SCALE RESULTS 2019-2020 - Lionel Benizri

1. SCALE
RESULTS
2019-2020
Lionel Benizri

2. In the next slides, you will discover the Results
of the 500 Days Scale Program developed by
Lionel and applied to CHD Expert in 2019-2020

3. 1. Make Your
Company
Scalable
2. INCREASE Valuation
1. INCREASE the ARR/Pers
3. GENERATE PROFIT

4. X10 EBIT
$ Net income
2018: ($60)
US 2019: $592
2020: $714
GENERATE PROFIT
US Net Income
$60
$592
$ 714
$( 100)
$-
$ 100
$ 200
$ 300
$ 400
$ 500
$ 600
$ 700
$ 800
US
Booked
Income
in
K
$
2018 2019 2020

5. 322%
INCREASE the ARR/Pers
ARR/ Person
2018: $51K
US 2019: $117K
2020: $164K
Average ARR/pers
Performance System Implementation

6. 280%
ARR * VM
Valuation:
Q1 2018 : $20M
Q2 2020: $56M
Valuation & Measurement Table
INCREASE Valuation
280%
$
Valuation
(Thousand)
$0
$10,000
$20,000
$30,000
$40,000
$50,000
$60,000
Q1
2018
Q2
2018
Q3
2018
Q4
2018
Q1
2019
Q2
2019
Q3
2019
Q4
2019
Q1
2020
Q2
2020

7. Your Date Here Your Footer Here 7
MRR
Monthly
Recurring
Revenue

8. 2. Scale Your
Business
Model
1. INCREASE # Demos
3. GAIN More Deals
2. CONVERT More Opportunities

9. 326%
# of Demo Scheduled
US
Q1 2018: 43
Q1 2021: 140
Inbound Machine
INCREASE # of Demos Scheduled
Webinar Campaigns CHD Traffic Dashboard
CHD News on our YoutubeChannel
Social Media Campaigns Targeted One-Pagers Targeted Email Campaigns

10. 269%
# Quotes per person sent
after demos
US
2018: 16 quotes/ sales rep
2019: 43 quotes/ sales rep
CONVERT more opportunities
Client’s Workflow & Need
9 components Value Proposition

11. 170%
# Closed won new deal in a year
US
2018: 98 Deals Won
2019: 167 Deals Won
GAIN more deals
4000 Clients
*9% Upsale Gain
$18,200,000
Gained Revenues per year
=
Top Line ROI
+
200 Acquired
*5% relevant coverage
*Based on 2014-2018 CHD clients’ base analysis
For an average revenue per client of $32,500 / year
ROI Calculation Standard
CHD Assets & Competitive Advantages

12. 3. Penetrate
a Niche
Market
12
4. BUILD SaaS
Business Model
6. OUTPERFORM Competition
5. PENETRATE a Niche Market

13. Δgain = 340%
Build New Business Model
Avg US $ deal between
(FIND & E2F)
2018: $26,295
US 2019: $89,405
GLOBAL
EXPANSION
Customized Quote
All Market Segments
Addi onal Countries
ü White Space
ü Monthly Update
ü Subcategory Level
ü Customized Pla orm
ü Compe ve Landscape
ü Customized API
ü Own Account Manager
169,000 €
All Market Segments
Up to 3 Countries
ü White Space
ü Quarterly Update
ü Lead Score
ü Subcategory Level
ü Customized Platform
ü Competitive Landscape
ENTERPRISE
/year
POC
1 Market Segment
1 Region
14,900 €
ü Lead Score
69,000 €
All Market Segments
1 Country
ü White Space
ü Quarterly Update
GROWTH
/year
119,000 €
All Market Segments
1 Country
ü White Space
ü Quarterly Update
ü Lead Score
SCALE
/year
+ 1,000 Most
Profitable Leads
+ 50,000 Leads
+ 20,000 Most Profitable
Leads
+ 2 Million Leads
+ 100,000 Most
Profitable Leads
Enterprise Recurring Packages
Worldwide Pricing Table

14. 776%
$ New clients won in Tech
domain
*2018: MarlinNetwork, Tapingo, CSP Info, Bain & Company, Ordereze, Citadel Enterp, L.E.K Consulting, OC&C, Ziosk, Fourth Contact, Uber, mealticket.com
**2019/ 2020 : Bain & Company, Doordash ($160,333*3 + $28,230*3) , Datacubes, EzCater, Fourth Contact, Ordereze, Mealticket.com, Rewards Network, Uber Eats, Zume ($133k*3), TableUp, Toast, Greenbridges ($87,475*2) ,
TouchBistro ($76k) ,Tripleseat, squirrel system, Vista Equity, Parthenon, Pubworx, Partech, eMenu, Ordereze, PopApp, Mckinsey, OC&C, BMO Capital, Flat Tech, Explorium, Bbot, Uber Mx, Real-Time, Chownow, TripleSeat, Squirrel
Systems, Fourth Contact
US
2018*: $226,648
2019/ 2020 **: $1,760432
Strategic One-Pager
Demo CHD Eeasy2FIND platform
PENETRATE a niche market Targeted Sample

