The document provides an overview of SurveyMonkey as a company that powers engagement through collecting feedback from customers, employees, and the market. It highlights SurveyMonkey's large user base and brand awareness, growing enterprise business, and opportunities in adjacent markets. SurveyMonkey's platform allows organizations to understand perspectives through surveys and use the collected data to drive business decisions.
When it comes to scrutinizing costs, most insurance companies can say “Been there, done that. Got the t-shirt.” Managers are familiar with the refrain from above to trim here and cut there. The typical result is flirtation with the latest management trends like lean, outsourcing and offshoring, and others. However, the results tend to be the same. Budgets reflect last year’s spend plus or minus a couple of percent in the same places.
The new ‘A and B’ of the Finance Function: Analytics and Big Data - -Evolutio...Balaji Venkat Chellam Iyer
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The insurance industry is undergoing fundamental transformation as it comes up against the impact of new regulation, new technology, accelerating shifts in consumer demand and mounting competition from digitally-enabled new entrants. In the face of so many disruptive challenges, it’s important not to lose sight of the huge opportunities they’re creating for insurers. Companies from other industries will be looking to your risk insight and expertise to help them navigate an increasingly complex and uncertain business and geopolitical landscape. You’re also in the pole position to capitalise on the new generation of analytics, sensor connectivity, and machine learning technologies that are set to revolutionise our lives. To make the most of these opportunities, it’s important to look beyond the traditional boundaries of the insurance business to embrace new ways of working, new ways of interacting with customers, and whole new possibilities in what your business can deliver.
How An AI-Powered Trade Promotion Optimization Software Can Improve Consumer ...Gina Shaw
Artificial Intelligence (AI) will happen in both TPx and Retail Execution sooner than you probably think – Promotion Optimization Institute
According to Nielsen Holdings, 40% of Consumer Goods trade promotion spending doesn’t drive the desired results. Even though the trade promotions spend take up a lion’s share of the organizational revenue, traditionally manufacturers have always struggled in optimizing their promotion mix for the maximum bang for the buck.
With the advancements in AI technologies, it is now possible to powerfully harness data and run high-yield trade promotions.
What You Can Expect From The eBook?
1. Key Trade Promotion Optimization (TPO) challenges faced today
2. What is AI in the context of TPO?
3. How AI helps run profitable trade promotions?
4. What an AI-Powered analysis looks like?
5. Case-studies
6. How you can get started right away!
Supply/value chain hot topics for today and tomorrow
Center-led principal and value-added services structures
Supply chain best practices
- Using strategic business processes to impact performance
- Inventory and working-capital management
- Governance and compliance
Industry trends and drivers
- Collaborations
Spear Marketing Group and TechValidate by SurveyMonkey recently worked together, using the TechValidate Market Research platform, to understand more about the content, tactics, and technologies that are most valuable for today’s B2B marketers. More than 200 marketing VPs, directors, and managers responded to the research study and weighed in on crucial factors that drive demand generation ROI today.
Investor Relations As The New Focus In Creating Long Term Corporate Value - A...Kenny Ong
Investor Relations as the new focus in creating long term corporate value
*Assess the importance of Investor Relations functions
*Factors prohibiting growth or development in this area
*Differentiating Investor Relations with other communication initiatives in maximizing its value
Health Services Tax Conference May 18-19, 2015, Presentations included: Mega Trends and the Impact on Healthcare, The Healthcare Industry: A View from Washington and The New Health Economy.
Broken links: Why analytics investments have yet to pay off, sponsored by ZS, draws on the survey findings, interviews with senior corporate executives and desk research to explore the current state of sales and marketing analytics.
Today there is a lot of buzz around customer experience. Many companies have realized that investments in customer experience improvement is important not just because it helps to boost the bottom lines of their businesses but because it takes at least 4 to 6 times more cost to acquire a new customer than to retain an existing customer.
When it comes to scrutinizing costs, most insurance companies can say “Been there, done that. Got the t-shirt.” Managers are familiar with the refrain from above to trim here and cut there. The typical result is flirtation with the latest management trends like lean, outsourcing and offshoring, and others. However, the results tend to be the same. Budgets reflect last year’s spend plus or minus a couple of percent in the same places.
