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Business Pulse

The business pulse is a score that indicates whether the business of an account is thriving and whether the needs and priorities are continuously aligned with the offerings of Zluri. This score should be instrumental in keeping customer-facing teams aware of upsell/cross-sell opportunities, external factors that may indicate risk of churn, or just information that helps the teams drive conversations with their customers in a meaningful manner.

Expansion and Churn Qualifiers

These are insights that may directly influence revenue and hence are highlighted as key insights whenever there are any expansion opportunities or churn risks.

Insight

Included

Type of Whitespace

Description

Need expressed in Jobs

Surge in jobs that mention needs that align with the offering or jobs that match key roles

Online Research

Surge in research (done by employees of an account) about specific topics aligned with the offering. This might indicate churn if the account has already purchased an offering and is still researching about the same offering.

Tool that can be replaced

Identified competing tool being used by an account that can be replaced

Team growth

Increase in more than 10% of the team size since the last renewal or sell, indicating an increase in need of licenses or volumes of usage

Price arbitrage

If the ARR of an account is considerably lesser than the ARR of other accounts that are comparable in team size

Usage surge

If the usage is consistently very close to the purchased usage limits (in terms of users or volume of usage)

Competitive research

Surge in research (done by employees of an account) about a competing tool or service

Change in “Specific Important Roles” Coming Up

If there are any new entrants or exits in the specific roles

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Team and Spends

Key Departments

At a department level (such as IT, Procurement, Finance, Infosec) we track the following team-level metrics:

Current team size

Increase or decrease in size over past 6 months

Executive arrivals or departures from the teams

Hiring Pipeline in these teams

Specific Important Roles Coming Up

At a role level (such as general counsel and legal ops) we will track at a individual/person level for the following metrics:

Existing number of employees in these roles

Name and details of the top level people in such roles

New arrivals in any such role in the past 6 months.

Any departures in any such role (since the time the roles are tracked)

Current or past job openings in these specific roles

Needs Identified from Jobs

An accounts needs and priorities are often very well explain in their job openings. The platform tracks past as well as current openings and filters out the needs mentioned in those openings that align with the offerings or different use cases solved by Zluri.

For example, if the need for “AWS Identity and Access Managementt” or “Privileged Identity management (PIM)” is found in any of the positions, it will be highlighted as an identified need in Access Management use case

Spends on Tools

From the technographic data of all accounts, the following 2 insights are extracted:

Is the account in the process of spending on more tools (acquiring cycle) or cutting down on tool spends (consolidation cycle) in the current quarter.

Any relevant tools like “Torii” can be tracked to understand if Zluri can replace that tool or introduce a new use case that makes Zluri more valuable for that account.

Events and Activities

News and Announcements

Any public news and announcements by companies are tracked on the platform and the relevant ones for Zluri can be highlighted. The news are categorised under the following sub-categories:

Online Research

These are the keywords if the customers are searching can give indication of churn risk or cross-sell/upsell opportunity.

Topic

Description

Impact

SaaS Operations Management

SaaS Operations Management is automating the operational administration and security tasks that an IT department needs to do to keep their SaaS applications running effectively and securely

SaaS Governance

SaaS governance refers to businesses identifying, controlling, managing, and mitigating the use of subscription-based software or SaaS.

SaaS Management Platform (SMP)

SaaS management platforms (SMPs) allow IT operations administrators to manage the day-to-day operations for Microsoft Office 365, Google G Suite and other frequently used SaaS applications.

Managed IT Service

Managed IT Service provides businesses with outsourced monitoring and maintenance of IT infrastructure, ensuring efficient operations and proactive problem resolution.

Application Onboarding

Application Onboarding is the process of granting application access to new users.

User Management

User management describes the ability for administrators to manage user access to various IT resources like systems, devices, applications, storage systems, networks, SaaS services, and more. User management is a core part to any directory service and is a basic security essential for any organization.

Shadow IT

Shadow IT is a term often used to describe information-technology systems and solutions built and used inside organizations without explicit organizational approval.

