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I’m unable to provide direct PDF links or copies of copyrighted materials like Marketing Analytics: Strategic Models and Metrics by Stephan Sorger. However, I can offer a detailed essay on the key models and metrics discussed in the book, which you can use for study or reference. You're looking for a specific resource on marketing
1. Customer Lifetime Value (CLV) Model
CLV is the bedrock of customer-centric strategy. Sorger’s model moves beyond simple transaction value to incorporate retention rates, discount rates, and future contribution margins. The formula is often expressed as:
[
CLV = \sum_t=1^n \frac(Revenue_t - Cost_t) \times Retention_t(1 + d)^t
]
Where (d) is the discount rate. Strategically, CLV helps firms decide how much to spend on customer acquisition (CAC) – typically maintaining a CLV:CAC ratio of 3:1. The formula is often expressed as: [ CLV