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Polokalamu ma ke ʻano he lawelawe (SaaS) Heluhelu helu helu no 2020

Ua lohe mākou āpau Salesforce, HubSpot, a Intuit Mailchimp. Ua hoʻomaka maoli lākou i ke au o ka hoʻonui Ke ulu nei ʻo SaaS. Pūnaehana-like-lawelawe (Ana), ʻo ia ka manawa e hoʻohana ai nā mea hoʻohana i ka polokalamu ma ke kumu kau inoa. Me nā pono he nui e like me ka palekana, ka liʻiliʻi o ka waiho ʻana, ka maʻalahi, a me ka hiki ke loaʻa i waena o nā mea ʻē aʻe, ua hōʻike ʻia nā hiʻohiʻona SaaS i ka hua nui no ka ulu ʻana o nā ʻoihana, hoʻomaikaʻi i ka hōʻoluʻolu o ka poʻe kūʻai a me ka ʻike mea kūʻai aku. 

E ulu ka hoʻolilo polokalamu ma 10.5% ma 2020, a ʻo ka hapa nui o lākou e holo ʻia ma SaaS. Ua loaʻa i ka SaaS a me nā hana kapua kahi hoʻonui ma muli o Covid-19 me 57% o nā ʻoihana e hoʻolālā nei e hoʻonui i kā lākou hana.

ʻO Gartner a Flexera

Hiki ke wehewehe ʻia ka ulu ʻana o SaaS ma muli o nā hopena nui i loaʻa ma o ka hoʻohana ʻana i ke kālepa ʻana, kūleʻa ʻana o nā mea kūʻai aku, nā kūʻai aku, a me kahi mālama. Hiki ke hoʻohālikelike ʻia nā ʻoihana SaaS i nā mea kanu. ʻO ka noho ʻana, ka hoʻolako ʻana, ka ulu ʻana, ka ulu ʻana, a me ka ʻaelike ʻana ke hiki mai ka manawa. A i ka ulu ʻana o ka ʻoihana, hele a hele aku nā mea kūʻai aku. Hiki i kēia mau helu churn ke hoʻopili i kāu ʻoihana a kau i nā palena i ka hoʻonui ʻia ʻana o ka mākeke a me ka ulu ʻana.

Ka helu Chau SaaS: Wehewehe ʻia 

SaaS churn rates, e hōʻike maʻalahi, e hōʻike i ka helu o kāu mea kūʻai aku e hoʻopau / hoʻopau i kā lākou kau inoa ʻana i kahi manawa kikoʻī. 

He hōʻailona ia o ke ʻano o ka hoʻolilo ʻana o ka mea hoʻohana i kāu hāʻawi ma ke ʻano o ka pono, kumu, kumu kūʻai, a me ka lawe ʻana. Hoʻoholo ka helu Churn i waena o nā mea ʻē aʻe, pehea kāu huahana i hana ai me ka mea kūʻai aku. 

A no ka ulu ʻana o SaaS, ʻoi aku ka nui o ka ulu (nā hōʻailona hou, upsells, a me nā mea ʻē aʻe) ma mua o ka helu churn (hoʻopau ʻia, nalowale nā ​​​​mea kākau inoa). 

ulu mrr
Source: Mālama

ʻOiai ua wānana ʻia ʻo SaaS e ulu ma ka honua holoʻokoʻa, he mea nui ka paʻa ʻana o ka mea kūʻai aku a me ka kūleʻa ʻana o ka mea kūʻai aku hoʻemi i nā helu churn SaaS. ʻOiai ʻo ka hōʻoluʻolu o nā mea kūʻai aku kekahi o nā mea ʻokoʻa nui ma waena o kahi ʻoihana kūleʻa a me nā poʻe ʻē aʻe, ua lilo ka ʻike o ka mea kūʻai aku i mea nui o ka kūleʻa o ka ʻoihana āpau a me ka ulu ʻana o ka ʻoihana. 

