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The awesome people behind our brand ... and their life motto.

  • Neila Jovan

    Head Hunter

    I long for the raised voice, the howl of rage or love.

  • Mathew McNalis

    Marketing CEO

    Contented with little, yet wishing for much more.

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    Developer

    If anything is worth doing, it's worth overdoing.

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We help our clients integrate, analyze, and use their data to improve their business.

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PORTFOLIO

We pride ourselves on bringing a fresh perspective and effective marketing to each project.

  • Are Digital Currencies Set to Disrupt the Payment Industry?

    Are Digital Currencies Set to Disrupt the Payment Industry?


    The evolution of how we pay and get paid for products and services has repeatedly been punctuated with the arrival of new technologies that have brought about disruptive change. From adopting national fiat currencies to becoming reliant on a vast network that supports debit and credit card transactions all over the world, we continue to embrace methods that offer more convenience and more security when buying and selling.

    Now, many are touting digital currencies as the next revolution in payments. With our buying and selling habits rapidly changing towards more purchases online and overseas, many customers are becoming more than willing to consider alternatives that can better serve modern payment needs.

    Growing Popularity

    With recent announcements like PayPal’s integration with bitcoin, the increasing use of digital currencies is apparent. Companies like Overstock.com, Dell, Expedia, eBay and WordPress have already begun accepting digital currencies. However, while this medium of exchange is becoming more widespread, uncertainty surrounding regulatory rules and ongoing security problems remain. This begs the question of what makes digital currencies an attractive alternative when making and accepting payments to the point where it could bring about disruptive change.

    Lower Fees and Transaction Neutrality

    When purchasing with a credit card, banks and credit card companies both usually charge merchants fees between 1-4% which is then compounded for consumers when they purchase from overseas. Yearly, card companies such as Visa and MasterCard make over $30 billion from interchange fees alone with banks earning billions more.

    Digital currencies offer much lower or no transaction fees because they effectively take out banks and credit card companies as intermediaries. Instead of having to rely on bank networks to securely transfer funds, digital currencies use the Internet. Most of these digital currency networks, like bitcoin, are designed to be secure and neutral with no one having total control. This also makes them effectively neutral with no person, bank or government being able to deny access to or take your funds.

    The removal of banks also makes cross-border purchases and exchanges much simpler, especially for those wanting to buy from or send money to many of the more impoverished parts of the world. Many banks and credit card companies will not process transactions or issue credit cards in countries outside of North America, Europe and some Asian and South American countries because of the high risk of fraud and chargebacks for which they are on the hook. Digital currencies make it possible for people to securely send money back to their family in their home country without the high fees charged by companies like TransUnion. Money is then available almost instantly for those on the receiving end and there is no risk of it being held for a prolonged period by a third party.

    Better Security but Fewer Safeguards

    While they do charge high fees, users do get a certain level of protection and stability with more traditional payment systems. First, national currencies don’t usually experience the huge swings in value seen in some digital currencies. For example, the price of bitcoin fell from $1200 USD to $600 USD in the course of 48 hours in December 2013 and at the time of writing sits at around $220 USD.

    Secondly, while credit card numbers can be stolen, banks and credit card companies do usually offer protection by reimbursing customers who have been victims of fraud or by undertaking chargebacks. In contrast, if you accidentally send bitcoins to the wrong person, don’t get what you paid for or have your bitcoins stolen from your digital wallet or bitcoin exchange, there is no mechanism to get it back because it is a decentralized medium of exchange – it is gone. It is estimated that 1 in 16 bitcoins, or about $500 million worth, belong to someone who stole it.

    Technology Will Induce Change

    While the concept of programmable digital currencies promises greater efficiency and less cost, there are still hurdles to overcome before these mediums of exchange become mainstream. Most importantly, there needs to be more widespread adoption by both merchants and customers. But before that can happen, security issues, both real and perceived, have to be resolved. As well, the user experience needs to be simple and transparent for people to want to park their assets in digital currencies.

