SlideShare a Scribd company logo
Front Series B Deck
Email was never built for teams to collaborate
sales@company.com
support@company.com
Lost businessProductivity slowdown Bad customer experience
?
? ?
So we built the first shared email client
Canned answers
Automated rules
Reminders
Robust analytics
Assign email
Comment & mention
Share draft
So we built the first shared email client
Shared Email Collaborative Communication
Individual yet collaborative
We rapidly broadened our value proposition
Multi-channel Integrated
Diversity of industries
2300 companies use Front today
Diversity of use-cases
Tech
Media
Travel
Client Services
Ecommerce
Cons. goods
Education
Finance
Real estate
Logistics
Other
0% 10% 20% 30% 40%
Customer Support
Client Services
IT
Operations
Sales
Admin., HR, Legal
Marketing
Product & eng.
Other
0% 10% 20%
ARR
A very consistent growth of revenue
Gross churn
Net MRR churn
Logo churn
Churn keeps trending down…
… while usage grows exponentially
Individual email users
Messages sent
Comments & mentions
0
3
6
9
12
Q1 17 Q2 17 Q3 17
Fully ramped reps Reps ramping up
Growing team
Q1 17 Q2 17 Q3 17
Delivering above capacity
Actual sales Sales capacity
Building a predictable sales organization (1/2)
Building a predictable sales organization (2/2)
Q2 16 Q3 16 Q4 16 Q1 17 Q2 17 Q3 17
ASP up every quarter
Online Retail
$xx ARR
xx seats
Operations Management
$xx ARR
xx seats
Transportation
$xx ARR
xx seats
0
5
10
Q3 14 Q3 15 Q3 16 Q3 17
More large deals
customer 1 customer 2 customer 3
Building a lead generation engine from scratch
Q1 17 Q2 17 Q3 17
More marketing spend
joined 6 months ago
10 months ago 2 months ago2 weeks ago 10 months ago
The team isn’t one year old
Q1 17 Q2 17 Q3 17
Spend as
% of revenue
18% 18% 19%
LTV / CAC 2.5 2.6 4.4
On a sustainable trajectory
Q1 17 Q2 17 Q3 17
Paid
Unpaid
Lead growth
Cohorts keep growing across all metrics
EOY15 Q2 16 Q4 16 Q2 17 Q3 17
150% net retention rate at 1 year
120% net retention rate at 6 months
All cohorts keep growing
Q2 16 Q3 16 Q4 16 Q1 17 Q2 17 Q317
ACV doubled in 15 months
Usage intensifies over time
4.9x more comments written per user after 1 year
3.9x more messages sent per user after 1 year
Team growth is built upon solid foundations
0
15
30
45
60
3/1/15 11/1/15 7/1/16 3/1/17 11/1/17
Headcount evolution
0
10
20
30
40
1 2 3 4 5
Last team offsite ratings
0voluntary departures among
employed for more than 3 months
Low attrition
5.0
100% Recommend
to a friend
100% Approve
of CEO
Mathilde
Collin
17 Ratings
Highest Glassdoor metrics
Seed to Series A
$3.1m raised
$xx spent
$xx ARR added
We have a track record of capital efficiency
Cash on hand Runway “Default alive”
$7m left 18 months
*
* assuming current spend and 0% growth
† assuming no hiring and 5% monthly growth
†
Profitable in
10 months
Series A to date
$10m raised
$xx spent
$xx ARR added
As a business, we are in a great position
1/1/18 5/1/18 9/1/18 12/1/18
ARR Cash
Aiming for $xx ARR by end of 2018
-100%
-75%
-50%
-25%
0%
25%
50%
75%
100%
1/1/18 5/1/18 9/1/18 12/1/18
Gross margin Operating margin
Positive operating margin by end of 2019
Where do we go from there?
As a product, we are in a unique position
2.5 hours
per user per day
64%
DAU / MAU ratio
Unreasonable stickiness
Messages
Contacts
Files
Meetings
Access to critical data Relevant across all teams
Our two areas of focus for 2018
Improve our platform to make it
easier to build on top of it
Add more users to make our
platform more valuable
Our two areas of focus for 2018
Become a great email client
Maintain leadership on
our core targets
Ship products that expand
our value proposition
Add more users to make our
platform more valuable
Improve our platform to make it
easier to build on top of it
Ship our new Extension API
Extend our collaborative
model beyond messaging
Launch an app-store, host
3rd party apps
Long-term vision
Head over to frontapp.com/jobs
if you want to find out more
about our long term vision 😉
Long-term vision
Raising our Series B
$xx ARR $xx ARR$xx ARR
We are here
$xx ARR
Shared email
address
Collaborative
Communication
Good email client
Extensible platform
Confidential
Thanks

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Front Series B Deck

  • 2. Email was never built for teams to collaborate sales@company.com support@company.com Lost businessProductivity slowdown Bad customer experience ? ? ?
