Case Study: Converting Trial Users into Paid Subscribers

Scout Customer Success was implemented by the National Financial Information Company's sales department to successfully analyze and convert trial-based users into paid subscribers.

THE BUSINESS CHALLENGE

Negotiating effectively with customers to find a fair price
Poor visibility into customer utilization of service
Inability to rank customers based on value received

THE BUSINESS RESULTS

Difficult to identify which trial users would be most likely to purchase a subscription
Lack of insight into trial user behavior
Delay in gathering and acquiring data on trial users

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