Ascent Venture Partners presents at MassTLC

MassTLC: Business Decisions andModels from the SaaS CFOAscent Venture Partners: Matt FatesJune 27, 2012

Ascent Venture Partners: Matt Fates Experience: Ascent Venture Partners 2002 – Present Norwest Venture Partners 1998 - 2000 Alex Brown & Sons 1996 – 1998 Areas of Focus: Data analytics, cloud business services, security Current Investments: Education: BA, Computer Science, Economics – Yale University MBA – Tuck School of Business at Dartmouth (Tuck Scholar)2

Ascent Venture Partners Who we are  Investment team of six, dedicated to investing in IT innovation for the enterprise  Supporting early-stage entrepreneurs At the forefront of enterprise tech investing  We have backed more than 100 early-stage, emerging technology companies since 1985, generating more than $10 billion in enterprise value  We leverage our extensive network to make connections for portfolio companies to investors, customers and advisors that can support their long- term success.3

Investment Focus Areas4

SaaS Investments: Transforming Legacy Industries Cloud Scheduling for large & small enterprises Appointment CRM: Enable self-serve appointment scheduling for customers, employees and partners Cloud Print Service for large enterprises Store it in the cloud. Print it where needed, when needed, in any amount. Quality guaranteed. SaaS-based Service for business data Live data streamed directly into e-commerce and CRM applications SaaS-based Security for specialty markets Enables control of data while gaining the collaboration and cost savings benefits of the cloud

Today, There’s SaaS…6

… And Then There’s SaaS Custom SaaS  Built to the specific pricing and hosting needs of a company Subscription pricing  Most commonly an annual or monthly subscription fee Subscription plus transactions  A monthly or annual fee plus a fee per transaction7

Measuring SaaS Key SaaS metrics we monitor:  Fully loaded cost of customer acquisition vs. contribution margin and expected duration  Line up all costs associated with acquiring a customer against their contribution margin  Consider time offset (length of sales cycle)  How long to they stay customers on average?  Expected future contribution from existing customer base  Churn vs. Expansion/Upsell8

Impacts of SaaS Business Impacts of Using SaaS:  Cash vs. revenue vs. bookings vs. CMRR  When it comes time to sell the company most buyers don’t use SaaS metrics or accounting!9

Ascent Venture Partners: Matt Fates Thank You Ascent Venture Partners 255 State Street, 5th Floor Boston, MA 02109 (617) 720-9400 www.ascentvp.com @AscentVP10

Ascent Venture Partners presents at MassTLC

by MassTLC on Jun 27, 2012

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