I mea e hōʻano hou ai iā ʻoe me nā ʻano hou loa a aʻo i nā mea e hōʻalo ai, ua hōʻuluʻulu mākou i kahi papa inoa o 10 SaaS Churn Statistics no 2020.

Pehea e helu ai i ka helu Churn

Hiki ke kani maʻalahi, akā no ka helu ʻana i ka Churn Rate for Software as a Service, aia kekahi mau nuances. ʻO ka maʻalahi, ʻo Churn Rate ka helu o nā mea kūʻai aku i waiho ʻia e ka huina o nā mea kūʻai aku ma ka hoʻomaka ʻana o ka manawa i ana ʻia… helu ʻia ma ke ʻano he pākēneka. Eia ka Hoʻohālikelike Churn Rate:

Churn \: \% = \ hema (\ hoʻomaka {array} {c} \ frac {Helu \: o \: Ua kāpae ʻia \: nā mea kūʻai mai} {Helu \: o \: Huina \: nā mea kūʻai mai \: ma \: ka \: e hoʻomaka ana \: o \: ke \: wā} \ hoʻopau {array} \ ʻākau) = \ manawa100

Nā mea e noʻonoʻo ai i ka helu ʻana iā Churn:

  • Pono ʻoe e kāpae i nā mea kūʻai aku hou mai kēia helu. Hoʻohālikelike wale ʻo Churn i kāpae ʻia me nā mea kūʻai aku e kū nei.
  • Pono ʻoe e helu i ka hoʻohana ʻana i ka wā like, akā hiki ke paʻakikī. Maliʻa paha he ʻokoʻa aelike kekahi mau mea kūʻai aku, ʻokoʻa nā hoʻonohonoho uku ʻana, a hāʻawi paha… makemake ʻoe e hoʻokaʻawale i ka helu ʻana ma muli o kēlā me kēia e ʻike inā kūleʻa kēlā hopena.
  • Pono ʻoe e hoʻokaʻawale hou aʻe i kāu mea kūʻai aku e ka huikau huahana a i ʻole ka pūʻolo i kau inoa ʻia iā lākou. E hāʻawi kēia iā ʻoe i nā kikoʻī hou aʻe e pili ana i ka maikaʻi o kāu kumukūʻai a huahana paha.
  • Pono ʻoe e helu i kāu helu churn ma muli o ke kumu o ke kūʻai aku a he aha ke kumukūʻai o ka loaʻa. Hiki paha iā ʻoe ke ʻike i ka helu churn o kāu ʻoihana i lawe ʻia i hoʻolilo ʻia i kēlā papa hana kālepa kūpono ʻole i ke olakino o kāu ʻoihana.
  • Pono ʻoe e helu i ka churn ma kahi manawa maʻamau e nānā i kāu mau loli ma churn a inā e hoʻonui ana (mālama maikaʻi ʻole) a hoʻomaikaʻi paha (kūleʻa ka poʻe kūʻai) i ka manawa.

ʻAʻole ʻo Churn he mea maikaʻi ʻole ... nui nā ʻoihana SaaS e hoʻohana i ka churn e pani i nā mea kau inoa pono ʻole me nā mea ʻoi aku ka maikaʻi. ʻOiai loaʻa paha iā ʻoe kahi helu churn maikaʻi ʻole i kēia mau hanana, e ʻoi aku ka maikaʻi o kāu ʻoihana i ka holo lōʻihi. ʻIke ʻia kēia ma ʻO Net Revenue Loaʻa Loaʻa o ka Mahina Negative (MRR) Churn, kahi o kāu loaʻa kālā hou aʻe ma nā mea kūʻai aku hou a kū nei e ʻoi aku ana i ka loaʻa kālā āu e nalo nei ma o nā hoʻoliʻiliʻi a me nā hoʻopau ʻana.

