ATDCMay 2013
AgendaWain Kellum CEO, Vocalocity - CEO Resource, Canal PartnersVocalocity was named as the fastest growing tech company i...
My Track Record010,000,00020,000,00030,000,00040,000,00050,000,00060,000,0002007 2008 2009 2010 2011 2012 2013ERevenue(800...
The Vocalocity At a Glance• Founded in 2006• 20,000+ SMB customers; adding~800 new customers a month• 150,000+ extensions•...
Voice Joins the Application CloudProliferation of Cloud – A Mega TrendHighly-scalable, cloud architectures are increasingl...
SMB Hosted Communications and UC Services Market Forecast (1)SMBs – The Sweet Spot of Hosted CommunicationsSignificant Mar...
• For [target customer segment]• Who wants/needs [problem facing the target customer]• The [product name] is a [product ca...
Streamlining Communications for SMBsWithout Vocalocity With VocalocityDesk Phones Soft Phones Vocalocity MobilePersonal Po...
Scale of Traction (My Canal Partners Lens)• Product/service is ready to sell.• 1. Company’s product/service is just a conc...
Convenient Configurability and Maintenance• Highly configurable, self service phonesystem administration• Administrator We...
Vocalocity Desktop• Allows SMBs to impress customers andprospects• Instant access to information about customerbusiness ne...
Vocalocity Mobile• Convenience – Managecommunications on-the-go• Voicemail – Listen to and deletevoicemails, return missed...
Call Monitoring• Improve Customer Experience –Maintain the quality of customerrelationships by:– Optimizing call resolutio...
Company Call Recording• Optimize Sales Performance –Monitor sales team performance for valuablecoaching and training oppor...
Integrated Analytics Provide Critical Feedback• Business Intelligence – Gain insightsand streamline business processes wit...
Very Experienced LeadershipWain Kellum, CEOSerial CEO of 5 venture backed companies. Equity deals with Microsoft and HP.Pa...
Upcoming SlideShare
Loading in …5
×

Wain kellum presentation

534 views
433 views

Published on

Published in: Business, Technology
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
534
On SlideShare
0
From Embeds
0
Number of Embeds
71
Actions
Shares
0
Downloads
5
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Wain kellum presentation

