Build an Excel spreadsheet to estimate how much a prospective customer is worth, depending on whether that customer is offered a rebate. What do you learn from the updated spreadsheet? Explain the logic behind your findings and conclusions. On the basis of these results, what sales and marketing strategies would you recommend for SyPhone?

Hint: Suppose you have 100 prospective customers in each of the four segments. Compute how much it will cost to manage the pre-sale process, how many customers will be won, and the fixed costs associated with these new customers. Finally, include the lifetime values you computed previously (use the 35% discount factor figures). Divide the final figure by 100 to compute how much a prospective customer is worth.