The new ‘A and B’ of the Finance Function: Analytics and Big Data - -Evolutio...Balaji Venkat Chellam Iyer
Published in 2013, this White Paper discusses how the finance function would evolve with the combined forces of Big Data and Analytics and the levers that could help catalyze the change and has drawn upon the Global Trend Study conducted by Tata Consultancy Services (TCS) on how companies were investing in Big Data and deriving returns from it.
The insurance industry is undergoing fundamental transformation as it comes up against the impact of new regulation, new technology, accelerating shifts in consumer demand and mounting competition from digitally-enabled new entrants. In the face of so many disruptive challenges, it’s important not to lose sight of the huge opportunities they’re creating for insurers. Companies from other industries will be looking to your risk insight and expertise to help them navigate an increasingly complex and uncertain business and geopolitical landscape. You’re also in the pole position to capitalise on the new generation of analytics, sensor connectivity, and machine learning technologies that are set to revolutionise our lives. To make the most of these opportunities, it’s important to look beyond the traditional boundaries of the insurance business to embrace new ways of working, new ways of interacting with customers, and whole new possibilities in what your business can deliver.
How An AI-Powered Trade Promotion Optimization Software Can Improve Consumer ...Gina Shaw
Artificial Intelligence (AI) will happen in both TPx and Retail Execution sooner than you probably think – Promotion Optimization Institute
According to Nielsen Holdings, 40% of Consumer Goods trade promotion spending doesn’t drive the desired results. Even though the trade promotions spend take up a lion’s share of the organizational revenue, traditionally manufacturers have always struggled in optimizing their promotion mix for the maximum bang for the buck.
With the advancements in AI technologies, it is now possible to powerfully harness data and run high-yield trade promotions.
What You Can Expect From The eBook?
1. Key Trade Promotion Optimization (TPO) challenges faced today
2. What is AI in the context of TPO?
3. How AI helps run profitable trade promotions?
4. What an AI-Powered analysis looks like?
5. Case-studies
6. How you can get started right away!
Supply/value chain hot topics for today and tomorrow
Center-led principal and value-added services structures
Supply chain best practices
- Using strategic business processes to impact performance
- Inventory and working-capital management
- Governance and compliance
Industry trends and drivers
- Collaborations
Spear Marketing Group and TechValidate by SurveyMonkey recently worked together, using the TechValidate Market Research platform, to understand more about the content, tactics, and technologies that are most valuable for today’s B2B marketers. More than 200 marketing VPs, directors, and managers responded to the research study and weighed in on crucial factors that drive demand generation ROI today.
Investor Relations As The New Focus In Creating Long Term Corporate Value - A...Kenny Ong
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*Factors prohibiting growth or development in this area
*Differentiating Investor Relations with other communication initiatives in maximizing its value
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Enchancing adoption of Open Source Libraries. A case study on Albumentations.AIVladimir Iglovikov, Ph.D.
Presented by Vladimir Iglovikov:
- https://www.linkedin.com/in/iglovikov/
- https://x.com/viglovikov
- https://www.instagram.com/ternaus/
This presentation delves into the journey of Albumentations.ai, a highly successful open-source library for data augmentation.
Created out of a necessity for superior performance in Kaggle competitions, Albumentations has grown to become a widely used tool among data scientists and machine learning practitioners.
This case study covers various aspects, including:
People: The contributors and community that have supported Albumentations.
Metrics: The success indicators such as downloads, daily active users, GitHub stars, and financial contributions.
Challenges: The hurdles in monetizing open-source projects and measuring user engagement.
Development Practices: Best practices for creating, maintaining, and scaling open-source libraries, including code hygiene, CI/CD, and fast iteration.
Community Building: Strategies for making adoption easy, iterating quickly, and fostering a vibrant, engaged community.
Marketing: Both online and offline marketing tactics, focusing on real, impactful interactions and collaborations.
Mental Health: Maintaining balance and not feeling pressured by user demands.
Key insights include the importance of automation, making the adoption process seamless, and leveraging offline interactions for marketing. The presentation also emphasizes the need for continuous small improvements and building a friendly, inclusive community that contributes to the project's growth.
Vladimir Iglovikov brings his extensive experience as a Kaggle Grandmaster, ex-Staff ML Engineer at Lyft, sharing valuable lessons and practical advice for anyone looking to enhance the adoption of their open-source projects.
