳 弍仂仍亠亠 仗仂亠亠仆亳亶 丐舒亳从 仂仂亟 仂仍亳亠于仂 油仗仂亠亠仆亳亶 油舒亶舒 油仂亟仆亳仄 油仗仂仍亰仂于舒亠仍亠仄 油 亠亶 亰亠仆亳亠 仗仂舒
  • 6. Recency Frequency Monetary value 舒仂亟亳仍亳 仆舒 舒亶 仆亠亟舒于仆仂 舒仂亟 仆舒 舒亶 舒仂 仂从仗从亳 于仂从亳仄 亠亟仆亳仄 亠从仂仄 舒仂亟亳仍亳 仆舒 舒亶 亟舒于仆仂 舒仂亟 仆舒 舒亶 亠亟从仂 仂从仗从亳 仆舒 仆亠弍仂仍亳亠 仄仄 亰亠仆亳亠 仗仂舒 RFM-亠亞仄亠仆舒亳: * Monetary value = 舒亰仄亠 舒舒 1 -1 - 1 1 丼舒仂 亰舒仂亟 仆舒 舒亶 仍亳 仆舒 舒亶亠 亟舒于仆仂 亠亟从仂 亰舒仂亟 仆舒 舒亶 亠亟舒于仆仂 弍仍亳 仆舒 舒亶亠 Frequency Recency
  • 7. 亠仂亳亳 从 仗舒从亳从亠 1. 亳亠仄亠 于亠弍-舒仆舒仍亳亳从亳 仂仍亠亢亳于舒亠仄 舒于仂亳亰仂于舒仆仆 仗仂仍亰仂于舒亠仍亠亶 仗仂 ID 2. 仂 ID 舒于仂亳亰仂于舒仆仆仂亞仂 仗仂仍亰仂于舒亠仍 亟亠仍舒亠仄 于磶从 亳亠仄 于亠弍-舒仆舒仍亳亳从亳 CRM 3. 弍亠亟亳仆磳仄 亠亞仄亠仆 仗仂仍亰仂于舒亠仍亠亶 仗仂 仗仂于亠亟亠仆亳 仗亳于磶舒仆仆仄亳 亳亰 CRM e-mail 亳 舒仆从亠仆仄亳 亟舒仆仆仄亳 4. 仂仂于亳仄 从舒仂仄仆亠 舒仍从亳 direct-mail 亟仍 从舒亢亟仂亞仂 亠亞仄亠仆舒 舒亟亳仂亳亳 (舒亰仂于亠 亳仍亳 仗亠亳仂亟亳亠从亳亠). 5. 仆从亠仆亠 亟舒仆仆亠 + 仗仂于亠亟亠仆亳亠 亟舒亟 亳仆舒亶亟, 从舒从仂亠 仄舒从亠亳仆亞仂于仂亠 仗亠亟仍仂亢亠仆亳亠 仄仂亢亠 仍亠 舒弍仂舒 仆舒仍亳亳从舒舒从亠亳仆亞 亰亠仆亳亠 仗仂舒 1
  • 8. 舒亟舒舒: 于亠仍亳亳 仗仂亟舒亢亳 丼仂 亟亠仍舒亠仄: 于磦仍磳仄, 仂 于仍亳磳 仆舒 仗亳仆亳亠 亠亠仆亳 仂 仗仂从仗从亠 亟仍 舒亰仆 亠亞仄亠仆仂于 舒亟亳仂亳亳 弌 从舒从仂亶 亠仍: 仗仂舒弍仂舒 亳 舒于仂仄舒亳亰亳仂于舒 仗仂亠 仂仄亳仂于舒仆亳 从舒仄仗舒仆亳亶 仗仂 亳仍亠仆亳 仗仂亟舒亢 仂于亠仆亳亠 仗仂亟舒亢
  • 9. 丐亳亞亞亠 仗仂亟舒亢亳 弌从亳亟从舒 (仆舒仍亳亳亠, 舒亰仄亠) 亞舒仆亳亠仆仆仂亠 仗亠亟仍仂亢亠仆亳亠 (仗仂 于亠仄亠仆亳, 从仂仍亳亠于) 仂舒于从舒 (亠仆舒, 仂从亳) 仂仗仆仂 仂于舒舒 (仗仂亟 亰舒从舒亰, 于 仆舒仍亳亳亳) 丱舒舒从亠亳亳从亳 仂于舒舒 (舒亰仄亠, 于亠) 亰于 (仆舒仍亳亳亠, 舒舒从亠) 仂于亠仆亳亠 仗仂亟舒亢
  • 11. 亠仂亳亳 从 仗舒从亳从亠 1. 仂仄亠舒亠仄 于亠 仗仂亟从仂于亠 从舒仂从亳 弍仂仂仄 舒舒从亠亳亳从 仂于舒舒 亳 仗仂于亠亟亠仆亳 仗仂仍亰仂于舒亠仍 于 从舒仂从亠 2. 仂仍舒亠仄 仗仂 API 弍舒亰 仂于舒仂于 亳 舒舒从亠亳亳从舒仄亳 + 仗仂仄仂 + 从仂仆于亠亳 + 亠亟仆亳亶 亠从 亳 亳仆亠亞亳亠仄 亠亠 CMS/ CRM 3. 于仂仄舒亳亰亳亠仄 仗舒于仍亠仆亳亠 仂于舒仆仄 仗亠亟仍仂亢亠仆亳亠仄 仆舒 仂仆仂于亠 仂弍仆仂于仍磳仄仂亶 仆舒仍亳亳 / 仗仂仗仍仆仂亳 / 仗仂从仗舒亠仄仂亳 仂于舒舒 4. 磦仍磳仄, 仂 亳 亟仍 从舒从亳 亠亞仄亠仆仂于 舒亟亳仂亳亳 磦仍磳 亳亞亞亠仂仄 亟仍 仗仂从仗从亳 亳 亳仗仂仍亰亠仄 仂 于 舒亟舒仗亳于仆仂仄 仗亠亟仍仂亢亠仆亳亳 5. 个仂仄亳亠仄 仂于舒 束亞仗仗 亳从舒損, 从仂仂仄 仆亢亠仆 亟仂仗仂仍仆亳亠仍仆亶 仗仂仄仂仆 仆舒仍亳亳从舒舒从亠亳仆亞 仂于亠仆亳亠 仗仂亟舒亢 2
  • 12. 丐仂于舒 亞仗仗 亳从舒 从仂仂亠 仆亳从仂 仆亠 仄仂亳 从仂仂亠 仄仂, 仆仂 仆亠 仗仂从仗舒ム 从仂仂亠 仄仂, 亳仆亠亠ム, 仆仂 仆亠 仗仂从仗舒ム / 仗仍仂仂 仗仂从仗舒ム 从仂仂仄亳 仄仆仂亞仂 亳仆亠亠ム, 仆仂 仗仍仂仂 仗仂从仗舒ム 仂仂弍亠仆仆仂 从仂亞亟舒 仗仂亟舒亠亠 仂仂弍亠 仂于舒 仂于亠仆亳亠 仗仂亟舒亢
  • 15. 弌仗舒亳弍仂! trofimenko@realweb.ru +7 (812) 2440880 www.realweb.ru 亊仆亳仆舒 丐仂亳仄亠仆从仂 从仂于仂亟亳亠仍 仂亟亠仍舒 舒仆舒仍亳亳从亳 Realweb