In this presentation, CloudHealth Technologies CEO and Co-Founder Dan Phillips discusses entrepreneurship and strategies for scaling a business.

1. Early-Stage Growth Strategies
Dan Phillips, CEO and Co-Founder, CloudHealth Technologies
April 6, 2017

2. 2 © 2017 CLOUDHEALTH
®
TECHNOLOGIES I NC.
Today’s Agenda
• Introduction and Background
• About Me
• About CloudHealth Technologies
• Strategies for Growing and Scaling a Business
• The Evolving Startup Business Model
• Putting it into Practice
• Setting the Fast Track for Success
• The Secrets to Scaling Successfully

3. Introduction & Background
About me, about CloudHealth Technologies.

4. 4 © 2017 CLOUDHEALTH
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TECHNOLOGIES I NC.
About Me
• 25 years as an exec with 4 VC-backed IT management startups
• 2 companies achieved successful IPOs on NASDAQ
• 2 acquired by Fortune 200 companies
• COO of Concord Communications
• CEO of Silverback Technologies (acquired by Dell)
• 4 years founding and growing Entrepreneurship Center at UMass Boston
• Helped build the Venture Development Center at UMass Boston
• Founder of the UMass Boston Entrepreneurship Center Scholarship Program

5. 5 © 2017 CLOUDHEALTH
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TECHNOLOGIES I NC.
A Career in High-Tech Startups
1984-1989
Applix
1989-1994
Epoch
1994-2000
Concord
2001-2008
SilverBack
2009-2012
UMass
Boston
2013-Now
CloudHealth
Technologies
Startup Startup Startup Startup Entrepreneurship
Center
Startup
Network Apps Network Storage
Management
Network
Management
Remote IT
Management
Workforce
development
Cloud IT
Management
VC VC VC VC State funded VC
Director Sales VP Sales &
Service
COO CEO Director CEO
IPO EMC Acquired IPO Dell Acquired Ongoing ?

6. 6 © 2017 CLOUDHEALTH
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TECHNOLOGIES I NC.
$40
About CloudHealth Technologies
employees
millionin venture capital
raisedin cloud spend managed
per year
channel
customers
partners
direct
customers…
…and
through

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17
22
27 30
37
44
58 62
85
103
115
126
144
Sustaining Rapid Growth
0
200
400
600
800
1000
1200
1400
1600
1800
2000
Our customer base is growing….
…and so is our headcount.
THEN
(2014)
NOW
(2017)
THEN
(2014)
NOW
(2017)

8. 8 © 2017 CLOUDHEALTH
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TECHNOLOGIES I NC.
Then & Now

9. Growing & Scaling a Business
What it takes to transform.

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TECHNOLOGIES I NC.
PRODUCT /
SERVICE
REQUIREMENT
SALES /
BUSINESS
MODEL
UNIQUE VALUE
PROPOSITION
BUSINESS
DESCRIPTION
Evolving
Business Model
of a Startup
MARKET
DEFINITION
Test
market
Test
market
Test
market
Test
market
Test
market

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TECHNOLOGIES I NC.
Silverback Technologies Evolving Business Model
Business
Description
Unique Value
Proposition
Market Competition Business Model Test Market
• Remote MSP • Less $
• Greater
expertise
• Higher quality
• Faster
• All companies
with mission
critical IT
• Market
• Tools
vendors
• In-house
team
• Sales: Service sold to
customers + devices
managed
• Costs: MSP infrastructure
+ personnel
• Large companies: Wanted
control; had high-end,
difficult issues
• SMB’s: wanted the
service, wanted remote +
on site + product sales
• VAR’s serviced SMB’s
Market
• Software and
training for MSP’s
• Enable VAR’s
to be MSP’s
• VAR’s that
sell to SMB
and want to
be an MSPt
• Tools
vendors
• VAR’s
• Sales: Software/training
sold to MSPs + customers
+ devices
• Cost: Less infrastructure,
personnel
• VAR + end user features
• User interface
• Ease of use
• Scale Market
• Low end
MSP tools
• Commoditized
• Eroded Market
• Low end, not profitable
• Strategic partners could
bundle in volume
• Software + training
• Industrial strength
• Policy management
• Scale
• Quality
• Scale
• Strategic
• Partners
• Low end
tools
• Strategic Partnership to
acquisition
• Acquired by Dell

12. 12 © 2017 CLOUDHEALTH
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TECHNOLOGIES I NC.
Marketing
Comms
Channel
Support
→ Product
Marketing
Customer
Success
Billing
Sales
IT / Ops / HR /
Finance
Beta
Product
Dev
Product
Mgmnt
Scaling Your Business Model

13. Putting It Into Practice
How to get the whole company on board.

14. 14 © 2017 CLOUDHEALTH
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TECHNOLOGIES I NC.
What’s the Plan?
SCALE EVERYTHING
(our 2017 theme.)
$XXM
(our revenue goal.)

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Why $XXM?
$-
$500
$1,000
$1,500
$2,000
$2,500
$3,000
$3,500
Customer Growth MRR Growth
(Thousands)
-
100
200
300
400
500
600
700
800
900
1,000

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Why Scale?
“Scalability is a characteristic of a system, model or function that describes its
capability to cope and perform under an increasing or expanding workload. A
system that scales well, will be able to maintain or even increase its level of
performance or efficiency when tested by larger operational demands.”
• Create repeatable processes
• Simplify and automate tasks
• Exponentially add customers and revenue
The fast track to success.

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Looking across the Business
Product
• Next Gen platform
• Multi-cloud & data center
• Add-on modules
• API’s & integrations
• Ease of use
Customer Operations
• Support responsiveness
• Training and ProServ
delivery options
• Ongoing customer success
and increased feature usage
Sales & Marketing
• International expansion
• Corporate account management
• Add-on products & services
• Channel expansion
• Partnerships
G&A
• Hiring
• New hire onboarding & ramp
• Office space
• Remote office connection
• Communication
• Systems
Management
• Directors, managers,
and leads
• Growth and leadership
Culture
• Responsibility
• Ownership
• Participation
• Agility
• Mentorship
• Immersion

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• Build processes
• Document
• Measure
• Control
• Automate
• Communicate
• Continually improve
…and it never hurts to incentivize the team….
What are the Secrets to Scaling?

19. 19 © 2017 CLOUDHEALTH
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TECHNOLOGIES I NC.
Turks & Caicos

20. Questions?