February 8th 2025

How EDA used big data analytics to drive SaaS revenue.

EDA had to face the challenge to go from a six-month plan down to a four-month plan. As a company, EDA lives and breathes data. EDA's transactional data helps its customers guide strategic planning and day-to-day operations, identify regional hot spots and competitor market share, anticipate growth trends and emerging markets, exploit new product opportunities and target qualified prospects using detailed contact information and equipment purchasing histories.



EDA needed to better understand and serve its SaaS subscribers as it were in the dark when it came to data about how its customers were using its software-as-a-service (SaaS) platform. EDA turned to Issaquah, Wash.-based Scout Analytics. Of particular interest to EDA was Scout's newest solution, Scout Playbooks, a customer engagement orchestration solution. Playbooks builds on Scout's other solutions-Scout Link for data integration and Scout Hub for predictive analytics. Scout Playbooks orchestrates workflows and automation across sales, customer success, marketing, product management and finance teams. According to Matthew Shanahan, senior vice president of Marketing and Strategy for Scout Analytics, a "playbook" is really a set of business rules and automations that allow you to achieve a specific business objective.

More and more companies are switching to a recurring revenue model. Usage is really the key to revenue and profitability. If you can drive usage up, you can drive revenue and profitability up. Rather than waiting for your customer to approach you with problems or questions, you need to approach them. Scout Playbooks' Playbook Performance Tracker allows users to track the resolution and effectiveness of each play, allowing continuous process improvement. By combining predictive analytics with customer engagement orchestration, Scout Playbooks allows companies to provide a more personalized and improved customer experience at higher scale with lower costs.

For EDA, Scout has been a success, according to Maguire, enabling the company to convert 1,200 subscription customers to a new platform within four months, all while rolling out a six-percent increase to value-pricing model. Scout gave EDA a much more proactive approach to the customer renewal subscription lifecycle.