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Industry Cloud Forum 2015 - Emergence Capital Keynote

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Gordon Ritter, co-founder and General Partner at Emergence Capital shares insights about how vertically-focused enterprise cloud companies are gaining ground. He highlights the two types of industry cloud companies: Enablers & Disruptors, and shares 10 questions to determine if you are an industry cloud leader.

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Industry Cloud Forum 2015 - Emergence Capital Keynote

  1. 1. How to Create an Industry Cloud Leader Going Vertical - Industry Cloud Forum Keynote Gordon Ritter Ÿ November 12, 2015
  2. 2. ABOUT EMERGENCE §  MISSION: To invest in visionaries who are building the most important enterprise technology companies §  Firm was founded in 2003 with the thesis that enterprise software would move to the cloud §  Industry focused cloud companies are just getting started
  3. 3. $114 Billion
  4. 4. 2.5x Faster
  5. 5. OPPORTUNITY §  $114 Billion: dollars spent on vertical-specific software in 2014, growing 2.5x faster than next largest software category (CRM) (Gartner, March 2015) §  Huge opportunity to build the cloud solutions that will power the world’s largest industries for the next several decades §  Horizontal cloud leaders can’t effectively compete §  New “Industry Cloud” companies are emerging to lead this transformation §  Emergence Capital is investing in these companies
  6. 6. TWO TYPES OF INDUSTRY CLOUD COMPANIES ENABLERS: Work with existing industry model DISRUPTORS: Disrupt the existing industry model & •  Feared by the industry •  Build marketplaces •  Dismantle high margins •  Often take over direct consumer relationships •  Reach a tipping point..or not. •  Partner to the industry •  Focus on applications, data, and services •  Layer cake product strategy •  Talent trifecta in executive team •  High market share is attainable
  7. 7. WHAT WILL IT TAKE FOR ENABLERS TO WIN?
  8. 8. CUSTOMER INTIMACY
  9. 9. INDUSTRY CLOUD “CUSTOMER INTIMACY” AUDIT How do you know if you are on the right track? 10 QUESTIONS TO ASK YOURSELF ABOUT THE RELATIONSHIP BETWEEN YOU AND YOUR BUYER
  10. 10. ARE YOUR CUSTOMERS? 3 Recognizing  your  ROI  case  on  mul3ple   dimensions  including  growth,  cost  savings,  and   customer  reten3on?   1 Spending  the  majority  of  their  day  working  in   your  products?     2 Buying  your  core  product  ini3ally,  and  later   purchasing  your  addi3onal  products  that   address  mul3ple  aspects  of  their  business?   4 Discussing  you  posi3vely  at  their  board   mee3ngs?   5 Relying  on  you  as  the  “source  of  truth”  or  “system  of   record”  for  their  most  cri3cal  data?   Industry  Cloud  Audit  
  11. 11. ARE YOUR CUSTOMERS? 8 6 7 Leveraging  your  deep  domain  datasets  and   exper3se  to  generate  insights  about  their  own   customers?   9 10 Invi3ng  you  to  speak  at  their  conferences,  offsites,   and  other  strategic  events?  And  sending  their  C-­‐ Level  execs  to  your  events?       Considering  you  as  a  plaKorm  where  other   applica3ons  can  be  built  and  launched?     Using  your  “last  mile”  solu3on  to  help  them  beMer   reach  and  understand  their  customers?     Asking  for  your  input  on  their  own  product   development  and  rollout?     Industry  Cloud  Audit  
  12. 12. INDUSTRY CLOUD FORUM = OPPORTUNITY TO LEARN FROM THE LEADERS
  13. 13. AGENDA 9:45 Becoming the Most Important Strategic Partner for our Customers Peter Gassner, CEO, Veeva Systems 10:30 Lessons Learned from LoopNet's Vertical Ascent Rich Boyle, Former CEO, LoopNet 11:00 Vertical Go-to-Market Strategies Charles Thornburgh, CEO, Civitas Learning & Katy Keim, CMO, Lithium 11:30 Reaching the End-customer: Strategies for the “Last Mile” Marcus Ryu, CEO, Guidewire 12:00 Lunch (industry round tables) 1:00 Leveraging Platforms to Build Vertical Solutions Aaron Levie, CEO, Box 1:30 Moving from Horizontal to Vertical Greg Smirin, Former COO, ClimateCorp 2:00 Building Credibility as a Start-up in a “Traditional" Industry Nima Ghamsari, CEO, Blend 2:30 Fostering Partnerships Across an Industry Andy Hurd, CEO, MedeAnalytics 3:00 Cookie Bar Reception with Speakers, Sponsors & Platforms
  14. 14. ABOUT EMERGENCE CAPITAL @emergencecap Emergence Capital, based in San Mateo CA, is the leading venture capital firm focused on early and growth-stage enterprise cloud companies. Its mission is to invest in the cloud visionaries who are building the most important business applications. The firm's investments include Salesforce.com (CRM), SuccessFactors (SFSF, acquired by SAP), Veeva Systems (VEEV), Yammer (acquired by Microsoft), and Box (BOX). Emergence Capital has over $910 million under management. More information on Emergence Capital can be found at www.emcap.com. Gordon Ritter, General Partner, Emergence Capital, @gordonritter gritter@emcap.com ABOUT EMERGENCE CAPITAL

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