Creately is an easy to use Online Diagramming software - purpose built for team collaboration. Powerful features and an intuitive interface make Creately ideal for teams working together on everything from Business Diagrams, Strategy Maps, Flowcharts, Web Mockups to UML designs.
Here we share our experiences and lessons learnt building a web-company.
We normally use funnel diagrams to understand the flow of a user through our website, to the application, and then onto the purchase pages (or not). Some great tools are out there and just last week @Indu blogged about using Funnels & Goals in Google Analytics to better understand your funnel and conversion rates.
This week, we went and applied the same to our traffic funnel in three steps.
Identify how our potential customers find out about Creately. The ‘trigger’ to visit the site.
What their motivations are. Why are they here?
Identify the pages they land on, and craft a message that resonates with the visitor’s intent and motivations. This will achieve lower bounce rates and far better conversions in a funnel.
Ok, again: Being relevant is key. but how do we know what’s relevant unless we know what you want?
Map it out!
It’s easier to map this out in a diagram, and here’s ours - How People Discover Creately. Some of the bounce rates are guesstimates though.
We first identified the source for them to come to Creately, then we break them down by their motivations and where they would go on the site to what landing pages.
The next phase is to make sure the landing pages speak to them well and address their questions. That’s another post for another day
Before I go back to more diagramming and numbers, do you find this approach useful? How do you look at your traffic funnel?
Today, I’m writing the first post in a series that will guide small business owners and entrepreneurs in understanding the important customer data that Google Analytics provides. We’ll look at where to find the data in Google Analytics and how this information can be useful to your business.
Google Analytics is a great tool for analyzing the traffic that shows up on your website. This will give you fantastic insights into who is coming to your web site, all the other related pages, and how they’re getting there. It displays so much useful information, and with just a little training, you too will be able to use Google Analytics for your business. We won’t go into the details of how to setup Google Analytics for your site - but here’s a great article on Mahalo that shows you how to set it up for free.
Today, we’ll start with the Visitors Map overlay. With the Visitor Map, you get a World Map graphic that captures website Visitor numbers by region, country and state. The Map Overlay can be accessed by clicking on the Visitors tab, and then the Map Overlay underneath it. You can also select different Detail Levels of the world map in City view, Country/Territory view and so on.
The Map Overlay displays Visits as the metric in the default view with the countries rendered in varying shades of green. Countries with the darkest shade of green indicates the greatest number of visitors in terms of website traffic. While some other countries have no shading at all, this indicates the site has never had a visitor.
The metric displayed on the map can be changed from Visits to Pages/Visit, avg. Time on Site, % New Visits, Bounce Rate, and Goal Conversion Rate. You can also drill down to see more detailed information within specific regions, either by clicking on individual countries on the map or selecting a different Detail Level. Look at the image below for an example of an Overlay Visitor Map drilled down to the Country/Territory detail of Brazil.
Are you wondering how Google knows which country a visitor comes from? Well, the answer is no rocket science, Google simply looks at the IP address of every visitor to determine from country/place in the world they are coming from. In the map of Brazil above, it tells us that Sao Paulo is the largest market in Brazil, followed by Rio de Janiero.
More interestingly, an Advanced Segmentation feature is now available in Google Analytics. This enables you to analyze subsets of your traffic. You can either choose from the pre-defined segments such as “Paid Traffic”, “Visits with Conversions”, “Referral Traffic” or create your own custom segments and then compare up to four segments develop a great understanding of your customer’s behaviour on the site.
With the Advanced Segmentation features you can also create new segments with the Segment Creator. Simply drag and drop dimensions and metrics into the boxes to create a visit segment. Then, you can apply one or more of these segments to data, and compare the segment performance. By setting up an advanced segment for just “Sign-up from Sao Paulo” for instance, you could drill down and analyse the behaviour of the users who signed-up from Sao Paulo.
Check out this video for more details on how the Advanced Segmentation works.
The geodata collected through Analytics helps to identify lucrative geographic markets and identify new locations for potential marketing campaigns. Targeting specific users geographically will undoubtedly increase the success of your business. I hope you’ve learnt the importance of the Map Overlay and how it can help you reach customers from around the world.
As Twitter becomes more popular and pervasive, it has become an essential tool for start-ups to engage with their customers. Here at Creately, we actively engage our users, supporters and even the occasional detractor on Twitter.
