Scout Research is a service of Scout Analytics where we publish the latest discoveries in revenue optimization for information services, media publishing, and software-as-a-service companies. Below are the most recent findings on yield optimization and ad revenue optimization. Read more.
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On Yield Optimization
Leveraging the Multiplier Effect of Renewals to Increase Profitsby Matt Shanahan on Monday, May 14, 2012 In subscription-based services, revenue comes two sources: customer acquisition and renewal acquisition. Once renewals become more than 50 percent of the revenue, sales and marketing costs associated with the renewal process begin to become a larger factor in managing profitability. The interesting dynamic is that while the acquisition phase occurs once during the lifetime of a customer, renewal acquisition is an annual event. The multiplier effect of reducing renewal acquisition costs can incre [...] |
On Ad Revenue Optimization
What is the Revenue Potential of an Event? Measure Your Audienceby Matt Shanahan on Wednesday, April 11, 2012 Through 2015, much of the B2B media revenue growth forecasted by Veronis Suhler Stevenson shows a substantial portion will come from events -- both live and virtual. Most notably, over 70% of clients are increasing investment in geographical events that can be replicated in multiple locations – geo-cloning, as one client called it. And because events require longer lead times, extensive production and marketing investment, optimizing event revenue becomes dependent on trade-offs – specifically, [...] |
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