A communications service provider was relying on ITA offers to drive new customer acquisition, but was struggling with inefficient call center operations and a high non-pay churn rate. A combination of ability to pay estimates and prescreen criteria was used to better target consumers likely to both pass credit requirements and have the ability to meet financial obligations going forward, while a segmentation system helped tailor direct mail communications and offers based on segment preferences. The company was able to improve the predictability of its non-pay churn model by 1.5% and achieve $500,000 in ROI.

-By Equifax