Peter Fader Customer-Based Corporate Valuation Sydney

Date and Time
Wednesday, November 20, 2019
6:30pm— 8:45pm
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PwC Australia
One International Towers Watermans Quay Barangaroo
Level 15
Sydney, NSW 2000
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Ben Yi
Who's coming
Junichi Shimoda Aaron Fidler Claire Grego Stephane Chatonsky Peter McNamara Ed Barker Peter McGuire Bob Huang Yuanyuan Jiang Michael Abbott Ryan Kelly Chris Bartlett Matthew Prior John Roberts Sarah Toms Javier Blanco Fernandez Mitch Stubbs Ash Maini Gavin Zhong James Randall Jared Evans Lukas Krauss Oscar Jones Richard Facioni Lawrence Jackson James Dolton Chris Adams Benjamin Charles Binu Chacko John Edwards Youngsoo Kim Ana Rancic Linda Tsudama Joey Mui Michael Robinson Peter Doherty Laurence Cornell Nai-Wei Shih
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Professor Peter S. Fader is the Frances and Pei-Yuan Chia Professor of Marketing at The Wharton School of the University of Pennsylvania. His expertise centers around the analysis of behavioral data to understand and forecast customer shopping/purchasing activities.

In addition to his various roles and responsibilities at Wharton, Professor Fader co-founded a predictive analytics firm (Zodiac) in 2015, which was sold to Nike in 2018. He then co-founded (and continues to run) Theta Equity Partners to commercialize his more recent work on “customer-based corporate valuation.”

Fader is the author of Customer Centricity: Focus on the Right Customers for Strategic Advantage and coauthor with Sarah E. Toms of the book The Customer Centricity Playbook. He has been quoted or featured in The New York Times, The Wall Street Journal, The Economist, The Washington Post, and on NPR, among other media. In 2017, Professor Fader was named by Advertising Age as one of its inaugural “25 Marketing Technology Trailblazers,” and was the only academic on the list.

Professor Fader will discuss new ways of valuing corporations from the "bottom up" — i.e., determining the forward-looking financial valuation of the customer base — as a complementary perspective to the standard "top down" methodologies that dominate current valuation practice. This approach is gaining increasing interest and adoption among a variety of functional areas both inside corporations (e.g., business development, accounting and finance, marketing) and outside of them (e.g., private equity, venture capital, shareholder lawsuits). Customer-based corporate valuation (CBCV) is driving a meaningful shift away from the dangerous (but common) mindset of “growth at all costs” towards revenue durability and unit economics.

This session will introduce CBCV by first showing how it fits within traditional valuation approaches, then applying it to several publicly traded companies. These examples highlight the growing ability of CBCV to move markets, making it a crucially important methodology for executives and investors to understand and utilize.

Beyond the award-winning academic research on CBCV, Professor Fader will also briefly discuss how he is commercializing and popularizing it through Theta Equity Partners (, a startup that he recently co-founded.


Please note slightly later start time due to venue availability:

6:30pm - doors open, light refreshment will be provided
6:45 - 7:45pm - Professor Fader 
7:45 - 8:15pm - networking, light refreshment will be provided


We want to thank Strategy& PwC for the generous support for this event.

Sorry, this event is sold out.
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PwC Australia

One International Towers Watermans Quay Barangaroo, Level 15, Sydney, NSW 2000, Australia,
by public transit by car by bike Walking