Customer Based Corporate Valuation

 Professor of Marketing Peter Fader, moderated by Alissa Finerman, Wed 11/3, 12 noon PT

Wharton Global Clubs is inviting you to a special virtual event with Professor Pete Fader.  Last time Professor Fader was with us, he introduced his new research agenda focusing on ways of valuing corporations from the "bottom up" — i.e., determining the forward-looking financial valuation of the customer base — as a complementary perspective to the standard "top down" methodologies that dominate current valuation practice.  Since then, this “CBCV” approach has been picking up lots of momentum through new papers and the work that Theta has been doing with investors, corporations, and in its partnerships with various consulting and analytics providers.  We will discuss this progress, possible next steps, and its implications for future business practices.  We hope you will join us!

When: Wednesday, November 3, 2021, 12 Noon - 1PM PT
Where:  Virtual Event - Zoom link will be sent in advance to registered participants

Register Here

About The Speaker:

Peter S. Fader is the Frances and Pei-Yuan Chia Professor of Marketing at The Wharton School of the University of Pennsylvania. His expertise centers around the analysis of behavioral data to understand and forecast customer shopping/purchasing activities. He works with firms from a wide range of industries, such as telecommunications, financial services, gaming/entertainment, retailing, and pharmaceuticals. Managerial applications focus on topics such as customer relationship management, lifetime value of the customer, and sales forecasting for new products. Much of his research highlights the consistent (but often surprising) behavioral patterns that exist across these industries and other seemingly different domains.

In addition to his various roles and responsibilities at Wharton, Professor Fader co-founded a predictive analytics firm (Zodiac) in 2015, which was sold to Nike in 2018.  He then co-founded (and continues to run) Theta Equity Partners to commercialize his more recent work on “customer-based corporate valuation.”

Fader is the author of Customer Centricity: Focus on the Right Customers for Strategic Advantage and coauthor with Sarah E. Toms of the book The Customer Centricity Playbook. He has been quoted or featured in The New York Times, The Wall Street Journal, The Economist, The Washington Post, and on NPR, among other media. In 2017, Professor Fader was named by Advertising Age as one of its inaugural “25 Marketing Technology Trailblazers,” and was the only academic on the list.

About the Moderator: 

 Alissa Finerman is an Executive Coach, Gallup Certified Strengths® Coach, facilitator, speaker and author of the book, "Living in Your Top 1%."​ She works with teams, executives, managers and entrepreneurs to help them leverage their strengths, uncover blind spots, increase team engagement levels and build partnerships to achieve their goals. Alissa holds an MBA from the Wharton School and a BA from the University of California, Berkeley. She received her coach training from New York University, Results Coaching and Gallup Strengths Coaching Program.

Alissa's business background includes ten years in finance at Credit Suisse, a top-tier global investment bank; IPC, a former Goldman Sachs portfolio company serving the financial industry; Guggenheim Capital, a boutique investment management firm and five years in commercial real estate.