15. 623%
$ New deals won against
competitors
*2018: RTI, NRA, IntelligentsiaCoffee
*2019/2020: Rewards Network, Kellogg’s, Bluebunny, Pactiv, Doordash, GFS, PFG, Redbull
US
2018*: $570,780
2019/2020*: $3,557,441
OUTPERFORM competition
Clients' testimonials Business Intelligence
-$1,613,919
-$417,000
$570,780
$3,557,441
-$2,000,000
-$1,500,000
-$1,000,000
-$500,000
$0
$500,000
$1,000,000
$1,500,000
$2,000,000
$2,500,000
$3,000,000
Lost Won
Closed Won/Lost Ratio vs Competitors
2018 2019/2020

16. 4. Launch
Innovative
Products
16
7. IDENTIFY Clients Needs
9. VALIDATE to Sell
8. IDEATE & PROTOTYPE

17. *2018: Clean Seas, Fishbowl, Datacubes, Lavazza, Replenish, RTI, Wayne Farms, Birch Hill Equity ($76,254*3), De Cecco, Fourth Contact, Klass Time, Merchants,
Provant Group, mealticket, Barley Sober, OpenTable, Mick Klug Farm, Technomic
**2019/ 2020 : Open Table ($38672*3), Barefoot, Doordash Australia ($28,230*3), Doordash (NZ, Puerto Rico, Mx), Goodman Fielder, TouchBistro
Discover Next
$ New deals won on new
product
IDENTIFY clients needs 1. +40 Clients Listening
3. Tech & Data Solutions
2. Pain Identification
US
2018*: $649,114
2019/ 2020 **: $2,932,734

18. Discover Next
$ New deals won on new
product
*2019/ 2020 : GFS ($192,200*5), BlueBunny ($160*2)
Score
Restaurant Score
Friendship Chinese
200 N LAKEFRONT DR
CHICAGO, IL 60601
Minghin Cuisine
333 E BENTON PL
CHICAGO, IL 60601
Yummy Thai
1418 W TAYLOR ST
CHICAGO, IL 60601
Big Boss
2520 S HALSTED ST
CHICAGO, IL 60601
Blue Frog Thai
2951 S ARCHER AVE
CHICAGO, IL 60601
Canton Star Chinese Restaurant
2230 S WESTERN AVE
CHICAGO, IL 60601
Hot Woks Cool Sushi
30 S MICHIGAN AVE
CHICAGO, IL 60601
How Do You Roll
17 E MONROE ST
CHICAGO, IL 60601
Tomi
125 S CLARK ST
CHICAGO, IL 60601
Easy2FIND Home News Activity Help SARAH PARSON
Optimized Best Score Fastest
Map Chicago Restaurant
4.3 47 reviews
Blue Frog Thai Noodle & Rice
Market Sizing 57,000 $
US CHICAGO FULL SERV. REST.
92%
87%
85%
76%
83%
80%
79%
74%
71%
IDEATE & PROTOTYPE
Salesforce New Plugin Delivery & Brand Monitor
ChainIQ Mockup
Market Performance
BB Performance Dashboard
E2F page Mockup
US
2018*: $649,114
2019/ 2020 **: $2,932,734

19. 452%
$ New deals won on new
product
*2018: Previous slides
**2019/ 2020 : RTI ($368k) + previous slides, PFG ($144.5*3), Pactiv ($157,500*3) + previous slides
US
2018*: $649,114
2019/ 2020 **: $2,932,734
Address Radius
Route Optimization
VALIDATE to sell
Lead Score
Route Optimization
Market Performance Dashboard
Data Science Models

20. Your Date Here Your Footer Here 20
VM
Speed of
Execution

21. 5. Convert
More.
Sell Faster
21
2. TRANSFORM More Quotes
3. VALIDATE the Delivery
1. CONVERT More Pitches