    But every medium of exchange has its growing pains and digital currencies are no exception. Advances in technology will no doubt produce change in the financial system like that seen with the rise of digital payment alternatives like Xoom, Skrill, Payza and Paym. But it’s still too early to tell exactly how digital currencies will evolve in the financial ecosystem. Banks and credit card companies will undoubtedly fight to keep their market share and have already been pre-emptively adopting innovations to keep customers happy while still paying higher fees.

    Once the shortcomings of digital currencies are overcome, the potential of digital currencies is monumental in an increasingly globalized economy, especially for those in the developing world that lack easy access to credit cards or any banking services at all. For online merchants and customers buying and selling internationally, seamless cross-boarder transactions and minimal charges are already proving to be very attractive. So, while it is still early to determine how disruptive digital currencies will be, there is little doubt that digital currencies are here to stay.
    – Jason
    Jason Kiwaluk
    Director of Ideation

    originally posted paymotion
  • Is the Length of Your SaaS Trial Hurting Paid Signups?

    Is the Length of Your SaaS Trial Hurting Paid Signups?

    Trials are a fantastic way to attract new users and get them engaged with your subscription product. But many companies struggle with their SaaS trial length. With the length of a trial having a huge effect on whether users end up signing on as paid customers, it’s vital to figure the optimal period for your particular product or service.
    Trials range from one day to 6 months or more, and the length of your trial needs find the right balance between giving users just enough time to discover the value of your services, and not too much time where they feel no urgency to become engaged.
    Many SaaS companies opt (at least initially) for 30-day trials as a kind of unofficial standard. But as a digital merchant, you need to figure out if this is actually the best amount of time for a trial of your service. In most cases, 30 days is not optimal for software-as-a-service.
    Here are some pros and cons for short and long trial periods and what that means for SaaS companies.

    Short Trials (2 – 7 days)

    Pros

    MOTIVATION. By reducing your trial length, you actually increase the likelihood that your users will start engaging with your product quickly, which is crucial for converting trial users. With just a few days to check out the value you can provide, there is a greater sense of urgency to dig in right away. And experience has shown that if you don’t get users engaged quickly, they are much less likely to convert regardless of how long your trial is.
    REDUCE COSTS. With nurturing trial users obviously being more costly than having paying customers, a shorter trial can reduce your sales cycle. For example, shortening your trial from 30 days to 7 days will significantly reduce the amount of time you have to support unpaid users, shorten your sales cycle and hopefully increase the number that convert, which can reduce your overall customer acquisition costs.

    🕛🕧🕐🕜🕑

    Cons

    LOWER TRIAL SIGNUPS. Prospective customers may not bother with a 7-day trial if they feel like it’s not enough time to evaluate your product, especially if they are busy.
    RISK OF HIGHER CONVERSION/LOWER RECURRING REVENUE. When a provider shortens their SaaS trial length, most often the conversion rate from trial to paid goes up. But this approach can also cause lower initial trial sign ups and higher churn rates which can result in lower recurring revenues in the long-run.

    Longer Trials (30 or more days)

    Pros

    MORE TIME. Long trials are useful for those SaaS companies whose products are more complex to learn or have a longer lead-time to value realization. A good example of this kind of service is Evernote. People love it because they can store all their notes, pictures and files in one place. After spending time centralizing their life’s content in Evernote, the product becomes very hard to give up, making it less likely for the customer to move to another company’s offering.
    STICKINESSKnowing your audience’s needs and behavior can also warrant a longer trial time. Email marketing software Constant Contact offers a 60-day free trial because they know their service is aimed towards busy small business owners. And, like Evernote, they know their audience wants to test out the service because they are looking for something specific that they will use for a long time.

    🕑🕒🕓🕔🕕🕖🕗🕘🕙

    Cons

    USER PROCRASTINATION. Offering a one- or two-month trial can make it easier for users to put off exploring your product, increasing the chance that they will forget about it altogether.
    SHORT ATTENTION SPANS. People don’t really try something for a full month. If customers keep using for up to a week, they are more likely to buy into the service. After that, conversion rates drop significantly. So, depending on your sales cycle, the remaining 23 days may be redundant.

