{"id":2223,"date":"2019-11-13T11:39:14","date_gmt":"2019-11-13T10:39:14","guid":{"rendered":"https:\/\/ipaidthat.io\/mag\/?p=2223"},"modified":"2019-11-13T11:39:14","modified_gmt":"2019-11-13T10:39:14","slug":"quelles-metriques-saas-focus-entrepreneuriat-entreprise","status":"publish","type":"post","link":"https:\/\/app.ipaidthat.io\/mag\/entrepreneur\/quelles-metriques-saas-focus-entrepreneuriat-entreprise\/","title":{"rendered":"Logiciel Saas: sur quelles m\u00e9triques faut-il se focaliser ?"},"content":{"rendered":"\n<p class=\"justification_texte\"><strong><a href=\"https:\/\/ipaidthat.io\/mag\/entrepreneur\/logiciel-saas-raisons-succes\/\" target=\"_blank\" rel=\"noreferrer noopener\" aria-label=\"Le logiciel en tant que service  (s\u2019ouvre dans un nouvel onglet)\">Le logiciel en tant que service<\/a><\/strong><a href=\"https:\/\/ipaidthat.io\/mag\/entrepreneur\/logiciel-saas-raisons-succes\/\" target=\"_blank\" rel=\"noreferrer noopener\" aria-label=\"Le logiciel en tant que service  (s\u2019ouvre dans un nouvel onglet)\"> <\/a>(SaaS) permet de livrer conjointement des moyens de services et de savoir-faire aux entreprises qui souhaitent externaliser leur syst\u00e8me d&rsquo;information (messagerie, s\u00e9curit\u00e9\u2026). <\/p>\n\n\n\n<p class=\"justification_texte\">Ce mod\u00e8le d\u2019organisation offre aux entreprises une bonne capacit\u00e9 d\u2019\u00e9volution, \u00e0 l\u2019heure de la virtualisation et de l\u2019automatisation des t\u00e2ches via internet. Mais il peut cependant \u00eatre assez complexe \u00e0 exploiter. Pour vous aider \u00e0 d\u00e9finir le niveau de qualit\u00e9 de service de votre structure, nous avons examin\u00e9 <strong><a href=\"https:\/\/fr.slideshare.net\/_TheFamily\/les-mtriques-du-saas-i\" target=\"_blank\" rel=\"noreferrer noopener\" aria-label=\"les m\u00e9triques SaaS essentielles (s\u2019ouvre dans un nouvel onglet)\">les m\u00e9triques SaaS essentielles<\/a> <\/strong>pour le bon d\u00e9veloppement de votre entreprise, de votre business.<\/p>\n\n\n\n<h2 style=\"color:#ff3c3c;\">Le CMRR \/ ARPU<\/strong><\/h2>\n\n\n\n<p class=\"justification_texte\"><strong>Le CMRR, aussi nomm\u00e9 \u00ab&nbsp;revenu r\u00e9current mensuel&nbsp;\u00bb, est une m\u00e9trique SaaS qui permet de d\u00e9terminer le revenu moyen per\u00e7u par client<\/strong>. Tr\u00e8s utile, cette m\u00e9trique donne une excellente visibilit\u00e9 sur le cash et l\u2019activit\u00e9 g\u00e9n\u00e9rale de l\u2019entreprise.<\/p>\n\n\n\n<p class=\"justification_texte\">L\u2019objectif de votre entreprise est de b\u00e2tir un syst\u00e8me qui permet d\u2019augmenter r\u00e9guli\u00e8rement le revenu moyen par client. Le d\u00e9fi est donc de parvenir \u00e0 acqu\u00e9rir suffisamment de clients, et ce le plus rapidement possible, pour arriver \u00e0 la p\u00e9riode de <em>cash flow<\/em> qui pr\u00e9c\u00e8de l\u2019\u00e9puisement total de vos fonds de tr\u00e9sorerie.<\/p>\n\n\n\n<h2 style=\"color:#ff3c3c;\">Le CAC (Cout d\u2019acquisition d\u2019un client)<\/strong><\/h2>\n\n\n\n<p class=\"justification_texte\">Le marketing SaaS peut s\u2019av\u00e9rer tr\u00e8s co\u00fbteux et r\u00e9duire vos marges \u00e0 z\u00e9ro en fonction de vos actions marketing. Afin de palier ce ph\u00e9nom\u00e8ne, il est n\u00e9cessaire de suivre de tr\u00e8s pr\u00e8s vos co\u00fbts d\u2019acquisition par campagne. Ainsi le CAC permet de :<\/p>\n\n\n\n<ul class=\"justification_texte wp-block-list\"><li>Mesurer l\u2019ensemble des d\u00e9penses allou\u00e9es \u00e0\nl\u2019acquisition de nouveaux clients (budgets marketing, ventes), <\/li><\/ul>\n\n\n\n<ul class=\"justification_texte wp-block-list\"><li>D\u00e9finir la valeur que chaque client apporte \u00e0 votre entreprise.<\/li><\/ul>\n\n\n\n<p class=\"justification_texte\"><strong>Le CAC est donc un excellent facteur de rentabilit\u00e9<\/strong>. Plus celui-ci est<strong> faible<\/strong>, meilleurs sont vos gains financiers. Dans le cas contraire, plus le CAC est <strong>\u00e9lev\u00e9<\/strong>, plus le temps pour compenser cette d\u00e9pense sera long. <strong>Associ\u00e9 au CLV<\/strong> (valeur \u00e0 vie du client), cet indicateur aide les entreprises \u00e0 garantir la viabilit\u00e9 de leur mod\u00e8le commercial.