In this video, Southard Jones from Birst describes the company's new Recurring Revenue Solution Accelerator, which gives subscription-based businesses the ability to maximize revenue, accelerate growth and reduce churn by putting fast, accurate and meaningful business intelligence and data analysis capabilities at their fingertips. Learn more: http://www.birst.com/company/press/birst-helps-subscription-based-businesses-multiply-their-revenue-new-recurring-revenue Watch the video presentation: http://wp.me/p3RLEV-1vI

1. Enterprise-caliber Cloud BI
BIRST RECURRING REVENUE
SOLUTION ACCELERATOR
Southard Jones, VP of Product Strategy
November, 2013
1

2. SOLUTION: "
There’s something companies do
exceedingly well: Manufacture data.
App-lify that data to drive business
returns
THE BIG
PROBLEM:
"
"
2

3. HISTORICAL TOUGH CHOICE
Capability
BI
Suites
Agility
3

4. ABILITY, MEET AGILITY
Capability
BI
Suites
Agility
4

5. WHO IS BIRST
• Enterprise-Caliber BI Platform
– born in the cloud
2013 Business Intelligence and Analytics
Magic Quadrant
• 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.”
5

6. Embedded
Mid-market
Enterprise
LEADERS RELY ON BIRST
6

7. 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
7

8. RECURRING REVENUE
BUSINESSES
Keys
to
Success:
1. Cost
Effec1vely
winning
customers
2. Maintaining
customers
3. Mone1zing
customers
8

9. 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
9

10. RECURRING REVENUE
Bundled
Service
and
So8ware:
ANALYTICS
• Improve bookings velocity
• Nail the mythical Magic Number
• Reduce CAC
– Reduce time to recover CAC
• Increase renewal rates
• Manage lead to cash process
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
10

11. HOW DOES IT WORK?
Connector Framework
Pre-built starschemas
Best Practice
KPIs
Pre-built
Reports &
Dashboards
11

12. MASTER LEAD-TO-CASH TO DRIVE
PROFITABILITY
Challenges
• Drive profitability by converting leads / trials faster
• Increase sales rep productivity
• Get faster insights to pipeline than manual reporting
Results
“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
• 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
Data Sources
Future
• Customer focus culture of Birst
12

13. BUILT-ON ENTERPRISE CLASS
FRAMEWORK FOR CONNECTIVITY
Connector Framework
Customized
Solution
Accelerators
Sales
Analy1cs
Marke1ng
Analy1cs
Recurring
Revenue
Analy1cs
Opera1onal
Analy1cs
13