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How to Cut Costs & Improve ROI with Lease Management Software

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How to Cut Costs & Improve ROI with Lease Management Software

As a corporate occupier, managing lease portfolios is inevitable, and ensuring they are properly managed is essential. However, a large lease portfolio makes keeping track of all the obligations and deadlines regarding each lease more challenging. Understanding and effectively managing all aspects of a lease is key to ensuring that business is done properly and that financial aspects are monitored. Failing to get deep insights into lease details can cause unnecessary expenses and lack of compliance when it comes to lease accounting standards. Fortunately, lease management software can not only help businesses avoid such situations but it can also provide the necessary tools to reduce unnecessary costs and maximize the return on lease investments. Here’s how lease management software can help you manage your lease portfolio.

Improved Visibility

To best manage a lease and all obligations associated with it, having a deep understanding of all details associated with it is key. This includes everything from critical dates, reports, updates, modifications and terminations, among others. Having all this information in a single, centralized system with easy-access increases visibility and productivity when it comes to tracking leases. This is essential to mitigating risks and staying on top of all important aspects of your leases. Lease management software allows you to access all lease information easily and efficiently, providing you with the assurance that all decisions and actions made regarding a lease are completed in a timely and accurate manner to avoid penalties or additional costs.

Actionable Insights

The best way to determine how to cut costs, reduce risks and even influence revenue is by looking directly at the lease data. Lease management software, by storing all lease information in a single, centralized location, enables easy access and the possibility of turning the available data into actionable insights. Being able to calculate tenancy costs, knowing the risk exposure and understanding the real estate optimization opportunities are essential to saving costs and increasing revenue. As such, you can be sure that all decisions made regarding a lease are based on relevant information to ensure they are effective for your business.

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Improved Analysis

Being able to identify and access all lease information that is valuable to your business to make decisions about the future is essential to reducing costs and improving ROI. As such, being able to analyze your leases and the corresponding terms allows you to make the best decision regarding the future of those leases. Whether it is terminating a lease early, terminating it on time, renewals or even changes to an existing lease, it’s necessary to properly analyze the terms, obligations and special clauses of a lease to determine what the best course of action is regarding that lease. And understanding a lease as much as possible can help in making the best cost-effective decisions for your business. Whether it’s renegotiating a new lease monthly rent, removing costs for unused services and even challenging costs for services not included in the lease term, with lease management software you are in the position of ensuring that any decision made regarding your lease portfolio will reduce costs and improve the

ROI for your business.

Reporting and Compliance

Lease management software is a great tool for your team to use when managing the company’s lease portfolio as it makes reporting and compliance easy and accurate. It allows for everyone responsible to have access to lease information to work together to make cost-effective decisions and strategies. Furthermore, with the help of lease accounting software, companies can become ASC 842 compliant by having the tool that can automatically generate a report according to FASB reporting standards. Companies can be sure that reports are accurately submitted on time and that no extra money was spent on additional resources needed to report leases through the balance sheet.

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Reducing costs and improving ROI are some of the main goals for companies as they support the overall success of the business. Fortunately, when it comes to corporate leases, these goals can be supported with the help of tools, like lease management and lease accounting software, which help keep all lease information in a centralized location, enabling those responsible to access it and make the best lease decisions for the company.  

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B2B customer journeys that begin at review sites are significantly shorter

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B2B customer journeys that begin at review sites are significantly shorter

The B2B customer journey can be a long one, especially when the purchase of expensive software subscriptions is under consideration.

“The average B2B customer journey takes 192 days from anonymous first touch to won,” according to Dreamdata in their 2022 B2B Go-to-Market Benchmarks — a statistic described by co-founder and CMO Steffen Hedebrandt as “alarming.”

But the report also indicates that this journey can be significantly sped up — by as much as 63% — if accounts begin their research at software review sites, gathering information and opinions from their peers. Journeys that originate at a review site often lead to deals of higher value too.