  1. 1. ATDCMay 2013
  2. 2. AgendaWain Kellum CEO, Vocalocity - CEO Resource, Canal PartnersVocalocity was named as the fastest growing tech company in Georgia in 2011 by Deloitte and #2 in2012 (being displaced by a Vocalocity Customer)I want to share the process we are using to build a great company (well over 100M in revenuesin 2015)……Correctly identifying a large TAMDeveloping an offering with a distinct value propositionGetting the right team in placeBuilding a business model that scalesHaving reasonably reliable financial projections along the wayConfidential 2
  3. 3. My Track Record010,000,00020,000,00030,000,00040,000,00050,000,00060,000,0002007 2008 2009 2010 2011 2012 2013ERevenue(800,000)(600,000)(400,000)(200,000)0200,000400,000600,000800,0001,000,0001,200,00020072008Revenue EBITDA Net Income-$10,000$0$10,000$20,000$30,000$40,000$50,0001997 1998 1999 2000 2001 2002 2003Revenue (in000s)EBITDA-5,000,00010,000,00015,000,00020,000,0002003 2004 2005RevenueRevenue
  4. 4. The Vocalocity At a Glance• Founded in 2006• 20,000+ SMB customers; adding~800 new customers a month• 150,000+ extensions• 60%+ annual revenue growthover the last 4 years• Industry-leading low levels ofaccount churn, ~1.50% permonth• Highly visible recurring revenueat a $50M + run rate• EBITDA positive• Headquartered in Atlanta, GA• ~250 employees• Purpose-built, proprietary cloud platform• Highly innovative, feature-rich solution set• World class service and support• Exceptional platform reliability• Superior offering at market pricingLeading provider of missioncritical, easy-to-use, cloud-basedcommunications solutions forSMBsHow We Do It• Industry-leading hosted communications offeringoptimized for the needs of the SMB• Features help SMBs sell more, service clients better• Easy to deploy, easy to manage, easy to use• Extremely compelling financial ROICustomer ValueProposition1
  5. 5. Voice Joins the Application CloudProliferation of Cloud – A Mega TrendHighly-scalable, cloud architectures are increasingly being used beyond applicationsoftware to generate significant end-user valueGlobal Public Cloud MarketSMBs are Migrating to the Cloud$6 $9 $15$26$41$59$78$97$114$129$141$152$1592008 2010 2012 2014 2016 2018 2020Total IaaSPaaS SaaS• 39% of SMBs will be paying for 1 or moreservices in the next 3 years; up from 29%• SMBs with cloud services will pay for 3.3services annually in three years from lessthan 2 services today• 43% of workloads will become paid cloudservices within three years($ in billions)Source: Microsoft SMB Cloud Adoption Study 2011, March 2010.Source: Forrester Research , “Sizing The Cloud”, April 21, 2011.2
  6. 6. SMB Hosted Communications and UC Services Market Forecast (1)SMBs – The Sweet Spot of Hosted CommunicationsSignificant Market Opportunity• Business Hosted VoIP penetration in the U.S. still inearly innings at ~8%• SMBs are among the fastest adopters of hostedcommunications services– Account for ~40% of the total hosted communicationsopportunity– Represent ~$4B+ opportunity$1.6 $1.7$2.3$2.8$3.3 $3.6 $4.0 $4.22009A 2010A 2011A 2012P 2013P 2014P 2015P 2016PSMBs represent the fastest growing segment within the hosted communicationsmarket$12+ BillionHosted VoIPAnnualMarketOpportunity$30 Billion UCC Market$23 Billion UCMarket($ in billions)(1) Sources: Infonetics and William Blair & Company as of March 2012.4
  7. 7. • For [target customer segment]• Who wants/needs [problem facing the target customer]• The [product name] is a [product category]• That provides [key benefit, compelling reason to buy].• Unlike [main competitor]• The [product name] [key differentiator].Tests:•Can the competitor’s product name be substituted?•Is there a relationship between compelling reason to buy and key differentiator?•Is the compelling reason to buy significant enough to warrant purchase?•How demonstrable is the Value Proposition?Developing a Compelling Value Proposition
  8. 8. Streamlining Communications for SMBsWithout Vocalocity With VocalocityDesk Phones Soft Phones Vocalocity MobilePersonal Portal3rd Party ApplicationsDesktop App• Cumbersome operations and maintenance• No viable self-service options• Expensive upfront costs• Flexible plans and features• Ease of implementation and operations• 50 - 80% of cost savings with minimalupfront costs• Increased professional presence• Provides relevant data during calls to drivemore effective sales / service3
  9. 9. Scale of Traction (My Canal Partners Lens)• Product/service is ready to sell.• 1. Company’s product/service is just a concept.• 2. Customer feedback has shaped product/service specifications.• 3. Concept has been reduced to a prototype.• 4. Customers are using/testing pre-commercial versions of Company’s product/service.• 5. Product/service is ready to sell.• Value proposition is quantifiable in customer’s terms• 1. No target customers.• 2. Target customers know, pain is unknown.• 3. Company has identified target customers with significant pain.• 4. Value proposition is compelling but only in qualitative terms.• 5. Value proposition is compelling and quantifiable.• Customers have validated Company’s value proposition.• 1. Many leads, few qualified prospects.• 2. Significant pipeline of qualified prospects.• 3. Customers are sampling but not yet buying.• 4. Customers have verbally communicated intent to purchase.• 5. Company is generating revenues through the delivery of its value proposition.Confidential 9
