: Measuring outcomes against key performance indicators (KPIs) to optimize budget allocation.
In predictive models, Sorger discusses Beta (β) to measure the volatility of a marketing channel’s performance relative to the market average.
The first half of Sorger's book establishes the analytical infrastructure necessary for understanding markets and customers at a strategic level. Before jumping into promotional metrics or pricing models, readers must establish context.
A statistical technique used in market research to determine how people value different attributes (feature, function, benefits) that make up an individual product or service. It helps product managers design products that perfectly match consumer preferences. Customer Lifetime Value (CLV) Model Before jumping into promotional metrics or pricing models,
The keyword here is Strategic . Sorger argues that analytics is not just about collecting data; it is about asking the right questions:
A digital format allows marketers to instantly search for specific models (e.g., "linear regression in marketing") or metrics without flipping through hundreds of pages.
Ultimately, the power of lies in its ability to turn marketing from a cost center into a predictable revenue driver. By mastering both the high-level strategic models and the underlying performance metrics, organizations can make smarter investments, anticipate market shifts, and foster deep, quantifiable customer loyalty. Customer Lifetime Value (CLV) Model The keyword here
Perceptual maps and segment identification to position products. Forecasting Predictive analytics, data mining, and sales forecasting. Product/Service Product Design
Total marketing spend divided by the number of leads generated. 5. Why Professionals Seek the PDF and Educational Materials
The final chapter, "Analytics in Action," provides the glue that holds everything together. Sorger covers: covering the marketing mix—Product
If you are looking to implement these concepts, consider starting with a single area—such as calculated CLV or a basic segmentation model—before scaling to full-funnel predictive marketing analytics.
Using predictive analytics to determine which customers are likely to leave and why. Critical Marketing Metrics to Track
Chapters 6 through 11 form the heart of the book, covering the marketing mix—Product, Price, Place, Promotion—alongside the supporting functions of operations and sales analytics.