Maximizingthe Lifetime Value of Customers

JANUARY 2013

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About Scout Analytics

What do we do?

Solutions

How do we do it?

● Provide Recurring Revenue Management Solutions that Maximizes Customer Lifetime Value

● Maximize Trial Conversions● Increase Renewal Yields● Minimize Churn● Optimize Rate Plan Pricing

Markets and Customers

Blue Chip CustomersAcross the Information Media and SaaS Markets

100+ Customers

$1.9B+ Under Optimization

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Maximizing the Lifetime Value of Customers by Putting Usage Data to Work

53% Reduction in

Churn

17% Increase in

Renewal Yield

24% Improvement in Rate Plan Performance

78% Increase in

Trial Conversions

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The Use It or Lose It Dynamic in Subscriptions (i.e., If Customers Don’t Use Your Service, You Lose Revenue)

USAGE

SUBSCRIPTIONREVENUE

● Product Diversification● Revenue Growth● Revenue Retention

● Customer Churn● Product Churn● Seat Churn

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Cross-Sell Opportunities

Knowing Usage versus Revenue Predicts Revenue Optimizations

USAGE

SUBSCRIPTIONREVENUE

Pricing Inefficiencies

ChurnRisks

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The Challenge – Usage Data and CRM Data are Isolated from Each Other

Subscription Customer Product Usage

Customer Relationship Management

System, Application, or Web Logs

Can’t be Searched ✗

Can’t Be Analyzed✗

Can’t Be Reported✗

✗

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Scout Analytics™ Platform

MarketingAutomation

SalesforceAutomation

BillingAutomation

Usage Data(Logs, Direct Collection)

Scout® UsageData Hub

Yield Optimizer

Analytics for Forecasting, Negotiating, Quoting

and Trial Closing

Customer Success Optimizer

Analytics to Predict and Prevent Churn

Rate Plan Optimizer

Analytics for Pricing and Packaging

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Scout Analytics Puts Usage Data to Work in CRM Decisions

BILLING● Invoicing

CUSTOMER SUCCESS● Adoption Monitoring● Retention Monitoring

● Program Targeting● Survey Targeting

MARKETING● Offer Targeting● Event Targeting

PRODUCT MANAGEMENT● Pricing● Packaging

● Release Planning● Survey Targeting

● Cross-Selling● Forecasting● Compliance Monitoring

SALES● Trial Closing● Renewal Pricing● Negotiating

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● Multi-channel Usage Data including Mobile and Offline

● Extensible Rules-based Usage Attribution● High-performance Analytical Data Store

Big Data Integration

Scout® Usage Data Hub

● 30+ Subscription vs. Usage Correlated Metrics● Analytical Tools● Segmentation Tools

Predictive Analytics

$

● On-demand Reporting● Scout Link Integration to CRM Ecosystems● Automated Exports

Workflow Integration

$

Demo

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Recurring Revenue Scorecard for Executives