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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 …

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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  • Ann – this can be essentially your entire pitch. Each cell builds. You can talk about basic investor thinking on these metrics, and what you/HW like/think about each. The 3 rd column add in the Best in Class notion – the companies that set themselves apart. This gives you the opportunity to talk about how “Land” and Expand” have roles in these best in class models. It also sets the table for the next slides on how API+ Integrations can drive those ‘expansion’ metrics, reduce churn, and generate better Customer Satisfaction.
  • Why SaaS models are so interesting, and valuable Self-service is a valuable Discuss SaaS company penetration strategies- how to deliver enough value to the customer Reference companies with freemium models like Box, Dropbox, others API’s + Integration Add-On’s are monetizable Discuss “land and expand” strategies Reference the number of SaaS companies that have built an ecosystem of connections to their application by having an open API (Shopify, Zendesk, Salesforce, others?) PeopleMatter created and sells add-ons around their app Connectivity is a differentiator Use the Apple vs. Google/Microsoft/Andriod race. Apple changed the game, its less about the device feature/function its how the device works with the other devices- iPhone, iPad, iPhone via iCloud Platform Approach DIY is 1990’s “you wouldn’t build a datacenter today” iOS/Android is the platform on the phone You need an Integration Platform as a Service

Transcript

  • 1. Executive Briefing:6 SaaS Metrics That Matter
  • 2. Today’s AgendaTime Activity Presenter5:30- 5:45PM Welcome and Introductions Chris Purpura5:45- 6:15PM 6 SaaS Metrics That Matter Ann Winblad, Hummer Winblad Venture6:15- 7:00PM SaaS Executive Panel Scott McFarlane, Avalara Discussion Guillaume Vives, Zuora Sachin Anand, WebMobi Mark Deaton, PeopleMatter Chris Purpura, MuleSoft7:00- 8:00PM Dinner & Networking All Attendees All contents Copyright © 2012, MuleSoft Inc. 2
  • 3. About MuleSoft• Mission: Eliminate the cost and pain of integration• Leading integration platform for enterprise and cloud o Enterprise: 2M+ downloads, 3,200+ production accounts o Cloud: 2200+ accounts, 5M+ o 105,000+ developer community, 100+ connectors• Success drivers o 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 positioned o 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 expertiseCopyright © 2012, MuleSoft Inc. 3
  • 4. 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 SlideRocketAll contents Copyright © 2012, MuleSoft Inc. 4
  • 5. SaaS Metrics That MatterAll contents Copyright © 2012, MuleSoft Inc. 5
  • 6. 6 SaaS Metrics That Matter How to exceed and drive valuations up Metric Baseline Best in Class Addressable Billion $ or Million User Markets Clear Expansion Points Market with clear ‘entry points’ TH Add-On ACV CAC can be CAC Ratio <3mos W Live RR + Signed Contracts – Product add-ons reduce CMRR Churn = CMRR churn O 90% Renewals + Add-Ons Best in Class = 125% via Customer Churn should be >100% strong Add-On modules R Customer Measured by Service Delivery, G Service organizations create Satisfaction Time to Live, SLA’s large upsell oppty’s Add-On’s + Low Churn CLTV CLTV > 0 = Profit drives > 4X CLTVAll contents Copyright © 2012, MuleSoft Inc.
  • 7. Best In Class Metrics via API’s andConnectivity API API API API API API YOUR YOUR YOUR YOUR APP APP APP APP YOUR API YOUR API API API API API API API Platform Approach Breaks Inefficiencies All contents Copyright © 2012, MuleSoft Inc. 7
  • 8. Questions? Thank you!All contents Copyright © 2012, MuleSoft Inc. 8
  • 9. Panel DiscussionAll contents Copyright © 2012, MuleSoft Inc. 9
  • 10. Panel Participants Chris Purpura, VP and GM of Cloud Integration at MuleSoft 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 PeopleMatterCopyright © 2012, MuleSoft Inc. 10
  • 11. Thank You!All contents Copyright © 2012, MuleSoft Inc. 11