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The Elusive Brand:
How to Measure Brand and the
Communications Focused On It
 Predictive Analytics World Conference  Toronto
 March 2012
Natalie Kortum
Natalie Kortum                      marketingmathgirl.com
What impact is marketing having on Brand
       in comparison to other drivers?




Natalie Kortum                            Global Marketing
BRAND?
Natalie Kortum   Global Marketing
Natalie Kortum   Global Marketing
What is                                    ?
   How likely is it that you would recommend this brand to
   a friend or colleague?




  Source: http://www.netpromoter.com/why-net-promoter/know/
Natalie Kortum                                                Global Marketing
What is                                    ?
   How likely is it that you would recommend this brand to
   a friend or colleague?




  Source: http://www.netpromoter.com/why-net-promoter/know/
Natalie Kortum                                                Global Marketing
What do you mean by Brand?



                      Net Promoter Score




Natalie Kortum                             Global Marketing
Natalie Kortum   8                                     Global Marketing
                     http://www.kpua.net/images/2006hoolaulea/crowd2_full.jpg
>25k Dell
    conversations
      everyday
                          How?
                    Aggregate -> Brand
                                          Daily
                                          Customer
                                           selected
                                           topics
                                          Deep dives
Natalie Kortum
                                           possibleGlobal Marketing
Introducing SNAP
                 Social Net Advocacy Pulse

                        Drill-down and
     Aggregated                          Targeted
                            Uncover
       Metric                            Listening
                             insights



Natalie Kortum                                Global Marketing
SNAP: How does it work?




     Aggregate   Enrich   Collate        Deliver




Natalie Kortum                      Global Marketing
What do you mean by Brand?



                      Net Promoter Score




Natalie Kortum                             Global Marketing
2008 NPS Scores         2008 Interbrand Rankings
 80
 70
 60
 50
 40
           73      73
 30
 20
 10
  0
        Amazon   Google


Natalie Kortum                             Global Marketing
Sample Data
Brand Value




                          Week



      Natalie Kortum                 Global Marketing
Just select one
                 and go with it


Natalie Kortum                     Global Marketing
Natalie Kortum   Global Marketing
Natalie Kortum   Global Marketing
Inconsistency
      +          Combine
                  to one
Multiple valid    metric
measurements
Natalie Kortum      Global Marketing
Bringing the variables together
                 To find the elusive brand equity




Natalie Kortum                                      Global Marketing
400 Levers representing the business -> Revenue & Brand
  Product           Sales
Innovation       Investments
     Ship Commit
       Accuracy
Marketing          Support
 Spend           Satisfaction
   Product
   Quality
Pricing



Natalie Kortum                                 Global Marketing
400 variables considered representing all business levers




Natalie Kortum                21                  Global Marketing
Human Brain Network




                                       Global Marketing
Natalie Kortum         22
Explaining the Changes in Brand
                                                                                  Ending Brand Level



Starting Brand
Level



                    *Numbers for illustrative purposes; not actual Dell figures




 Natalie Kortum                                                                      Global Marketing
Questions?




Natalie Kortum3/25/2013
24 Confidential                        Global Marketing
Thank You

Natalie Kortum
marketingmathgirl.com   For more information on Dells Social Media Services:
                        Please visit: www.dell.com/socialmediaservices
                        Or email: Eric_Nystrom@dell.com (Dir. Social Services Sales)
                        and/or SMServices@Dell.com

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The Elusive Brand: How to Measure Brand and the Communications Focused On It

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