    The Sweet Spot of a SaaS Trial Length

    If you’re still unsure of whether to go short or long, try meeting somewhere in the middle and experimenting. According to Close.io, 99% of B2B SaaS products should limit their trial to a maximum of 14 days. This is increasingly becoming the sweet spot for trial lengths as it gives a sense of urgency while also allowing potential customers a fair amount of time to get to know your software.
    Regardless of trial length, prospects that are active in the first three days of a SaaS free trial convert at a significantly higher rate than those who aren’t. Customers may think that they have 30 days to evaluate your product but you should know that you really only have three days to get them started using your software to get them to convert. You can achieve this by activating them quickly, clearly stating or showing product benefits and ensuring that the onboarding process is easy and engaging.
    Ultimately, your free trial should be as long as it takes for a user to learn your product and be convinced it’s right for them. Once you understand your customer, what they are looking for and current market expectations, you will have a much clearer understanding of how long your trial period should be. Then, you can focus on leveraging that time to engage and onboard users quickly to accelerate and optimize customer acquisition.
    Discover how the PayMotion platform can help you with your recurring billing andsubscription success.
  • Why You Need to Offer an Online Financing Option

    Why You Need to Offer an Online Financing Option


    Providing shoppers with an instant financing option is a great way to help increase sales, boost customer loyalty, and encourage repeat purchases. Considering that 93% of first-time usersof online customer financing say they would use it again, it’s no surprise that so many retailers are adopting this payment option.

    But it’s not just that financing helps to increase sales. Today there are several reasons why giving your customers the option to finance their purchase can be a win-win.

    The timing is right


    Earlier in the year CNN Money published an article outlining how 6 in 10 Americans don’t have even $500 in savings. This may be a startling number for online retailers, considering shoppers can’t buy from you if they can’t afford it. But that’s not all, U.S. consumer credit scores have reached an all-time high.

    Combining this demand for budget flexibility with the fact that consumers are trending towards good credit scores – we get the perfect storm of financing. Shoppers want it, lenders want to provide it, and retailers can benefit from it. Win-win-win.

    Online financing improves sales


    Providing shoppers with an online financing option has been shown to increase AOV and repeat purchases for ecommerce retailers. One reason for this is because nearly two-thirds of past users of financing come back to buy at least one more purchase of $500 or more – and 33% come back 3-5 times.



    There are a number of reasons why providing shoppers with a financing option tends to increase sales and AOV. For one, you’re giving shoppers more flexibility. So, while a customer may not be willing to put a $500 purchase on their credit card, giving shoppers more flexibility allows them to choose which option works best them.

    Financing isn’t just for super expensive items


    Normally when we think about financing we think about expensive purchases, such as financing a car or some new furniture.  But shoppers don’t have to spend a few thousand dollars before they open to paying with a financing option.

    We published a report, The Big Ticket: What’s Stopping Shoppers, which looks at what is preventing shoppers from making big ticket purchases online and how non-credit card payment options can improve the experience. One of the more surprising takeaways from the study was the price point where shoppers are willing to switch away from credit cards in favor of financing.


    7% of shoppers said they would switch to financing for purchases as little as $100, and 15% would switch for purchases of $200. And for purchases of $500, 47% of shoppers are most likely to use financing over their credit card. So, while not everyone is going to finance every purchase, don’t assume your customers won’t benefit from (and appreciate) having it as an option even if you don’t sell expensive items.

    It’s really easy to do


    Retailers are hesitant to make time consuming changes to their site, which is fair enough considering that developer resources are expensive.

    But you may be surprised to hear that offering your shoppers a financing option is actually really easy, especially if you’re on one of the more popular ecommerce platforms. For instance, retailers using Shopify or WooCommerce can add FuturePay as a financing option in as little as 5 minutes.

    Shoppers today want more flexibility in how they pay than ever before. Online financing is a simple way for ecommerce retailers to increase sales and AOV while improving the customer experience.

    P.S. Enjoy this post? You’ll love How Customer Financing Impacts Ecommerce Sales
  • Common SaaS Customer Acquisition Mistakes & How to Avoid Them

    Common SaaS Customer Acquisition Mistakes & How to Avoid Them



    Subscription companies face a lot of challenges. Chief among them is developing a service that meets a customer need and convincing a large number of users to get on board.
    Here are some common pitfalls SaaS companies make when acquiring customers, which can hurt marketing ROI, reduce customer lifetime value (CLV) and lower recurring revenues.