Explore more about Albumentations and join the community at:
GitHub: https://github.com/albumentations-team/albumentations
Website: https://albumentations.ai/
LinkedIn: https://www.linkedin.com/company/100504475
Twitter: https://x.com/albumentations
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Welcome to UiPath Test Automation using UiPath Test Suite series part 6. In this session, we will cover Test Automation with generative AI and Open AI.
UiPath Test Automation with generative AI and Open AI webinar offers an in-depth exploration of leveraging cutting-edge technologies for test automation within the UiPath platform. Attendees will delve into the integration of generative AI, a test automation solution, with Open AI advanced natural language processing capabilities.
Throughout the session, participants will discover how this synergy empowers testers to automate repetitive tasks, enhance testing accuracy, and expedite the software testing life cycle. Topics covered include the seamless integration process, practical use cases, and the benefits of harnessing AI-driven automation for UiPath testing initiatives. By attending this webinar, testers, and automation professionals can gain valuable insights into harnessing the power of AI to optimize their test automation workflows within the UiPath ecosystem, ultimately driving efficiency and quality in software development processes.
What will you get from this session?
1. Insights into integrating generative AI.
2. Understanding how this integration enhances test automation within the UiPath platform
3. Practical demonstrations
4. Exploration of real-world use cases illustrating the benefits of AI-driven test automation for UiPath
Topics covered:
What is generative AI
Test Automation with generative AI and Open AI.
UiPath integration with generative AI
Speaker:
Deepak Rai, Automation Practice Lead, Boundaryless Group and UiPath MVP
In his public lecture, Christian Timmerer provides insights into the fascinating history of video streaming, starting from its humble beginnings before YouTube to the groundbreaking technologies that now dominate platforms like Netflix and ORF ON. Timmerer also presents provocative contributions of his own that have significantly influenced the industry. He concludes by looking at future challenges and invites the audience to join in a discussion.
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LF Energy Webinar: Electrical Grid Modelling and Simulation Through PowSyBl -...DanBrown980551
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Then welcome to this PowSyBl workshop, hosted by Rte, the French Transmission System Operator (TSO)!
During the webinar, you will discover the PowSyBl ecosystem as well as handle and study an electrical network through an interactive Python notebook.
PowSyBl is an open source project hosted by LF Energy, which offers a comprehensive set of features for electrical grid modelling and simulation. Among other advanced features, PowSyBl provides:
- A fully editable and extendable library for grid component modelling;
- Visualization tools to display your network;
- Grid simulation tools, such as power flows, security analyses (with or without remedial actions) and sensitivity analyses;
The framework is mostly written in Java, with a Python binding so that Python developers can access PowSyBl functionalities as well.
What you will learn during the webinar:
- For beginners: discover PowSyBl's functionalities through a quick general presentation and the notebook, without needing any expert coding skills;
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1. Unifying Large Language Models and Knowledge Graphs: A Roadmap.
https://arxiv.org/abs/2306.08302
2. Microsoft Research's GraphRAG paper and a review paper on various uses of knowledge graphs:
https://www.microsoft.com/en-us/research/blog/graphrag-unlocking-llm-discovery-on-narrative-private-data/
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Threats to mobile devices are more prevalent and increasing in scope and complexity. Users of mobile devices desire to take full advantage of the features
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This session provides introduction to UiPath Communication Mining, importance and platform overview. You will acquire a good understand of the phases in Communication Mining as we go over the platform with you. Topics covered:
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• Why is it important?
• How can it help today’s business and the benefits
• Phases in Communication Mining
• Demo on Platform overview
• Q/A
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Topics covered:
CI/CD with in UiPath
End-to-end overview of CI/CD pipeline with Azure devops
Speaker:
Lyndsey Byblow, Test Suite Sales Engineer @ UiPath, Inc.
Maruthi Prithivirajan, Head of ASEAN & IN Solution Architecture, Neo4j
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All these questions and more will be explored as we talk about matching clients’ needs with what your agency offers without pulling teeth or pulling your hair out. Practical tips, and strategies for successful relationship building that leads to closing the deal.
In the rapidly evolving landscape of technologies, XML continues to play a vital role in structuring, storing, and transporting data across diverse systems. The recent advancements in artificial intelligence (AI) present new methodologies for enhancing XML development workflows, introducing efficiency, automation, and intelligent capabilities. This presentation will outline the scope and perspective of utilizing AI in XML development. The potential benefits and the possible pitfalls will be highlighted, providing a balanced view of the subject.
