Pandora
Activating Pandora's Global CLV Model Across Markets and Departments
The situation
The challenge
Pandora's central BI team had invested significantly in building a Customer Lifetime Value model based on first-party data. The model was technically impressive — but marketing departments in individual countries were not using it. The gap between central BI and local marketing execution was preventing the model from realising its commercial potential.
What we did
Side by side with Pandora's central teams, we coordinated and facilitated a series of workshops with members of digital and marketing departments across countries. The workshops inspired teams to co-own the CLV project and identified and qualified concrete use cases for execution across short, mid and long-term horizons within paid search, paid social and owned channels.
Results
The CLV project found a solid base of committed supporters ready to experiment with use cases across channels and markets. We delivered a prioritised development strategy that allowed Pandora to start executing simple, quick-win use cases while building toward more complex, higher-value activations over time.
This project was delivered by the team behind Dear Future, formerly operating as IIH Nordic.
The approach
Stakeholder inspiration workshops · Use case identification and prioritisation · Activation roadmap delivery
Stakeholder inspiration workshops
Ran cross-functional workshops with digital and marketing department members across countries to build shared ownership of the CLV model.
Use case identification and prioritisation
Facilitated structured sessions to identify and qualify concrete CLV activation use cases for paid search, paid social and owned channels — across short, mid and long-term horizons.
Activation roadmap delivery
Delivered a prioritised development strategy allowing Pandora to start executing quick wins immediately while building toward more complex, higher-value activations over time.
The results
Actions that held up after the project closed.
A model that had sat unused in a central BI team was transformed into an operational tool with committed owners in marketing departments across multiple Pandora markets.
The prioritised roadmap gave teams quick wins to execute immediately, mid-term experiments to build on, and a long-term vision — creating momentum rather than paralysis.
The pattern
Pandora's pattern applies
to every organisation.
It might be email routing, invoice processing, support ticket triage, form classification, or customer enquiry handling. Work a person does because the system hasn't been taught to do it yet.
This case is relevant if your team...
- Technology without adoption is worthless — A world-class CLV model only creates value when the teams responsible for executing campaigns understand it, believe in it, and have the tools to act on it.
- Start with quick wins, build toward complexity — A phased roadmap that delivers early results builds the organisational trust and momentum needed to tackle more ambitious — and more impactful — data activations.
Is your team doing work like this?
Tell us the problem. We'll tell you if we can help.
We're direct. If we've solved something like this before, we'll say so. If we haven't, we'll say that too. Either way — the first conversation costs nothing.