Case studies
Customer Life Time Value (LTV) driven investment optimisation
What we built
An Automated Life Time Value (LTV) Dashboard for a global B2C weekly magazine publisher with LTV being a key bespoke metric.
Before and After
Before the LTV metric became available in the dashboard, there was a firm belief in the marketing function about the most LTV positive marketing channels.
We worked with the marketing and financial planning teams to define the rules for the LTV calculation. After the LTV metric was incorporated into a dashboard, it provided significantly interesting insights. The actual marketing channels that were most LTV positive were quite different from the commonly held perception.
Business Benefit
These insights enabled marketing and financial planning to immediately and significantly realign their marketing investment strategy by reallocating spend to the most LTV positive marketing channels thus optimising both, the investment and revenue.
A secondary benefit was the alteration and subsequent improvements in the subscription forecasts across all marketing channels.
Month end reporting efficiency improvement
What we built
A number of Global Sales and Subscription Insights Dashboards with automated month end snapshot capability for key metrics for a B2B subscription provider of price data, forecasts, insights and events for commodity markets.
Before and After
Client with 3 sub-divisions with 3 Finance Business Partners + IT support for subscription data extraction each spent on average 3 days every month end due to lack of a subscription insights platform.
After the dashboard was developed, it automated the month end snapshot thus reducing the need for manual intervention.
Business Benefit
From an effort of 4 x 3 x 12 = 144 days per year, the effort was reduced by 90%.
A secondary benefit was the freeing up of financial planning resources to focus on forecasting and similar value add activities rather than repetitive manual data collation.
Enhanced monitoring ability for a multi divisional business
What we built
A consolidated dashboard combining data from three different divisional dashboards.
Before and After
Client had three divisions each with their own individual dashboards having separate data sources and business rules. This meant that senior stakeholders i.e. CEO and CFO had to look at three separate dashboards to ascertain the state of the overall business. After we built a consolidated dashboard, combining data from the three individual dashboards, it immediately gave senior stakeholders a single dashboard to monitor the overall business with drilldown capability to monitor the performance of individual divisions as well.
Business Benefit
Single dashboard to monitor overall and divisional performance removing the need for manual consolidation.
A secondary benefit was the ability to monitor individual divisional performance in their respective reporting currencies.
Enhanced retention monitoring
What we built
A global retention dashboard analysing renewal and retention rates with analysis of churn and cancellations.
Before and After
Client previously had limited visibility of how many subscribers were renewing at the end of their subscription term and how many had churned in a particular period. After we built the retention dashboard, the client was able to gain more insights into 'what' point in the subscription term was more prone to cancellations and the cancellation reasons (e.g. bad debt). The dashboard provided the ability to measure retention over different periods for different cohorts, including analysis of when and how the subscriber was acquired.
Business Benefit
The dashboard allowed the retention team to identify subscription terms with maximum propensity to churn before completion of the term and modify the subscription mix marketing strategy.
A secondary benefit was the ability to track retention metrics all the way back to the acquisition channels enabling greater focus on attracting more 'sticky' subscribers.
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