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Customer Segmentation in the Utility Industry

In: Handbook Utility Management

Author

Listed:
  • Michiel Boersma

    (Executive Board of Essent N.V.)

  • Maaike Gool

    (Executive Board of Essent N.V.)

Abstract

Segmentation has never been an important subject for European energy companies. However, the current liberalisation process forces energy companies to work in a more customer- and market-focused way and, simultaneously, to improve their financial performance. This calls for new, more commercial, competences. Significant examples of this are segmentation and customer value management. Customer value management is the link between customer needs and companies' financial result and is therefore crucial to the success of the company.

Suggested Citation

  • Michiel Boersma & Maaike Gool, 2008. "Customer Segmentation in the Utility Industry," Springer Books, in: Andreas Bausch & Burkhard Schwenker (ed.), Handbook Utility Management, chapter 33, pages 559-574, Springer.
    • Handle: RePEc:spr:sprchp:978-3-540-79349-6_33
    DOI: 10.1007/978-3-540-79349-6_33
    as

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