Beyond NPS
Moving f rom Customer LTV to Network LTVB r i a n L e y : C E O a t A l p h a r a n k
How Does Word of Mouth Work?
Why Offline Influencers Matter
$4 Trillionis accredited to offline word of mouth
Why Offline Influencers Matter
92%B2B purchases are influenced by word of mouth
7% of WOM is Online
alpharankalpharank60% of B2B Word of Mouth is Offline
Contagious Inspiration
Our Invention
Person A Infected/Buys
Person BInfected/Buys
Small Chance A Influenced B(0.005%)
Person A Person B
Greater Chance25%
Person A Person B
Very Good Chance85%
We are able to infer that
Person A is Influencing Person B
1st
Time
2nd Time
3rd Time
Person A Person B
Clever Solution
You can’t track word of mouth directly but you can use proxy data to detect hidden patterns in payment and usage data to detect behavior driven by it.
Our Insight: Use purchase time as a proxy of contagion
influenceOur Insight: Use purchase time as a proxy of contagion
You can’t track word of mouth directly but you can use proxy data to detect hidden patterns in payment and usage data to detect behavior driven by it.
Offline Influencers Get Results
TOTAL SALES
42
WOM INFLUENCE
111
Emails sent
22
Sales
64
Opened Click
4x
$$$$$$$ $$$$$
v. Network LTV= $800
Spends $200No Influence
Meg Bree
Receptive Friends
Spends $100$700 of Influence
3x
LTV = $200
Valuable vs. Influential
BiddRocket Inc. Presentation
Quantify Word of Mouth
Customers are connected.
Your Advantage Today
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