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Pendo Overview
Series B Investor Presentation
TODD OLSON
CEO
ERIK TROAN
CTO
ERIC BODUCH
VP Marketing
RAHUL JAIN
VP Customer Success
SHANNON BAUMAN
VP Product
CHAS SCARANTINO
VP Sales
JASON DEAN
VP Finance
Ending Quarter ARRFounded in 2013 • Raised $11M to date • Based in Raleigh, NC
PENDO OVERVIEW2
Founded by product leaders from Google, Rally Software, Cisco, and Red Hat • 56 Employees
NOTE: Fiscal year ends January 31
R
ed
ac
te
d
R
ed
ac
te
d
3 PENDO OVERVIEW
Data-Driven
Solutions
Agile
Subscription
Economy
The Digital Transformation is Happening.
PENDO OVERVIEW4
Users are demanding that their software at work behaves like their software at home.
First Integrated Platform for Product Experience
5 PENDO OVERVIEW
Pendo extends your product to capture all user behavior,
gather feedback, and provide contextual help
ROBUST PRODUCT
ANALYTICS
PERSONALIZED
GUIDANCE
HIGHLY RELEVANT
FEEDBACK
The Foundation: Data
With just a small JavaScript snippet added to your application, Pendo begins to capture every single click and pageview in
your application. You can pass Pendo additional user details like role, plan level, and revenue for additional context.
6 PENDO OVERVIEW
Key Strengths
Fully Integrated Solution
Incorporates what traditionally would be three to four disparate tools to improve experience into a single
integrated solution.
Targeted Messaging
Built-in in-application messages enable teams to personalize a user experience based on real-time
behavior.
Rich User/Customer Segmentation
View usage by user and/or customer. Integration with tools like Salesforce.com provides insights based on
CRM information.
Capture Everything
We grab all user events and enable teams to visualize insights into any aspect of your product. All insights
are retroactive to our install date.
7 PENDO OVERVIEW
Customer Success
Increase customer visibility and
reduce support and education costs
Marketing
Identify advocates and execute
up-sell / cross-sell campaigns
Engineering
Monitor usage volume and
performance to get ahead of
potential issues
Product Management
Focus resources on the features
that really provide value
User Experience
See where users struggle and
optimize the experience without
development
Sales
Optimize the trial experience
and increase conversions
Why Pendo? Pendo’s unique capabilities provide significant value across the organization
Executive Leadership
Bring product data to strategy
discussions and board
presentations
User Engagement
9
• Land in Product / UX
• Expand into Customer Success
PENDO OVERVIEW
10
How Infor Uses Pendo
Monitor end user performance to delight customers
#pendostories
● Standard across HCM Suite
● Combination of On-Premise, Single-tenant,
and Multi-tenant products
● Negotiating Enterprise-wide Deal
11
How Sprinklr Uses Pendo
Make help in-context instead of out-of-context
#pendostories
“If I look at my support tickets today, more than 60
- 70% of them are questions on how to use the
product. Pendo is going to reduce the time we
spend on support tickets, and give us a much
better customer experience.”
- Murali Swaminathan, EVP Client Success
and Engineering
Over 100 active users
12
How Henry Schein Uses Pendo
Increased Customer Satisfaction
#pendostories
“On our last NPS poll in August, we saw a 55%
response rate! [...] Oh, and as a result of
improvements we made we raised our NPS by 53
points in 6 months”
- Dan Larsen, Director of Product
Management
Redacted
A few of our other customers...
13 PENDO OVERVIEW
14
Go to market
• Type: Direct, mostly inside sales team
• Current Target Customer: B2B web-based businesses
• Target Persona: Product management
• Pricing: Monthly active end users per product
PENDO OVERVIEW
15
Net New ARR Growth
PENDO OVERVIEW
16 PENDO OVERVIEW
Sales Quota Capacity
• Sales quota capacity is
meeting and
exceeding our new
bookings goal.
17
Cohort Trending
PENDO OVERVIEW
18
New ASPs Trending Up
PENDO OVERVIEW
3Q 2017 represents deals as of 10/12/2016 Minimum price point increased
19
Moving Up Market to Serve Enterprise Customers
PENDO OVERVIEW
Total Addressable Market
Sample
Customers20
B2B SaaS
On-Premise
Application
Software
PENDO OVERVIEW
Current
Pipeline
Digitally-Enabled Businesses &
Internal Applications
Redacted
Redacted
Competitive Analysis
21 PENDO OVERVIEW
Roadmap
Item B
Item A
Item D
Roadmap subject to change
4Q17 1Q18 3Q18 1Q19
Redacted
Redacted
Redacted
Redacted
Redacted
Item C Redacted
Redacted
RedactedRedacted
22 PENDO OVERVIEW
Redacted
23
Forecast Summary & Fundraising
PENDO OVERVIEW
Funding Plan
$15M Series B, Q1 FY18Redacted
Proven Team
COMPANY HIGHLIGHTS
Fast Growing Strong Customer References Robust Product
www.pendo.io

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Pendo Series B Investor Deck External

  • 1. Pendo Overview Series B Investor Presentation
  • 2. TODD OLSON CEO ERIK TROAN CTO ERIC BODUCH VP Marketing RAHUL JAIN VP Customer Success SHANNON BAUMAN VP Product CHAS SCARANTINO VP Sales JASON DEAN VP Finance Ending Quarter ARRFounded in 2013 • Raised $11M to date • Based in Raleigh, NC PENDO OVERVIEW2 Founded by product leaders from Google, Rally Software, Cisco, and Red Hat • 56 Employees NOTE: Fiscal year ends January 31 R ed ac te d R ed ac te d
  • 4. PENDO OVERVIEW4 Users are demanding that their software at work behaves like their software at home.
