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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