THE EASIEST WAY TOGROW YOUR SUBSCRIBERSIS NOT TO LOSE THEM

Our expertise in data, statistics and programming led to the development of a software product for the publishing industry.

Our background is in the pharma industry. Our sample size software helps 1000’s of pharma, academic and government customers.

WHO WE ARE

PX Analytics helps youFight Churn and Grow

Revenue.

PREDICTIVE SCORINGEssential To Your Retention Strategy

TOPICS WE ARE GOING TO COVER

Retention in Publishing

Moving to a Predictive Strategy

RETENTION IN PUBLISHING

Acquisitions Retention>

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SUBSCRIPTION BUDGETS

SUBSCRIPTION BUDGETSOverall, subscription budgets are still dominated by the front-end and are split 69:31 in terms of acquisition versus retention activity:

In B2B, the split is much more skewed to retention at 61:39

Acquisition77%

Retention23%

Consumer Sub Budget

Acquisi-tion61%

Reten-tion39%

B2B Sub Budget

In Consumer, the split is more weighted to acquisition at 77:23

Source: PPA

TIME VS RESOURCES Most publishers report that they do not spend enough time and resources on retention.

To a more open-ended “customer journey” where the overall, ongoing customer experience is central.

A slightly higher proportion of department time (34% and rising) is devoted to renewals.

Which is shifting from a “renewal cycle” mentality where processes are built around the standard subscription.

BARRIERS TO A RETENTION STRATEGY

In the pressure of the “day job”, the retention back-end always seems to slip down the priority list, especially as it takes a long time to see results.

The acquisition front-end has become more complicated: warming up prospects and leading them to a purchase is taking longer and involves more contact points than in the past. The focus on the “customer journeys” of live, paying subscribers is being diluted by the need to work on “acquisition journeys” and “purchase funnels”.

Acquisitions Retention>

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Retention

Acquisition

Sustainable Growth

Retentions

Acquisitions

STEPS TO RETAINING

YOUR CUSTOMERS

Moving to a Predictive Strategy

STEPS TO RETAINING YOUR CUSTOMERS

Step 1:

Record/Maintain

your Data

Step 2: Step 3 Step 4

RECORD/MAINTAIN YOUR DATA It is crucial to build your database

TECH BARRIERS TO RECORDING YOUR DATA

“When it comes to technical issues, we’re not stupid, but the blunt reality is that we don’t know what we don’t know. This company was built around a very different set of core skills. We are a content company, not a tech company.”

Source: Publishing Futures

SUBSCRIPTION ACTIVITIES & ISSUES

IMPORTANCE OF DATA IN PUBLISHING

The lowest scores for both B2B and Consumer are in customer insight, where it is clear that a number of magazine publishers are struggling to gain real traction from the torrent of data being produced.

“Using data to direct subscription activity.”This is a key development area where the industry clearly feels that it is under-performing. This under-performance has two dimensions:

Not having the requireddata analysis tools

Staff resources are stretched to capacity

to use those tools to their full potential.

STEPS TO RETAINING YOUR CUSTOMERS

Step 1:

Record/Maintain

your Data

Step 2:

Customer Segmentatio

n

Step 3 Step 4

STEP 2: CUSTOMER SEGMENTATION

NEW CUSTOMER INSIGHT

It is clear that different customer segments want different things from their magazine experience. Being able to flex the offer (and, usually, the publisher business model that sits behind it) in real time will become essential.

Using data to drive a more personalised and automated relationship which embraces both content delivery and ongoing marketing communication as another opportunity.

MORE BENEFITSUpselling: selling other magazines/products/services to subscribers

Offering advertisers more information on reader profiles.

Increase of knowledge of particular groups allows for better customer service

STEPS TO RETAINING YOUR CUSTOMERS

Step 1:

Record/Maintain

your Data

Step 2:

Customer Segmentatio

n

Step 3:

Customer Engagement

Step 4

STEP 3: CUSTOMER ENGAGEMENT

STEP 3: CUSTOMER ENGAGEMENT

Good CERemoving barriers i.e. listen to complaints

Recommending New Content

Engaging Customers over Social Media

Poor CEIgnoring Feedback

Spam like Content

Difficult to Contact

STEPS TO RETAINING YOUR CUSTOMERS

Step 1:

Record/Maintain

your Data

Step 2:

Customer Segmentatio

n

Step 3:

Customer Engagement

Step 4:

Predictive Scoring

STEP 4: PREDICTIVE SCORING

STEP 4: PREDICTIVE SCORING

Contact ID

First Name

Last Name

PX Score PX Segment Magazine

903011bmm Jenny Patel 61 Segment 2 – Quite Likely to

ChurnRunning Now Magazine

PX ANALYTICS

PX analyses customer behaviour andgives each of your current subscribers a PX Score.

This tells you how likely your customers are to churn or not.

FIGHT CHURN & GROW REVENUE WITH PX ANALYTICS

BASED ON THEIR LAST TYPE OF PAYMENT, WHO HAS RENEWED?

PX analyses your customer behaviour and breaks down your features into clear, understandable visualisations.

PX KNOWS PUBLISHING & ANALYTICS

In the prediction builder, PX picks the best customer traits for you to examine.

PX then analyses your subscribers and gives each of them a PX Score.Contact ID

First Name

Last Name

PX Score PX Segment Magazine

903011bmm Jenny Patel 61 Segment 2 – Quite Likely to

ChurnRunning Now Magazine

WHAT TO DO WITH YOUR PX SCORES

Or explore the insights tab to see the traits of customers who churn

Export your customer list straight to your CRM & start taking action immediately

PX ANALYTIC RESULTS

publishing companieswho implement PX scores

An 15-20 point increase in renewal rate

Cost per renewal has gone down 10%

Experience these typical outcomesFrom our experience

PX-ANALYTICS.COM

QUESTIONS?