Recently, we wanted to understand what our customers say to us on Twitter so @Indu went through our Twitter archives and put together this simple connections map of our @Creately Twitter account to capture some of our more active users and what they’re been talking to us about.
Who’s Talking to Creately & What are they Saying.
As @Indu worked on the diagram, she decided to pull together some recent Tweets about Creately to share with the team and you - our customers.
b3nw: saved by a javascript app creately - http://creately.com after MS Visio just refused to link things, whew. Best $5 i’ve spent in along time.
nocash: Been looking for something like this for a while: Create and Collaborate on Online Diagrams - Creately -http://creately.com/
Rohlund: I highly recommend checking out creately.com if Microsoft Visio is not your friend. #ittools
Thank you for all your tweets. We try to respond to each and everyone of them - so if you’ve enjoyed using Creately - tell us - we’re always listening on Twitter.
If you’re not following Creately on Twitter - now’s the time.
The great thing about working in an Internet start-up is the learning we get to do every single day of our lives. We don’t always know the right answers to every question we face, but the very nature of the Web lets us try out new ideas and quickly adapt them to achieve the best results for our online businesses.
The Big Kahuna Question
The Cinergix team faced this ‘hard’ question 3 months ago when we launched our online diagramming service, Creately, to the public. After being in beta for almost a year, where we spent a lot of time and effort in engineering, we were faced with the question of how much to charge for our service. Of course we had tons of ideas and projections in our business plan, but now that it was finally time to start generating an income, we weren’t exactly sure how much our customers should be paying for our collaborative diagramming application.
Our customers’ feedback and reviews told us we had a service that was loved and valued by users, but we struggled to quantify this value. Creately was being used in small businesses, software and design companies, startups as well as by students from all around the globe. We felt Creately would be valued differently by each group - depending on what they used it for.
A web design agency using Creately to work collaboratively on a Web Site project with their clients receives immediate economic value by shortening the turnaround time of designs and raising customer satistfaction. This would make Creately a valued tool - in essence allowing us to charge a “Premium” to this customer. But a student using Creately may not see such immediate economic returns, and hence would not be willing or able to pay the same price.
Faced with this dichotomy of users and our desire to ensure Creately remained accessible to everyone who needed it, we devised a simple Pricing Experiment that would help us better understand Creately’s perceived value to our customers.
The Experiment
We set up a new Creately Plus plan and decided we would let our customers choose how much they would pay for Creately each month. We called it the “Pay What You Want” offer and set about putting the plan into action.
We set up a simple Upgrade page (see screenshot below) with sample prices of similar diagramming applications, and launched it with a Press Release and a newsletter to all our beta users. The experiment would run for 2 weeks and we hoped to get a better sense of our customers and how much each of them valued Creately.
Marketing Sequeway
This also proved to be a bit of a marketing coup. I thought we had an interesting story with our PWYW plan, so instead of putting out a Press Release announcing the launch of Creately - we pitched the unique “PWYW” pricing angle. This lead to stories on TechCrunch, TheInquirer.com and a host of other blogs. We didn’t realise this at the time, but not many people (besides Radiohead) have tried this before.
The Results
I would be lying if I said we were not pleasantly surprised by the initial results of our experiment. This along with the publicity we received convinced us to continue to run the pricing experiment for 2 months instead of the planned 2 weeks.
We received a wide range of offers from $1 (the minimum allowed) to $100, with the mean ranging between $4-$5 and a median of $3.
Customers who paid $1 were mostly new users who’d heard about the PWYW plan and signed up on the first day. This group of customers was also the most likely to cancel their accounts over a period of time. Many of them did not use the application intensively and would have been fine with a Free plan.
Customers who paid the Mean Price of $4-5, have made good use of their Creately accounts, including creating multiples diagrams and publishing them. These customers come from a diverse range of industries including small businesses owners, marketers, teachers and students. These users have shown less propensity to cancel their accounts as they were extracting good value from their accts.
Customers who paid more than the Mean Price provided the most valuable insights. These customers incorporated Creately into their work and business processes and derived significant value from Creately’s collaboration capabilities. Customers in this group included tech-savvy small businesses, software teams, design companies, Webmasters and business consultancies. This group made the most use of Creately to collaborate with co-workers and clients, valuing our visual collaboration platform to communicate and solve real business problems across cross-functional teams, instead of simply using Creately as a diagramming tool.
Another very interesting point that stood out from our experiment is the difficulties that so many of our users faced with completing their subscriptions with PayPal. The complaint emails as well as large percentage of abandoned transactions - forced us to work on alternate payment methods.
