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 Overview Success Stories
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Chordiant Decision Management—Better Targeting With the liberalisation of part of the Utilities market in The Netherlands, a Dutch utility company turned to Chordiant Decision Management to help them improve their targeting. The ChallengeBecause the Dutch utility market had been divided between a few suppliers for so many years, our client had not collected much information about their own customers, let alone their competitors' customers. Now that the large-scale and medium-scale corporate energy consumers are free to choose their supplier it has become very important to target the right prospective customers. The lack of information, however, made this very difficult. 
How It Was DoneThe Chordiant Decision Management model was developed on the basis of scarce internal data to see whether the selection of companies for mailing could be optimized. Further research was aimed at demonstrating the added value of external data like legal form, number of employees, revenue and the year the company was founded. Another Chordiant Decision Management model was developed on the basis of the combination of internal and external data. The Outcome Both Chordiant Decision Management models proved to be much more efficient in selecting the right type of (prospective) customers for a mailing. In order to reach x (prospective) customers our client used to need to mail 21.7 times x companies. The Chordiant Decision Management model based on available data could achieve the same results with mailing only 4.16 times x companies, and the Chordiant Decision Management model developed on the basis of both internal and external data needed only a factor 3.3. 
The Commercial ImplicationsThe use of Chordiant Decision Management allowed our client to save many hundreds of thousands euros per campaign, even after adding the costs for the model and the external data. |  | |
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