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assignment Level : Intermediate
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Key Information

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timer 18 hours in total

About the content

Did you know your best opportunities for growth may not lie solely in developing new “blockbuster” products or services? They may instead be found by focusing on your existing best customers — and finding new customers with similar behavioral tendencies. Created by Professor Peter Fader, a world-renowned thought leader on marketing analytics and co-founder of Zodiac, a predictive analytics solution built on the breakthrough consumer behavior models developed by Professor Fader, this marketing course is designed to help you identify your most valuable customers and maximize their strategic value.

You might have the data and the technology to track your best customers, but how can you meaningfully differentiate them from the rest? How do you align your operations around them? And how do you create and sustain competitive advantages from such practices? In this course, you’ll radically rethink how you develop and implement customer-centric strategies that you can apply to your existing customers today. You’ll also gain valuable insights into how to apply performance metrics and rethink product development processes in order to meet the needs of your most valuable customers.

This course is part of Wharton's Digital Marketing Professional Certificate. For more information, see here.

  • Make an informed decision about whether, how, and when to invest in customer centricity
  • Make the case for customer centricity in your organization
  • Find a balance in your organization between customer-centric and product-centric efforts
  • Decide what initial experiments your company should invest in to achieve customer centricity
  • Choose metrics to gauge and guide ongoing customer-centric efforts

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Prerequisite

  • Familiarity with basic marketing concepts
  • This is a graduate level course

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Syllabus

Topics will include:

  • Product Centricity versus Customer Centricity
  • Customer Equity and Firm Valuation
  • Customer Lifetime Value
  • Managing Customers According to Value
  • Acquisition and Retention Optimization
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Instructors

Pete Fader
Frances and Pei-Yuan Chia Professor of Marketing
The Wharton School of the University of Pennsylvania

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Content Designer

The Wharton School of the University of Pennsylvania
The Wharton School of the University of Pennsylvania
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Platform

Edx

Harvard University, the Massachusetts Institute of Technology, and the University of California, Berkeley, are just some of the schools that you have at your fingertips with EdX. Through massive open online courses (MOOCs) from the world's best universities, you can develop your knowledge in literature, math, history, food and nutrition, and more. These online classes are taught by highly-regarded experts in the field. If you take a class on computer science through Harvard, you may be taught by David J. Malan, a senior lecturer on computer science at Harvard University for the School of Engineering and Applied Sciences. But there's not just one professor - you have access to the entire teaching staff, allowing you to receive feedback on assignments straight from the experts. Pursue a Verified Certificate to document your achievements and use your coursework for job and school applications, promotions, and more. EdX also works with top universities to conduct research, allowing them to learn more about learning. Using their findings, edX is able to provide students with the best and most effective courses, constantly enhancing the student experience.

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