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Vinci Capital

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 5 November 2013

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Transcript of Vinci Capital

Company vision
(2008)

Compensation


Management
Compensation


Management
started with...
1999
2007
November 7 2013
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
4. Growth
3. Customers
Leadership Team
1 Application

Large Enterprise
only


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
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
2012: beqom USA acquires our
largest customer
2013: beqom USA will represent
1/3 of revenues
30 recent software deals:
Focus on North America:
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:
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
reinforcing the position of
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)
we identify a piece most
Large Enterprises
are missing.
focus
We need
more resources (for baseline)

GAMIFICATION
Motivation boost: start fresh after 4 years
what we are doing:
what we need to do:
what we want to do:
+
+
+
presentation
of

Our vision & strategy do not change
Planning principles (2008)
Plan for baseline, to which we add incremental plans 1 by 1 based on business case (usually max. 1-2 years ROI)
If necessary, to avoid dilution we only raise capital for low-risk investments (baseline); add-on business cases are auto-financed.
Our vision & strategy do not change
OEM
1. Consolidation
of backbone
2. Acceleration
of field ops
development
+ relocations
including with b/c-types
Partners
60 headcount
150+ partner headcount
beqom is a Sales and R&D business
+
Customer base is priority #3 (#1 operational)
=
Implementation focus on 1) fast go-live 2) know-how transfer

Salary Review
Bonus
ICM
LTI
What are YOUR processes?
4M
1M
1M
Strategy (2009)
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
Strategy
Execution
use partner as much as possible
control with an average of 15% of mandays by us
community
Results
enthusiasticreferences
scope expansion
satisfaction
live (fast)
99%
...
and many more
October 11th, 2013
Product Update
> 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
Product Strategy
Analytics based
THE solution provider to drive the
company's ENTIRE WORKFORCE behavior WITH ONE SOLUTION
by leveraging people's natural desires for reward,
achievement, status, self-expression, altruism, and closure.
Plan Effectiveness
Plan Hub
Mobile
Any Device
Services based
Accessible anywhere
Social Networks
Shared
To be qom
How - Product Roadmap
(baseline)
What - Solution Specifications
beqom
Enterprise migration
- Gamification
(add-on plan)
Full transcript