Scout Analytics is the leading provider of recurring revenue management solutions. We enable information services, media publishing, and software-as-a-service companies to leverage usage data to maximize customer lifetime value.

1. JANUARY 2013
Maximizing
the Lifetime Value of Customers

2. About Scout Analytics
Solutions Markets and Customers
What do we do?
Blue Chip Customers
● Provide Recurring Revenue Across the Information Media and
Management Solutions that SaaS Markets
Maximizes Customer Lifetime Value
How do we do it? 100+ Customers
● Maximize Trial Conversions
● Increase Renewal Yields
● Minimize Churn $1.9B+ Under Optimization
● Optimize Rate Plan Pricing
CONFIDENTIAL | 2

3. Maximizing the Lifetime Value of Customers
by Putting Usage Data to Work
53% 17% 24% 78%
Reduction in Increase in Improvement Increase in
Churn Renewal Yield in Rate Plan Trial
Performance Conversions
CONFIDENTIAL | 3

4. The Use It or Lose It Dynamic in Subscriptions
(i.e., If Customers Don’t Use Your Service, You Lose Revenue)
SUBSCRIPTION ● Product Diversification
REVENUE
● Revenue Growth
● Revenue Retention
● Customer Churn
● Product Churn
● Seat Churn
USAGE
CONFIDENTIAL | 4

5. Knowing Usage versus Revenue Predicts
Revenue Optimizations
SUBSCRIPTION
REVENUE
Churn
Risks
Cross-Sell Opportunities
Pricing Inefficiencies
USAGE
CONFIDENTIAL | 5

6. The Challenge – Usage Data and CRM Data are
Isolated from Each Other
✗ ✗ ✗
Can’t be Searched Can’t Be Analyzed Can’t Be Reported
Subscription Customer Product
✗ Usage
Customer Relationship System, Application, or
Management Web Logs
CONFIDENTIAL | 6

7. Scout Analytics™ Platform
Yield Rate Plan Customer Success
Optimizer Optimizer Optimizer
Analytics for Forecasting, Analytics for Pricing Analytics to Predict
Negotiating, Quoting and Packaging and Prevent Churn
and Trial Closing
Marketing Billing
Automation Automation
Scout® Usage
Data Hub
Salesforce Usage Data
Automation (Logs, Direct Collection)
CONFIDENTIAL | 7

8. Scout Analytics Puts Usage Data to Work in CRM Decisions
PRODUCT MANAGEMENT
● Pricing ● Release Planning
● Packaging ● Survey Targeting
MARKETING
● Offer Targeting
● Event Targeting
SALES
● Trial Closing ● Cross-Selling
● Renewal Pricing ● Forecasting
● Negotiating ● Compliance Monitoring
CUSTOMER SUCCESS
● Adoption Monitoring ● Program Targeting
● Retention Monitoring ● Survey Targeting
BILLING
● Invoicing
CONFIDENTIAL | 8

9. Scout® Usage Data Hub
● On-demand Reporting
Workflow ● Scout Link Integration to CRM Ecosystems
$
Integration ● Automated Exports
● 30+ Subscription vs. Usage Correlated Metrics
Predictive ● Analytical Tools
Analytics ● Segmentation Tools
● Multi-channel Usage Data including Mobile
Big Data and Offline
Integration ● Extensible Rules-based Usage Attribution
● High-performance Analytical Data Store
CONFIDENTIAL | 9

10. Demo

11. CONFIDENTIAL | 11

12. Recurring Revenue Scorecard for Executives
CONFIDENTIAL | 12