Digital Customer Lifetime Value (CLV) and Its Impact on Sales

Abstract

The session was delivered by Mr. K P Vishnu, an alumnus of MPBIM and a sales and business growth professional, who shared practical insights into how businesses can build long-term customer relationships through Digital transformation, customer-centric strategies, and value-based selling. Students gained valuable knowledge on Customer Lifetime Value (CLV), customer retention, cross-selling, upselling, personalization, loyalty programs, and the role of digital tools such as CRM, AI, and analytics in driving sustainable business growth. Real-world case studies from Amazon and Blinkit, along with the engaging "Grow Your Customer" team activity, encouraged participants to apply CLV concepts to practical business scenarios. The interactive session successfully bridged academic concepts with industry practices, equipping students with the skills and mindset to create lasting customer relationships and deliver long-term business value.