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beqom Sales pitch - SHARED

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 15 January 2014

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Transcript of beqom Sales pitch - SHARED

Bonus
Long Term Incentives
Salary Review
Incentive
Management
Recognition
Compensation


Management
Compensation


Management
started with...
1999
2007
Compensation


Management
to provide
Large Enterprises
with a leading
Compensation Management
solution,
whatever their application suite.
creation of in 2009
Many
Large Enterprises
added
to their application suite to drive
workforce behavior
, mostly by managing performance, compensation and recognition.
Execution
Market
1. People
+ Innovation
Partners
4. Growth
3. Customers
2012:
18 go-lives:
Apr 2013:
ICE - our 1st global Customer Event in Venice:
face-to-face validation
Public cloud (multi-tenant) application




Community



Mobile apps (3 platforms)
+
+
100%(!)
Customer Success
Leadership Team
1 Application

Large Enterprise
only
Organization:

Global & Focused
based on a DNA of software innovation for Large Enterprises
Salary Review
Bonus
ICM
LTI
What are YOUR processes?
Planning & Budgeting
Goals management
Appraisal
Performance coaching
Our markets
Organization
Quota
Territory
Crediting
HR
Sales
Overview - 15 min.
2. Finance
45%
10%
45%
of our customer base
of our customer base
of our customer base
60+ employee headcount
150+ partner headcount
2012:
129% rev. growth
Profitable
Positive Cash Flow
2012: beqom USA acquires our
largest customer
2013: beqom USA will represent
1/3 of revenues
30 recents software deals:
Focus on North America:
9 building blocks
to cover
Our 5 strategic
drivers :
known logos (Large Enterprises)


from all industries


from 10+ different countries
(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:
includes 8 nationalities
(prioritized)
2011:
100%+ rev. growth
Profitable
Positive Cash Flow
2010:
100%+ rev. growth
Profitable
Positive Cash Flow
& healthy
we identify a piece most
Large Enterprises
are missing.
focus
Sep 14th, 2013
3 questions for the end:
Do you see why we thought your requirements were in line with our DNA?

Do you think beqom can integrate with your existing system?

Do you understand beqom's "flexibility within YOUR framework?"

Do you think Excentive has the required experience to manage your complexity?
With you today:

Tanya Jansen - Solution Expert

Peter Maier-Borst - Account Manager

Stephan Pohl - Head of Product, Excentive Sponsor

Didier Katz - Head of Customer Success

Fabio Ronga - CEO
What we have worked on...
DNA
What we understood
from all this
TIYOP Project
TIYOP Project
Company vision - 2008
WHY
WHAT
HOW
Product deep-dive - 30 min.
1 application covering 90k employees in 32 markets
"Flexibility within Vodafone's framefork"
all employee incentives worldwide
+
"channels"
for all Sales channels
(incl. 29k external dealers)
ne solution
external

data
system

integration
system

integration
PEOPLE
PERFORMANCE
Operations Team, Compensation Team
Setup
Simulation
Communication
Calculation
Reporting
Managers
Target setting
Performance
Communication
Approvals
Reporting
Employees
Objectives
Performance
Documentation
Statements
Dispute Management
CFO / Auditors
Planning
Costs
Accruals
Traceability
Auditing
Reporting
World of data (by IT)
World of processes (by business)
manual

data
MARKET
Bonus
9 building blocks
to cover
Building blocks aligned for a Salary Review process at
Building blocks aligned for a Bonus process at
Building Blocks aligned for an ICM Process at
Building Blocks aligned for an LTI Process at
Salary Review
Bonus
ICM
LTI
What are YOUR processes?
Long Term Incentives
Salary Review
Incentive
Management
Recognition
organization
markets
territories
training programs
...
budget
targets
results
reviews
appraisals
...
3
1
2
Full transcript