Lessons Learnt
Understand your users
We’ve learnt that its very important to understand who your customer is and why someone’s your customer. No two customers are the same so it’s important to learn what each type of customer gets out of your product. This is important if you want to stay relevant to your most valuable customers and helps you focus your marketing and development investment to maximise your returns.
Give Customers What they Need (or To each his Own)
We are even more committed to the idea that Creately delivers differing levels of value to our customer. We don’t want to forgo any customers and will need to continually work to ensure Creately is available where its needed.
Sustainable?
The PWYW scheme did a good job in helping us gather invaluable data on our customers, but may not be sustainable over a long run. This is due in part to the fact that although we ask people to be Fair, not everyone is. Also, for a startup with limited resources, it becomes very hard to do any real business planning & projections when you add variable pricing to the mix.
Action Plan
We’ve been working on a set of actionable activities that we worked out as a result of our experiment.
Make it easier for teams to work together on our visual collaboration platform, by introducing Team Projects.
Introduce Pro Plans that deliver greater value to customers who use Creately intensively.
Focus on developing a clear market position that resonates with our high value customers.
Put in place a new payment infrastructure to replace Paypal. This will be announced shortly.
Institute a Creately Scholarship programme to give access to charities, schools and colleges at deeply discounted prices.
Conclusion
We may not have fixed every concern we had, but this experiment has definitely helped us identify our strengths and understand the market response to Creately. Even though we gave out quite a few Creately Plus accounts for $1, we believe the data we collected over the 2 months has more than paid for itself in terms of lost revenue.
Tell us what you think of our findings. Would you have conducted this experiment in a different way? We’d love to hear from any online service that’s faced this question before.
Firstly I’d like to say Happy New Year from the Inbox!
Creately is really pushing technical boundaries to bring collaborative diagramming to the masses. But while its all very exciting building new features and functionality, its good to remember who we are doing it for. You guys! Our customers. So the way we handle our customer service must be as good, if not better, than the service we offer.
Great Support is part of the Creately Experience
Quick and efficient support is one of the key offerings of our product. But we don’t just see customer support as a necessity, or just another offering. Engaging with our customer enables us to unearth a wealth of fantastic ideas from our user community, to help us push Creately forward, helping us develop it with our customers’ needs at the forefront of our product plans.
Whether you are on the Pro, Plus or Public plans, when you send us an email, submit feedback at the end of a session, give us a heads up about a bug, send us a message on Facebook or enter a suggestion on the forum, we always read and respond to it with our 24 hour support. This seems to surprise one or two of you as you think your comments fall on deaf ears. No way! Your comments provide a lot of benefit to us and we encourage you to send us as much information as you have time to. You love to get chatting to us about what you do or don’t like about Creately, with positive comments or giving us ideas for improvements - and we love every bit of it.
To start this year off we are working on improving our approach to customer service so we continue to give you the best possible support for your inquiries. As the number of customers grows, so does the amount of support requests, suggestions and general inquiries, and we don’t want to let a single one of you down with a poor response! We will soon be implementing internal service level agreements (SLA’s) to ensure our paying customers receive priority attention, but that our non-paying customers, on the Public plan, will still always receive a quick response, particularly on critical issues. This is being done so that, while we keep growing as a company, we keep customer service friendly, efficient and helpful with clearly defined expectations and targets which will allow us to measure and improve our performance over time.
Talk to Us Anyway you like
As a first step to achieving our customer service goals we have logged all the places that ideas and feedback come from that influence Creately’s development. Given the importance we place on Social Media, and the number of different channels of communication available, we want to make sure we (as a company) are aware of all the different places where you engage with us. In other words, are we listening to our customers effectively and in the right places?
We will continue to post customer service developments on this blog, and feel free to let us know what we are doing right and how we can improve. Don’t forget, we love chatting to you guys, so keep the feedback rolling in!
Today, we’ll start with the Visitors Map overlay. With the Visitor Map, you get a World Map graphic that captures website Visitor numbers by region, country and state. The Map Overlay can be accessed by clicking on the Visitors tab, and then the Map Overlay underneath it. You can also select different Detail Levels of the world map in City view, Country/Territory view and so on.
The great thing about working in an Internet start-up is the learning we get to do every single day of our lives. We don’t always know the right answers to every question we face, but the very nature of the Web lets us try out new ideas and quickly adapt them to achieve the best results for our online businesses.
The Results
