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October 2013 Board

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

Fabio Ronga

on 3 November 2013

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Transcript of October 2013 Board

Agenda:
October 9th, 2013
Changes
Market
People
Innovation
Growth
Customers
Microsoft OnePlan and Entice are both successful
BNP Paribas going live next week
Performance and Reward application




Community



Mobile apps (3 platforms)
+
+
99%
Customer Success
Salary Review
Bonus
ICM
LTI
What are YOUR processes?
Employee
Performance
Sales
Performance
Salary
Bonus
LTI
Recognition
Our market
Sales Employees
Agents
HR
Sales
Board Meeting
Quarterly update
Finance
in regulatory requirements
in business requirements
competition
45%
10%
45%
of our customer base
of our customer base
of our customer base
Under control, while making the shift to SAAS
Our 5 strategic
drivers:
Challenge:
Too little very large deal (Tier-1)
Most of the time executed by corporate
No Tier-1 from Local (exception: BNP)
Current situation:
Plan:
Stop trying to "teach" local and reorganize to have Corp working with local entities continuously
Make necessary changes: UK - NL - TR
In addition:
Took Microsoft out of USA
Creation of a new beqom operation dedicated to Microsoft
New corporate headcount
3 Microsoft Delivery Center team (including 1 exec)
3 Cloud infrastructure team
1.5 Ditigal/Social marketing
3 R&D team
Northbridge

Callidus

Q&A

Live:
Q4 Pipeline
Compensation
(one of the things our customers do with our solution)
Employee
Performance
Sales
Performance
Salary
Bonus
LTI
Recognition
Sales Employees
Agents
HR
Sales
Workforce Behavior
(the reason our customers use our solution)
From
To
From
To
State-of-the-Art
(Multi-tenant & Public)
TECHNOLOGY
BUSINESS MODEL
Perpetual Iicense
+
Maintenance
SAAS
Strategy update
Strategy
Community
# of USERS
Recurrent Rev?
Profit?
2009 - 2010 - 2011 - 2012 - 2013 - 2014 - 2015
Software
License Rev.
Profit
Cloud
Recurrent Rev.
New customers
?
Continue to Prepare to
DEVELOP EXIT
"Ready to IPO"
late 2014
1.
2'. Switch to
recurrent
2. COMMUNITY
We could use more resources
GAMIFICATION
Motivation boost (team reward)
what we are doing:
what we need to do:
what we want to do:
+
+
+
New local operations
Australia, Suisse Romande

New distributors (partners)
Russia, Middle East
How much is beqom worth?
$80M with acceptable terms
$125M with Silicon Valley terms
WHY:
Would like to "merge" with us to reach critical mass, and become the #2 SAAS provider for Sales
HOW:
Currently at 100M rev, wants to reach quickly 200M
WHAT they like in beqom:
1) global success 2) customer base 3) horizontal success
GAMIFICATION
Could we add 10M to our BS while keeping the existing harmony?
Merged
Full transcript