SlideShare a Scribd company logo
Series C
Work happier
Confidential - Do not distribute
Why am I doing this
Confidential - Do not distribute
Why am I doing this
Impact Belonging Front
Confidential - Do not distribute
Why am I doing this
Confidential - Do not distribute
Why am I doing this
94
eNPS
#1 😄
Confidential - Do not distribute
Business email is huge and growing
Ubiquitous,
standard, reliable
Corporate email
accounts
1billion
Business emails 

per day (+4% / year)
130billion
Confidential - Do not distribute
It’s also the biggest bottleneck
for productivity
No visibility Duplicated work Email overload
1 inbox only ever accessible to 1 user
Confidential - Do not distribute
Attempts to solve the problem
outside of email are making it worse
More copies 

of the same info
Each tool

wants attention
We still get 

more email
Confidential - Do not distribute
Front flips the email model upside down
Information
access
Efficiency and
speed
Focus
Inboxes become accessible to many users
Confidential - Do not distribute
It’s hard to keep a growing team
in sync and performing at its best
1 piano 1 quartet 1 fanfare
Confidential - Do not distribute
Front acts as the conductor
of your team
1 orchestra1 piano 1 quartet
Confidential - Do not distribute
Each job falls somewhere along the axes
of email and workflow
Software Engineerx
Inbound salesx
EA / execxSupply chainx
Support rep (SMB)x
IT manager, BigCox
Recruitingx
Insurance brokerx
HR managerx
Field salesx
Marketing managerx
Professional servicesx
Support rep, BigCox
Product managerx
Needs complex
workflows
Doesn’t need
workflows
Relies on email
to get work done
Communication
can take any form
Confidential - Do not distribute
This quadrant of the market is gradually
switching to Front
Needs complex
workflows
Doesn’t need
workflows
Relies on email
to get work done
Communication
can take any form
This space
is Front’s
to own
FRONT
1
Confidential - Do not distribute
5,500+
customers
Q2'14 Q2'15 Q2'16 Q2'17 Q2'18 Q2'19
ARR growth
2019
137%
net $ retention
Q2'14 Q1'15 Q4'15Q3'16 Q2'17 Q1'18 Q4'18Q3'19
2019
Quarterly revenue cohorts
2014-2018: strong growth
(yet mostly organic)
54% of current
users joined in 2019
Q1'15 Q4'15 Q3'16 Q2'17 Q1'18 Q4'18 Q3'19
2019
User cohorts by join date
*
*As of end of Q3 ‘19
Confidential - Do not distribute
2019: deliberate approach to growth
We have identified the use cases where Front’s fit is strongest

Software
Logistics
Professional Services
Ecommerce/Retail
Financial/Insurance
Health Fitness
Marketing/Design
Hospitality
Travel
Travel/Hospitality
Events/Experiences
Manufacturing
Financial Services
Ecommerce
Marketing/Advertising
Other
0% 5% 10% 15% 20%
Customer Support
CEO/Owner
Operations
Sales/Business development
Client Services/Success
Marketing/Design
Engineering/Product
Account Management
Project Management
Finance/Legal
Other
0% 5% 10% 15% 20%
Diversity of industries (% of revenue) Diversity of use cases (% of customers)
Confidential - Do not distribute
We know these buyers, where to find them, what to tell them

2019: deliberate approach to growth
Head of Client Services
@ growing Accounting firm
Head of Customer Success
@ high ASP SaaS
Director of Ops
@ Corporate Travel Agency
VP Operations
@ 3PL & 4PL
Confidential - Do not distribute
1/19 3/19/2019 5/19/2019 7/19/2019 9/19/2019
Outbound Opps / Ramped BDR
Outbound Opps
Outbound opportunities
Q3 '18 Q4 '18 Q1 '19 Q2 '19 Q3 '19
Inbound
Outbound
Deals over $XXk ARR
Start of
Outbound
We leverage this knowledge to build a predictable sales org.
0%
25%
50%
75%
100%
125%
150%
0 5 10 15 20 25 30 35 40
New Business
Post-Sales
Attrited
200%+
Repeatable sales motions
2019: deliberate approach to growth
Confidential - Do not distribute
This market can sustain a strong business…
Logistics (“pure players”)
Q1'18 Q2'18 Q3'18 Q4'18 Q1'19 Q2'19 Q3'19
LTV / CAC
LTV / CAC
Supply Chain departments $1.2B
Accounting
$760M
Corporate Travel
$760M
Property Management
$425M
Mortgage Brokerages
$230MReal Estate Brokerages
$900M
Marketing Agencies $640M
Boutiques Hotels 

