saas spend management - g2
TRANSCRIPT
CONFIDENTIALCONFIDENTIAL
SaaS Spend Management
Savings Assessment for Company XYZ June 15, 2020
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Process and Methodology
Captured Spend from Financial & Accounting system1.
Captured Utilization from SSO system 2.
3. Sent Sentiment Survey to all provisioned users of software in SSO
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$333,000 Annual Savings
Your Annual Technology cost per employee is $8,636, which is 14% higher than your peers.Your Total Annual Technology spend is $3,186,931
$237,000 Annual Savings
$196,000 Annual Savings
Executive SummaryCompany XYZ has Total Savings Opportunity of $766,000 per Year
Overlapping Spend
Underutilized Spend
Non Critical Spend
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Utilization Summary - $333K Estimated SavingsTop 10 Savings opportunities for Underutilized Applications
Tool Provisioned Users
*Inactive Users
Annual Spend Cost /User
Annual Saving Opportunity
Salesforce 329 29 $XXX,XXX $X,XXX $59,219Cloudflare 15 9 $XX,XXX $X,XXX $28,869Domo 379 164 $XX,XXX $XXX $25,033
HubSpot 353 110 $XX,XXX $XXX $23,562
Bugcrowd 5 3 $XX,XXX $X,XXX $21,435STAT Search
Analytics 55 50 $XX,XXX $XXX $14,922
Gong 218 68 $XX,XXX $XXX $14,623
Clearbit 2 1 $XX,XXX $XX,XXX $13,121
Ahrefs 19 16 $XX,XXX $XXX $10,610
Spigit 350 149 $XX,XXX $XX $10,209
Mixpanel 65 61 $XX,XXX $XXX $10,182
*Users have not logged in via SSO in 12 monthsAdditional savings can be uncovered with Contracted Users Totals applied
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Sentiment Summary - Savings opportunity $196,600
Consider Eliminating: 11 ProductsSavings Opportunity: $191,000
Keep/Optimize: 32 Products
Criti
calit
y to
Bus
ines
s
NPS
Replace or Retrain: 2 Products
Renegotiate Pricing: 5 ProductsSavings Opportunity*: $5,600
*Savings Opportunity calculated by 20% reduction in total spend in this quadrant
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Software to Consider Eliminating
Tool NPS % Critical Annual Spend
Chorus -30 47 $XX,XXX
Bugcrowd -33 0 $XX,XXX
Guru -19 35 $XX,XXX
Spigit -73 27 $XX,XXX
Greenhouse -11 28 $XX,XXX
Mixpanel -100 0 $XX,XXX
TinyPulse -70 0 $X,XXX
ProductBoard -29 43 $X,XXX
Geckoboard -100 0 $X,XXX
Alexa -50 0 $X,XXX
Top 10 Savings opportunities for Software that not critical and team isn’t happy with it
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Overlapping Software Overview54 products have Strong Overlap* with savings opportunity of $237K117 products have some overlap**
G2 Category # ProductsTotal Spend in
CategoryPotential
