Web Conferencing & Collaboration Tools

Team

Alessandro Amirante

Tobia Castaldi

Lorenzo Miniero

R&D, Product and Service Delivery

Core team

Strategic board Consultant

Danilo De Mari

Simon Pietro Romano

Giorgio Ventre

Strategy and Finance

Eli Cuomo

Sales and Marketing

Executive Summary• Product

– Web conferencing and real-time collaboration tools

• Competitive factors

– Flexible deployment

• Full web-based access or multiplatform desktop client

• In-house or cloud installation, Software as a Service

– Standards compliance

• Integration with existing PBXs and standard client devices

– Support for mobile devices access

– Scalability

• Competitors

– WebEx (Cisco), GotoMeeting (Citrix), Microsoft, Adobe, Netviewer(acquired by Citrix), DimDim (acquired by SalesForce)

• Financials

– Ebitda 2015 4,8 mln € (Italian market), Gross margin ~80%

The pain

• Globalization of economy • Off-shoring of production

• Need for collaboration• Productivity improvement

• Business travels• Savings on travel costs

• Efficient enterprise communications• Improving and simplifying collaboration

• Environmental concerns• CO2 emissions reduction

Request for web conferencing and real time collaboration tools

61,40%

4%1,30%

8%

25,30%

Using or planning to use within 1 yearPlanning to use within 2 years

Planning to use within 3 years

Currently evaluating

No plans

Source: Nemertes Research, 2010

Web conferencing

Use case scenarios

• Real time collaboration

– Ubiquitous teamwork over the Internet

• Webinars and E-teaching

– Web-based seminars

– Integration with e-learning platforms

• Online lectures

• Recordings as multimedia assets

• Traditional video conference replacement

– No expensive hardware required

Main features and functionality

Standard protocols

PSTN / VoIP audio

Live mixed video

Moderation

Presentation delivery

Desktop/Apps sharing Remote Control

Recording

Mobility support

Polling

Whiteboard

File Sharing

CompetitorsName Accesss OS “Pure”

WebAudio Video

Chat Desktopsharing

PPTPDF

Mobile

Meetecho Standard √ A/V √ √ √ √

WebEx Proprietary A/V √ √ (no linux) √ √

Microsoft Proprietary A/V √ √ √

GoToMeeting Proprietary A/V √ √ √ √

Adobe Proprietary A/V √ √ √

Saba Center Proprietary A/V √ √ √

TurboMeeting Proprietary √ √ √

IBMSametimes Proprietary A/V √ √ √ (no PDF)

Netviewer Proprietary A/V √ √ √

Dim Dim Proprietary A/V √ √ * √

iLinc Proprietary A/V √ √ √ (no PDF)

* = limited functionality

Meetecho pioneering features

• 100% web-based approach

• Standards compliance and Open Source approach – Accessible from any standard VoIP client and device

– Integration with standard PBXs (Private Branch eXchanges)

– Easily customizable to fit specific requirements

• Flexible deployment – SaaS (Software as a Service)

– In-house installation

– Cloud architectures

• Mixed video– Constant client-side bandwidth consumption

• Support for smartphones and tablets– Android, iPhone, BlackBerry, WindowsMobile, Symbian S60

The market• World (Source: Frost & Sullivan)

• Annual growth rate 26%

• 2900 million dollars during 2014

• Europe and Italy (Source: IDC Italia)

• Europe: growth 37% from 2009 to 2013

• Italy: growth 19% from 2009 to 2013

$0

$2.000

$4.000

2009 2014

$906

$2.895

Total Web Conferencing Market: Revenue forecasts (World) 2009 and 2014 ($M)

25%

13%

16%11%

3%

30%

2%

Managed unified communication

Integrated Collaborative Env.

IM, UM & email

Conferencing Applications

Managed Team Collaborations

Team Collaboration

Managed Personal Comm & Collaboration

Source: Frost & Sullivan

Fonte: IDC Italia$0

$5.000

$10.000

$15.000

2009 2010 2011 2012 2013

$2.500$4.000

$6.000$8.000

$10.500

Western Europe: UCC Market ($M)

Source: IDC Italia

Potential customers

• Large accounts– Large and decentralized enterprises

• Target: savings on business travels

• Small accounts– SMEs incline to internationalization– Networks of freelances– Small teams inside big organizations

• Target: productivity increase

• Universities and research centers• International projects• Remote teaching

• Decision makers• Large Accounts: CIO (Chief Information Officer), managers

• Small Accounts: Owners, IT consultants, project managers

• Universities and research centers: IT managers

Marketing Plan

Target Pricing Media mix Strategicpositioning

Distribution

Large Account

Full price (€38 user/month)

Premium services priced as a % of subs

Events and technology fairs

Web advertisement

Targeted magazines

Best value

Flexible deployment

TLC companies

Direct sales force

Small Account, SME

Competitive pricing

Website Ads on Google

Online communitiesSocial Networking

Solution provider

Self-service on website

Indirect sales channel

Public Administrations

Ad hocEvents

Targeted magazines Website

Open standardsLow-cost

Public tenders

Direct sales force

Sale channels

Customer

end-usersWeb selfservice

Step 1 (2011) Step 3 (2013)

Indirect sales channel (SW and HW resellers and integrators)

Commercial partnerships withinfrastructure vendors

Step 2 (2012)