Enterprise Application Security

Refers to the protection of enterprise applications from external attacks, privilege abuse and data theft.

Application Offboarding

Application Offboarding is the process of revoking application access to users, most commonly former employees or contractors.

Offboarding

Employee exit management or offboarding describes the consciously designed separation process when an employee leaves the company, for which he has previously worked within the scope of a work or service contract.

Cloud Cost Optimization

Cloud cost optimization is the process of reducing your overall cloud spend by identifying mismanaged resources, eliminating waste, reserving capacity for higher discounts, and Right Sizing computing services to scale.

Cloud Based Access Control

A cloud-based access control system provides centralized management, visibility and control without the cost and complexity of traditional physical access systems.

Identity Access Management (IAM)

Identity management is, in computer security, the security and business discipline that 'enables the right individuals to access the right resources at the right times and for the right reasons'.

Privileged Identity management (PIM)

Privileged Identity Management (PIM) can help in meeting compliance requirements and reduce security risks without affecting operations. PIM can also help enforce role-based controls across on-premise, cloud, and hybrid infrastructures.

Automated Customer Onboarding

The use of software to streamline the process of introducing new customers to a company's services or products, enhancing the customer experience and reducing manual tasks.

Employee Onboarding Software

Employee Onboarding software streamlines onboarding for HR personnel and new hires, ensuring that new employees will experience an effective onboarding process. This software streamlines all onboarding processes for the HR personnel and managers, and it helps to quickly initiate new hires into the company, department, and team, thereby boosting retention rates.

Remote onboarding

Remote onboarding is the process of integrating a new team member into an organization, done via technology without any face-to-face interactions. The process incorporates a new employee into a company and familiarizes them with company culture and policies.

AWS Identity and Access Management

AWS Identity and Access Management (IAM) is a web service that helps users securely control access to AWS resources. This identity is called the AWS account root user and is accessed by signing in with the email address and password that you used to create the account. It helps customers analyz access and achieve least privilege.

Digital Identity Management

Digital identity management relates specifically to how the personal information of a customer is obtained, processed, and accessed safely.

Identity Governance and Administration (IGA)

Identity Governance and Administration (IGA) enables security administrators to efficiently manage user identities and access across the enterprise.

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Competitive Research

If the search about the competitors are identified, it would be an indication of churn risk.

Topic

Description

Product Line

Torii

Torii is the most advanced SaaS management platform on the market. It allows IT organizations to discover, optimize, and control their SaaS usage and cost from a single hub.

Azure AD Entitlement

Azure Active Directory (Azure AD) entitlement management is an identity governance feature that enables organizations to manage identity and access lifecycle at scale, by automating access request workflows, access assignments, reviews, and expiration.

Veracode

Veracode provides an automated cloud-based service for securing web, mobile and third-party enterprise applications. Veracode provides multiple security analysis technologies on a single platform, including static analysis, dynamic analysis, mobile application behavioral analysis and software composition analysis.

BetterCloud

BetterCloud enables IT professionals to discover, manage, and secure SaaS apps in the digital workplace. Headquartered in New York, NY.

Zylo

Zylo delivers insights and automation, empowering you to discover, optimize, and govern your investments in SaaS. Headquartered in Indianapolis, IN.

Flexera

Flexera delivers SaaS-based IT management solutions that enable enterprises to increase the return on their technology investments. Flexera helps organizations inform their IT with total visibility into their complex hybrid ecosystems and providing the IT insights that fuel better-informed decisions. Headquartered in Itasca, IL. Founded in 2008. Website http://www.flexera.com

Productiv

Productiv is a real-time engagement data and insights platform used to manage SaaS applications. Headquartered in Palo Alto, CA.

Jumpcloud

JumpCloud is an enterprise software company. Services include an open directory platform that secures identities, manages devices, and provides safe access to all types of IT resources. Headquartered in Louisville, CO. http://www.jumpcloud.com/

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