Every software-as-a-service (SaaS) business hopes its freemium or basic package will create an upward migration path for users. Unfortunately, hoping for recurring revenue isn’t an effective strategy for actually creating that revenue. But luckily, most SaaS and cloud businesses have all the data they need to build a pricing strategy that works – they just need to learn how to apply that data. In the final installment of our three-part webinar series about big data, we’ll teach you how to leverage available SaaS technologies to capture and analyze user-based transactional data. You’ll also learn how to present your users with dynamic offers to drive more revenue.

1. Acquire & Analyze
& Act
User Behavior Driven Pricing &
Offers

2. Your Presenters
 Curt Raffi - Host
 Jeff Kaplan - THINKstrategies
 Karl Wirth - Apptegic
 Jason Mondanaro - MetraTech, Corp.

3. A Power Shift
 Vendor to Customer
New
SaaS
Buye
r
 CXO to Corporate End-
User

4. Changing Sales Process
 Centralized to
decentralized

5. Seeking Personal Solutions
About Me
 Buyers select solutions for
real-time needs
 Buyers seek to customize
standardized services

6. Data-Driven Pricing Is Key
 Dynamic pricing based on user
requirements, preferences & actions Price A Offer B
 Ability to acquire, analyze & act on
user behavior essential Price C Offer D

7. Big Data Sources
93% Transactional / structured
85% Social media / sentiment
83% Clickstream
61% Digital media
60% M2M / sensor
data
Source: Aberdeen Group, January 2012

8. Ex: Move To Paid Users
 Track visits, users, key
actions on a per user & per
account
 Sales reaches out to the
highly engaged, high value
 Marketing sends emails to
users who haven’t visited
 Marketing messages users
in-context to complete setup

9. Ex: In-App Purchases

10. Ex: Upsell & Cross Sell
 Millions on low price plan  Capture user’s
 Some are candidates behavior in application
for upsell, others aren’t.
 Target power users with
 How to tell the
in-context offers in
difference? application
 How to communicate
offer to good
candidates?
20% Off

11. Ex: Renewals
Problem
 High churn rate
 Too many customers
 Little information
 Generic email
updates not good
click-through

12. Start
 Act on visits, actions & business metrics
 Put JavaScript into your application & capture information
 Enter the messages & offers you want displayed

13. Turn It Up A Notch
 There are a lot of product catalogs available
 What if those APIs were used for data-driven
product creation & pricing instead of data
synchronization?

14. Intelligent Product
Configurator
User Behavior
Real-time
Customers
Offers
Intelligent Product
Product Costs
Configurator
Package Product
Changes Managers
Profitability Goals

15. Science Fact Not Fiction
 Airlines’ yield management systems
 Amazon Web Services spot pricing
 Geolocation driven coupons
 Exchange Powered Business Models

16. Dynamic Offers & Pricing
I like expensive
hotels

17. Acquire, Analyze, Act - Wrap Up
Build your Leverage Use
Architect to Visual turns
business cloud to pricing, rewa
track user big data into
with scale out Big rds and
activity and actionable
measuremen Data offers – drive
consumption knowledge
t in mind customer &
partner
behavior

18. Thank You
For Attending

19. www.metanga.com