Fred Krieger – Founder & CEO, Scoro Software

1. Why KPIs matter?
Fred Krieger | Scoro

2. Fred Krieger
Serial entrepreneur for 15+ years
Experience in software, media and entertainment
Bootstrapped 5 companies
Songwriter and producer
CEO & Founder of Scoro
s
fred_krieger kriegerfred

3. The control hub of
your entire company.
5,000+
users
s
16
countries
27
people

4. Probably Not by Einstein
Not everything that can be counted counts.
Not everything that counts can be counted.

5. Proactive vs Reactive

6. MOM Growth
Month-Over-Month
growth rate (%)
s
New MRR
New Monthly Recurring
Revenue (€)
Churn Rate
Rate of customers
leaving/downgrading (%)

7. GROWTH

8. How growth rate affects revenue
Month 24
0K
5K
10K
15K
20K
25K
30K
5% 7,5% 10% 15%
28 625
9 850
5 673
3 225
s

9. Beginning
MRR
New
Customers
Upgrades
Downgrades
Lost
Customers
+10%
-10%
-5%
+20%
Ending
MRR
30% New MRR
15% Churn
15% Net MRR Increase
Growth of a subscription business
}Net MRR
increase
s

10. New
Customers
Upgrades
Downgrades
Lost
Customers
New MRR Churn
s

11. New MRR

12. How to increase MRR
s
Sign up new customers
Upsell existing customers
Target larger customers
Raise prices

13. How to increase MRR
Sign up new customers
Upsell existing customers
Target larger customers
Raise prices
s
›› New revenue (€)
›› Upsell revenue (€)
›› Avg no of seats (#)
›› Avg price per seat (€)

14. CHURN

15. Beginning
MRR
New
Customers
Upgrades Downgrades
Lost
Customers
+5%
-10%
-5%
+10%
Ending
MRR
15% MRR Growth
15% Churn
0% Net MRR Increase
Why is churn so important?
s

16. How to fight churn
s
Solve relevant problems
Monitor engagement
Offer great support
Ensure high quality

17. How to fight churn
s
›› Features used (# or %)
›› Users logged in daily (%)
›› Avg time to resolve issues (h)
›› Bugs reported (#)
Solve relevant problems
Monitor engagement
Offer great support
Ensure high quality

18. My Dashboard
Calendar Tasks Contacts Projects Marketing Quotes Deals Invoices
Start your free trial at www.scoro.com

20. sFred Krieger |
Thank you. fred_krieger
kriegerfred
www.scoro.com