Article | April 2, 2020
The outbreak of coronavirus has taken many countries under its hood. Most of them are suffering from economic loss and a higher mortality rate. Amid this, governments are in a great dilemma how to handle the circumstances around the falling economy and upsurging coronavirus infections. In order to get better hold onto situations across their countries, they are moving towards innovative technology adoption. Out of all the new-age technologies, big data and data analytics can serve with a great opportunity, where governments across various nations can understand the outbreak analytics.
Article | February 20, 2020
The world is now heading into the Fourth Industrial Revolution, as Professor Klaus Schwab, Founder and Executive Chairman of the World Economic Forum, described it in 2016. Artificial Intelligence (AI) is a key driver in this revolution and with it, machine learning is critical. But critical to the whole process is the need to process a tremendous amount of data which in turns boosts the demand for computing power exponentially.A study by OpenAI suggested that the computing power required for AI training surged by more than 300,000 times between 2012 and 2018. This represents a doubling of computing power every three months and two weeks; a number that is significantly quicker than Moore’s Law which has traditionally measured the time it takes to double computing power. Conventional methodology is no longer enough for such significant leaps, and we desperately need a different computing architecture to stay ahead in the game.
Article | July 22, 2021
The software-as-a-service industry is rapidly growing with an estimate to reach $219.5 billion by 2027. SaaS marketing strategies is highly different from other industries; thus, tracking the right metrics for marketing is necessary. SaaS kpis or metrics measure an enterprise’s performance, growth, and momentum. These saas marketing metrics are have been designed to evaluate the health of a business by tracking sales, marketing, and customer success. Direct access to data will help you develop your business and show whether there is any room for development.
SaaS KPIs: What Are They and Why Do They Matter?
Marketing metrics for SaaS indicate growth in different ways. SaaS KPIs, just like regular KPIs, helps business to evaluate their business models and strategies. These key metrics for SaaS companies give a deep insight into which sectors perform well and require reassessment. To optimize any company’s exposure, SaaS metrics for marketing are highly essential. They measure the performance of sales, marketing, and customer retention. SaaS companies believe in the entire life cycle of the customer, while traditional web-based companies focus on immediate sales. The overall goal of SaaS companies is to build long-lasting customer relationships since most revenue is generated through their recurring payments.
SaaS marketing technology are SaaS marketers’ greatest asset if they take the time and effort to understand and implement them. There are essential and unimportant metrics. Knowing which metrics to pay attention to is a challenge. Once you get these metrics right, they will help you to detect your company’s strengths and weaknesses and help you understand whether they are working or not.
There are more than fifteen metrics one can track but make you lose sight of what matters. In this article, we have identified the critical metrics every SaaS should track:
This metric measures the number of visitors your website or page sees in a specific time period. If someone visits your website four to five times in that given time period, it will be counted as one unique visitor. Recording this metric is crucial as it shows you what type of visitors your site receives and from what channels they arrive. When the number of unique visitors is high, it indicates to the SaaS marketers that their content resonates with the target customers. It is vital to note, however, which channels these unique visitors reach your website. These channels can be:
SaaS marketers should, at this point, identify which channels are working and double down on those. Once you know these channels, you can allocate budgets and optimize these channels for better performance.
Google Analytics is the best free tool to track unique visitors. The tool enables you to refine by dates and compare time periods and generate a report.
Leads is a broad term that can be broken down into two sub-categories: Sales Qualified Leads (SQL) and Marketing Qualified Leads (MQL). Defining SQL and MQL is important as they can be different for every business. So, let us break down the definitions for the two:
MQLs are those leads that have moved past the visitor phase in the customer lifecycle. They have taken steps to move ahead and become qualified to become potential customers. They have engaged with your website multiple times. For example, they have visited your website to check out prices, case studies or have downloaded your whitepapers more than two times.
SQLs actively engage with your site and are more qualified than MQLs. This lead is what you have deemed as the ideal sales candidate. They are way past the initial search stage, evaluating vendors, and are ready for a direct sales pitch. The most crucial distinction between the two is that your sales team has deemed them sales-worthy.
After distinguishing between the two leads, you need to take the next appropriate steps. The best way to measure these leads is through closed-loop automation tools like HubSpot, Marketo, or Pardot. These automation tools will help you set up the criteria that automatically set up an individual as lead based on your website's SQL and MQL actions. Next, track the website traffic to ensure these unique visitors turn into potential leads.
The churn rate, in short, refers to the number of customers lost in a given time frame. It is the number of revenue SaaS customers who cancel their recurring revenue services. Since SaaS is a subscription-based service, losing customers directly correlates to losing money. The churn rate also indicates that your customers aren’t getting what they want from your service.
Like most of your saas KPIs, you will be reporting on the churn rate every month. To calculate the churn rate, take the total number of customers you lost in the month you’re reporting on. Next, divide that by the number of customers you had at the beginning of the reporting month. Then, multiply that number by 100 to get the percentage.
A churn is natural for any business. However, a high churn rate is an indicator that your business is in trouble. Therefore, it is an essential metric to track for your SaaS company.
Customer Lifetime Value
Customer lifetime value (CLV) measures how valuable a customer is to your business. It is the average amount of money your customers pay during their involvement with your SaaS company. You measure not only their value based on purchases but also the overall relationship. Keeping an existing client is more important than acquiring a new one which makes this metric important.
Measuring CLV is a bit complicated than measuring other metrics. First, calculate the average customer lifetime by taking the number one divided by the customer churn rate. As an example, let’s say your monthly churn rate is 1%. Your average customer lifetime would be 1/0.01 = 100 months.
Then take the average customer lifetime and multiply it by the average revenue per account (ARPA) over a given time period. If your company, for example, brought in $100,000 in revenue last month off of 100 customers, that would be $1,000 in revenue per account.
