Lenny's Podcast: Product | Growth | Career cover image

The UX research reckoning is here | Judd Antin (Airbnb, Meta)

Lenny's Podcast: Product | Growth | Career

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The Flaws of NPS as a Marketing Metric

NPS is criticized for being a flawed marketing metric. The Likelihood to Recommend question is considered bad due to its zero to 11 scale, lack of labeling, and the problem of survey precision decreasing after five to seven items. Additionally, the question's assumption that customers will actively recommend a product is fundamentally flawed, making it an inaccurate indicator of loyalty. Survey scientists advocate for using a simple CSAT metric, like customer satisfaction, which has better data properties and is more correlated to business outcomes. Research suggests that NPS is idiosyncratic and inconsistent, making it unreliable for benchmarking against industry NPS. Therefore, the recommendation is to replace NPS with customer satisfaction questions for more accurate and meaningful insights.

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