Bessemer CEO Summit on SaaS (Jan. 22nd and - BVP - Venture ...Document Transcript
CEO Summit On SaaS
January 22nd and 23rd 2008, Palo Alto Hills Golf and Country Club
3000 Alexis Drive, Palo Alto, CA 94304
Tuesday, January 22nd, 2008
12:00 - 5:30pm 18 Hole Golf Round (Optional)
• Please plan to arrive by 11:40 am as first foursome will tee off at noon
• Box lunches, carts, and balls will be provided. Rental clubs available by request.
• The Proshop requests that guests wear collared shirts and refrain from cell phone usage
5:00 - 6:30pm Cocktails and Welcome Reception
There will be two shuttle trips to Palo Alto Hills departing from the Westin Palo Alto (next door
to the Sheraton Palo Alto on El Camino) at 4:45pm and 5:30pm and returning after dinner.
6:30 - 8:30pm Dinner and CEO Fireside Chat
Quentin Gallivan, Former CEO, Postini (acquired by Google)
Google’s acquisition of BVP portfolio company Postini in 2007 was the largest acquisition of a
private SaaS company in history. What does this say about the software industry that Google was
the buyer? Is this the sign of more M&A activity to come in the market? Quentin Gallivan, the
CEO of Postini will present his perspective followed by a Q&A over dinner
8:30pm onwards Informal Discussion: Open Bar, Poker and Liar’s Dice
A shuttle will be rotating every 45mn from Palo Alto Hills back to the Westin and Sheraton Palo
Alto hotels starting at 8:45pm
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Wednesday, January 23rd, 2008
7:40am Shuttle leaves from the Westin Palo Alto to Palo Alto Hills
8:00 - 8:30am Breakfast and informal discussions
8:30 - 8:45am Welcome Remarks
Byron Deeter, Bessemer Venture Partners
A brief welcome to the event and an overview of the day. Prior to joining Bessemer, Byron was
the founding CEO of Trigo, a BVP backed SaaS and software business acquired by IBM in 2004.
8:45 - 9:15am Morning Keynote: Building a High Performance Team
Keith Krach, Former CEO and Chairman, Ariba
All great companies begin with a great team. Keith Krach, the former CEO and Chairman of
Ariba, will present how the company built and evolved its team from inception to one of the
hottest IPOs of 1999, and how it navigated the market crash and the emergence of SaaS.
9:15 - 9:30pm Break
9:30 - 10:15am Presentation: Best Practices in Demand Generation
Joe Payne, CEO, Eloqua
How can marketers get the highest return from their marketing spend? Joe Payne, a former CMO
himself and the current CEO of Eloqua, a leading provider of on demand marketing applications,
will dive into the secrets of online marketing, including lead generation, scoring and nurturing.
10:15 - 10:45am Presentation: The Impact of Virtualization on ISVs
Soeren Von Varchmin, VP SaaS, Parallels (aka SWSoft)
The rapid rise of virtualization allows for traditional ISVs to compete for hosted business much
more effectively than they ever could with dedicated hardware. One of the leading international
providers of virtualization software will explain how traditional ISVs can use virtualization to be
competitive with pure SaaS businesses, and how pure-play SaaS businesses should try to sell
10:45 - 11:00pm Break
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11:00 - 12:00pm Panel: Best Practices for International Expansion
The technical, legal, and sales challenges for SaaS businesses are very different than they are for
traditional software companies. The panel will feature company executives in the middle of their
European expansion efforts, as well as a senior partner in a global technology law firm, and the
partner responsible for Bessemer’s expansion into Asia.
Rob Chandra, Bessemer Venture Partners
Mark Medearis, Shareholder, Heller Erhman
Adam Miller, Founder and CEO, Cornerstone on Demand
Scott Wharton, Chief Marketing Officer, Broadsoft
Moderator: Philippe Botteri, Bessemer Venture Partners
12:00 - 12:15pm Break
12:15 - 1:15pm Lunch and Keynote
Parker Harris, Co-founder and EVP Technology, Salesforce.com
Parker Harris, one of the SaaS industry’s true pioneers, will present his views on the future of the
SaaS market. As a co-founder of Salesforce.com in the spring of 1999, Parker helped evangelize
the SaaS vision long before it achieved industry acceptance. Parker currently oversees all
software development, including partner initiatives such as AppExchange and Force.com.
1:15 - 2:15pm Panel: Building a SaaS Ecosystem
The business development and channel game has totally changed with SaaS. Large System
Integrators have a hard time generating business through SaaS implementations and tend to
overlook SaaS companies. Independent Software Vendors will not co-sell or re-sell because they
don’t see any pull through. Which partnerships matter most in the SaaS ecosystem?
Gary Griffiths, President Webex Products and Operations, Webex
John Somorjai, SVP Corporate Development and Strategy, Salesforce
Jay O’Connor, SVP WW Marketing, NetSuite
Dilip Wagle, Principal, McKinsey & Company
Moderator: Bob Goodman, Bessemer Venture Partners
2:15 -2:45pm Break
2:45 - 3:30pm Presentation: New Perspective on Software and SaaS Metrics
David Cowan, Bessemer Venture Partners
Bookings, GAAP revenue, and EBIT have always been the key value drivers for software
companies, but are they really relevant for private SaaS businesses? Going further, are there
cases when these metrics can hide the real condition of a business and lead to the wrong
decisions? David Cowan pioneered Bessemer’s investments in recurring revenue businesses such
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as Verisign, Keynote, Postini, Netli and Cyota and he will present his perspective on the key
metrics that should be included in every SaaS CEO’s dashboard.
Keith Nealon, SVP Sales, Eloqua
These new business metrics require a totally different method of compensating your sales team.
Keith Nealon will explain how to structure SaaS compensation plans to drive performance.
3:30 - 4:00pm Presentation: Metrics that Matter to Wall Street
Jim McGeever, CFO, NetSuite
As a SaaS business is getting ready to go public, operational subscription metrics have to be
translated back into data that Wall Street will understand. Jim McGeever, CFO of NetSuite, the
hottest SaaS IPO of 2007, will talk about the metrics that matter most to the public investors.
4:00 -4:30pm Break
4:30 - 5:30pm Panel: Liquidity Landscape - M&A and IPOs
The market in 2007 warmed up for SaaS companies with Cisco and Google acquiring Webex and
Postini, and companies like NetSuite and SuccessFactors going public with strong multiples.
Given the recent turmoil in the public markets, will this trend continue in 2008? How will
investors or acquirers value SaaS companies in a bearish market? This panel will feature the lead
CSFB software analyst and the head of Goldman Sachs software investment banking division, as
well as a CEO from an acquisitive SaaS buyer and a recent CEO seller.
Jason Maynard, Software Analyst, Credit Suisse First Boston
Ian MacLeod, Head of Software Investment Banking Division, Goldman Sachs
Gary Messiana, Former CEO, Netli (acq. by Akamai in 2007) and BVP EIR
Brad Miller, CEO, Perimeter eSecurity
Moderator: Rob Stavis, Bessemer Venture Partners
5:30 - 7:00pm Open bar and informal discussions
We ask that participants arrange for their own transportation at the conclusion of the event.
Attire is business casual but please note that the Palo Alto Hills Golf & Country Club has a
"NO JEANS" policy for its members and guests.
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