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In the cloud, new businesses can emerge overnight. What are you doing to differentiate your application? How are you innovating ahead of your competition, while meeting your Executive KPI's? At a recent Executive Roundtable Ann Winblad, Co-Founder and Managing Director of Hummer Winblad Venture Partners, discussed these SaaS best practices with a group of 45 CEOs, Sales and Services Executives. View this presentation to learn how Executives from leading SaaS businesses in the Bay Area are creating a competitive advantage, and meeting their investor's key performance indicators. What you will learn: * 6 SaaS metrics that matter to your investors, and should matter to you * How to increase recurring revenue without additional resources * How to minimize customer turnover with a unique competitive advantage
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Executive Briefing:6 SaaS Metrics That Matter
Today’s Agenda
Time Activity Presenter
5:30- 5:45PM Welcome and Introductions Chris Purpura
5:45- 6:15PM 6 SaaS Metrics That Matter Ann Winblad, Hummer Winblad Venture
6:15- 7:00PM SaaS Executive Panel Discussion
Scott McFarlane, AvalaraGuillaume Vives, ZuoraSachin Anand, WebMobiMark Deaton, PeopleMatterChris Purpura, MuleSoft
7:00- 8:00PM Dinner & Networking All Attendees
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About MuleSoft
• Mission: Eliminate the cost and pain of integration
• Leading integration platform for enterprise and cloudo Enterprise: 2M+ downloads, 3,200+ production accounts
o Cloud: 2200+ accounts, 5M+
o 105,000+ developer community, 100+ connectors
• Success driverso SaaS adoption driving need for simpler, faster, integration
o Incumbent vendor stacks are not cloud friendly
o Explosion of public API’s accelerating demand for SOA and API’s for the
enterprise
• MuleSoft is uniquely positionedo Only vendor with a single platform for on premise and cloud integration
o Only vendor to deliver real time data and application integration
o F100 Customers and SaaS vendors choose to MuleSoft based on expertise
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Ann Winblad, Hummer Winblad Ventures
Over 30 years of experience in the software industry
Background and experience chronicled in many
national business and trade publications.
Has served as Director of numerous start-up and
public companies including Net Perception, Liquid
Audio, Market Wire, and Hyperion
Currently serves as a director of Ace
Metrix, Karmasphere, MuleSoft, Sonatype, Star
Analytics and Voltage Security.
Hummer Winblad SaaS investments include:
Employease, Omniture, Aria, InsideSales, Marketo,
Ace Metrix, DOMO, Baynote, Birst, Intacct, and
SlideRocket
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SaaS Metrics That Matter
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6 SaaS Metrics That MatterHow to exceed and drive valuations up
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Billion $ or Million User Markets with clear ‘entry points’
90% Renewals + Add-Ons should be >100%
Addressable Market
Customer Churn
CAC Ratio
CLTV > 0 = ProfitCLTV
Live RR + Signed Contracts – Churn = CMRRCMRR
Clear Expansion Points
Best in Class = 125% via strong Add-On modules
Add-On ACV CAC can be <3mos
Add-On’s + Low Churn drives > 4X CLTV
Product add-ons reduce churn
Metric Baseline Best in Class
Measured by Service Delivery, Time to Live, SLA’s
Customer Satisfaction
Service organizations create large upsell oppty’sGROW
TH
Best In Class Metrics via API’s and Connectivity
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APIAPIAPIAPI APIAPI
APIAPIAPIAPI
APIAPI
YOUR APP
YOUR APP
YOUR APIYOUR API
YOUR APP
YOUR APP
Platform Approach Breaks Inefficiencies
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Questions? Thank you!
Panel Discussion
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Panel Participants
Copyright © 2012, MuleSoft Inc. 10
Scott McFarlane, Founder and Chief Executive Officer at Avalara
Guillaume Vives, Global VP Professional Services at Zuora, Inc.
Sachin Anand, Founder and CEO at WebMobi
Mark Deaton, VP of Customer Experience at PeopleMatter
Chris Purpura, VP and GM of Cloud Integration at MuleSoft
Thank You!
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