Loading presentation...

Present Remotely

Send the link below via email or IM

Copy

Present to your audience

Start remote presentation

  • Invited audience members will follow you as you navigate and present
  • People invited to a presentation do not need a Prezi account
  • This link expires 10 minutes after you close the presentation
  • A maximum of 30 users can follow your presentation
  • Learn more about this feature in our knowledge base article

Do you really want to delete this prezi?

Neither you, nor the coeditors you shared it with will be able to recover it again.

DeleteCancel

BoD - Dec 2013

Clik on the Full-screen button, and then keep clicking on the Right arrow to move forward through the presentation. www.beqom.com
by

Fabio Ronga

on 26 June 2014

Comments (0)

Please log in to add your comment.

Report abuse

Transcript of BoD - Dec 2013

Strategy
Market
1. People
+ Innovation
4. Growth
3. Customers
2012:
18 go-lives:
Leadership Team
1 Application

Large Enterprise
only
Competitive advantage:

Global & Focused
Salary Review
Bonus
ICM
LTI
What are YOUR processes?
Planning & Budgeting
Goals management
Appraisal
Performance coaching
Our markets
Organization
Quota
Territory
Crediting
HR
Sales
2. Finance
driven by increase
in regulatory requirements
driven by increase
in business requirements
competition
45%
10%
45%
of our customer base
of our customer base
of our customer base
Last deals closed:
Our 5 strategic
drivers :
(addressed with 1 solution)
(Employee
Perf. Mgmt)
(Sales
Perf. Mgmt)
Salary
Bonus
LTI
Recognition
Performance
Incentive
Partner Relationship
Hiring/On-boarding
HR:
Sales:
Sales+HR:
Fabio Ronga
CEO
Yves Steinhauser
CFO
Didier Katz
Customer Success
Tanya Jansen
Presales
Stephan Pohl
Products
Federico Della Casa
Sales & Marketing
Nurettin Sendogan
Technology
Joost Hoppenbrouwers
Services
SAP
Outlooksoft
Hyperion
SAP
Outlooksoft
Bearingpoint
SAP
Outlooksoft
Accenture
SAP (11 years, yes!)
SAP
Outlooksoft
SAP
Outlooksoft
Accenture
IBM
Outlooksoft
Microstrategy
Smartiks
Microsoft
Casio
includes 8 nationalities
(prioritized)
90K employees
25K dealers
5K employees
60K employees
500K partners
Partners
+ partners
beqom is a
Sales and R&D business
AND
Customer Satisfation
has higher priority than
Growth (#3 vs. #4)
=
Implementation focus on 1)
fast/successful go-live
2)
know-how transfer

Strategy
Execution
use partner as much as possible
control with an average of 15-20% of mandays directly by beqom
community to support customer communication
Results
enthusiasticreferences
scope expansions
satisfaction
live (fast)
99%
...
ICE
2 trends amongst our competition:
Continuing to struggle with compensation needs:
Successfactors (SAP)
- still weak beyond Salary
Oracle and Callidus
- seem to defocus from Incentive Comp.
HR
Sales
Reconsidering the artifical HR/Sales split:
Historical HR player Cornerstone acquired Sales Incentive/Motivation company
Historical ICM/SPM player Callidus acquired several HR-oriented solution providers
Callidus website
Cornerstone press release
Board Meeting - December 11th, 2013
Nyon
Continue to Prepare to
DEVELOP EXIT
"Ready to IPO"
1.
IPO
2. COMMUNITY
existing initiatives' acceleration:
presence
as a customer
OEM
- 2015 - 2016 - 2017
2009 - 2010 - 2011 - 2012 - 2013 - 2014
To be communicated at 2014 kickoff:
Communicated since 2009
(here the January 2013 version):
GAMIFICATION
new "must" initiatives:
new "should" initiatives:
+
+
marketing
structure
continued
globalization
continued
innovation

2'. Switch to
recurrent
Rev (CHF): 18M 32M 57M 106M 197M
Profit.: 4% 4% 8% 9% 13%
Headcount: 53 79 139 243 399
1.7M 4.2M 9.7M
6% 8% 2%
19 48 50
2013 Active: 53
Open - filled: 3
Open - to be filled: 10
Smartiks: 26
(6 to be transferred in 2014)
Headcount:
2013-2017
Financial
Model:
2013
Consolidated
Balance Sheet
2013
Consolidated
Profil & Loss
Open deals:
> Salary
> Bonus
> Long Term Incentives
> Sales Commissions
> Royalties
> and all kind of Benefits
> Recognition Management
> Gamification
> Scoring Systems
> Loyalty Programs
Rules based
To Manage
Behavioral Aspects:
To Manage
Total Compensation:
NE Solution
Analytics based
Plan Effectiveness
Plan Hub
Mobile
Any Device
Services based
Accessible anywhere
Social Networks
Shared
Product Strategy
Sep 2014
To sustain this strategy:
rebuild motivation to level of day 1 by showing the value

financing and cash reserve to cover the 7 initiatives

an additional CHF 13.7M
WITHOUT changing our DNA
11h00-11h30
Strategy update (all)
Company update (all)
11h30-12h00
Financial deep-dive (Yves, Brice, Michel, Pierre-Yves)
12h00-12h45
Financing decision (all)
13h00-15h00
Lunch with Vinci Capital (all)

Agenda:
Full transcript