SOURCE: Scout Analytics

Scout Analytics

December 18, 2012 09:00 ET

Cordell Information Taps Usage Data to Increase Lifetime Value of Customers

Predictive Analytics Solution Enables Data-Driven Sales and Support

SEATTLE, WA--(Marketwire - Dec 18, 2012) - Scout Analytics™, the leader in recurring revenue optimization solutions, today announced that Cordell Information has selected Scout's Yield Optimizer service to align sales and support programs with customer needs.

Headquartered in Sydney, Australia, with offices in Melbourne, Brisbane, Adelaide, and Perth, Cordell is a top provider of construction project information, tender notifications, and building estimation solutions. They were seeking a method to segment their customer base by ranking levels of satisfaction based on usage history. Specifically, Cordell was seeking ways to assist their existing customers in maximizing the full value of their service.

After a thorough evaluation, Cordell chose Yield Optimizer, a revenue intelligence and advisory service, for its unique ability to predict customer satisfaction and propensity to renew. Using predictive analytics based on large volumes of customer usage data, Yield Optimizer utilizes a patent-pending Yield Rating metric which reports customer value as the ratio between price and usage. When the Yield Rating shows low value, Cordell's teams can intervene to deliver education and support to ensure customer success. When the Yield Rating shows high value, Cordell's team can create up-sell and cross-sell offers.

"Yield Optimizer gives us a 360 degree view of the value our customers receive from our service," said Chris Evans, National Marketing Manager of Cordell Information. "Our sales and support teams have excellent insight into which customers are at risk and which customers would be open to other service offerings."

Using the patent-pending Yield Rating™ metric, Yield Optimizer gives subscription-based service providers a more detailed view into its customers. Yield Rating calculates a unit price of content for each customer based on consumption patterns, and ranks each customer on the value received. This allows for segmentation of customers according to the value received, which gives sales teams a detailed view of who is at at-risk and who would be a good prospect for up-sell or cross-sell.

"Harnessing usage data is a key success factor for any subscription-based service," said Mark Upson, Chief Executive Officer of Scout Analytics. "The predictive analytics provided by Yield Optimizer gives Cordell a huge competitive advantage by allowing them to organize and analyze, and make sense of the millions of customer interactions associated with Cordell content." 

Additional Resources

Read more about Yield Optimizer on the Scout Analytics website:

About Scout Analytics™
Scout Analytics is the leader in recurring revenue optimization solutions specifically designed for the Cloud. Scout Analytics' unique solutions allow service providers to predict, target, and monetize user engagement. 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.

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