22. 273%
Avg time spent between
pitch to demo
US
2018: 60 days
2019: 22 days Lead Scoring
Example : Red Diamond
ü Profile your ideal restaurant typology
ü Analyze millions of consumers reviews
ü Predict your potential gain per outlet
Operator IQ
Top Differentiating Feature
92%
INCREASE CONVERSION RATE
How likely is an outlet to buy your product?
Our data team builds you score system that helps many manufacturers to
increase their conversion rate.
Leading Features
Market
Potential
TARGET THE MOST PROFITABLE
What is your potential gain in every outlet?
Based on a smart calculation
method, CHD generates ratios
according to different
parameters (%popularity of the
restaurant, annual sales,
#employees…). CHD Data
Science is able to predict your
potential growth in every outlet.
Route
Optimization
SAVE PRECIOUS TIME
How to optimize your itinerary?
Based on an algorithm
combining distances
and potential gain,
CHD Route Optimizer
makes sure your sales
rep. are twice more
efficient.
Example : Restaurant Technologies
Example : Unilever, Doordash
NOURISH YOUR PIPE
How to feed your pipe with qualified leads?
Thanks to our new Salesforce Connector (API),
your CRM is automatically nourished with
segmented leads to be immediately used.
GAIN MARKET SHARE
Who are your main competitor?
MONITOR BRANDS EVOLUTION
What consumers think about your
Data Insights Innovation
Salesforce
Integration
Example : Restaurant Technologies
CONVERT more pitches
Automate Outbound Prospection
Pitch Script
Check List Discovery Call
Presentation Templates
Benefits One-Pager

23. 218%
Avg time spent between
demo to quote signed
US
2018: 120 days
2019: 55 days
TRANSFORM more quotes
Ergonomic and Designed Targeted Samples
Quote Template
CHD Assets

24. 265%
Avg time spent between
Quote signed to client delivery
US
2018: 53 days
2019: 20 days
* 2018: NRA, RTI
**2018: Unilever,Kelllogg’s, Zume
Before
VALIDATE the delivery
Client Request Form
Automatic SOW

25. 6. Deliver
Faster.
Deliver Better
25
5. ACCELERATE POC
transformation
6. DELIVER Faster
4. DIVIDE Delivery Time by 2

26. 200%
# Hours gained on new
client's delivery
US
2018: 80 hours
2019: 40 hours
DIVIDE delivery time by 2
Client Delivery Automation
Database Updates Automation
(end 2021)

27. 228%
Time saved on POC delivery
US
12/2018*: 57 days
05/2019**: 25 days
* 2018: General Mills POC
** 2019: PFG POC
ACCELERATE POC transformation
2. Targeted Sample
1. Model Definition
3. Large Scale Application

28. 207%
# Files per Person
US
2018: 29 files/person
2019: 60 files/ person
DELIVER Faster
Organizational Machine
Daily SCRUM Management Sessions

29. 7. Meet
Expectations.
Retain for Life
29
8. IMPLEMENT FASTER
9. TRACK your client satisfaction
7. COORDINATE Projects Set up

30. 480%
Time spent between 2 similar
clients until delivery
US
2018: 120 days
2019: 25 days
COORDINATE Projects Set-up
2. Mockup Validation System
3. Production Follow-Up
Belongs to
CHRISTIAN HOMES
ADD LINK TO
PARENT
-brings you to
FIND Christian
Homes page in
new tab ADD VOLUME & PENETRATION
INFORMATION IN WELLS TAB
Christian Homes 9 9
9
Click on 9 to get the
full list of operators
linked to Christian
Homes with their
address and the map
1. Products Summary Check List
* 2018: Doordash set up
** 2019: Rappi Set up

31. 600%
Mockup building +
Customization development
ACCELERATE the Implementation
Data Quality Control
Integration Process
User Guide
Implementation Process
US
2018: 240 min
2019: 40 min

32. 185%
$ Renewed & Upsell
US
Q1 2019: 55%
Q1 2021: 102%
Increase Retention Rate
Client Satisfaction Monitoring
Gain Dashboard Client Upsell System

33. PERFORMANCE
ACTION PLAN
RESULTS
BUSINESS MODEL
NICHE MARKET
STRATEGIC PLAN
SALES MATERIALS KIT
TECHNICAL PRODUCT SHEET
DELIVERY VALIDATION
PIPE AUTOMATISATION
OPEN OPPORTUNITY
CLOSED DEALS
CLIENT REQUEST
FOCUS INDUSTRIAL
COMMUNICATION
NEW PRODUCT
PROTOTYPE DIFFERENTITATION
VALIDATION TO SELL
COORDINATION
IMPLEMENTATION
ADJUSTEMENTS
Make It Scalable
Outperform Competition
Transform More
Gain More
Deliver Faster
Disrupt Products
Ensure Retention
Task System
MRRxVM
Net Income
Pricing Models
One-Pager
Demo
Quote
SOW
Inbounds/Outbounds
9 Components
ROI Calculation
Automatization
Production Cycle
SCRUM
Pain Process Identification
Ideation Model
KANBAN
Project Management
Customization
Satisfaction
Negotiation Materials