  10. 10. Convenient Configurability and Maintenance• Highly configurable, self service phonesystem administration• Administrator Web Portal Interfaceaccessible to all account administrators• Update extension types; add and removefeatures• Personal User Interface for everyemployee/extension• Employees control voicemail, callforwarding, and view call logsWeb Portal InterfacePowerful web-based interface to control account features6
  11. 11. Vocalocity Desktop• Allows SMBs to impress customers andprospects• Instant access to information about customerbusiness needs and activities• Facilitates a greater level of selling and customerserviceInstantly collect and display important client info in one convenient applicationExtension SettingsCompany Directory Call Logs7
  12. 12. Vocalocity Mobile• Convenience – Managecommunications on-the-go• Voicemail – Listen to and deletevoicemails, return missed calls, viewvoicemail transcriptions• Dial a Number – Call from app andappear as though calling from desk• Directory – Check phone activity atoffice or make one-click calls to colleagueswhile outside office• Call Log – Review employees’ calllogs, return missed calls and messages• Never Miss a Call – Configure awaysettings and always stay connected• Settings – Update profile, call routingpreferences, and change active devicesiPhone®Android®Play Voicemail & ViewVoicemail TranscriptionDirectory Contacts& Line PresenceAdjust CallForwarding Settings9
  13. 13. Call Monitoring• Improve Customer Experience –Maintain the quality of customerrelationships by:– Optimizing call resolution times– Minimizing errors– Maintaining customer satisfaction– Maximizing the benefits of every interaction• Optimize Sales Effectiveness –Use call monitoring as a coaching andtraining tool to:– Streamline processes– Increase revenue– Improve productivity and effectiveness ofemployees• Monitor – Listen in on any call betweenan internal extension (employee) and anexternal call (the customer)• Whisper – Listen to the conversation butonly interact with the internal extension(employee)• Barge – Join an established call andinteract with both the employee and thecustomer• Remote Access – Monitor a team fromany phone, any timeWhisperIf an employee needs assistance, thisallows you to “whisper” into his or her ear.Only your agent will hear you.MonitorListen in on calls to hear customerinteractions first-hand.BargeJoin the call and assist both thecustomer and employee.10
  14. 14. Company Call Recording• Optimize Sales Performance –Monitor sales team performance for valuablecoaching and training opportunities• Protect Employees & Business –Minimize risk and liability by retainingrecordings for diplomatic and timely issueresolution• Simple to Use – Configuration can bedone easily from the Admin Portal. Recordonly what is wanted. Decide whichextensions, groups, queues, virtualreceptionists and conference bridges torecord. Once configured, they are recordedautomatically• Recordings Never Expire –Download and store recordings for easyarchiving and organization• Low Flat Rate – Company CallRecording Service only $49.99/month(including 500 hours of recording time)11
  15. 15. Integrated Analytics Provide Critical Feedback• Business Intelligence – Gain insightsand streamline business processes with newadvanced reporting capabilities• Company Summary – Reviewgraphical summaries and full details ofcompany call activities. Reduce talktimes, optimize call resolution and pullinformation dynamically for optimummanagement and visibility• Full Report Views – Review trends orgraphical charts for both in-depth or at-a-glance analyses• Custom Reports – Design and savecustom reports with advanced filters and theinformation to make critical businessdecisions• Cost – FREE!Sophisticated, homegrown analytics help executives moderate and manageproductivity13
  16. 16. Very Experienced LeadershipWain Kellum, CEOSerial CEO of 5 venture backed companies. Equity deals with Microsoft and HP.Patrick Clark, CFOPreviously at The Weather Channel, , Barton Protective Services, Inmed Corporation , Deloitte.Teri McEvily, VP FinancePreviously at Sage, Peachtree Software.Kyle Johnson, VP, SalesPreviously at Capital Access Network, ChoicePoint.Jonathan Alexander, VP, EngineeringPreviously at Liquidware Labs, Trusted Networks, Epiphany, Lotus.Aaron Charlesworth, VP, MarketingPreviously at Omnilink Systems, CDC Software, Siebel.Chris Rabbu, VP, Lead GenerationPreviously at Capital Access Network, ChoicePoint.Cindy Tierney, VP, OperationsPreviously at Beazer Homes, NSI, Comdisco, Office DepotLiam McElhone, GM WholesalePreviously at XO, Mindshift

×