Savings***Account-Based Orchestration Platforms Total 3 $83,984 $48,062Accounting Total 2 $59,019 $337Cloud Content Collaboration Total 2 $2,017 $972Content Creation Total 1 $3,130 $1,500Content Curation Total 1 $701 $105Continuous Integration Total 2 $31,846 $5,749Data Visualization Total 1 $13,253 $3,288Domain Registration Total 2 $4,222 $181Email Marketing Total 2 $16,146 $2,990Enterprise Search Software Total 2 $3,767 $916Financial Data APIs Total 2 $30,853 $5,500Marketing Automation Total 2 $132,723 $57,090Online Appointment Scheduling Total 2 $464 $88Password Manager Total 2 $225 $24Sales Enablement Total 3 $24,260 $7,073Sales Engagement Total 3 $10,594 $2,007Sales Intelligence Total 6 $62,683 $36,442SEO Total 10 $79,293 $61,793
Survey Total 2 $22,289 $1,863Video Conferencing Total 4 $82,665 $1,199TOTAL 54 $237,179
* Included in same main G2 category* *Included in any of the same categories*** Potential savings calculated by taking the total spend in the category and
subtracting the product with the most spend
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Overlapping Software Detail
G2 Category Product 12 Month SpendSales Enablement CloudApp $X,XXX
Showpad $XX,XXXTextExpander $XXX
Sales Engagement Outreach $X,XXXSalesLoft $X,XXXYesware $XXX
Sales Intelligence Clearbit $XX,XXXDatahug $X,XXXDiscoverOrg $XX,XXXHunter $X,XXXLinkedIn Sales
Navigator $XXXNode $X,XXX
SEO Ahrefs $XX,XXXAlexa $X,XXXBotify $XX,XXXMarketMuse $X,XXXMoz $XXXOnCrawl $X,XXXScreaming Frog $XXXSEMrush $XX,XXXSpyFu $XXXSTAT Search
Analytics $XX,XXXSurvey SurveyGizmo $XX,XXX
SurveyMonkey $X,XXXVideo Conferencing BlueJeans $XXX
GoToMeeting $XXXWebex (from Cisco) $XXXZoom $XX,XXX
G2 Category Product 12 Month Spend
Account-Based Orchestration Platforms
Engagio $XX,XXXMetaData $XX,XXXTerminus $XX,XXX
AccountingSage Intacct $XX,XXXXero $XXX
Cloud Content CollaborationDropbox $XXXEgnyte $X,XXX
Content CreationCeros $X,XXXSniply $XXX
Continuous IntegrationCircleCI $XX,XXXSemaphore $X,XXX
Data Visualization Geckoboard $X,XXX
Domain Registration
GoDaddy Domain Registration $XXX
Hover $X,XXX
Email MarketingConstant Contact $XX,XXXMailChimp $X,XXX
Enterprise Search SoftwareAlgolia $XXXElasticsearch $X,XXX
Financial Data APIs
Plaid $X,XXX
Yodlee $XX,XXX
Marketing Automation
Customer.io $X,XXX
Iterable $XX,XXX
Online Appointment Scheduling Acuity Scheduling $XX
Calendly $XXX
Password Manager LastPass $XXX
RoboForm $XX
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Peer Benchmarks
CategorySpend per Employee
XYZ co. PEER Median Advertising $0 $15
Analytics and Data Science $52 $21
Customer Support and Success $296 $402
Developer Tools $38 $566
DevOps and IT $2,972 $1,182
Finance and Accounting $449 $449
HR $53 $53
Marketing $828 $964
Product and Design $451 $103
Productivity and Operations $60 $65
Sales and BD $421 $326
LEGENDSignificantly Over MedianSlightly Over MedianSignificantly Under Median
Number of ToolsXYZ co PEER Median
1 2.3
9.2 3.1
8.6 3.6
5.2 4.9
21.2 14
4.1 3.3
7.1 7.1
28.1 12.7
10 3.4
20 11.4
11.3 3.8
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Other Considerations● Currently you have 84 of 130 tools that are not on SSO. 46% or $1.3M of your
spend is not on SSO. All 84 tools could be set up on your SSO.
