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Neil Hoyne | Chief Measurement Strategist at Google | Senior Fellow at Wharton | Author of Converted (forthcoming)
Lavin Exclusive Speaker

Too many companies have a short-term strategy when it comes to data: focusing on the point-of-purchase moment with a customer, rather than building their business around long-term relationships. A Senior Fellow at Wharton and Google’s Chief Measurement Strategist, Neil Hoyne has led over 2,500 engagements with the world’s biggest advertisers—helping them acquire millions of customers, improve conversion rates by over 400 percent, and generate billions in incremental revenue. In his upcoming book Converted: The Data-Driven Way to Win Customers’ Hearts (Penguin Random House, 2022), he shows us how to sharpen our long-term marketing strategy and unleash true value.

 

“Companies can benefit from having a clearer understanding of how to invest in long-term customer relationships instead of optimizing volumes of short-term transactions.”

— Neil Hoyne

Pressure for quick results, combined with fierce marketplace competition, has boxed too many companies into a limited marketing strategy—often letting their long hours, countless experiments, and warehouses of data go to waste in the process. But in his first book Converted, world-renowned expert in digital marketing Neil Hoyne shows us another way. Rather than chasing a quick sale with every potential customer (using margin-crushing discounts and relentless advertising to boot), Hoyne shows us how we can build relationships that last a lifetime, generate more value over time, and strengthen our organizations from the inside out. This simple, research-backed playbook will help leaders, marketers, and organizations of every stripe ask the guiding questions that will anticipate their customers’ needs better than the competition. After COVID-19, especially, consumers have shifted their spending patterns and shopping behaviors dramatically—rendering some of the analytics marketers used to use, such as cookie-based data, obsolete. Instead of collecting more and more data from third-party sources, Hoyne advises companies on how they can move to prediction-based tactics that capitalize on the data they already have, as well as build stronger, more direct relationships with their customers. Remember, says Hoyne: a real person is always on the other end of the transaction. Converted shows you how to win their hearts.

 

In talks, Hoyne brings his experience as an analyst and researcher to life, captivating audiences with his stunning expertise on topics such as digital transformation, customer relationships, behavioral science, marketing attribution, product development, machine learning, and many more. He’s been a witness to, and participant in, both billion-dollar successes and instructive failures, using them as tools to build indestructible customer relationships. After earning degrees from Purdue University and UCLA, Hoyne returned to academia in 2018 as a Senior Fellow at the Wharton School of the University of Pennsylvania.

 

Speech Topics

Marketing
Converted The Data-Driven Way to Win Customers’ Hearts
The marketing approach of most businesses is short-sighted—focusing too heavily on the point-of-purchase, and trying too hard to understand what everyone likes, rather than identifying and serving their best customers. But success doesn’t come from trying to appeal to everyone; in fact, 80% of revenue comes from cultivating 20% of the customer base. When it comes to driving profitable growth in the long-term, customer lifetime value can no longer be ignored.
 
In his debut book Converted, Neil Hoyne asks: what if you establish your business around long-term relationships with customers, using data to understand who the best customers are and what they want to buy, and then building around them? This accompanying talk shows you how to do just that, starting by shifting away from a transactional mindset to a relationship-based one. With a new mindset, you can begin to gather, interpret, and use data to grow the bottom line in a different way, says Hoyne.
 

Clear, non-technical, and filled with sharp insights gleaned from Hoyne’s decades of work in the field, this presentation is for anyone looking for a growth strategy that will propel their business forward with unambiguous results.