Amity Pitch Deck (June 2014)
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Amity is a customer relationship management platform that helps SaaS companies improve customer retention, adoption, renewals, and upsells. It does this by integrating business and customer usage data with automated workflows to provide insights and actions. This transforms service delivery from a cost center to a predictable revenue engine. Amity is seeking $500k in funding to expand sales, marketing, customer success, and product development.
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Amity Pitch Deck (June 2014)
- 1. The single platform to manage the entire SaaS customer lifecycle. Investor Presentation | June, 2014 Paul Philp - Founder & CEO | paul@getamity.com
- 2. Mission Confidential © 2014 Amity Customer Relationship Management for B2B SaaS Turn Service Delivery into a Predictable and Growing Recurring Revenue Engine
- 3. Summary Amity helps SaaS companies dramatically improve retention, adoption, renewals and up-sells by enabling them to instrument and automate their service delivery (e.g. Customer Success, Account Management, Trial Management, On-boarding, Training, etc). Amity is the only platform that integrates business and customer usage data with intelligent workflow automation, providing timely insights and levers to take effective action. Amity transforms service delivery operations from a cost center into a predictable, growing recurring revenue engine. We are encouraged by the response from our first twenty. They have quickly become reliant on Amity to provide the right service, to the right customer at the right time. And the Executive customer dashboards provide the executive with complete visibility into the past performance of their customer operations, the current status of every account, and their future contribution to growth. We’ve been adding one new trial / week for three months now, and the Sales Funnel has become too large for the CEO to manage on his own! It’s time to grow.
- 4. Management Team 60 Years Experience. 15 Years in SaaS. Barrie Laver Peter Evans Eric Courville John Stetic Daniella De Grace Paul Philp CEO Architecture, scaleability, analytics, technical strategy Marketwire, Gridiron, dna13, Iotum, Corel DEC, Pure and Applied Sciences, Collège Laflèche Advisors Executive Team Yanick Dufresne CTO Product management, strategy, business development Marketwire, dna13, PlateSpin, Alias B. Sc., Mathematics and Computer Science, McMaster University John Kennedy VP Engineering Louise Philp Chief Customer Officer Data warehouse, development management, agile process, deployment Marketwire, IBM Bachelor of Science (Honours), Electrical Engineering (Computing Option), Queen’s University Product management, maturity model development, professional services Software Engineering Institute, SS&C, Process Inc B.A.Sc, Systems Design Engineering, University of Waterloo SaaS Finance SalesMarketing Startups Produc t Design Usability Customer Success Pam McBride Director Marketing Marketing strategies, marketing communications, and public relations Nortel, Ericsson, Marketwire Marketing Management, Northern Alberta Institute of Technology Confidential © 2014 Amity
- 5. 1 2 3 REVENUE GROWTH LTV LIFETIME VALUE CAC CUSTOMER ACQUISITION COSTS 4 User Growth $100 Avg. Revenue Per User / Month 100 First Month Subscribers 2.5% Unit Growth (Month/Month) Churn Rate -1% 0% 1% 2.5% 48 Month Revenue $20,865,000 $18,052,000 $15,052,000 $11,760,000 Example Scenario Economic Problem Small decreases in conversion and retention have massive impacts Confidential © 2014 Amity
- 6. Lifecycle of a Relationship The B2B SaaS Customer Relationship is Changing Managing the Entire Customer Lifecycle Conversion Expansion Adoption Retention and RenewalsCustomer Success Lifetime Value Management Confidential © 2014 Amity
- 7. Confidential © 2014 Amity CRM is Broken for the SaaS Customer Lifecycle Trials Customer Success Land and ExpandRenewals Adoption Users Onboarding Business Problem Subscription Protect and grow recurring revenue base
- 8. The Challenges of Today’s Solutions Confidential © 2014 Amity Ad-hoc collection of tools, data and applications Poor Visibility Minimal Insight No Collaboration Lacking Management Controls Manual, Time Wasting Process
- 9. Amity Solution Confidential © 2014 Amity The single platform to manage the entire SaaS Customer Lifecycle.