& Resorts
$200M
Cash efficiency
spent to reach
$XXm*
in ARR
$XXm*
$360M
5.5B ARR potential just
on “strong fit” use cases
*Actual values for cash spent and ARR reached were equal
Confidential - Do not distribute
…but we can make it bigger
Needs complex
workflows
Doesn’t need
workflows
Relies on email
to get work done
Communication
can take any form
This space
can be
captured
FRONT
2
500m users live
in this quadrant
Confidential - Do not distribute
We’ve laid the foundations
of a great email product
0%
20%
40%
60%
80%
100%
Q
117
Q
3
17
Q
118
Q
3
18
Q
119
Q
3
19
Shared inbox Mixed usage Individual inbox
Share of users per type of usage
Confidential - Do not distribute
Current users can’t seem to get
enough of Front…
Q1'15 Q3'15 Q1'16 Q3'16 Q1'17 Q3'17 Q1'18 Q3'18 Q1'19 Q3'19
of MAUs are DAUs
72%
in app / user / day
148 min
Internal comments exchanged grow faster than
external messages sent (+125% YoY)
Confidential - Do not distribute
…yet they keep asking for more!
We’re always trying to find ways to integrate our systems
and bring it all into one place so that’s a great thing to
build towards. No one wants to have 10 tabs open on 3
different monitors just to stay in front of your business.
And Front seems like a place where people enjoy living -
like as a home screen. I mean, in our business, we just
have a lot of different places where information is
inputted and stored and we have to go to recover it. Front
is where everybody meets, that's the intersection of all
the information, it’s the place where everyone ends up
residing to solve a given problem.”
A very kind customer
A Front user
Another Front user
The end game: building the platform
for collaboration
Confidential - Do not distribute
We’re already delivering on
this promise today
of customers
use the platform55% directly leverage
our API18%integrations with
3rd parties52
Confidential - Do not distribute
The end game: building the platform
for collaboration
Thank you

