The Benefits of Using Fincome – an Interview with Kevin Pedrosa (CFO at Infolegale)

Ever wondered how to use real-time data to revolutionize your business strategy? Unfortunately, getting this data can often become painstaking, which takes valuable time away from the essential part of your work. Fincome, a SaaS business intelligence solution, provides tools to its users to get reliable performance indicators quickly.

Fincome has provided many companies with the tools to successfully improve their business strategy. One such company is Infolegale, a company that specializes in B2B risk assessment services.

We decided to sit down with Kevin Pedrosa, the CFO of Infolegale, for over six years. Here is what he had to say about our service.

What is Infolegale? 

Established in 2008, Infolegale is a French company based in Lyon that provides its customers with a range of services that help companies navigate various risks they may encounter when doing business with their clients. 

With a team of 5 employees and 2000 clients, the company achieved a remarkable turnover of €11 million in 2023.

The challenge: Kevin was spending hours requalifying data on excel, with no time to analyze all his indicators

The unreliable data was slowing Kevin down

During our interview, Kevin shared that before he had to formalize his database to calculate his KPIs

  1. Making sure his data was consistent and efficient took up a lot of his time as CFO.
  2. He also admitted that he used to spend hours, even days, on Excel trying to requalify his data. It made communicating with his colleagues rather difficult at times, as Kevin needed to reprocess data so often to reach the final KPIs he needed. 

This meant he only focused on the construction of these KPIs. The time-consuming nature of this task distracted him from the essential part of his work: analyzing all his indicators.  

What tangibly changed Kevin’s work as CFO? 

“It's something relatively simple, but I save a lot of time on KPIs. Whereas I used to spend a lot of time formalizing my database to calculate my KPIs, now I use this time to analyze my indicators.”

Kevin focused specifically on Fincome’s analytical segmentation feature, which lets you select KPIs according to a variety of metrics, such as market type or company size.

“Fincome now provides a range of KPIs on each market segment to measure efficiency, areas of improvement, growth, your client base, and LTV … in short, all this can be measured for a given market.”

The solution: Using analytical segmentation helped Kevin to make better decisions

Using analytical segmentation, you can divide your customer base by industry, company size, or location (to name a few examples). By doing this, you can get a better understanding of how satisfied your customers are. 

With Fincome, you can create analytical axes for whichever type of data you choose. You can then easily analyze your customer churn over a specific period on a defined segment. Once you have created your analytical axes, Fincome takes care automatically of your churn calculation by segment. 

Why is it key? Churn is a crucial metric for SaaS. Churn is a metric used to measure the loss of revenue (revenue churn) or customers (customer churn) over a given period, indicating the rate of attrition.

Calculating churn with analytical segmentation 

Churn is typically calculated as the number of customers lost during a period divided by the total number of customers at the beginning of that period:

Churn = Customers lost in a segmentTotal customers in the same segment * 100

You can calculate churn on a monthly or annual basis

  • Monthly churn provides a more granular view of customer retention, which is especially useful for SaaS companies with short sales cycles or frequent subscription renewals.
  • Annual churn, on the other hand, offers a longer-term perspective, which can be useful for SaaS companies with seasonal variations or those where customer relationships take time to develop.

Calculating churn with customer segmentation allows SaaS companies to identify specific patterns and trends within different customer groups. This approach enables targeted strategies for retention and engagement.

The importance of calculating churn by company size

“Ultimately, segmenting by the type of company or market has let us identify segments that churn more than others.” 

Kevin shared that at Infolegale they had made some assumptions about which sectors were performing better than others. They had expected microenterprises or small companies to churn more than medium-sized companies, but this was only sometimes the case. 

Segmentation by market thus made Infolegale reconsider some of their preconceived notions and be more aware of which sectors actually needed improvement. 

Based on Kevin’s testimonial, let’s take a look at the benefits of segmenting by company size: 

The strategic approach to calculating churn by company size

  1. First of all, you have to decide how you segment. For example, Infolegale made a segment for microenterprises and small businesses (0–50 employees), which it distinguished from medium-sized businesses (51–500 employees).
  2. You then have to calculate the churn rate separately for small and medium companies. It is crucial to normalize the churn rates (e.g. present them as percentages) so that you can compare them.
  3. With Fincome, Kevin was able to automatically calculate churn by company size. The time he saved let him focus on the essential part of his work: analyzing the financial performance of his company. 

With time saved comes a boost in productivity. Kevin was no exception, saying that analytical axes made communication more manageable and fluid. 

The power of forecasting

During the interview, we also discussed our new forecast feature, a tool used to reliably anticipate and analyze market dynamics.

“Recently, I’ve started using one of Fincome’s new functions that let me create and compare forecasts in creating what-if scenarios.” 

I can also use various analytical axes for these forecasts, which lets me analyze churn, for example, over a given period. This gives me much more precise forecasts of different market segments.

Head to our help center to learn more about how to create your own revenue forecasts

Bonus: Easily communicating results with colleagues, shareholders and the board of directors

Kevin shared that with Fincome, he was able to share more information with colleagues or people outside the company. Infolegale needed to share information with its shareholders and board of directors. 

More recently, since enriching their indicators at Fincome, they have also shared them with market leaders

“I can now communicate much more freely and efficiently with all the people in our company’s decision-making process.”

With Fincome, you can easily create charts or graphs with a single click. This helps to quickly understand patterns and trends within your customer base. And, perhaps more importantly, it makes it simple to share the results with others. 

The result: Kevin can now quickly obtain reliable and up-to-date KPIs to make swift business decisions 

Kevin’s business has benefitted from Fincome because of its precise market analysis features, deriving from analytical segmentation

These functionalities have not only saved Kevin a considerable amount of time in obtaining reliable and up-to-date KPIs but have also provided him with a reliable stream of real-time data for swift business decisions and accurate anticipation of market dynamics.

Fincome has revolutionized Kevin’s workflow by:

  • Automating the data processing process;
  • Providing him with practical and reliable real-time metrics;
  • Optimizing business planning to efficiently anticipate growth and churn;
  • Streamlining communication within the company.

If you’re eager to discover how Fincome can elevate your business, explore the testimonials from our satisfied customers.

Don’t hesitate to contact us to start streamlining strategies for tangible growth and enriching your strategic acumen!