- 10. How it Works Actionable Insight + Consistent Execution = Predictable Growth Customer Insights Simple Visual Workflow SaaS Executive Dashboard Confidential © 2014 Amity
- 11. The SaaS Market is Growing Rapidly $33B $93B Global Public Cloud Market Size, 2011 - 2020 Source: Forrester Inc. Entering the tornado now Confidential © 2014 Amity
- 12. Total Addressable Market $93B $9B* $1B Revenue Retention, Upsell & Renewal Spend Tools and Automation * Pacific Crest SaaS Survey (2010, 2011) Revenue opportunities by 2020 Confidential © 2014 Amity
- 13. Pricing Model Confidential © 2014 Amity
- 14. Competition SaaS Customer Management Customer Intelligence Lifecycle Management ToolPlatformApplication D e p t h FocusConfidential © 2014 Amity
- 15. World’s first automated service delivery platform built for the B2B 2.0 era. Amity solved the hard problem first – workflow. Rapid time-to-value. Unique solution expertise. Rich big data capture (for future mining). Platform ecosystem. Powerful partnership strategy. Competitive Advantage Automated service delivery Confidential © 2014 Amity Intelligence AutomationWorkflow
- 16. Investment to Date – $400K Cash (Founders) Seeking – $500K Convertible Note – $100K Tranche I – $400K Tranche II Timing – Close June 15, 2014 – Close June 30, 2014 Use of Funds Sales and Marketing – Inside sales – Inbound lead generation Customer Success – Practice what we preach Product – Build Collaboration and Analytics modules – Higher price point modules – Self-service Evaluation Partnerships – New integrations – Expand partnership opportunity Financing Summary Confidential © 2014 Amity
- 17. For more information contact: Paul Philp, Founder & CEO paul@getamity.com Thank You Confidential © 2014 Amity
Editor's Notes
- VALUE: How businesses are coping now – exciting opportunity! It costs 97 cents for every dollar of new business – but only 13 cents for every dollar of repeat business. SaaS companies are trying to develop a personal coaching relationship with customers so that they start with a ‘wow’ experience, and deepen trust and confidence. This is now every SaaS company’s goal. How to spot a new business opportunity: Find a new business process that is being managed with spreadsheets, and automate it.
- Been there done that team. Expanding to Sales.
- VALUE: Interest – I can make money. This is a scary business problem. That’s how important churn rate is. That extra $8M is ‘found money’.
- VALUE: Creating a future! Change is hard. This isn’t a small change. We are changing the nature of the relationship between vendors and customers. Before: view of a Relationship as a ‘thing’. But really – it’s a series of actions.
- VALUE: Anchoring. Concrete understanding. It is becoming increasingly apparent, the more I speak to SaaS companies with similar customer operations challenges that Salesforce – which used to get you to the finish line - now only gets you to the starting line. Because the starting line today is a trial, a pilot, a freemium offer or a small implementation to demonstrate a low cost use case Existing CRMs don’t understand recurring revenue businesses. The first close is only the beginning.
- VALUE: Insight. This is how it’s done now. This is what it looks like today. Ken’s problem: no workflow for conversions or customer success – no levers to pull.
- VALUE: Insight. This is how it’s done now. This is what it looks like today. Ken’s problem: no workflow for conversions or customer success – no levers to pull.
- VALUE: Insight. This is how it’s done now. This is what it looks like today. Ken’s problem: no workflow for conversions or customer success – no levers to pull.
- VALUE: Reassurance – Paul’s not making it up. SaaS is growing fast.
- VALUE: I can see the market. Customer management is 10% of this B2B 2.0 Market. It will be a billion dollar category.
- VALUE: Reality – I can see how somebody signs up, and how much I make. This is our pricing model today. Deal size of about $12K/year. In the next couple of years, we’ll be rolling out new product features which will increase deal size.
- VALUE: who’s doing what. Pick on examples to illustrate what the categories mean. Key players: Gainsight Totango RelateIQ Intercom