Case Study: Pitney Bowes quadruples customer lifetime value with Dun & Bradstreet's custom data models

Pitney Bowes Quadruples Customer Lifetime Value with Custom Data Models

Pitney Bowes partnered with Dun & Bradstreet to improve new client acquisition for its small business solutions by identifying the right prospects at the right time. Facing a need to boost the call‑to‑order appointment ratio and campaign ROI, Pitney Bowes combined its customer data with D&B’s global business data to score prospect records and prioritize leads for its outbound call center.

Using D&B’s Market Insight and a patented Predictive Weight of Evidence (PWE) model, a custom prospect pool was pre‑loaded, ranked and continuously re‑scored so call lists always reflected the highest‑propensity targets. The effort delivered an initial ROI of 138% and a three‑year customer lifetime value increase to 415.9% (roughly quadruple), with 78% of orders coming from PWE‑scored prospects, 47,500 previously missed prospects reached, and total orders up 21%.

Pitney Bowes

Andrew Ford

Vice President for Marketing and Communications