  • 3. So we built the first shared email client
  • 4. Canned answers Automated rules Reminders Robust analytics Assign email Comment & mention Share draft So we built the first shared email client
  • 5. Shared Email Collaborative Communication Individual yet collaborative We rapidly broadened our value proposition Multi-channel Integrated
  • 6. Diversity of industries 2300 companies use Front today Diversity of use-cases Tech Media Travel Client Services Ecommerce Cons. goods Education Finance Real estate Logistics Other 0% 10% 20% 30% 40% Customer Support Client Services IT Operations Sales Admin., HR, Legal Marketing Product & eng. Other 0% 10% 20%
  • 7. ARR A very consistent growth of revenue
  • 8. Gross churn Net MRR churn Logo churn Churn keeps trending down…
  • 9. … while usage grows exponentially Individual email users Messages sent Comments & mentions
  • 10. 0 3 6 9 12 Q1 17 Q2 17 Q3 17 Fully ramped reps Reps ramping up Growing team Q1 17 Q2 17 Q3 17 Delivering above capacity Actual sales Sales capacity Building a predictable sales organization (1/2)
  • 11. Building a predictable sales organization (2/2) Q2 16 Q3 16 Q4 16 Q1 17 Q2 17 Q3 17 ASP up every quarter Online Retail $xx ARR xx seats Operations Management $xx ARR xx seats Transportation $xx ARR xx seats 0 5 10 Q3 14 Q3 15 Q3 16 Q3 17 More large deals customer 1 customer 2 customer 3
  • 12. Building a lead generation engine from scratch Q1 17 Q2 17 Q3 17 More marketing spend joined 6 months ago 10 months ago 2 months ago2 weeks ago 10 months ago The team isn’t one year old Q1 17 Q2 17 Q3 17 Spend as % of revenue 18% 18% 19% LTV / CAC 2.5 2.6 4.4 On a sustainable trajectory Q1 17 Q2 17 Q3 17 Paid Unpaid Lead growth
  • 13. Cohorts keep growing across all metrics EOY15 Q2 16 Q4 16 Q2 17 Q3 17 150% net retention rate at 1 year 120% net retention rate at 6 months All cohorts keep growing Q2 16 Q3 16 Q4 16 Q1 17 Q2 17 Q317 ACV doubled in 15 months Usage intensifies over time 4.9x more comments written per user after 1 year 3.9x more messages sent per user after 1 year
  • 14. Team growth is built upon solid foundations 0 15 30 45 60 3/1/15 11/1/15 7/1/16 3/1/17 11/1/17 Headcount evolution 0 10 20 30 40 1 2 3 4 5 Last team offsite ratings 0voluntary departures among employed for more than 3 months Low attrition 5.0 100% Recommend to a friend 100% Approve of CEO Mathilde Collin 17 Ratings Highest Glassdoor metrics
  • 15. Seed to Series A $3.1m raised $xx spent $xx ARR added We have a track record of capital efficiency Cash on hand Runway “Default alive” $7m left 18 months * * assuming current spend and 0% growth † assuming no hiring and 5% monthly growth † Profitable in 10 months Series A to date $10m raised $xx spent $xx ARR added
  • 16. As a business, we are in a great position 1/1/18 5/1/18 9/1/18 12/1/18 ARR Cash Aiming for $xx ARR by end of 2018 -100% -75% -50% -25% 0% 25% 50% 75% 100% 1/1/18 5/1/18 9/1/18 12/1/18 Gross margin Operating margin Positive operating margin by end of 2019
  • 17. Where do we go from there?
  • 18. As a product, we are in a unique position 2.5 hours per user per day 64% DAU / MAU ratio Unreasonable stickiness Messages Contacts Files Meetings Access to critical data Relevant across all teams
  • 19. Our two areas of focus for 2018 Improve our platform to make it easier to build on top of it Add more users to make our platform more valuable
  • 20. Our two areas of focus for 2018 Become a great email client Maintain leadership on our core targets Ship products that expand our value proposition Add more users to make our platform more valuable Improve our platform to make it easier to build on top of it Ship our new Extension API Extend our collaborative model beyond messaging Launch an app-store, host 3rd party apps
  • 22. Head over to frontapp.com/jobs if you want to find out more about our long term vision 😉 Long-term vision
  • 23. Raising our Series B $xx ARR $xx ARR$xx ARR We are here $xx ARR Shared email address Collaborative Communication Good email client Extensible platform Confidential