Direct sales force

Partnerships with TLC Companies

Achievements• Main events and webinars

– Meetecho support at IETF 80, 81 and 82

• Up to 30 “expert” participants connected per session

• Several sessions recorded (synchronized audio, video, chat and slides)

• http://www.ietf.org/meeting/81/remote-participation.html#Meetecho

• http://www.ietf.org/meeting/82/remote-participation.html#Meetecho

• http://ietf83.conf.meetecho.com

– CiaoTech (member of PNO Group)

• Support for Osmosis and Smart projects

• Up to 50 participants from 9 different countries

• Contests and public funding

– Selected by Telecom Italia - Working Capital 2010

– F.I.T. Start-up (450k €)

• People talking about us– italianvalley.wired.it

– workingcapital.telecomitalia.it

– datamanager.it

– Il Mattino

Financial highlights

-2.000.000

-

2.000.000

4.000.000

6.000.000

8.000.000

10.000.000

12.000.000

14.000.000

2011 2012 2013 2014 2015 2016

€

Financial HighlightsRevenues

EBITDA

Financial highlights 2012 2013 2014 2015 2016 2017

Revenues 474.829 1.385.074 3.171.003 6.099.660 9.765.551 13.841.246

EBITDA 892.044- 500.979- 884.314 3.134.374 6.280.121 9.519.549

Free cash flow 900.894- 540.077- 718.092 2.113.720 3.898.835 6.084.349

Cash flow forecastMeetecho consolidated (SaaS+OnPremise+Europe)

Cash flow statement 2012 2013 2014 2015 2016 2017

Net earnings -904.834 -529.407 824.691 2.315.827 4.179.825 6.355.496

Fixed assets amortisation 5.333 7.000 6.000 6.000 6.000 6.000

Intangible assets amortisation 6.557 6.557 328 - - -

Working Capital inc. / decr. -45.721 -77.816 -164.072 -266.865 -340.687 -338.804

provisions (TFR) 42.769 58.589 56.145 63.758 58.697 66.657

Operating Cash Flow -895.894 -535.077 723.092 2.118.720 3.903.835 6.089.349

Capex fixed assets -5.000 -5.000 -5.000 -5.000 -5.000 -5.000

Capex intangible assets - - - - - -

Investment activities -5.000 -5.000 -5.000 -5.000 -5.000 -5.000

Aucap - - - - - -

Indebitamento bancario - - - - - -

Finanziamento FIT - - 150.000 100.000 - -

Financing activities - - 150.000 100.000 - 100.000

Net increase (decrease) in cash -900.894 -540.077 868.092 2.213.720 3.898.835 6.184.349

Cash beginning of year 10.000 -890.894 -1.430.971 -562.879 1.650.841 5.549.676

Cash at year end -890.894 -1.430.971 -562.879 1.650.841 5.549.676 11.734.025

Yearly funding needed -890.894 -540.077 - - - -

Cumulative funding needed -890.894 -1.430.971 - - - - -0,890894 -1,430971 0 0 0 0

Monthly cash burn rate -74.658 -44.590 - - - -

peak funding -1.430.971

Cash usage and personnel plan

Cash usage 2012 2013 2014 2015 2016 2017

R&D 371.769 419.480 425.982 475.782 483.138 535.108

Sales & Marketing 613.012 727.019 814.260 898.670 991.812 1.145.796

Operations 136.471 303.517 518.365 906.745 1.301.573 1.859.110

others 121.697 183.647 228.507 292.130 309.973 375.647

€ 1.242.949 1.633.663 1.987.114 2.573.327 3.086.496 3.915.661

Headcount totale 2012 2013 2014 2015 2016 2017

Software development 9 10 10 11 11 12

Operations 2 3 3 4 4 6

marketing 1 1 1 1 1 2

sales force 3 5 5 5 5 5

CRM 3 6 7 9 9 9

G&A 0 1 1 2 2 3

Total FTE's 18 26 27 32 32 37

Techological Development Plan

R&D

Enhancement and testing

3 6 9 12 15 18

Server

Video mixer

Video HD

Scalable video

Web based access

Ajax

Scalability

DCON implementation

Recording

Integration with eLearning platform

Client

Desktop/Web

Echo cancellation

Video HD e scalable video

Application sharing

Integration with Microsoft Office

Mobile

iPhone, iPod Touch, iPad

Android

BlackBerry

Windows Phone7

Symbian

Month

Contacts

• Meetecho s.r.l.– Address

Via Carlo Poerio, 89/A

80121 - Napoli (NA)

– E-mail

info@meetecho.com

– Web site

http://www.meetecho.com

(restyling in progress…)

Shareholders

• Dr. T. Castaldi

• Dr. L. Miniero

• Dr. A. Amirante

• Prof. S. P. Romano

• Prof. G.Ventre

• Epsilon s.r.l.

• Professors and researchers at

University of Napoli Federico II

• Main fields of reserach:

• Computer Networks

• Next Generation Networks

• Multimedia

• Standardization

• Collaborations with enterprises and

research centers

• Spin-off born in 2000

•Business Area

• Services, systems and

technologies for the Internet

• More than 10 collaborators

• 2010 turnover: € 410k

NetViewer acquired by Citrix

$ 107 mln

DimDim acquired by SalesForce