Article | February 26, 2020
Data analytics are bringing big data to security and changing the way we look at security solutions. In video surveillance, analytics have opened a wide host of applications that customers can use to gather valuable business insights from video data. This not only increases the complexity of the customer solution but brings together stakeholders from departments previously remote in the security design decision. In 2020, a customer-centric design process will be crucial to understand a customer’s business beyond the security or IT department. Keep an open mind while exploring the potential of each new technology and tailor your security design solutions into a catalyst for your customer’s success. Always remember that with big data comes big responsibility.
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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Article | April 29, 2021
We live in a world convulsed by new technologies and we are witnessing how more and more processes are automated in order to be executed with the same skill or even with better results than if they were carried out by a human, all this in order to be more efficient and effective.
In this context the world of work is becoming increasingly competitive, because to remain employable we need to learn to manage or find a way to adapt our knowledge and skills to new technologies.
With the spread of e-learning platforms and the tutorials that we can find available on the internet, acquiring new knowledge is within everyone's reach. For this reason, it is necessary to differentiate ourselves in order to stand out from other professionals, who have the hard skills similar to ours and this is precisely where Soft Skills play a very important role.
What are Soft Skills?
Soft skills are actually a combination of individual social skills, communication skills, personality traits, attitudes, social intelligence and emotional intelligence. Which facilitate relationships with others, making us more effective when interacting with other people.
We could say that Soft Skills are the human interface that allow us to adapt to different working environments and industries. They are powerful tools for personal and professional growth.
Why are Soft Skills key in our professional growth?
Nowadays, standing out in the world of work is getting increasingly difficult, regardless of whether you are part of a corporation or work independently, due to the great competition within the labor market. That is why we must develop certain skills and attitudes that help us to function properly and successfully meet professional demands.
Soft Skills are the point of differentiation that allows us to be selected for a position. The reason is very simple, we could be applying for a position and competing with people that are equal or even more qualified than us at a technical level, but to achieve the collaborative objectives of the company, more is required than just the technical and rational part. Also the way of communicating, values, ethics, as well as personality traits are highly valued factors since they help to drive organizations through high-performance teams, guaranteeing the achievement of their objectives.
The background of the Soft Skills that we have trained throughout our lives make us unique, because it is unlikely that two people have the same combination of Soft Skills and been trained in a similar way, and that makes us more competitive against certain job opportunities where perhaps many will have the same Hard Skills, but where our Soft Skills will be the ones that will make us stand out to continue advancing in our professional career.
How to sharpen our Soft Skills?
To perform in any job we necessarily need to interact with other people, even if we work independently or remotely, so we must have the necessary skills that allow us to connect successfully with our teammates and stakeholders.
Starting from the fact that Soft Skills are human skills, we can say that we have them pre-installed and the way to start using them (installing them) is through the experiences we undergo every day.
Imagine being able to communicate assertively in your work environment and in your personal life. Master the use of tools installed in you to improve your interpersonal relationships within your work teams and reduce conflict. This would allow you to foster a healthy working environment and be able to lead any team in any environment in a strategic and effective way.
Think of Soft Skills as a set of Apps that are ready to be used (like a toolbox) and that according to the experiences that are presented in our personal and / or professional lives, we are going to choose to use these applications to achieve our goals. Every time we access one of these applications, we are giving it the opportunity to collect data that will allow it to personalize its insights according to our needs and to fine-tune its effectiveness each time we use it.
One of the best ways to train our Soft Skills is by leaving our comfort zone, because that will allow us to 'install' more and more Soft Skills.
Another way to refine our Soft Skills is by participating in activities that involve people we do not know and even better if we involve people from other cultures, because we will achieve a beneficial exchange of experiences and knowledge for both parties that will enrich and make the training of our Soft Skills even more valuable.
Some examples of activities that will enhance your Soft Skills:
• Participate in competitions (e.g. Hackathons)
• Found or be a lead of a community that shares your interests, and organizes small or large projects.
