The document discusses the rise of industry cloud solutions in the life sciences and P&C insurance sectors, highlighting the success and growth of companies like Veeva Systems and Guidewire Software. Veeva's strategy focuses on providing industry-specific cloud solutions that reduce the need for customization, leading to faster deployment and increased customer success. The content also addresses the broader trends in cloud software's cost-effectiveness compared to legacy systems, emphasizing opportunities for growth in these industries.

1. E M E R G E N C E C A P I T A L P A R T N E R S
INDUSTRY CLOUD
FORUM 2014
L E A R N I N G F R O M T H E L E A D E R S
@ e m e r g e n c e c a p
# I N D U S T R Y C L O U D
Peter Gassner, CEO, Veeva Systems
Marcus Ryu, CEO, Guidewire Software
Dan Yates, CEO, Opower

2. The Industry Cloud Opportunity
Peter Gassner, CEO

3. ®2014 Veeva Systems – Company Confidential veeva.com | 3
Vision
Become the Leading Cloud Solutions Provider to the
Global Life Sciences Industry
Values
Customer Success
Employee Success
Speed

4. ®2014 Veeva Systems – Company Confidential veeva.com | 4
Veeva Highlights
Founded in 2007
700+ employees
200 customers, users in 80 countries
Mix of cloud and industry experts
High growth and strong profitability
Fiscal Year Ending January 31
Reconciliation of non-GAAP measures is contained in Appendix.
$29m
$61m
$130m
$210m
$5m $7m
$30m
$47m
FY’11 FY’12 FY’13 FY’14
110%
111%
62%
Revenue Non-GAAP Operating Income
Revenue and Profitability

5. ®2014 Veeva Systems – Company Confidential veeva.com | 5
Veeva Spans an Entire Life
Sciences Company
Regulatory
Clinical
Trials
Quality and
Manufacturing
Medical Marketing Sales
Research & Development Commercial

6. ®2014 Veeva Systems – Company Confidential veeva.com | 6
Veeva Commercial Cloud

7. ®2014 Veeva Systems – Company Confidential veeva.com | 7
Industry Cloud is Disruptive Innovation
From Nowhere to 4th Most Preferred Life Sciences Software Vendor, IDC Health Insights
Source: IDC Health Insights' Leading Indicators in Life Science IT Spending Survey, 1Q14
Ranking 2014 2013 2012
Vendor Vendor Vendor
1 Oracle Oracle Oracle
2 SAP SAP Apple
3 Symantec Symantec SAP
4 Veeva SAS SAS
5 SAS IBM Microsoft
6 IBM Microsoft Symantec
7 Microsoft Apple IBM
8 Apple Veeva

8. ®2014 Veeva Systems – Company Confidential veeva.com | 8
Industry-specific is the Largest
Segment of the Software Market
Total Worldwide Software Market Share, 2012
28%
8%
7%
7%6%
5%
5%
5%
5%
4%
4%
3%
3%
10%
Vertical Specific Software
Operating Systems
Other Application Software
Database Management Systems
ERP
App Infrastructure / Middleware
Security
CRM
IT Operations
Office Suites
Storage Management
Business Intelligence
Other Infrastructure Software
Other
Source: Gartner 2013
$100B

9. ®2014 Veeva Systems – Company Confidential veeva.com | 9
Cloud Opportunity is Greater
IDC Research Cloud Software Analysis for salesforce.com, September 2012
On Premise Cloud
Five Year TCO per User
48%
Cloud Cost
Savings59%
IT Labor / Services
21%
Infrastructure
20%
Software
16%
IT Labor / Services
36%
Software
1.8x
Premium

10. ®2014 Veeva Systems – Company Confidential veeva.com | 10
Industry Cloud Opportunity is Greater
Veeva Systems Estimates
On Premise Cloud
Five Year TCO per User
48%
Cloud Cost
Savings
10%
Software
36%
Software
3.6x
Premium
10%
Customization
16%
IT Labor / Services
59%
IT Labor / Services
21%
Infrastructure

11. ®2014 Veeva Systems – Company Confidential
“The real advantage of an industry-
specific solution is that it eliminates, or
significantly reduces, the need to
customize. We can deploy and achieve
business results faster. It is about
speed to value.”
CIO, Top 30 Pharma

12. The Industry Cloud Opportunity
Peter Gassner, CEO

13. © Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
Guidewire Software
Marcus Ryu
CEO, Guidewire Software
Industry Cloud Forum
3 June 2014

14. 14
© Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
To build software products that transform
the global P&C insurance industry…
Guidewire’s Mission
…and to ensure that every customer
succeeds in the journey

15. 15© Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
A Ubiquitous $2 Trillion Industry
Personal Lines
Automotive Residential
Earthquake
MortgageTravel
Pet Watercraft Personal Injury
Recreational Vehicle
Unemployment
Commercial Lines
Property Fleet Environmental
Ocean Marine
General Liability
Workers Comp Crime Inland Marine
Professional Liability Directors and Officers Machinery Farm
Business Interruption
Surety
Excess

16. 16© Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
Spending Enormously on IT…
1 Gartner (2011)
2 Guidewire estimate
Current2
Legacy
100% = $15 billion Software and Services Spend1

17. 17
© Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
And Dependent on Legacy System
• 30+ year-old technology
• COBOL
• Mainframes
• Paper-intensive
• Hard-coded
Legacy systems lock in legacy strategy

18. 18
© Guidewire Software, Inc. All rights reserved. Do not distribute without permission.