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Front Series C Deck

  • 2. Confidential - Do not distribute Why am I doing this
  • 3. Confidential - Do not distribute Why am I doing this Impact Belonging Front
  • 4. Confidential - Do not distribute Why am I doing this
  • 5. Confidential - Do not distribute Why am I doing this 94 eNPS #1 😄
  • 6. Confidential - Do not distribute Business email is huge and growing Ubiquitous, standard, reliable Corporate email accounts 1billion Business emails 
 per day (+4% / year) 130billion
  • 7. Confidential - Do not distribute It’s also the biggest bottleneck for productivity No visibility Duplicated work Email overload 1 inbox only ever accessible to 1 user
  • 8. Confidential - Do not distribute Attempts to solve the problem outside of email are making it worse More copies 
 of the same info Each tool
 wants attention We still get 
 more email
  • 9. Confidential - Do not distribute Front flips the email model upside down Information access Efficiency and speed Focus Inboxes become accessible to many users
  • 10. Confidential - Do not distribute It’s hard to keep a growing team in sync and performing at its best 1 piano 1 quartet 1 fanfare
  • 11. Confidential - Do not distribute Front acts as the conductor of your team 1 orchestra1 piano 1 quartet
  • 12. Confidential - Do not distribute Each job falls somewhere along the axes of email and workflow Software Engineerx Inbound salesx EA / execxSupply chainx Support rep (SMB)x IT manager, BigCox Recruitingx Insurance brokerx HR managerx Field salesx Marketing managerx Professional servicesx Support rep, BigCox Product managerx Needs complex workflows Doesn’t need workflows Relies on email to get work done Communication can take any form
  • 13. Confidential - Do not distribute This quadrant of the market is gradually switching to Front Needs complex workflows Doesn’t need workflows Relies on email to get work done Communication can take any form This space is Front’s to own FRONT 1
  • 14. Confidential - Do not distribute 5,500+ customers Q2'14 Q2'15 Q2'16 Q2'17 Q2'18 Q2'19 ARR growth 2019 137% net $ retention Q2'14 Q1'15 Q4'15Q3'16 Q2'17 Q1'18 Q4'18Q3'19 2019 Quarterly revenue cohorts 2014-2018: strong growth (yet mostly organic) 54% of current users joined in 2019 Q1'15 Q4'15 Q3'16 Q2'17 Q1'18 Q4'18 Q3'19 2019 User cohorts by join date * *As of end of Q3 ‘19
  • 15. Confidential - Do not distribute 2019: deliberate approach to growth We have identified the use cases where Front’s fit is strongest
 Software Logistics Professional Services Ecommerce/Retail Financial/Insurance Health Fitness Marketing/Design Hospitality Travel Travel/Hospitality Events/Experiences Manufacturing Financial Services Ecommerce Marketing/Advertising Other 0% 5% 10% 15% 20% Customer Support CEO/Owner Operations Sales/Business development Client Services/Success Marketing/Design Engineering/Product Account Management Project Management Finance/Legal Other 0% 5% 10% 15% 20% Diversity of industries (% of revenue) Diversity of use cases (% of customers)
  • 16. Confidential - Do not distribute We know these buyers, where to find them, what to tell them
 2019: deliberate approach to growth Head of Client Services @ growing Accounting firm Head of Customer Success @ high ASP SaaS Director of Ops @ Corporate Travel Agency VP Operations @ 3PL & 4PL
  • 17. Confidential - Do not distribute 1/19 3/19/2019 5/19/2019 7/19/2019 9/19/2019 Outbound Opps / Ramped BDR Outbound Opps Outbound opportunities Q3 '18 Q4 '18 Q1 '19 Q2 '19 Q3 '19 Inbound Outbound Deals over $XXk ARR Start of Outbound We leverage this knowledge to build a predictable sales org. 0% 25% 50% 75% 100% 125% 150% 0 5 10 15 20 25 30 35 40 New Business Post-Sales Attrited 200%+ Repeatable sales motions 2019: deliberate approach to growth
  • 18. Confidential - Do not distribute This market can sustain a strong business… Logistics (“pure players”) Q1'18 Q2'18 Q3'18 Q4'18 Q1'19 Q2'19 Q3'19 LTV / CAC LTV / CAC Supply Chain departments $1.2B Accounting $760M Corporate Travel $760M Property Management $425M Mortgage Brokerages $230MReal Estate Brokerages $900M Marketing Agencies $640M Boutiques Hotels 
 & Resorts $200M Cash efficiency spent to reach $XXm* in ARR $XXm* $360M 5.5B ARR potential just on “strong fit” use cases *Actual values for cash spent and ARR reached were equal
  • 19. Confidential - Do not distribute …but we can make it bigger Needs complex workflows Doesn’t need workflows Relies on email to get work done Communication can take any form This space can be captured FRONT 2 500m users live in this quadrant
  • 20. Confidential - Do not distribute We’ve laid the foundations of a great email product 0% 20% 40% 60% 80% 100% Q 117 Q 3 17 Q 118 Q 3 18 Q 119 Q 3 19 Shared inbox Mixed usage Individual inbox Share of users per type of usage
  • 21. Confidential - Do not distribute Current users can’t seem to get enough of Front… Q1'15 Q3'15 Q1'16 Q3'16 Q1'17 Q3'17 Q1'18 Q3'18 Q1'19 Q3'19 of MAUs are DAUs 72% in app / user / day 148 min Internal comments exchanged grow faster than external messages sent (+125% YoY)
  • 22. Confidential - Do not distribute …yet they keep asking for more! We’re always trying to find ways to integrate our systems and bring it all into one place so that’s a great thing to build towards. No one wants to have 10 tabs open on 3 different monitors just to stay in front of your business. And Front seems like a place where people enjoy living - like as a home screen. I mean, in our business, we just have a lot of different places where information is inputted and stored and we have to go to recover it. Front is where everybody meets, that's the intersection of all the information, it’s the place where everyone ends up residing to solve a given problem.” A very kind customer A Front user Another Front user
  • 23. The end game: building the platform for collaboration
  • 24. Confidential - Do not distribute We’re already delivering on this promise today of customers use the platform55% directly leverage our API18%integrations with 3rd parties52
  • 25. Confidential - Do not distribute The end game: building the platform for collaboration