<\/p>\n\n\n\n<p class=\"justification_texte\">Pour optimiser votre mix marketing et pr\u00e9server vos profits, il est indispensable de mesurer votre co\u00fbt d&rsquo;acquisition. <\/p>\n\n\n\n<blockquote class=\"wp-block-quote has-text-align-right is-style-default is-layout-flow wp-block-quote-is-layout-flow\"><p>Astuces&nbsp;: \u00e9liminez vos actions les plus co\u00fbteuses pour concentrer vos efforts et votre budget sur les actions qui fonctionnent le mieux. <\/p><\/blockquote>\n\n\n\n<h2 style=\"color:#ff3c3c;\">Le Churn <\/strong><\/h2>\n\n\n\n<p class=\"justification_texte\">La plupart des entreprises de SaaS sont bas\u00e9es sur des abonnements annuels, et d\u2019un point de vue strat\u00e9gique, doivent aussi bien garder leurs anciens clients qu\u2019en acqu\u00e9rir de nouveaux. <\/p>\n\n\n\n<p class=\"justification_texte\"><strong>Gr\u00e2ce au Churn, aussi appel\u00e9 \u00ab&nbsp;taux d\u2019attrition&nbsp;\u00bb, vous pourrez mesurer le pourcentage de clients perdus chaque mois.<\/strong> <\/p>\n\n\n\n<blockquote class=\"wp-block-quote has-text-align-right is-layout-flow wp-block-quote-is-layout-flow\"><p>Churn Rate = le nombre de clients qui partent chaque mois \/ le nombre de clients actifs par mois <\/p><\/blockquote>\n\n\n\n<p class=\"justification_texte\">Un Churn Rate inf\u00e9rieur ou \u00e9gal \u00e0 5 % est consid\u00e9r\u00e9 comme satisfaisant. Au-del\u00e0, vous devriez penser \u00e0 travailler sur votre strat\u00e9gie de r\u00e9tention et de fid\u00e9lisation de vos clients afin de garantir votre bonne \u00e9volutivit\u00e9. <\/p>\n\n\n\n<p>Pour atteindre cet objectif, <strong>travaillez sur ces facteurs, indispensable de toute bonne strat\u00e9gie de marketing digital<\/strong> :<\/p>\n\n\n\n<ul class=\"justification_texte wp-block-list\"><li><strong>Identifiez les meilleurs prospects et utilisateurs potentiels<\/strong> pour votre service, ceux qui apportent le\nplus de valeur, <\/li><\/ul>\n\n\n\n<ul class=\"justification_texte wp-block-list\"><li><strong>Convertissez les prospects lorsqu\u2019ils sont chauds<\/strong>, et non pas lorsqu\u2019ils ne sont pas encore\npr\u00eats \u00e0 utiliser votre solution, <\/li><\/ul>\n\n\n\n<ul class=\"justification_texte wp-block-list\"><li><strong>Accompagnez vos nouveaux clients<\/strong> afin qu&rsquo;ils tirent le meilleur parti de\nvotre solution et la recommandent \u00e0 leurs connaissances, <\/li><\/ul>\n\n\n\n<ul class=\"justification_texte wp-block-list\"><li><strong>Trouvez le probl\u00e8me<\/strong> que pose votre produit et r\u00e9solvez-le le plus rapidement possible : interrogez vos clients perdus et vos plus anciens clients.<\/li><\/ul>\n\n\n\n<h2 style=\"color:#ff3c3c;\">La valeur client sur le long terme <\/strong><\/h2>\n\n\n\n<p class=\"justification_texte\"><strong>\u00c9galement nomm\u00e9e \u00ab&nbsp;Lifetime Value&nbsp;\u00bb, la LTV est le revenu total que va g\u00e9n\u00e9rer un client durant toute l\u2019utilisation de votre produit.<\/strong><\/p>\n\n\n\n<p>On le calcule de la sorte :<\/p>\n\n\n\n<blockquote class=\"wp-block-quote has-text-align-right is-layout-flow wp-block-quote-is-layout-flow\"><p> LTV = Revenu mensuel par client x Cycle de vie du client (nombre de mois). <\/p><\/blockquote>\n\n\n\n<p class=\"justification_texte\">Ce mode de calcul est particuli\u00e8rement <strong>adapt\u00e9 aux entreprises <\/strong>dont les revenus sont r\u00e9currents et pr\u00e9visibles. Il fournit une <strong>repr\u00e9sentation exacte <\/strong>de leur croissance et permet \u00e9galement au d\u00e9marrage d\u2019une activit\u00e9 d\u2019afficher la <strong>valeur de l\u2019entreprise<\/strong> aux investisseurs. Elle se calcule g\u00e9n\u00e9ralement sur 3 \u00e0 4 ans pour les PME et sur 5 \u00e0 7 ans pour les grandes soci\u00e9t\u00e9s.