  • 5. First Integrated Platform for Product Experience 5 PENDO OVERVIEW Pendo extends your product to capture all user behavior, gather feedback, and provide contextual help ROBUST PRODUCT ANALYTICS PERSONALIZED GUIDANCE HIGHLY RELEVANT FEEDBACK
  • 6. The Foundation: Data With just a small JavaScript snippet added to your application, Pendo begins to capture every single click and pageview in your application. You can pass Pendo additional user details like role, plan level, and revenue for additional context. 6 PENDO OVERVIEW
  • 7. Key Strengths Fully Integrated Solution Incorporates what traditionally would be three to four disparate tools to improve experience into a single integrated solution. Targeted Messaging Built-in in-application messages enable teams to personalize a user experience based on real-time behavior. Rich User/Customer Segmentation View usage by user and/or customer. Integration with tools like Salesforce.com provides insights based on CRM information. Capture Everything We grab all user events and enable teams to visualize insights into any aspect of your product. All insights are retroactive to our install date. 7 PENDO OVERVIEW
  • 8. Customer Success Increase customer visibility and reduce support and education costs Marketing Identify advocates and execute up-sell / cross-sell campaigns Engineering Monitor usage volume and performance to get ahead of potential issues Product Management Focus resources on the features that really provide value User Experience See where users struggle and optimize the experience without development Sales Optimize the trial experience and increase conversions Why Pendo? Pendo’s unique capabilities provide significant value across the organization Executive Leadership Bring product data to strategy discussions and board presentations
  • 9. User Engagement 9 • Land in Product / UX • Expand into Customer Success PENDO OVERVIEW
  • 10. 10 How Infor Uses Pendo Monitor end user performance to delight customers #pendostories ● Standard across HCM Suite ● Combination of On-Premise, Single-tenant, and Multi-tenant products ● Negotiating Enterprise-wide Deal
  • 11. 11 How Sprinklr Uses Pendo Make help in-context instead of out-of-context #pendostories “If I look at my support tickets today, more than 60 - 70% of them are questions on how to use the product. Pendo is going to reduce the time we spend on support tickets, and give us a much better customer experience.” - Murali Swaminathan, EVP Client Success and Engineering Over 100 active users
  • 12. 12 How Henry Schein Uses Pendo Increased Customer Satisfaction #pendostories “On our last NPS poll in August, we saw a 55% response rate! [...] Oh, and as a result of improvements we made we raised our NPS by 53 points in 6 months” - Dan Larsen, Director of Product Management
  • 13. Redacted A few of our other customers... 13 PENDO OVERVIEW
  • 14. 14 Go to market • Type: Direct, mostly inside sales team • Current Target Customer: B2B web-based businesses • Target Persona: Product management • Pricing: Monthly active end users per product PENDO OVERVIEW
  • 15. 15 Net New ARR Growth PENDO OVERVIEW
  • 16. 16 PENDO OVERVIEW Sales Quota Capacity • Sales quota capacity is meeting and exceeding our new bookings goal.
  • 18. 18 New ASPs Trending Up PENDO OVERVIEW 3Q 2017 represents deals as of 10/12/2016 Minimum price point increased
  • 19. 19 Moving Up Market to Serve Enterprise Customers PENDO OVERVIEW
  • 20. Total Addressable Market Sample Customers20 B2B SaaS On-Premise Application Software PENDO OVERVIEW Current Pipeline Digitally-Enabled Businesses & Internal Applications Redacted
  • 22. Roadmap Item B Item A Item D Roadmap subject to change 4Q17 1Q18 3Q18 1Q19 Redacted Redacted Redacted Redacted Redacted Item C Redacted Redacted RedactedRedacted 22 PENDO OVERVIEW Redacted
  • 23. 23 Forecast Summary & Fundraising PENDO OVERVIEW Funding Plan $15M Series B, Q1 FY18Redacted
  • 24. Proven Team COMPANY HIGHLIGHTS Fast Growing Strong Customer References Robust Product