Fragmented data on the customer journey. Dreamdata is a B2B go-to-market platform. In any B2B company, explained Hedebrandt, there are typically 10 or even 20 data silos that contain fragments of the customer journey. Website visits, white paper downloads, social media interactions, webinar or meeting attendance, demos, and of course intent data from review site visits — this data doesn’t typically sit in one place within an organization.

“We built an account-based data model because we believe that there’s such a thing as an account journey and not an individual journey,” said Hedebrandt. “So if there are two, three or five people representing an account, which is typically what you see in B2B, all of these touches get mapped into the same timeline.”

Among those many touches is the intent data sourced from software review site G2. Dreamdata has an integration with G2 and a G2 dashboard allowing visualization of G2-generated intent data. This includes filtering prospects who are early in their journey, who have not yet discovered the customer’s product, or who have discovered it but are still searching. This creates a basis for attributing pipelines, conversions and revenue to the activity.

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“Strategically, our ideal customer profile is a B2B software-as-a-service company,” said Hedenbrandt. “B2B SaaS companies are particularly ripe for understanding this digital customer journey; their main investment is in digital marketing, they have a salesforce that use software tools to do this inside sales model; and they also deliver their product digitally as well.” What’s more, it takes twice as long to close SaaS deal as it does to close deals with B2B commercial and professional services companies.

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Read next: A look at the tech review space

The Benchmarks findings. The conclusions of the 2022 Benchmarks report is based on aggregated, anonymized data from more than 400 Dreamdata user accounts. Focusing on first-touch attribution (from their multi-touch model), Dreamdata found that customer journeys where a review site is the first touch are 63% shorter than the average. In contrast, where the first touch channel is social, the journey is much longer than average (217%); it’s the same when paid media is the first touch (155%).

As the Benchmarks report suggests, this may well mean that social is targeting prospects that are just not in-market. It makes sense that activity on a review site is a better predictor of intent.

Hedenbrandt underlines the importance of treating the specific figures with caution. “It’s not complete science what we’ve done,” he admits, “but it’s real data from 400 accounts, so it’s not going to be completely off. You can only spend your time once, and at least from what we can see here it’s better to spend your time collecting reviews than writing another Facebook update.”

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While Dreamdata highlights use of G2, Hedenbrandt readily concedes that competitor software review sites might reasonably be expected to show similar effects. “Definitely I would expect it to be similar.”

Why we care. It’s not news that B2B buyers researching software purchases use review sites and that those sites gather and trade in the intent data generated. Software vendors encourage users to post reviews. There has been a general assumption that a large number of hopefully positive reviews is a good thing to have.


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What Dreamdata’s findings indicate is that the effect of review sites on the buyer journey — especially as the first-touch channel — can be quantified and a value placed on it. “None of us questioned the value of reviews, but during this process you can actually map it into a customer journey where you can see the journey started from G2, then flowed into sales meetings, website visits, ads, etc. Then we can also join the deal value to the intent that started from G2.”

Likely, this is also another example of B2B learning from B2C. People looking at high consideration B2C purchases are now accustomed to seeking advice both from friends and from online reviews. The same goes for SaaS purchases, Hedenbrandt suggests: “More people are turning to sites like G2 to understand whether this is a trustworthy vendor or not. The more expensive it is, the more validation you want to see.”


About The Author

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Kim Davis is the Editorial Director of MarTech. Born in London, but a New Yorker for over two decades, Kim started covering enterprise software ten years ago. His experience encompasses SaaS for the enterprise, digital- ad data-driven urban planning, and applications of SaaS, digital technology, and data in the marketing space.

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He first wrote about marketing technology as editor of Haymarket’s The Hub, a dedicated marketing tech website, which subsequently became a channel on the established direct marketing brand DMN. Kim joined DMN proper in 2016, as a senior editor, becoming Executive Editor, then Editor-in-Chief a position he held until January 2020.

Prior to working in tech journalism, Kim was Associate Editor at a New York Times hyper-local news site, The Local: East Village, and has previously worked as an editor of an academic publication, and as a music journalist. He has written hundreds of New York restaurant reviews for a personal blog, and has been an occasional guest contributor to Eater.

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