<\/p>\n\n\n\n<p class=\"justification_texte\"><strong>La valeur \u00e0 vie d\u2019un client permet de savoir pr\u00e9cis\u00e9ment qui sont vos meilleurs clients.<\/strong><\/p>\n\n\n\n<h2 style=\"color:#ff3c3c;\">Le Month to Recover CAC<\/strong><\/h2>\n\n\n\n<p class=\"justification_texte\"><strong>Le Month to Recover CAC une m\u00e9trique Saas qui indique le temps n\u00e9cessaire pour devenir rentable.<\/strong> Dans l\u2019id\u00e9al, le r\u00e9sultat obtenu doit \u00eatre inf\u00e9rieur \u00e0 12 mois. Ce qui signifie que plus votre p\u00e9riode de couverture sera longue, plus votre croissance sera faible et votre rentabilit\u00e9 complexe \u00e0 d\u00e9ployer et \u00e0 atteindre.<\/p>\n\n\n\n<p><strong>La formule de calcul est la suivante : <\/strong><\/p>\n\n\n\n<blockquote class=\"wp-block-quote has-text-align-right is-layout-flow wp-block-quote-is-layout-flow\"><p> CAC \/ MRR x GM (revenu brut &#8211; co\u00fbt des ventes). <\/p><\/blockquote>\n\n\n\n<p class=\"justification_texte\">Un <strong>ratio inf\u00e9rieur \u00e0 12<\/strong> signifie donc que\nvous utilisez votre propre <em>cashflow<\/em> pour financer votre CAC, et de ce\nfait, que vous d\u00e9pendez moins des organismes de cr\u00e9dit et des financements\nparticipatifs.<\/p>\n\n\n\n<p class=\"justification_texte\">En conclusion, un certain nombre de m\u00e9triques doit\n\u00eatre pris en compte lors de la g\u00e9n\u00e9ration de rapports sur les donn\u00e9es de\nmarketing et de vente des organisations SaaS. <\/p>\n\n\n\n<p class=\"justification_texte\">De toute \u00e9vidence, ces mesures peuvent \u00eatre appliqu\u00e9es \u00e0 tous les secteurs et tous les types d\u2019entreprise, et doivent \u00eatre surveill\u00e9es r\u00e9guli\u00e8rement via des syst\u00e8mes informatiques adapt\u00e9s. Examiner les donn\u00e9es de votre derni\u00e8re ann\u00e9e ou de votre dernier trimestre, d\u00e9finir une base de r\u00e9f\u00e9rence \u00e0 utiliser, \u00e9valuer votre croissance ou stagnation sur les mois \u00e0 venir&nbsp;: c\u2019est se donner une chance d\u2019\u00eatre rentable sur le long terme.<\/p>\n\n\n\n<p>Chez <a rel=\"noreferrer noopener\" aria-label=\"iPaidThat (s\u2019ouvre dans un nouvel onglet)\" href=\"https:\/\/ipaidthat.io\/fr\/?utm_source=mag&amp;utm_campaign=texte&amp;utm_content=texte\" target=\"_blank\">iPaidThat<\/a> on a bien compris l&rsquo;importance de prendre en compte ces \u00e9l\u00e9ments, nous comptons aujourd&rsquo;hui plus de 900 clients satisfaits.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Le logiciel en tant que service (SaaS) permet de livrer conjointement des moyens de services et de savoir-faire aux entreprises qui souhaitent externaliser leur syst\u00e8me d&rsquo;information (messagerie, s\u00e9curit\u00e9\u2026). Ce mod\u00e8le d\u2019organisation offre aux entreprises une bonne capacit\u00e9 d\u2019\u00e9volution, \u00e0 l\u2019heure de la virtualisation et de l\u2019automatisation des t\u00e2ches via internet. Mais il peut cependant \u00eatre [&hellip;]<\/p>\n","protected":false},"author":4,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[2,4],"tags":[],"class_list":["post-2223","post","type-post","status-publish","format-standard","hentry","category-entrepreneur","category-featured"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Logiciels en mode Saas: sur quelles m\u00e9triques faut-il se focaliser ?<\/title>\n<meta name=\"description\" content=\"Le logiciel SaaS, livre des moyens de services et de savoir-faire aux entreprises. On vous explique tout sur les m\u00e9triques \u00e0 prendre en compte.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/app.ipaidthat.io\/mag\/entrepreneur\/quelles-metriques-saas-focus-entrepreneuriat-entreprise\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Logiciels en mode Saas: sur quelles m\u00e9triques faut-il se focaliser ?\" \/>\n<meta property=\"og:description\" content=\"Le logiciel SaaS, livre des moyens de services et de savoir-faire aux entreprises. 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