Presentations

Customer Based Corporate Valuation

Daniel McCarthy, Emory University

Dan 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 notion, sometimes called “customer equity”, is gaining increasing interest among a variety of functional areas both inside corporations (e.g., corporate development, business intelligence, accounting and finance, marketing) and outside of them (e.g., hedge fund, mutual fund, private equity, venture capital). This session will introduce this new concept, show how it fits within traditional valuation approaches, then apply the methodology to several popular publicly traded companies operating across different business settings. These examples highlight customer-based corporate valuation’s growing ability to move markets, making it a crucially important methodology for the C-suite and everyone below it to understand.

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