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The Financial Times Uses Scout Analytics to Help Corporate Customers Maximize the Value of Their Subscriptions

SEATTLE, WA — (Marketwired) — 04/10/13 — , the leader in cloud-based recurring revenue management, today announced that the Financial Times B2B Division has selected Scout Analytics to align sales and support programs with their corporate customer needs on FT.com. The Financial Times B2B Division provides corporations with world-class news and expert analysis customized to match their individual business profile.

After a thorough evaluation, the FT-s B2B Division chose Scout Analytics for its ability to predict customer satisfaction and their propensity to renew. By harnessing large volumes of customer usage data, Scout Analytics provides new analytics and insights into which customers are receiving good value from the FT-s content. When a customer is not receiving enough value, the B2B Division teams can intervene to deliver education and support to ensure customer success.

“Transparency about usage is critical in building and maintaining strong customer relationships,” said Simon Lord, Head of B2B Marketing of The Financial Times. “Scout Analytics puts valuable usage data directly into the hands of our sales and support teams to help our customers derive more value from their subscriptions. Prior to Scout Analytics, our client facing teams needed to wait days for answers about customer usage. Now, analytics and insights are available on demand, enabling more productive conversations between our sales team and customers.”

The “use it or lose it” dynamic in a subscription business states if the customer does not use your product at a level that matches the subscription agreement, the customer will likely cancel the subscription. Therefore, usage is the basis for maintaining customer relationships, and usage data becomes a critical factor in assessing overall customer satisfaction.

“In subscriptions, the most dramatic effects of trends like cloud computing and mobile are not felt in a company-s product line. The real disruption is in the customer relationship model,” said Mark Upson, Chief Executive Officer of Scout Analytics. “With digital subscriptions, customers expect to pay for the value they receive from using a product. Scout Analytics gives The Financial Times the tools to understand usage and build long-term customer relationships.”

Read more about Scout Analytics solutions on the Scout Analytics website:

Scout Analytics is the leader in cloud-based recurring revenue management solutions. Scout Analytics- unique solutions allow subscription businesses to put usage data to work to improve sales, support, and marketing efficiency. Scout Analytics is a venture-backed company headquartered in Issaquah, Washington. To learn more about Scout Analytics, visit or call 425.649.1100. Scout Analytics is a trademark of Scout Analytics, Inc. Scout is a registered trademark of Scout Analytics, Inc.

The Financial Times, one of the world-s leading business news organisations, is recognised internationally for its authority, integrity and accuracy. Providing essential news, comment, data and analysis for the global business community, the FT has a combined paid print and digital circulation of more than 602,000 (Deloitte assured, Q4 2012). FT.com has over 316,000 paying digital subscribers and the newspaper has a global print circulation of 269,121 (ABCs, February 2013). Mobile is an increasingly important channel for the FT, driving 30% of FT.com traffic and 15% of digital subscriptions. FT education products now serve 25 of the world-s top 50 business schools.

Lindsey Bradshaw
Barokas PR for Scout Analytics


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