Case Study: Optimizing Revenue Yield by Impacting Usage

Scout Customer Success was implemented by a Global B2B Media Publisher's sales department to improve customer retention and to recover revenue from unlicensed use.

THE BUSINESS CHALLENGE

Difficult to identify drops in a customer's use of the service
Lack of mechanism to determine whether or not a customer's use is in compliance
No timely segmentation of customers that are at-risk or noncompliant
Difficulty identifying up-sell opportunities

THE BUSINESS RESULTS

Reduced at-risk customers with early intervention
Increased revenues through up-selling customers with unlicensed use
Increased corporate sales productivity with detailed usage data for negotiations

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