We will explore the capabilities of AI in understanding XML markup languages and autonomously creating structured XML content. Additionally, we will examine the capacity of AI to enrich plain text with appropriate XML markup. Practical examples and methodological guidelines will be provided to elucidate how AI can be effectively prompted to interpret and generate accurate XML markup.
Further emphasis will be placed on the role of AI in developing XSLT, or schemas such as XSD and Schematron. We will address the techniques and strategies adopted to create prompts for generating code, explaining code, or refactoring the code, and the results achieved.
The discussion will extend to how AI can be used to transform XML content. In particular, the focus will be on the use of AI XPath extension functions in XSLT, Schematron, Schematron Quick Fixes, or for XML content refactoring.
The presentation aims to deliver a comprehensive overview of AI usage in XML development, providing attendees with the necessary knowledge to make informed decisions. Whether you’re at the early stages of adopting AI or considering integrating it in advanced XML development, this presentation will cover all levels of expertise.
By highlighting the potential advantages and challenges of integrating AI with XML development tools and languages, the presentation seeks to inspire thoughtful conversation around the future of XML development. We’ll not only delve into the technical aspects of AI-powered XML development but also discuss practical implications and possible future directions.
2. 2
Legal Disclaimer
This presentation contains forward-looking statements. All statements other than statements of historical fact contained in this presentation, including statements as to future results of
operations and financial position, planned products and services, business strategy and plans, objectives of management for future operations of SVMK Inc. and its subsidiaries
(“SurveyMonkey” or the “Company”), market size and growth opportunities, competitive position and technological and market trends, are forward-looking statements. In some cases, you
can identify forward-looking statements by terms such as “expect,” “plan,” “anticipate,” “intend,” “target,” “project,” “predicts,” “potential,” “explore” or “continues” or the negative of these
terms or other similar words. SurveyMonkey has based these forward-looking statements largely on its current expectations and assumptions and on information available as of the date of
this presentation. The Company assumes no obligation to update any forward-looking statements after the date of this presentation, except as required by law.
The forward-looking statements contained in this presentation are subject to known and unknown risks, uncertainties, assumptions and other factors that may cause actual results or
outcomes to be materially different from any future results or outcomes expressed or implied by the forward-looking statements. These risks, uncertainties, assumptions and other factors
are described in greater detail under the heading “Risk Factors” in the Company’s quarterly report on Form 10-Q for the quarter ended June 30, 2019 filed with the Securities and
Exchange Commission on August 6, 2019 (which is available for free by visiting EDGAR on the SEC website at www.sec.gov) and include, but are not limited to, those related to the
Company’s business and financial performance, ability to attract and retain users, ability to develop new products and services and enhance existing products and services, ability to
execute on the Company’s business strategy, ability to compete effectively and ability to manage growth. Moreover, SurveyMonkey operates in a competitive and rapidly changing
environment, and new risks may emerge from time to time. It is not possible for the Company to predict all risks, nor can SurveyMonkey assess the impact of all factors on its business or
the extent to which any factor, or combination of factors, may cause actual results or outcomes to differ materially from those contained in any forward-looking statements the Company
may make.
In addition to the U.S. generally accepted accounting principles (“GAAP”) financials, this presentation includes certain non-GAAP financial measures, including core revenue, average
revenue per paying user (“ARPU”), and unlevered free cash flow. Non-GAAP financial measures have limitations as analytical tools and you should not consider them in isolation or as a
substitute for or superior to the most directly comparable financial measures prepared in accordance with U.S. GAAP. There are a number of limitations related to the use of non-GAAP
financial measures versus their nearest GAAP equivalents. First, core revenue and unlevered free cash flow are not substitutes for revenue and net cash provided by operating activities,
the most directly comparable GAAP financial measures. Additionally, ARPU is calculated based on core revenue, which is not a substitute for revenue, its most directly comparable GAAP
financial measure. Second, other companies, including companies in SurveyMonkey’s industry, may calculate non-GAAP financial measures differently or may use other measures to
evaluate their performance, all of which could reduce the usefulness of the Company’s non-GAAP financial measures as tools for comparison. SurveyMonkey urges you to review the
reconciliation of SurveyMonkey’s non-GAAP financial measures to the most directly comparable GAAP financial measure, and not to rely on any single financial measure to evaluate
SurveyMonkey’s business. A reconciliation of these measures to the most directly comparable GAAP measures is included at the end of this presentation.
