Presentation deck from SaaStock 2019

1. Strategies for
Successfully Moving
Upmarket

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About WalkMe
WalkMe has pioneered the Digital Adoption Platform
About our Customers
● Thousands of customers, millions of users
● All major industries represented
San Francisco
New York City
Raleigh
London
Tel Aviv
Tokyo
Sydne
y
● 30% of Fortune 500
● 35+ countries represented
● Global coverage in 10 offices
● 3 acquisitions in mobile, analytics & AI
● $217.5M raised
● 750 employees
Singapore
Paris
Berlin

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Years from $1M to $100M in ARR

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No Money - No Mission

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Be Methodical About Raising Money
Seed
Visual product
Founder (passion, trust)
Need
A B C
Round Round
Show a working product
1-2 happy customers
Tens of customers
Repeatable model
Comprehensiveness of solution
Round
% Growth
Management
Ability to execute
Late Stage
It’s all about the
numbers
$,000 $,000,000 >$10,000,000
Can be merged Can be merged
A Founder with relevant background and experience would skip the seed round

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Today, I will focus on the
Late Stage

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So when you look at late stage, what’s important?
7
• Need ?
• Technology?
• Product market fit?
• Competition?
• Management?
• Customers?

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So when you look at late stage, what’s important?
8
• Need ?
• Technology?
• Product market fit?
• Competition?
• Management?
• Customers?
CEO / Founder
Growth
Metrics
Long Term
Strategy
Competitive
Position
Efficiency
Metrics
Ability to
Scale

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Assume You’re a Public Company
In Late Stage Rounds - Arguably you are
For how long can top-line growth be maintained?
Can growth be delivered profitably?

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Leverage Your Operational Model
● Efficiency in acquiring customers
● Efficiency in retaining your customers
● Efficacy in growing your sales / revenue
● Churn
● Cash / Working Capital
● Predictability
CAC
LTV
CRC
ARR
Magic Number
Net Churn < 0

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Solving for Scale
● Profitable Repeatable Model
● Hiring
● Maintain Culture
● Enablement
● Expand Geographically
● Structural Changes
● Specialization
● Compartmentalize
Fact
195 new employees
in three months
Fact
In 1 quarter - we opened
offices in Japan, Singapore,
UK, France, and Germany

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Lessons Learned:

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HR HR HR
It’s All About the People

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Get and keep the BEST employees

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New Resources but New Challenges
Cross-Cultural, Multi-Generational, Workforce
Mobility Challenges

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Data Room - Always Be Ready

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Great Dashboards

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One Source of Truth

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Follow Applications Standards & Best Practices

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Acquisitions - Double Edged Sword
Fact
3 acquisitions - but we
actually reviewed about 2
dozen

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Prepare for Success
Fact
Pioneered a Category in 4 years
Digital Adoption Platform | DAP

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When You’re Big There Are No Minor Changes

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WalkMe
Contact Me
Through LinkedIn:
Rafael Sweary