19. 19
Guidewire Proprietary and Confidential.
GROWTH
INDEMNITY
LEAKAGEPRODUCTIVITY
EXPENSE
PREMIUM
LEAKAGE
OTHER
Economic Stakes of Legacy Replacement
2.5−4.5 points of
operating income
OPPORTUNITY:
Source: Guidewire Value Consulting and customer business cases

20. 20
© Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
PolicyCenter
BillingCenter ClaimCenter
Guidewire InsuranceSuite
• Modern architecture
• Full legacy replacement
• Delivered as true product
• Flexible, upgradeable

21. 21© Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
A New Generation

22. 22
© Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
Live
PolicyCenter
BillingCenter ClaimCenter
Mobile &
Portals
Data Management
DataHub InfoCenter
InsuranceSuite
PolicyCenter
BillingCenter ClaimCenter
A Platform For Transformation

23. Claims
Policies
301
534
50
292
56% frequency 17% frequency
policies
claims

24. 24
Guidewire Proprietary and Confidential.
ARIZONA

25. 25
Guidewire Proprietary and Confidential.
MULTI-NATIONALS
Serving A Global Customer Base (partial list)
FINLAND
ITALY
NEW ZEALANDU.S.
GEICO
CANADA U.K. FRANCE
RUSSIA
AUSTRALIA
SOUTH AFRICA
POLAND
MEXICO
PERU BRAZIL
JAPAN
BELGIUM
GERMANY

26. 26
© Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
P&C insurance industry focus100%
Professionals worldwide1,200+
Customers in 19 countries; 110+ live160+
In TTM revenue, growing recurring
revenue >20% annually>$300m

28. 28
Guidewire Proprietary and Confidential.
Q2 2014

29. 29
Guidewire Proprietary and Confidential. 2
9
Cloud software platform for utilities

30. 30
Guidewire Proprietary and Confidential.
The opportunity
$2.2 trillion utility industry in an era of rapid change
Data-rich cloud software to engage utility consumers
93 utilities worldwide, reaching 32 million of their
consumers
MARKET
PLATFORM
CUSTOMERS
BUSINESS
Note: 710M potential end-users comprised of 650M households and 60M businesses.
710 million potential end-
users
Market size
Accelerating lead
Scale of data set, platform
sophistication
Expansion potential
10% penetrated with EE
clients
Visibility 90%+ recurring revenue
3
0

31. 31
Guidewire Proprietary and Confidential.
» 23 clients
live with
EE
solution
» Raised B
round of
funding
» First 3
clients live
with Energy
Efficiency
(EE)
solution
» 43 clients
live with EE
and
Custom
Engagemen
t (CE)
solutions
» Raised C
round of
funding
» 63 clients
live with
EE, CE,
and
thermostat
solutions
» Expanded
to Europe
» 87 clients live
with EE, CE,
thermostat,
and
behavioral
demand
response
(BDR)
solutions
» Expanded to
Asia
» 93 clients
live with EE,
CE,
thermostat,
and BDR
solutions
» IPO
» 96
contracted
clients
» more than
100 billion
meter reads
annually
Evolution of the business

32. 32
Guidewire Proprietary and Confidential. 3
2
Utility-focused platform and solutions
Thermostat
ManagementThermostat
Management
Personalization
Engine
Big Data
Analytic
s
Data Integration
System
Concurrent
Outbound
Messaging
Web &
Mobile
Framework
Energy efficiency Demand responseCustomer engagement Thermostat management

33. 33
Guidewire Proprietary and Confidential. 3
3
Data advantage
MORE INSIGHT MORE TECH
52 MILLION
energy
consumers
300+ BILLION
meter read data
set
MORE DATA
PROPRIETARY
algorithms
100+ MILLION
personalized touch
points
400+ Person years of
software development
70+ Utility websites on
one code base
2010 2011 2012 2013
36B
59B
88B
103B
Annual meter reads

34. 34
Guidewire Proprietary and Confidential.

35. Peter Gassner, CEO, Veeva Systems
Marcus Ryu, CEO, Guidewire
Dan Yates, CEO, Opower