This presentation also contains estimates and other statistical data made by independent parties and by the Company relating to market size and growth and other industry data. This data
involves a number of assumptions and limitations, and you are cautioned not to give undue weight to such estimates. The Company has not independently verified the statistical and other
industry data generated by independent parties and contained in this presentation and, accordingly, it cannot guarantee their accuracy or completeness. In addition, projections,
assumptions and estimates of its future performance and the future performance of the markets in which it competes are necessarily subject to a high degree of uncertainty and risk due to
a variety of factors. These and other factors could cause results or outcomes to differ materially from those expressed in the estimates made by the independent parties and by
SurveyMonkey.
3. 3
Our mission
We help curious organizations transform
feedback into business intelligence that
drives growth and innovation
CONFIDENTIAL
3
4. 4
Why SurveyMonkey / Key Investment Highlights
Enterprise
Grade
Solution
Massive
Footprint
Brand
Awareness
Powerful
Business
Model
Data Fuels AI
and Machine
Learning
Culture
Matters
5. 5
Enterprise Sales
Revenue %1
$71.5M
Q2 2019 Revenue
17M+
4.8K
Active Users
Enterprise Sales
Customers
335K+
Organizational Domains
20%
SurveyMonkey by the numbers
Note: All amounts as of June 30, 2019, except as noted.
(1) Enterprise sales revenue as a percentage of total revenue for the quarter-ended June 30, 2019.
692K
Paying Users
80% on annual plans
+20% YoY +110% YoY +60% YoY
6. 6
Markets are dynamically
evolving
Employee expectations
for responsiveness
Increased customer
expectations
Trends
Engagement between organizations and key constituents
matter more than ever
Organizational goals
Take action
Measure and understand
feedback
Proactive, real-time
feedback collection
People Powered Data
Allows organizations
to understand WHY
constituents do what
they do and
anticipate their
actions
Big Data
Allows organizations to
measure WHAT
constituents do
7. 77
Data is powerful and insights are vital
$6BCustomer experience
management
$7BGlobal talent
management
software
$45BMarket research
~$27B
61M
x $442
PEOPLE POWERED DATA
PLATFORM & SOLUTIONS
ARPU1
U.S. KNOWLEDGE WORKERS
U.S
INTERNATIONAL
Bottom-upTop-down
Represents ~50% of
total global software
market
Source: MarketsandMarkets estimates that approximately $6 billion was spent on customer experience management worldwide in 2017 (MarketsandMarkets, Customer Experience Management Market by Touch Point, Vertical, and Region – Global Forecast to 2022, November 2017); Technavio
estimates the global talent management software spend in 2018 at approximately $7 billion (Technavio, Global Talent Management Software Market 2018-2022, June 2018); Based on ESOMAR’s Global Market Research 2017 report, the market research industry in 2016 was $45 billion
(ESOMAR, Global Market Research 2017: An ESOMAR Industry Report in cooperation with BDO Accountants & Advisors, 2017); We estimate the U.S. market opportunity for our People Powered Data platform to be approximately $27 billion, and our worldwide opportunity to be significantly
larger. We calculate our U.S. market opportunity by multiplying the total number of U.S. knowledge workers, defined as management, professional and related occupations according to the U.S. Bureau of Labor Statistics, by our annual average revenue per paying user. For the three months
ended June 30, 2019 36% of our revenue was from customers outside of the United States. Further, Gartner estimates, in Gartner Market Databook, 2Q18 Update, 20 July 2018 (Gartner, Inc., Gartner Market Databook, 2Q18 Update: Spending on IT by Technology Segment and Country, 2016-
2022, 20 July 2018), that the United States will represent approximately 50% of total global software spend in 2018 (calculations performed by SurveyMonkey). Based on this, we believe that our aggregate global opportunity is significantly larger than our U.S. market opportunity.
