Accelerating SaaS Success With Data-Driven Decisions

Case Study

About Jama Software

Jama Software is the definitive system of record and action for complex product development.

Next case study: Hassle.com

Jama Software is the definitive system of record and action for complex product development. More than 600 product-focused organizations, including NASA, Boeing, Deloitte and Dolby Laboratories use Jama Software to build new and innovative products.

Transitioning into a SaaS Business

In the Spring of 2015, Jama Software’s Data Scientist, Andrew Duchon, and Director of Business Intelligence, Eric Nguyen, evaluated several BI tools that would aid the company’s transition from perpetual-license to a subscription, SaaS business.

Prior to evaluating tools, Andrew had built the company’s in-house Business Intelligence system called BIForce to analyze Annual Recurring Revenue (ARR), market trends and customer churn prediction.

“While our in-house system was useful, it had its limitations, inconsistencies and at times, there was missing data from reports,” said Andrew.

Andrew and Eric knew it was time to invest in a BI tool that would centralize data and provide real-time information.

We brought on Chartio because there was an urge to be more data-driven, and to eliminate the confusion coming out of our Salesforce reports.

“We brought on Chartio because there was an urge to be more data-driven, and to eliminate the confusion coming out of our Salesforce reports. People were creating their own reports and coming to meetings with different numbers,” said Andrew.

A year later, Jama Software has completed their transition into a SaaS company and is now tasked with monitoring a new set of SaaS-centric metrics.

In addition to new metrics and steady growth, Jama Software also appointed Scott Roth, a SaaS industry expert, as the company’s new Chief Executive Officer to lead the company into their next phase.

A New Chapter for Jama Software

“Today, everyone at Jama Software is laser-focused on growing our Annual Recurring Revenue (ARR). For every SaaS company, ARR growth is a crucial metric to track because it summarizes how well you are doing at retaining your existing clients and growing your footprint with new sales.” said Scott Roth.

Coming onboard as the new CEO, Scott wanted to dive into understanding Jama Software’s business and began by looking through Chartio dashboards.

“As a first-time CEO, Chartio has helped me tremendously ramp in my role and learn about the business in a way that wouldn’t have been possible otherwise,” said Scott.

With years of experience in Sales and Marketing, Scott understands the importance of meeting your number.

The entire executive team and I are glued to Chartio and move from dashboard to dashboard, multiple times a day to get the insights we need to make crucial business decisions.

“The entire executive team and I are glued to Chartio and move from dashboard to dashboard, multiple times a day to get the insights we need to make crucial business decisions,” said Scott.

Since implementing Chartio, Jama Software is able to sync their Salesforce data to Chartio via data stores and get real-time updates.

“Our Salesforce connection in Chartio gives the executive team the ability to go into our ARR Projections dashboard at any given moment and get a bird’s-eye view on the health of the business,” said Scott.

In addition to the ARR, some of the other dashboards that Jama Software executives monitor are: Company Key Performance Indicators, Sales, Demand Generation and a Sales Leaderboard.

These five dashboards are the lifeblood of our business and I look at them constantly. Chartio has been absolutely critical in forecasting our ARR–there’s no other way we could do that without Chartio.

“These five dashboards are the lifeblood of our business and I look at them constantly. Chartio has been absolutely critical in forecasting our ARR–there’s no other way we could do that without Chartio,” said Scott.

The Next Chapter: Scaling the Business

“As we prepare to scale Jama Software, Chartio will be a crucial key to our success. With Chartio we can easily pinpoint where to apply our Sales and Customer Success resources to bring up our numbers and reduce churn,” said Scott.

With instant access to the right data and information, it allows the entire team from Executives to Sales Managers to act fast.

Chartio gives me the ability to have informed conversations in real-time, rather than waiting until the end of the week or month to get a report from Finance.

“Chartio gives me the ability to have informed conversations in real-time, rather than waiting until the end of the week or month to get a report from Finance. As a company, we’re able to react quickly and make data-driven decisions,” said Scott.

With Chartio, Scott can look at the Sales dashboard, analyze the information and have a productive conversation with the VP of Sales.

“Chartio has enabled me to get valuable information, without having to poke around in different data sources. I’m able to do real-time analyses on the business and drill down to a specific team and region,” said Scott.

These kinds of conversations are beneficial to the company because it helps Jama Software get to market faster and reach companies faster–which accelerates ARR.

“I feel much more confident two months into my job than I ever thought I would have felt and I think it’s because of the depth of data that I have at my fingertips with Chartio,” said Scott.


Next case study: Hassle.com