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BRINGING THE POWER OF
IN-MEMORY COMPUTING INTO
RETAIL PLANNING & SUPPLY CHAIN SOLUTIONS
Johan Haataja, Group CFO, RELEX Solutions
Kadehdittava Kasvuseminaari 17.5.2016
2
Agenda
• Background and RELEX today
• A few lessons learned
Background – founded in 2006 3
• Founded in 2006 by three leading SCM researchers from Helsinki University of
Technology: Michael Falck, Johanna Småros and Mikko Kärkkäinen
– Among global leaders in building SCM theory
• A significant international market gap was identified
– European level benchmarking on best practices in retail forecasting and replenishment
4
• RELEX provides comprehensive solutions for
supply chain management, optimization and retail
planning
– Forecasting and demand planning
– Automated store replenishment and inventory
management
– Retail planning
– Actionable analytics and reporting
• Wide international customer base
– Over 120 customers in 18 countries
– Customers in retail, wholesale, and manufacturing
• Market leader with a clear technology edge
– Market leader in Northern Europe
– The fastest growing supplier of SCM solutions within
the EMEA region on Deloitte’s Technology Fast 500
2011-2015
– Patented in-memory database technology which
provides 100-1000 x better calculation performance
compared to traditional disc-based alternatives
RELEX today
Hundreds of warehouses, tens of thousands of stores,
hundreds of millions of SKUs, and billions of euros are
managed with RELEX’s software.
5
Team of 200 employees in 10 international offices
Atlanta, US
Helsinki, Finland (HQ)
Oslo,
Norway
Stockholm,
Sweden
London, UK
Cape Town, South Africa
(partnership)
Wiesbaden, Germany
Copenhagen,
Denmark
Venice, Italy
Lille,
France
6
Solutions delivered on the RELEX software platform over the cloud
Inventory
management
Inventory and cost
optimisation in the
entire supply chain;
efficient replenishment
and exception
management
Promotions
Planning, execution
and analysis of
promotions and
marketing activities;
management of shelf
presentation
Assortment
Modular approach
to creating unique
store assortments;
monitoring of dead
stock/slow movers,
profitability and trends in
sales
Planning
Long-term forecasting,
demand and supply
planning, Retail S&OP
with capacity
planning, collaborative
planning
In-Season
Management
Prepack calculations,
efficient allocations
and mark-down
optimisation
We have managed to achieve fast, profitable and cash flow
positive growth
7
0
1 000
2 000
3 000
4 000
5 000
6 000
7 000
8 000
9 000
10 000
11 000
+51,2%
2015201420132012201120102009200820072006
Revenue
CAGR
# of employees
(end of year)
9 18 24 30 42 55 65 101
k€
4 170
Average
EBIT 8,7 %
in 2011-2015
8
Summer 2015: 20 M€ minority investment from Summit Partners
9
Agenda
• Background, history and RELEX today
• A few lessons learned
10
Don’t fear to go international
• Estimated market potential for
RELEX’s solutions:
• RELEX’s internationalization began around 2010 when we decided to make
a bold investment of 100 € in flight tickets to Stockholm
– We could have done this a few years earlier
• In enterprise software market it usually pays off to hire local sales force
– We tried first the other way
25 M€
in Finland
Outside Europe
1 300 M€
in Europe outside Finland
1 700 M€
Tot. ~3,0 B€
Focus on customers and customer value
• Our customer churn is almost 0 %
• Customer focus in everything we do
• We create measurable value for our customer
With our software our customers achieve a bottom-line impact of up
to millions of euros (and ROI measured in months)
RELEX Value Promise
• Risk-free SaaS
• No heavy upfront investments
• Rapid and reliable: Quick
results
12
Business model win-win for both customer and RELEX
RELEX Big Data
Technology
• Columnar database
• In-memory analytics
• Business rule engine
• Patented technology
RELEX Agile
Projects
• Rapid specification phase
• Adaptation on the fly
• Best practices
• Experienced professionals
RELEX Value
Promise
• Risk-free: SaaS and pilot
• Flexible: Adjust yourself
• Rapid and reliable:
Quick results
SaaS
= Low upfront investment and rapid payback time for customers
= Solid and predictable revenue flow for RELEX
13
Differentiate from competitors
Gartner “Cool Vendors in In-Memory Computing Technologies, 2014”, Pezzini M, Unsworth J, Payne T, Reitz M, Edjlali R, 11 April 2014
Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the
highest ratings. Gartner research publications consist of the opinions of Gartner's research organization and should not be construed as statements of fact. Gartner disclaims
all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.
*
Next
generation:
In-memory
Traditional:
Disc-based
Business intelligence
& analytics platform
Supply chain planning,
manufacturing
Supply chain
planning, retail
SAP BW
Cognos
Oracle Hyperion
QlikView
Tableau
Powerpivot
Forecaster
SAP SOP on HANA
Oracle on Exadata
SAP APO
JDA Manugistics & I2
Oracle Demantra
Tools Group
JDA AWR & ASR
Tools Group
AGR Inventory
JustEnough
Slimstock
14
Take advantage of public funding opportunities
• Some examples RELEX has benefited from during the journey
– Tekes NIY program, grant of 1,0 M€
– EU Horizon 2020 program, grant of 1,4 M€
15
Ensure great company culture
• Often growth companies seem to face challenges when they have reached a size of
30-50 employees
• What we have been focusing on:
- Focus on recruiting the right types of persons
- Enable fast decision-making also at the lowest level
- Knowledge management (e.g. onboarding and internal trainings, knowledge centers)
- One RELEX - shared company culture across all our offices
Result: A talented, happy and committed team rowing steadily towards a shared vision!