(1) Annualized ARPU for the quarter-ended June 30, 2019
8. 8
SurveyMonkey powers engagement with
three key constituents
Meeting feedback
Product feedback
Onboarding and exit
interviews
Lost customer analysis
Event planning
Patient satisfaction
Diversity and inclusion
tracking
Compliance
tracking
Brand tracking
Concept testing
Market trends
Customer testimonials Ad effectiveness
Learning
assessments
Pricing analysis
Lead forms
Analyst research
Market sizing
MARKETCUSTOMER EMPLOYEE
CSAT and NPS Employee engagement
360 Reviews
9. 9
Easy to use, powerful, scalable
Surveys: the easiest way to
collect People Powered Data
Get real-time feedback
from around the world
Enabling teams to collaborate
10. 1010
Sign up and
create a survey
Sends survey to
respondents. Invite
others to collaborate
and share results
Higher share of wallet and retention
Upsell
organizations to
Enterprises and monetize
active users
Expand usage and
retention
Cross-sell solutions
6 use-case solutions
to increase ARPU
Create Reach Accelerate
Land and expand: Our business is fueled by virality
Low-touch self-serve Enterprise sales
Respondents and
collaborators sign up
and create more
surveys
Expand
10
Individual
Teams
11. 11
INTEGRATIONS
CUSTOMERS EMPLOYEES MARKET APPLICANTS
PURPOSE-BUILT SOLUTIONS
SURVEY AUTHORING PRO QUESTION TYPES ADVANCED LOGIC SURVEY EXPERIENCE KIOSK / MOBILE SDK
ADVANCED
ANALYTICS
MOBILE APPS
SURVEY TEMPLATES QUESTION BANK SURVEY COLLECTORS
CONTACT
MANAGEMENT
OFFLINE SURVEYS TEAMS PANEL
SURVEY PLATFORM
API
ENTERPRISE
HIPAA / GDPR
SECURITY &
ENCRYPTION
ADMINISTRATION COLLABORATION WORKGROUPS CUSTOM BRANDING CUSTOM LIBRARY
GENIUS
PREVIEW & SCORE
QUESTION
PREDICTION
RECOMMENDATIONS ANSWER PREDICTION SENTIMENT SCORING TEXT ANALYSIS BENCHMARKS
Extensive portfolio of enterprise-grade feedback solutions
12. 12
M&A focused on enhancing enterprise-grade offerings
Voice of Customer Solution Customer Experience for Salesforce
Closed April 1, 2019
✓ HQ: Amsterdam, NL
✓ Global customer base with European footprint
✓ Complements SurveyMonkey CX
✓ End-to-end customer feedback offering to
improve digital experiences
✓ Provides users the ability to give real-time
feedback on websites, apps, emails with
enterprise-grade platform to analyze and take
action
Expected to close Q3 2019
✓ HQ: San Francisco
✓ Trusted by leading brands globally
✓ CX and feedback platform deeply integrated with
Salesforce clouds
✓ Provides real-time CX insights, contextualized with
Salesforce customer data, to take action on
customer sentiment
14. 14
Data is a competitive moat
Operational
leverage Insights
Surveys Data
SurveyMonkey
Genius
Machine learning powered
assistance helps customers
get to better insights faster
Customer 360
Leveraging Our Data to Drive
Customer Success and
Increase Revenue
Predictions, Recommendations,
Benchmarks
~2.5M survey respondents
per day1
50B+ cumulative
questions answered
190 countries and territories
Surveys deployable in 57 languages
(1) For the quarter-ended June 30, 2019.
15. 15
SurveyMonkey has established strong brand awareness
Our brand is enhanced via news partnerships…
…providing critical insights on salient and timely issues
16. 16
…and is gaining increased attention as a leader in the
Enterprise space
Enterprise
customer
leadership
Customer Satisfaction Leader in
Enterprise Feedback Software
✓ 96% satisfaction rating from
enterprise customers
Usabilla named ‘Strong
Performer’
✓ Thought leadership in digital
✓ Strong commitment to
customer success
✓ Easy-to-use technology
– 2019 G2 Grid Report
– The Forrester WaveTM: Digital
Voice-Of-The-Customer
Specialist Platforms
17. 17
Self-serve Enterprise sales
~80%
Organic
SEO
Direct
StartPage
~20%
Paid
SEM
Display
Paid Social
Our self-serve channel drives enterprise opportunities
20%
of revenue from
enterprise sales1
Brand
recognition
User base within
organizations
Customer
360
✓ Convert active users to paying users
✓ Upsell organizations
✓ Cross-sell purpose-built solutions
(1) Enterprise sales revenue as a percentage of total revenue for the quarter-ended June 30, 2019.
