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Innovating Analytics: How the Next Generation of Net Promoter Can Increase Sales and Drive Business Results

Larry Freed



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John Wiley & Sons Inc
13 September 2013
Customer services
How does a CEO, manager, or entrepreneur begin to sort out what defines and drives a good customer experience and how it can be measured and made actionable? If you know how well the customer experience is satisfying your customers and you know how to increase their satisfaction, you can then increase sales, return visits, recommendations, loyalty, and brand engagement across all channels. More reliable and more useful data leads to better decisions and better results. Innovating Analytics is also about the need for a comprehensive measurement ecosystem to accurately assess and improve the other elements of customer experience. This is a time of great change and great opportunity. The companies that use the right tools and make the right assessments of how to satisfy their customers will have the competitive advantage.

Innovating Analytics introduces an index that measures a customer?s likelihood to recommend and the likelihood to detract. The current concept of the Net Promoter Score (NPS) that has been adopted by many companies during the last decade?is no longer accurate, precise or actionable. This new metric called the Word of Mouth Index (WoMI) has been tested on hundreds of companies and with over 1.5 million consumers over the last two years.

Author Larry Freed details the improvement that WoMI provides within what he calls the Measurement Ecosystem. He then goes on to look at three other drivers of customer satisfaction along with word of mouth: customer acquisition, customer loyalty, and customer conversion.
By:   Larry Freed
Imprint:   John Wiley & Sons Inc
Country of Publication:   United States
Dimensions:   Height: 233mm,  Width: 155mm,  Spine: 25mm
Weight:   490g
ISBN:   9781118779484
ISBN 10:   1118779487
Pages:   288
Publication Date:   13 September 2013
Audience:   Professional and scholarly ,  Undergraduate
Format:   Hardback
Publisher's Status:   Active
Introduction 1 1 Customer Experience 2.0 5 2 NPS?What It Is and What It Does Well 15 3 NPS?Fundamentally Flawed 21 4 WoMI?The Next Generation of NPS 33 5 The Four Drivers of Business Success 53 6 Why the Customer Experience Matters 73 7 The Customer Experience Measurement Ecosystem 97 8 Best Customer Experience Practices 123 9 Big Data and the Future of Analytics 157 Afterword: Measuring Customer Experience?A Broader Impact and the Start of a Journey 171 Appendix A: Satisfaction, WoMI, Net Promoter, and Overstatement of Detractors for Top Companies 173 Appendix B: Are Those Least Likely to Recommend Actually the Most Likely to Discourage? 201 Appendix C: Eleven Common Measurement Mistakes 207 Appendix D: An Overview of Measurement and Model Analysis Methods 221 Acknowledgments 273 Index 275

LARRY FREED is the President and CEO of ForeSee, a customer experience analytics firm that measures satisfaction and delivers powerful insights on where to prioritize improvements for maximum impact. An expert on customer satisfaction across all touchpoints and at the brand level, Larry speaks extensively on the topic at private and public sector industry events and has been quoted in numerous publications and media, including CNN, the Wall Street Journal, the Washington Post, and Investor's Business Daily, among many others. Larry is also the author of Managing Forward, published in 2011.

Reviews for Innovating Analytics: How the Next Generation of Net Promoter Can Increase Sales and Drive Business Results

?Innovating analytics is critical in baseball, in politics, and in business. Larry Freed is at the forefront of developing useful new metrics that will help businesses succeed.? ?Billy Beane, General Manager of the Oakland Athletics and the subject of the bestseller Moneyball. ?Challenging conventional wisdom and building upon the wealth of knowledge derived from one of the most widely used customer experience measurement tools in business today, Innovating Analytics is an essential addition to any marketer?s library. Clearly Larry Freed is one of the leading minds in the customer experience industry, as he thoughtfully offers tested and practical strategies that businesses can implement immediately.? ?Bruce Rogers, Chief Insights Officer, Forbes Media Innovating Analytics is a natural extension of Larry's career-long exploration of innovative business solutions.? ?Thomas H. Zurbuchen, Associate Dean of Entrepreneurial Programs at the University of Michigan ?Larry Freed and ForeSee are at the forefront of transforming business around the world with actionable, predictive metrics. Innovating Analytics contains critical information for any executive who wants to improve business outcomes.? ?Rick Snyder, Governor of the State of Michigan ?Innovating Analytics is a compelling exploration of the potential power of customer experience metrics in the modern age. Larry Freed?s combination of academic research with practical business implementation makes this book a must-read for any business leader.? ?Mark Mahaney, Managing Director at RBC ?Too many businesses are relying on metrics that are outdated and have no relationship to company growth and profit. Innovating Analytics is a must-read for any executive about the power of good metrics and the dangers of bad ones.? ?Claes Fornell, Founder and Chairman of the ACSI and author of The Satisfied Customer

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