Whether you access the book through a legitimate PDF purchase, a used paperback from AbeBooks, or a library loan, the investment in understanding Sorger's strategic models will pay dividends in better decisions, more defensible budgets, and improved marketing results. As the author himself notes on his website, quoting Lord Kelvin: "If you cannot measure it, you cannot improve it." This book shows you how to do both.
: Evaluating how customers value different product features to optimize product design.
Companies cannot be all things to all people. Segmentation models divide a heterogeneous market into distinct, homogeneous groups of consumers.
A proxy for brand equity and future growth. Whether you access the book through a legitimate
The metrics in Chapters 7–11 (conversion rates, CAC, LTV, channel margin, promotion ROI) are universal business metrics. They can be calculated in Excel, SQL, Python, or proprietary dashboards. The book provides the definitions and logic; you can implement them anywhere.
Organizations must break down data silos. Sales data, website analytics, and customer support logs need to feed into a single, unified data warehouse. Step 2: Choose the Right Analytical Tools
While the benefits of strategic marketing analytics are clear, many organizations struggle with execution. Successfully adopting frameworks like the ones outlined by Stephan Sorger requires overcoming three distinct hurdles: Companies cannot be all things to all people
These are an excellent supplement if you cannot obtain the PDF immediately.
According to Sorger, adopting these models provides several organizational benefits:
Match the business problem to the appropriate analytical model (e.g., using regression for trend forecasting). The metrics in Chapters 7–11 (conversion rates, CAC,
| Chapter | Title | Core Focus | | :--- | :--- | :--- | | 1 | Introduction | Establishing the case for analytics and defining key terms | | 2 | Market Insight | Market sizing, trend analysis, and environmental scanning | | 3 | Market Segmentation | Segment identification, profiling, and strategy formulation | | 4 | Competitive Analysis | Competitor identification, positioning, and strategy | | 5 | Business Strategy | Analytics-based strategy selection and portfolio management | | 6 | Business Operations | Forecasting, predictive analytics, and data mining | | 7 | Product and Service Analytics | Conjoint analysis, product attributes, and service metrics | | 8 | Price Analytics | Pricing techniques, elasticity, and assessment models | | 9 | Distribution Analytics | Channel evaluation, selection, and performance measurement | | 10 | Promotion Analytics | Budget estimation, allocation, and ROI optimization | | 11 | Sales Analytics | Metrics for sales performance, profitability, and support | | 12 | Analytics in Action | Pivot tables, data visualization, and data-driven presentations |
: Covers promotion budget estimation, media selection models, and channel evaluation. Sales & Operations : Leverages time series analysis regression models for sales forecasting and tracking profitability metrics. Book Structure (Table of Contents)