| 摘要 |
A multi-product environment is analyzed to identify combinations of products or services which represent strategic offerings of a company. For a multi-product environment and a set of client accounts, a segmentation tree is constructed to identify the offering groups of interest. The tree is first initialized as a root representing all offerings, all clients and an empty offering set. A recursive algorithm is then applied to grow the tree at each node by segmenting the clients based on whether a particular offering is purchased. The selection of the offering to use for segmentation at each node is determined by a mathematical algorithm that considers two factors: 1) the offering should have high pulling power, meaning it is likely to produce high revenue in combination with other offerings, and 2) the offering should be unlikely to cause fragmentation, meaning nodes representing a very small amount of revenue. The algorithm terminates when each leaf node reaches one of the two limits: 1) Representation limit which is reached when a significant portion of revenue is accounted for by offerings in a particular grouping and 2) Significance limit which is reached when the revenue represented by a node is too small to be considered significant. At this point all leaf nodes representing significant revenue are collected as the offering groups.
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