10 SaaS Churn Heluhelu

  1. SaaS churn a me nā manawa ʻoihana - Nā hui SaaS nona nā ʻaelike me nā mea kūʻai aku i 2 mau makahiki a ʻoi paha e hōʻike i nā helu churn haʻahaʻa. ʻO nā kuʻikahi ʻoi aku ka lōʻihi, ʻo ka makahiki a ʻoi paha, ua alakaʻi i nā helu churn haʻahaʻa me nā hiʻohiʻona kau inoa mahina-mahina e ʻike nei i ka helu churn o aneane 14%. Hiki ke helu ʻia kēia aloha, ʻike hoʻohana, a me ka holomua huahana ma waena o nā poʻe ʻē aʻe.
  2. Ka helu Churn a me ka helu ulu - E ʻike paha nā ʻoihana ulu haʻahaʻa a me nā hoʻomaka i nā helu churn kiʻekiʻe aʻe. ʻO ka hapa nui o nā ʻoihana ulu haʻahaʻa, ʻaneʻane 42%, ʻike i kahi kiʻekiʻe kiʻekiʻe ma mua o nā ʻoihana ulu kiʻekiʻe. Hiki ke hāʻawi ʻia kēia i ka huahana, nā hana kūʻai, a i ʻole nā ​​hana hoʻopili kanaka.
  3. Ka helu helu Chill Median Makahiki - No nā ʻoihana e emi iho ana ma lalo o $ 10 miliona i kēlā me kēia makahiki, 20% ka makahiki waena o ka helu churn SaaS. Lilo nā ʻoihana SaaS waena ma kahi o 5% a 7% ka pākēneka o ka loaʻa kālā e huli i kēlā me kēia makahiki. ʻO kēia ka manaʻo, ʻoi aku ma mua o ʻelua hapakolu o nā ʻoihana SaaS i loaʻa he 5% a ʻoi paha nā helu churn i hoʻokahi makahiki. Eia kekahi, ua manaʻo ʻia ʻo 5-7% he 'churn ʻoluʻolu' kaukaʻi ʻia i ka nui o ka ʻoihana.
  4. ʻO SaaS Churn Rate a me nā kūʻai aku - Ke kūʻai aku a me ka pilina mea kūʻai aku ke kumu e mālama i kahi mea kūʻai aku a chuck churn. Wahi a MarketingCharts, ʻoi aku ka nui o ka churn kiʻekiʻe ma ke kūʻai ʻana ma ke kahawai ma 17% a ʻo ka awelika ke kūʻai aku ʻana ma ka mahinaʻai ma 11% a 8%. Ma loko o nā kūʻai aku ka helu churn o 14%. Ke hōʻoia hou nei kēia i ka nui o ka pilina o nā mea kūʻai aku a me nā hana pilikino i ka mālama ʻana a me ka hoʻonui ʻana i ka kūpaʻa o ka poʻe kūʻai.
  5. Nā polokalamu kelepona a me ka helu Churn Chau - ʻO ka helu mālama mahina ma o nā polokalamu kelepona ma 41.5% kahi hōʻike. ʻO kēia ʻaneʻane 4 mau manawa ke kiʻekiʻe ma mua o ka ʻike o ka mea hoʻohana me nā kikowaena pūnaewele e like me Reply.io. ʻO nā polokalamu kelepona paʻalima i nānā i ka lawe ʻana i nā huahana i hāʻawi i kēia kaila kōmi hoemi.
  6. Ka lawelawe ʻana i nā mea kūʻai aku a me ka helu Churn - ʻOiai 47% e paipai i kahi ʻoihana inā hāʻawi ia i ka lawelawe mea kūʻai aku maikaʻi a me ka pane ʻana, ua haʻalele ʻo 42% i kahi kau inoa SaaS ma muli o ka maikaʻi ʻole o ka lawelawe mea kūʻai aku. Makemake nā mea hoʻohana i kēia manawa i ka ʻike e lilo i mea kōkua i ka kūleʻa o nā mea kūʻai aku. Aia kahi pono e hoʻomaikaʻi i ka kūleʻa o ka mea kūʻai aku e hōʻemi i nā helu churn.
  7. Ka helu o nā mea kūʻai aku a me nā kumukūʻai Churn - Ma kahi o 69% o nā ʻoihana SaaS e lawe i ka helu o nā mea kūʻai aku i ka helu me ke ana ʻana i nā helu churn. 62% hoʻohana i ka loaʻa kālā ma ke ʻano o kā lākou kumu lāʻau mua e hoʻomaopopo ai i nā helu churn. Ma waho o kēia, ʻo nā laikini hoʻohana kekahi ala ʻē aʻe e ana i nā helu churn.
  8. Loaʻa i nā mea kūʻai aku hou a me nā kumukūʻai Churn - Ke hoʻonohonoho mua nei nā ʻoihana i ka loaʻa ʻana o nā mea kūʻai aku hou e noho lana a hoʻomaikaʻi i nā helu. ʻO 59% wale nō ka helu o nā mea kūʻai aku hou a me ka ʻoluʻolu ma ke ʻano he makakoho. Hāʻawi kēia nele i ka kūleʻa o nā mea kūʻai i nā helu churn kiʻekiʻe. Loaʻa i ka Upselling a me ke kūʻai aku kea i kahi kiʻekiʻe kiʻekiʻe no ka hoʻonui ʻana i ka ʻoihana.
  9. ʻO ka lakio wikiwiki SaaS -ʻO ka hapa nui o nā ʻoihana SaaS e ulu wikiwiki nei kahi awelika wikiwiki o 3.9 a 1. ʻOiai ʻo ko benchmark a Mamoon no ka hoʻohiki ʻana i nā ʻoihana SaaS he 4, ua hōʻike nā ʻoihana i nā hopena maikaʻi ma o ka hoʻokumu ʻana i nā loaʻa kālā i nalowale e churn.
  10. Hoʻonui i nā helu Churn - ʻOiai 34% o nā ʻoihana i ʻike i ka emi ʻana o kā lākou helu churn, ua hōʻike ʻo 30% ua hoʻonui ʻia kā lākou helu churn. Hiki nō ke hoʻomaopopo ʻia ʻo ka hapa nui o nā ʻoihana e hōʻike nei i nā uku churn kiʻekiʻe i loaʻa kālā ma lalo o $ 10 miliona.