    1. Going After Too Many Niches

    This is as much an issue of product development as it is for marketing. When it comes to new SaaS products, simplicity is best. Adding features to appeal to an additional market can be a good thing for growing your customer base, but it can just as easily clutter up your product with features most of your core users aren’t interested in having or paying for.

    Solution: Stay focused, especially early on. Decide what you want your service to do and make sure it does that really well and satisfies customers before moving on to new functionalities and new target markets.

    2. Highlighting Features Rather Than Benefits

    A lot of SaaS companies make the mistake of listing the many features their product offers rather than focusing on the overall benefit their solution provides. To compound the issue, each new release brings a new wave of features that get tacked onto the website and other marketing materials.

    Solution: Generally, customers respond better to communications that detail how a SaaS product is going to solve a particular challenge or pain point rather than a long list of features. So, highlight the benefits of your SaaS offering like cost advantages, risk reduction, greater flexibility, simple deployment, automation or better usability. Some customers may want the finer details of all your features but they can be made available at a deeper level of your site once you have the customer engaged.

    3. Hiding the Important Stuff

    Many companies hold back important information like price with the hope that website visitors will enter their contact information or contact sales people directly to find out more.

    Solution: Unfortunately, burying important information like pricing is counterproductive, especially for B2C SaaS companies. People want to quickly know the essentials of your service, especially how much it costs. Otherwise, they will move on.
    The only exceptions to this are enterprise-level SaaS providers where the final price will be dependent on a lot of different variables. But for most SaaS products, always provide pricing information upfront to reduce any hesitation for potential customers who are considering your solution.

    4. No Lead Nurturing

    Many SaaS companies offer trial or freemium versions of their services to get users signed up with the hope they will upgrade to a paid version. But many fail to encourage trial users to start using their service. In an informal study conducted by customer engagement company Totagno, seven in ten SaaS companies failed to notice or take action when their trial was not being used. Furthermore, only three of the ten had sales representatives personally follow up with leads.

    Solution: Just because someone signed up for a trial or a lead didn’t convert to a paid version right away doesn’t mean you should ignore them. New users should be welcomed to your service with an automatic email which invites them to get started. From there, keep your subscription top-of-mind with automatic or, even better, personal emails highlighting the value of your product and simple ways to get started.

    5. Poor Onboarding Process

    Whether it’s a trial or a paid subscription, once a customer actually signs up for your service, you only have a short time to get them engaged. Barriers that prevent immediate usage such as extra steps (like registration), an unclear path to get started or delayed access will increase the number of users who fall out of your conversion tunnel or unsubscribe soon after they signed up.

    Solution: Getting started should be easy and instantaneous for your new users. At its core, your service should be easy to use and include hints on ways to begin. Customer service should be ready to answer any questions.

    6. Underestimating your Customer Acquisition Costs (CAC)

    Reaching and converting customers is often much more challenging than expected in the competitive and constantly evolving SaaS space. The average customer acquisition cost in SaaS for direct sales and marketing costs is usually 6-12 times the monthly fee.

    Solution: While this illustrates the importance of keeping customers subscribed over the long-term, it also demonstrates the need to look for ways to generate leads that don’t necessarily require spending a lot of money. As traditional outbound methods such as PR and advertisements tend to blow through budgets, SaaS vendors are increasingly relying on alternatives such as email campaigns, content marketing, blogging and social media.
    And then there are customer referrals. Once you have some traction, make it easy for your users to refer the people they know. As an added incentive, offer discounts or upgrades for each new customer your user refers.

    Avoiding common customer acquisition mistakes doesn’t have to be difficult or expensive. In fact, just exposing these pitfalls should get you thinking creatively about how you can grow your subscriber base. That’s the clearest path to increasing your customers’ lifetime value – and it will help ensure the success of your company’s service.
    Jason Kiwaluk via Paymotion
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