1
6
Thank You!

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BRINGING THE POWER OF IN-MEMORY COMPUTING INTO RETAIL PLANNING & SUPPLY CHAIN

  • 1. BRINGING THE POWER OF IN-MEMORY COMPUTING INTO RETAIL PLANNING & SUPPLY CHAIN SOLUTIONS Johan Haataja, Group CFO, RELEX Solutions Kadehdittava Kasvuseminaari 17.5.2016
  • 2. 2 Agenda • Background and RELEX today • A few lessons learned
  • 3. Background – founded in 2006 3 • Founded in 2006 by three leading SCM researchers from Helsinki University of Technology: Michael Falck, Johanna Småros and Mikko Kärkkäinen – Among global leaders in building SCM theory • A significant international market gap was identified – European level benchmarking on best practices in retail forecasting and replenishment
  • 4. 4 • RELEX provides comprehensive solutions for supply chain management, optimization and retail planning – Forecasting and demand planning – Automated store replenishment and inventory management – Retail planning – Actionable analytics and reporting • Wide international customer base – Over 120 customers in 18 countries – Customers in retail, wholesale, and manufacturing • Market leader with a clear technology edge – Market leader in Northern Europe – The fastest growing supplier of SCM solutions within the EMEA region on Deloitte’s Technology Fast 500 2011-2015 – Patented in-memory database technology which provides 100-1000 x better calculation performance compared to traditional disc-based alternatives RELEX today Hundreds of warehouses, tens of thousands of stores, hundreds of millions of SKUs, and billions of euros are managed with RELEX’s software.
  • 5. 5 Team of 200 employees in 10 international offices Atlanta, US Helsinki, Finland (HQ) Oslo, Norway Stockholm, Sweden London, UK Cape Town, South Africa (partnership) Wiesbaden, Germany Copenhagen, Denmark Venice, Italy Lille, France
  • 6. 6 Solutions delivered on the RELEX software platform over the cloud Inventory management Inventory and cost optimisation in the entire supply chain; efficient replenishment and exception management Promotions Planning, execution and analysis of promotions and marketing activities; management of shelf presentation Assortment Modular approach to creating unique store assortments; monitoring of dead stock/slow movers, profitability and trends in sales Planning Long-term forecasting, demand and supply planning, Retail S&OP with capacity planning, collaborative planning In-Season Management Prepack calculations, efficient allocations and mark-down optimisation
  • 7. We have managed to achieve fast, profitable and cash flow positive growth 7 0 1 000 2 000 3 000 4 000 5 000 6 000 7 000 8 000 9 000 10 000 11 000 +51,2% 2015201420132012201120102009200820072006 Revenue CAGR # of employees (end of year) 9 18 24 30 42 55 65 101 k€ 4 170 Average EBIT 8,7 % in 2011-2015
  • 8. 8 Summer 2015: 20 M€ minority investment from Summit Partners
  • 9. 9 Agenda • Background, history and RELEX today • A few lessons learned
  • 10. 10 Don’t fear to go international • Estimated market potential for RELEX’s solutions: • RELEX’s internationalization began around 2010 when we decided to make a bold investment of 100 € in flight tickets to Stockholm – We could have done this a few years earlier • In enterprise software market it usually pays off to hire local sales force – We tried first the other way 25 M€ in Finland Outside Europe 1 300 M€ in Europe outside Finland 1 700 M€ Tot. ~3,0 B€
  • 11. Focus on customers and customer value • Our customer churn is almost 0 % • Customer focus in everything we do • We create measurable value for our customer With our software our customers achieve a bottom-line impact of up to millions of euros (and ROI measured in months) RELEX Value Promise • Risk-free SaaS • No heavy upfront investments • Rapid and reliable: Quick results
  • 12. 12 Business model win-win for both customer and RELEX RELEX Big Data Technology • Columnar database • In-memory analytics • Business rule engine • Patented technology RELEX Agile Projects • Rapid specification phase • Adaptation on the fly • Best practices • Experienced professionals RELEX Value Promise • Risk-free: SaaS and pilot • Flexible: Adjust yourself • Rapid and reliable: Quick results SaaS = Low upfront investment and rapid payback time for customers = Solid and predictable revenue flow for RELEX
  • 13. 13 Differentiate from competitors Gartner “Cool Vendors in In-Memory Computing Technologies, 2014”, Pezzini M, Unsworth J, Payne T, Reitz M, Edjlali R, 11 April 2014 Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings. Gartner research publications consist of the opinions of Gartner's research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose. * Next generation: In-memory Traditional: Disc-based Business intelligence & analytics platform Supply chain planning, manufacturing Supply chain planning, retail SAP BW Cognos Oracle Hyperion QlikView Tableau Powerpivot Forecaster SAP SOP on HANA Oracle on Exadata SAP APO JDA Manugistics & I2 Oracle Demantra Tools Group JDA AWR & ASR Tools Group AGR Inventory JustEnough Slimstock
  • 14. 14 Take advantage of public funding opportunities • Some examples RELEX has benefited from during the journey – Tekes NIY program, grant of 1,0 M€ – EU Horizon 2020 program, grant of 1,4 M€
  • 15. 15 Ensure great company culture • Often growth companies seem to face challenges when they have reached a size of 30-50 employees • What we have been focusing on: - Focus on recruiting the right types of persons - Enable fast decision-making also at the lowest level - Knowledge management (e.g. onboarding and internal trainings, knowledge centers) - One RELEX - shared company culture across all our offices Result: A talented, happy and committed team rowing steadily towards a shared vision!