Marketing Analytics using R培训


Duration 期限

21 小时 同常来说包括休息是 3天

Requirements 最低要求

The students are expected to be comfortable using R and understand basic marketing concepts.

Students should have access to a recent version of R with the additional packages gbm, caret, and survey installed with their dependencies and suggested packages.

Overview 概览


Business owners (marketing managers, product managers, customer base managers) and their teams; customer insights professionals.


The course follows the customer life cycle from acquiring new customers, managing the existing customers for profitability, retaining good customers, and finally understanding which customers are leaving us and why. We will be working with real (if anonymous) data from a variety of industries including telecommunications, insurance, media, and high tech.


Instructor-led training over the course of five half-day sessions with in-class exercises as well as homework. It can be delivered as a classroom or distance (online) course.

Course Outline 课程简介

Part 1: Inflow - acquiring new customers

Our focus is direct marketing so we will not look at advertising campaigns but instead focus on understanding marketing campaigns (e.g. direct mail). This is the foundation for almost everything else in the course. We look at measuring and improving campaign effectiveness. including:
  • The importance of test and control groups. Universal control group.
  • Techniques: Lift curves, AUC
  • Return on investment. Optimizing marketing spend.

Part 2: Base Management: managing existing customers

Considering the cost of acquiring new customers for many businesses there are probably few assets more valuable than their existing customer base, though few think of it in this way. Topics include:
1. Cross-selling and up-selling: Offering the right product or service to the customer at the right time.
  • Techniques: RFM models. Multinomial regression.
  • b. Value of lifetime purchases.
2. Customer segmentation: Understanding the types of customers that you have.
  • Classification models using first simple decision trees, and then
  • random forests and other, newer techniques.

Part 3: Retention: Keeping your good customers

Understanding which customers are likely to leave and what you can do about it is key to profitability in many industries, especially where there are repeat purchases or subscriptions. We look at propensity to churn models, including
  • Logistic regression: glm (package stats) and newer techniques (especially gbm as a general tool)
  • Tuning models (caret) and introduction to ensemble models.

Part 4: Outflow: Understanding who are leaving and why

Customers will leave you – that is a fact of life. What is important is to understand who are leaving and why. Is it low value customers who are leaving or is it your best customers? Are they leaving to competitors or because they no longer need your products and services? Topics include:
  • Customer lifetime value models: Combining value of purchases with propensity to churn and the cost of servicing and retaining the customer.
  • Analysing survey data. (Generally useful, but we will do a brief introduction here in the context of exit surveys.)


Guaranteed to run even with a single delegate!
公开课 公开课
从 ¥28360
参与人与培训师在不同的地理位置,以在网上上课. More Information

The more delegates, the greater the savings per delegate. Table reflects price per delegate and is used for illustration purposes only, actual prices may differ.

Number of Delegates 公开课 私人远程定制课程
1 ¥28360 ¥25960
2 ¥17160 ¥15810
3 ¥13427 ¥12427
4 ¥11560 ¥10735


R Training



地址日期价格【远程 / 传统课堂】
厦门 - 国际银行大厦星期三, 2017-05-10 09:30¥25960 / ¥30160
北京 - 侨福芳草地星期三, 2017-05-10 09:30¥25960 / ¥30160
Beijing Pacific Century Place星期一, 2017-05-15 09:30¥25960 / ¥30760
深圳 - 新世界中心星期一, 2017-05-15 09:30¥25960 / ¥33130
香港 - 中環中心星期一, 2017-05-15 09:30¥25960 / ¥40360