Finally, this brings us to CLV. You’ll now need to multiply customer lifetime (100 months) by your ARPA ($1,000). That brings us to 100 x $1,000, or $100,000 CLV.
CLV is crucial as it indicates whether or not there is a proper strategy in place for business growth. It also shows investors the value of your company.
Customer Acquisition Cost
Customer acquisition cost (CAC) tells you how much you should spend on acquiring a new customer. The two main factors that determine the CAC are:
Lead generation costs
Cost of converting that lead into a client
The CAC predicts the resources needed to acquire new customers. It is vital to understand this metric if you want to grow your customer base and make a profit. To calculate your CAC for any given period, divide your marketing and sales spend over that time period by the number of customers gained during the same time. It might cost more to acquire a new customer, but what if that customer ends up spending more than most? That’s where the CLV to CAC ratio comes into play.
CLV: CAC Ratio
CLV: CAC ratio go hand in hand. Comparing the two will help you understand the impact of your business. The CLV: CAC ratio shows the lifetime value of your customers and the amount you spend to gain new ones in a single metric. The ultimate goal of your company should be to have a high CLV: CAC ratio. According to SaaS analytics, a healthy business should have a CLV three times greater than its CAC. Just divide your calculated CLV by CAC to get the ratio. Some top-performing companies even have a ratio of 5:1.
SaaS companies use this number to measure the health of marketing programs to invest in campaigns that work well or divert the resources to those campaigns that work well.
Always remember to set healthy marketing KPIs. Reporting on these numbers is never enough. Ensure that everything you do in marketing ties up to all the goals you have set for your company. Goal-driven SaaS marketing strategies always pay off and empower you and your company to be successful.
Frequently Asked Questions
What are the 5 most important metrics for SaaS companies?
The five most important metrics for SaaS companies are Unique Visitors, Churn, Customer Lifetime Value, Customer Acquisition Cost, and Lead to Customer Conversion Rate.
Why should we measure SaaS marketing metrics?
Measuring marketing metrics are critically important because they help brands determine whether campaigns are successful, and provide insights to adjust future campaigns accordingly. They help marketers understand how their campaigns are driving towards their business goals, and inform decisions for optimizing their campaigns and marketing channels.
How to measure the success of your SaaS marketing?
The success of SaaS marketing can be measured by identifying the metrics that help them succeed. Some examples of those metrics are: Unique Visitors, Churn, Customer Lifetime Value, Customer Acquisition Cost, and Lead to Customer Conversion Rate.
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BIG DATA MANAGEMENT
Article | April 16, 2021
There are many articles explaining advanced methods on AI, Machine Learning or Reinforcement Learning. Yet, when it comes to real life, data scientists often have to deal with smaller, operational tasks, that are not necessarily at the edge of science, such as building simple SQL queries to generate lists of email addresses to target for CRM campaigns. In theory, these tasks should be assigned to someone more suited, such as Business Analysts or Data Analysts, but it is not always the case that the company has people dedicated specifically to those tasks, especially if it’s a smaller structure.
In some cases, these activities might consume so much of our time that we don’t have much left for the stuff that matters, and might end up doing a less than optimal work in both. That said, how should we deal with those tasks? In one hand, not only we usually don’t like doing operational tasks, but they are also a bad use of an expensive professional. On the other hand, someone has to do them, and not everyone has the necessary SQL knowledge for it. Let’s see some ways in which you can deal with them in order to optimize your team’s time.
The first and most obvious way of doing less operational tasks is by simply refusing to do them. I know it sounds harsh, and it might be impractical depending on your company and its hierarchy, but it’s worth trying it in some cases. By “refusing”, I mean questioning if that task is really necessary, and trying to find best ways of doing it. Let’s say that every month you have to prepare 3 different reports, for different areas, that contain similar information. You have managed to automate the SQL queries, but you still have to double check the results and eventually add/remove some information upon the user’s request or change something in the charts layout. In this example, you could see if all of the 3 different reports are necessary, or if you could adapt them so they become one report that you send to the 3 different users. Anyways, think of ways through which you can reduce the necessary time for those tasks or, ideally, stop performing them at all.
Sometimes it can pay to take the time to empower your users to perform some of those tasks themselves. If there is a specific team that demands most of the operational tasks, try encouraging them to use no-code tools, putting it in a way that they fell they will be more autonomous. You can either use already existing solutions or develop them in-house (this could be a great learning opportunity to develop your data scientists’ app-building skills).
If you notice it’s a task that you can’t get rid of and can’t delegate, then try to automate it as much as possible. For reports, try to migrate them to a data visualization tool such as Tableau or Google Data Studio and synchronize them with your database. If it’s related to ad hoc requests, try to make your SQL queries as flexible as possible, with variable dates and names, so that you don’t have to re-write them every time.
Especially when you are a manager, you have to prioritize, so you and your team don’t get drowned in the endless operational tasks. In order to do this, set aside one or two days in your week which you will assign to that kind of work, and don’t look at it in the remaining 3–4 days. To achieve this, you will have to adapt your workload by following the previous steps and also manage expectations by taking this smaller amount of work hours when setting deadlines. This also means explaining the paradigm shift to your internal clients, so they can adapt to these new deadlines. This step might require some internal politics, negotiating with your superiors and with other departments.
Once you have mapped all your operational activities, you start by eliminating as much as possible from your pipeline, first by getting rid of unnecessary activities for good, then by delegating them to the teams that request them. Then, whatever is left for you to do, you automate and organize, to make sure you are making time for the relevant work your team has to do. This way you make sure expensive employees’ time is being well spent, maximizing company’s profit.