● Managing Contracts
○ On average it takes 10 hours to manage and negotiate a contract. Company XYZ can save up to 50% of this time saving you approximately 300 hours per year
○ Cost of one missed renewal can save $20-$40K per year
● Estimated savings is 18% for all your “keep and optimize” products if you negotiated a multi-year contract. Savings opportunity of up to 18% of $1.4M or$250K/Year
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Appendix
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Top 10 Tools Total SpendTop Ten Tools represent $1.5M in total spend or 50% of your total spend
Product CategoryActive
LicensesSpend Last 12
MonthsSalesforce Sales and BD 329 $XXX,XXX
LinkedIn HR 369 $XXX,XXXGoogle
Analytics Analytics and Data Science 369 $XXX,XXXCrunchbase Sales and BD 369 $XX,XXX
Zoom Productivity and Operations 349 $XX,XXXHubSpot Marketing 353 $XX,XXX
Cloud Elements DevOps and IT 369 $XX,XXX
Drift Customer Support and Success 369 $XX,XXXSage Intacct Finance and Accounting 15 $XX,XXX
Domo Analytics and Data Science 379 $XX,XXX
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Top 10 Tools Total Spend/User
Product Category Active Licences 12 Month Spend Cost/LicenseClearbit Sales and BD 2 $XX,XXX $XX,XXXRapid7 DevOps and IT 3 $XX,XXX $X,XXX
Bugcrowd DevOps and IT 5 $XX,XXX $X,XXXSage Intacct Finance and Accounting 15 $XX,XXX $X,XXX
Cloudflare DevOps and IT 15 $XX,XXX $X,XXXSalesforce Sales and BD 329 $XXX,XXX $X,XXXDataGrail DevOps and IT 13 $XX,XXX $X,XXX
UserTesting DevOps and IT 8 $XX,XXX $X,XXXSegment Marketing 14 $XX,XXX $X,XXXKnowbe4 Other 3 $X,XXX $X,XXX
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Summary of comments from your teamOn software that is in “eliminate” quadrantProduct ABC- Recommendation: Eliminate Product ABC and solely use Product DEF
I have one of the Product ABC seats for my call recordings, but the quality is never that great, and the analytics aren't as helpful as Product DEF's. It's fine, but if given the choice between the two, I'd choose Product DEF.
I prefer to switch to Product DEF if possible. Product ABC’s transcripts are often incorrect and it’s difficult to share snippets with people who don’t use the app
I only use it to access old calls from prior reps
I prefer Product DEF because of the transcript functionality. I can more quickly read through transcripts than I can listen if I am having to find moments in customer calls to reference.
I like that Product ABC is labeled “XYZ” instead of “XYZ Recorder” like Product DEF. It’s less ominous on calls, but that’s about it.
I use both Product ABC and Product DEF, so Product ABC specifically might not be critical for my work since they are basically the same product. That being said, I do like having a recorder/note taker on my calls.
IS needs either Product ABC or Product DEF for call recordings. We use the calls for training and to push back on vendors. I prefer Product DEF, but either on is needed.
Similar to my feedback on Product DEF - the score is mostly because we use both Product DEF and Product ABC. I prefer Product DEF over Product ABC, very slightly. If we need to remove one, I would vote for keeping Product DEF instead of Product ABC.
I like Product ABC over Product DEF because it doesn't announce that it's recording. My customers may push back on this.
I find Product DEF's interface better
I greatly prefer using Product DEF. I don't find that Product ABC has nearly as good UI/UX and whenever I try to edit calls down it just doesn't work.
I have used both Product DEF and Product ABC. Beyond Product ABC recording my calls, I do not use or really refer to recordings within the tool because it's difficult to navigate. Product DEF is leagues ahead of Product ABC. I would choose Product DEF every time.
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Summary of Comments from your teamOn software that is in “eliminate” quadrantProduct XYZ - Recommendation: Eliminate Product XYZ and solely use Product 123
MANY COMMENTS SIMILAR TO BELOW
Makes my life harder having 2 knowledge centers. Terrible search within the tool. Verification is always a constant battle. And adoption is really low.Product 123 is way better, but we’d need to make sure we did a massive migration of all the Product XYZ docs before sun setting the app
Product A, Product B, Product C, Product D, Product E, all places to go for documentation.Product 123 is better and we should be consistentIt is nearly impossible to find information that usually exists in several other places.
PRODUCT ABC - Recommendation: Eliminate and move to less expensive tool Worthless. Never, ever have been able to get it to work where I can submit via Ideas.
Open issue with Product ABC where I was unable to submit an idea for almost 2 months. Still unsure if the issue is fixed.
use sparingly, seems fine but I only use it surface levelI am now one of the owners of Product ABC with John Doe. On the ideas page we are recording all of the current issues with Product ABC and time to resolution:
If this is the platform that Ideas is on, it can be better.
the notification system doesn't seem to work