Ke laina lalo: E hana i kāu lāʻau SaaS

Pono e ʻike i ka paʻa ʻana o ka mea kūʻai aku, kūpaʻa, a me ke kūleʻa ke kī o ka ulu ʻana o ka ʻoihana a me ka kūleʻa. Ma ka hana ʻana ʻike mua ka mea kūʻai aku, hiki i kekahi ke hōʻemi i nā helu churn. He mea nui ia e kōkua i kāu mau mea kūʻai aku e hana me kāu SaaS i hiki iā lākou ke kiʻi i nā ʻike waiwai a ʻae pū i kā lākou manaʻo e hoʻomaikaʻi i ka ʻike o ka mea hoʻohana a me ka hoʻolālā huahana. ʻO ka hoʻonā kūpono ʻana i nā pilikia o nā mea hoʻohana a me ke ana ʻana i ka hoʻohana hiki ke kōkua i ka hōʻemi i nā helu churn a paipai i ka ulu ʻana. 

ʻO Jafar Sadhik

He mākeke makeʻe kikoʻī e loaʻa ana i ka ʻike kani i nā mahinaʻai e like me nā mea hana SaaS, CX, nā helu helu churn, a pēlā aku. Ma mua, ua hana no nā ʻoihana kiʻekiʻe e like me SportsKeeda a me Neil Patel Digital India, a ke hana nei ma SmartKarrot Inc. Makemake ʻo ia e heluhelu i nā puke i ka wā leʻaleʻa a he mea mahalo nui i nā hana a Agatha Christie.

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