• Organize a study group aimed at carrying out a technical or business project in order to confront professionals from various fields or industries.
• Find resources and experts to help you. There are Soft Skills trainers who know useful techniques and tips to develop/sharpen your skills.
• Participate in volunteer activities. You will meet new people with whom to put your Soft Skills in action.
These activities will train/sharpen your leadership skills, teamwork, delegation, interpersonal communication, persuasion, etc. These are skills that we do not have as much facility to train while we are students or when we have just started working after finishing our studies, and that are required in the labor market to continue climbing in our professional career.
Why do Soft Skills matter in the Data Science universe?
A consequence of the use of Artificial Intelligence and Data Science is that many of the jobs that we know today will be automated and this is a matter of concern for many professionals who see their careers are in danger, but the good news is that in the future many new jobs the Soft Skills will be the main protagonists, this is what John Thompson explains us in his book "Building Analytics Teams"
In other words, it is precisely our human skills that will allow us to be more employable in the future, and they will be highly requested skills because according to what the experts envision which is, that the machines will not be able to match us in this field, and that is why training our Soft Skills becomes a priority because they will allow us to be the key players of the future.
On the other hand, Data Science is an interdisciplinary field where Soft Skills such as cooperation and communication are essential to achieve the goals set. Denis Rothman, author of the book "Transformers for Natural Language Processing" in an interview that I conducted, mentioned that The Human Quality is the most important thing for him when choosing the members of his work team.
These are some considerations to take into account to generate a culture of cooperation:
• People work harder and need less supervision, when they themselves control their work and have more freedom to choose how to do it. When they work as a team, they show greater motivation, their sense of pride increases and productivity reaches higher levels.
• Solid teams that seek quality and excellence correct themselves; that is, they identify problems and correct them very quickly. Thus, they gain work experience and increase their performance.
• Forming a solid and efficient work team requires patience. You need to give them time to see your results. They will have to establish procedures to complete tasks, handle administrative functions and work together efficiently, they will even have to adapt to their own decisions and accept their consequences.
• A manager or team leader must recognize the team building process without expecting immediate results. The group will have to go through a learning process and this will take longer in some groups than in others.
Another key component to achieving high levels of cooperation is fluid communication among team members and stakeholders. For instance defining the communication channels and the contact points in the different teams involved, guarantees the constant flow of communication during the life cycle of a Data Science project.
One of the most critical moments is the presentation of the results to the stakeholders. In some cases the results of a project are not taken into consideration not so much because the expected results are not achieved, but because the way in which these results are presented are not meaningful for the stakeholders, and this, in most cases, it is due to the existence of communication barriers that is a consequence of the use of a language (terminologies) used in the technical world but not in the business world.
After taking a tour of the world of Soft Skills, we can conclude by saying that Soft Skills are like superpowers that are waiting for the opportunity to be put into action, to make you a superhero or superheroine.
Keep climbing positions in your professional career depends on you, on how much you use these superpowers but above all on your skills to refine them and make them available to the work team of which you are part. Don't wait any longer and start discovering your potential, start training your Soft Skills!
If you want to know more about Soft Skills, I invite you to visit The Soft Skills Show
Article | April 30, 2020
In the present complex and volatile market with data as a nucleus, analytics becomes a core function for any enterprise that relies on data-driven insights to understand their customers, trends, and business environments.
In the age of digitization and automation, it is only sensible to make a move to analytics for a data-driven approach for your business. While a host of sources including Digital clicks, social media, POS terminal, and sensors enrich the data quality, data can be collected along various stages of interactions, and initiatives were taken. Customers leave their unique data fingerprint when interacting with the enterprise, which when put through analytics provides actionable insights to make important business decisions.
Table of Contents:
Business Analytics or Business Intelligence: The Difference
Growth Acceleration with Business Analytics
Business Analytics or Business Intelligence (BI): The Difference
Business Intelligence comes within the descriptive phase of analytics. BI is where most enterprises start using an analytics program. BI uses software and services to turn data into actionable intelligence that helps an enterprise to make informed and strategic decisions.
