Case Study

Delivering Insights Into Customers and Revenue for $340M Software-As-A-Service Company

"SLKone delivered, within weeks of starting, static and trending KPIs which finance leadership had requested internally for over 9 months. These insights will allow for substantially more visibility into the health of their business and financial decisions moving forward."

Situation

  • The client had no visibility to their Annual Recurring Revenue (ARR) and Customer install base; a vital metric to understand the health of a SAAS business
  • Finance leadership had pressed internal resources over the course of 9 months to provide insights into this, and other metrics, to no avail
  • Due to a combination of resource and perceived data constraints, there had been no successful attempts to identify these metrics
  • SLKone was engaged to fill this gap in understanding, and derive an ARR waterfall calculation (including install base), as well as several other key SAAS metrics

Bespoke Solutions

  • SLKone researched the available client data and interviewed several internal teams which resulted in successfully calculating an ARR install base and, subsequently, ARR and Customer base waterfall
  • In addition, SLKone was able to calculate other relevant metrics including: CAC, ACL, CLTV, and more
  • To convey these metrics readily-accessible workbooks were created to allow for quick and accurate updates
  • Analysis was performed for the proceeding six quarters to supplement the metrics with historical performance trending

Leading With Results

  • KPIs which had not existed previously and thought unobtainable were identified, calculated, and presented over the course of several weeks
  • Sustainable and easily updatable workbooks were delivered to provide insights into this month, or over the prior 6 quarters trending
  • Valuable insight was provided to the client as fundamental revenue and customer metrics were quantified, which prior to their engagement with SLKone had not existed
Case studies and expertise may represent projects and engagements performed by SLKone team members prior to their employment at SLKone
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