birst for recurring revenue
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Enterprise-caliber Cloud BI
BIRST RECURRING REVENUE SOLUTION ACCELERATOR
Southard Jones, VP of Product Strategy
November, 2013
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SOLUTION: ""
"App-lify that data to drive business returns
THE BIG PROBLEM: There’s something companies do exceedingly well: Manufacture data.
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HISTORICAL TOUGH CHOICE BI Suites
Agility
Capa
bility
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ABILITY, MEET AGILITY BI Suites
Agility
Capa
bility
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WHO IS BIRST • Enterprise-Caliber BI Platform
– born in the cloud • 4,000+ organizations rely on
Birst across all verticals • Founded by Siebel Analytics
veterans • 60+ Strategic Partners
“ No. 1 in product functionality and customer (that is, product quality, no problems with software, support) and
sales experience.”
2013 Business Intelligence and Analytics Magic Quadrant
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Mid
-mar
ket
Ente
rpris
e Em
bedd
ed
LEADERS RELY ON BIRST
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WHAT WE’RE ANNOUNCING 1. New solution accelerator for subscription
based businesses with recurring revenue model
2. Birst’s ability to easily “app-lify” applications helps organizations speed time to value
3. Birst continues to extend its BI platform delivering pre-packaged solutions for specific business analytic challenges
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RECURRING REVENUE BUSINESSES
Keys to Success: 1. Cost Effec1vely winning customers 2. Maintaining customers 3. Mone1zing customers
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ADDRESSING KEY CHALLENGES • Where do I invest to win customers?
– Manage profitable growth comparing CAC, New bookings, and Churn over dimensions
– Review Customer Lifetime Value cohort analysis to find profitable segments
• How do I reduce Time to recover CAC – Analyze pipeline and order bottlenecks from
lead to cash
• How do I manage my business to IPO? – Understand driving factors of new bookings,
renewals, and churn – Manage key metrics like Magic Number, MRR
growth, CAC, CLV
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RECURRING REVENUE ANALYTICS • Improve bookings velocity • Nail the mythical Magic Number • Reduce CAC
– Reduce time to recover CAC
• Increase renewal rates • Manage lead to cash process
Bundled Service and So8ware:
Pre-‐built Best Prac=ce Analy=cs 25+ KPIs
25+ best prac1ce reports including CAC, Churn, Bookings velocity, lead
to cash boKleneck
Ad-‐hoc Enabled 75+ aKributes & 50+ Measures
Rapid Time to Value
4 week pre-‐defined engagement
Pre-‐built connec=ons Pre-‐built connectors to SFDC and
NetSuite Custom object and field exposure 10 custom analy1c aKributes 5 custom analy1c measures
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HOW DOES IT WORK?
Connector Framework
Pre-built star-schemas
Best Practice KPIs
Pre-built Reports &
Dashboards
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Results
• Real time pipeline analysis – understanding usage, frequency and completed activities of trial accounts
• Reduce sales cycles
• Increase deal close rate
Why Birst? • To go live quickly with a cloud deployment • Self-service dashboards & mobile access • Lead-to-cash across Marketo, Salesforce &
Netsuite • Customer focus culture of Birst
“When we looked at the ease with which various BI solu6ons allow business users to construct, maintain, and add new sources to a data model, Birst blew everything else out of the water.”
Monique Herman, VP Business Opera1ons
Challenges
• Drive profitability by converting leads / trials faster
• Increase sales rep productivity
• Get faster insights to pipeline than manual reporting
MASTER LEAD-TO-CASH TO DRIVE PROFITABILITY
Data Sources Future
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Opera1onal Analy1cs
Recurring Revenue Analy1cs
Marke1ng Analy1cs
BUILT-ON ENTERPRISE CLASS FRAMEWORK FOR CONNECTIVITY
Connector Framework Customized Solution
Accelerators
Sales Analy1cs
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