It’s information about the data itself. It’s not trying to do anything beyond telling a story about what the data is saying.
- Beverly Wright, Executive Director, Business Analytics Center, Georgia Tech’s Scheller College of Business
Some businesses might use BI and BA interchangeably, though some believe BI to be the know-how of what has happened, while the analytics or advanced analytics work to anticipate the various future scenarios.
BI uses more structured data from traditional enterprise platforms, such as enterprise resource planning (ERP) or financial software systems, and it delivers views into past financial transactions or other past actions in areas such as operations and the supply chain. Today, experts say BI’s value to organizations is derived from its ability to provide visibility into such areas and business tasks, including contractual reconciliation.
Someone will look at reports from, for example, last year’s sales — that’s BI — but they’ll also get predictions about next year’s sales — that’s business analytics — and then add to that a what-if capability: What would happen if we did X instead of Y.
- CindiHowson, research vice president at Gartner
A subset of business intelligence (BI), business analytics is implemented to determine which datasets are useful and how they can be leveraged to solve problems and increase efficiency, productivity, and revenue. It is the process of collating, sorting, processing, and studying business data, and using statistical models and iterative methodologies to transform data into business insights. BA is more prescriptive and uses methods that can analyze data, recognize patterns, and develops models that clarify past events, make future predictions, and recommend future discourse.
Analysts use sophisticated data, quantitative analysis, and mathematical models to provide a solution for data-driven issues. To expand their understanding of complex data sets, and artificial intelligence, deep learning, and neural networks to micro-segment available data and identify patterns they can utilize statistics, information systems, computer science, and operations research.
Let’s discuss the 5 ways business analytics can help you accelerate your business growth.
READ MORE: HOW TO OVERCOME CHALLENGES IN ADOPTING DATA ANALYTICS
Growth Acceleration with Business Analytics
1. Expansion planning
Let’s say you’re planning an expansion opening a branch, store, restaurant, or office in a new location and have accumulated a lot of information about your growing customer base, equipment or other asset maintenance, employee payment, and delivery or distribution schedule. What if we told it is possible to get into a much detailed planning process with all that information available? It becomes possible with business analytics. With BA you can find insights in visualizations and dashboards and then research them further with business intelligence and reports. Moreover, you can interact with the results and use the information to create your expansion plan.
2. Finding your audience
You’re right to examine your current customer data but you should also be looking into the customer sentiments towards your brand and who is saying what, and in what parts of the region. Business Analytics offers social media analysis so you can bring together internal and external customer data to create a profile of your customers, both existing and potential. Thus, you have prepared an ideal demographic, which can be used to identify people that are most likely to turn to your products or services. As a result, you have successfully deduced the area that offers the most in terms of expansion and customer potential.
3. Creating your business plan
The real-time interaction with your data provides a detailed map of the current progress as well as your performance. Business Analytics solutions offer performance indicators to find and forecast trends in sales, turnover, and growth. This can be used in the in-depth development of a business plan for the next phase of your thriving franchise.
4. Developing your marketing campaign
With Business Analytics, you’re capable of sending the right message to the audience most eager to try your product/service as part of a marketing campaign. You’re empowered to narrow down branding details, messaging tone and customer preferences, like the right offers that will differentiate you from the other businesses in the area. Using BA, you have gained a competitive edge by making sure you offer something new to your customers and prospects. It enables you to use your data to derive customer insights, make insight-driven decisions, do targeted marketing, and make business development decisions with confidence.
5. Use predictive insights to take action
With analytics tools like predictive analytics, your expansion plans are optimized. It enables you to pinpoint and research about the factors that are influencing your outcomes so that you can be assured of being on the right track. When you can identify and understand your challenges quickly and resolve them faster, you improve the overall business performance resulting in successful expansion and accelerated growth.
READ MORE: WHAT IS THE DIFFERENCE BETWEEN BUSINESS INTELLIGENCE, DATA WAREHOUSING AND DATA ANALYTICS