18. 18
Three primary growth strategies
Selling directly to the
enterprise
Accelerating growth in
self-serve via Teams
Expanding in key
international markets
1 2 3
• Embrace and leverage our massive
user base to move up-market and
establish enterprise-level
relationships
• 20%1 of revenue from enterprise
sales channel and 4.8K enterprise
sales customers2
(1) For the quarter-ended June 30, 2019.
(2) As of June 30, 2019.
• Designed for small groups of users to
collaborate and collect feedback in a
secure environment and ensure one
user per account
• Teams plans purchased by more than
200 companies in the Fortune 500
and by approximately one-half of the
companies in the Fortune 100.
• Targeted investments in key Western
European markets, including opening
of our cloud-based European
datacenter and build-out of Dublin
sales team
• 36% of revenue from outside the US1
19. 19
20% 90%+ 16% 100%+
Healthy
growth
Q2’19
Revenue YoY
growth
Highly visible
business model
Attractive
margins
Trailing 12-months
Unlevered free
cash flow margin1
Strong
retention
Organizational
dollar-based net
retention rate2
Note: All amounts for Q2’19 except as noted.
(1) Unlevered free cash flow margin for the trailing 12 months ended June 30, 2019; Unlevered free cash flow calculated as net cash provided by operating activities less purchases of property and equipment (net) and capitalized internal-use software, plus
interest paid on long-term debt, and adjustments for certain non-recurring items; see appendix for reconciliation to the corresponding GAAP amount.
(2) We calculate organizational dollar-based net retention rate as of a period end by starting with the trailing 12 months of bookings from the cohort of all domain-based customers as of the 12 months prior to such period end (“Prior Period Bookings”). We
then calculate the trailing 12 months of bookings from these same customers as of the current period end (“Current Period Bookings”). Current Period Bookings includes any upsells and is net of contraction or attrition, but excludes bookings from new
domain-based customers in the current period. We then divide the total Current Period Bookings by the total Prior Period Bookings to arrive at the organizational dollar-based net retention rate. We calculate bookings as the sum of the monthly and annual
contract values for contracts sold during a period for our monthly and annual customers, respectively.
Subscription
revenue
Financial highlights
20. 20
Driving revenue growth
2.3%
YoY
3.0%
YoY
3.5%
YoY3.0%
YoY
3.5%
YoY
616,111 621,071
646,727
670,862
692,455
Q2'18 Q3'18 Q4'18 Q1'19 Q2'19
Paying Users
$410
$418
$425 $423
$442
Q2'18 Q3'18 Q4'18 Q1'19 Q2'19
Average Revenue Per User 2
2,990
3,226
3,566
3,909
4,777
Q2'18 Q3'18 Q4'18 Q1'19 Q2'19
Enterprise Sales Customers
Notes:
(1) YoY growth for Q2’18-Q3’18 reflects core revenue growth
(2) We define Average Revenue per User (ARPU) as core revenue divided by the average number of paying users during the period. For interim periods, we use annualized core revenue which is calculated by dividing the core revenue for the period by the number of days in
that period and multiplying this value by 365 days. We calculate the average number of paying users by adding the number of paying users as of the end of the prior period to the number of paying users as of the end of the current period, and then dividing by two
(3) We define Enterprise Sales Customers as customers with organizational-level agreements with us and who purchased through our enterprise sales force.
(4) Q2’19 includes approximately 400 new enterprise customers from the Usabilla acquisition, which closed on April 1, 2019
75%
Annual
$62.7
$65.2
$67.9 $68.6
$75.1
Q2'18 Q3'18 Q4'18 Q1'19 Q2'19
Revenue1 ($M)
21%
YoY 19%
3
19% 17% 20%
3%
YoY 3% 7% 10% 12%
80%
Annual
18%
YoY 15% 13% 8% 8%
29%
YoY 38% 60%
4
21. 21
80%
Of paying users
have annual
subscriptions1
85%+
Of trailing 12-month
bookings were from
organizational
domain-based
customers2
Strong retention and visibility
(1) As of June 30, 2019.
(2) We calculate bookings as the sum of the monthly and annual contract values for contracts sold during a period for our monthly and annual customers, respectively.
(3) We calculate organizational dollar-based net retention rate as of a period end by starting with the trailing 12 months of bookings from the cohort of all domain-based customers as of the 12 months prior to such period end (“Prior
Period Bookings”). We then calculate the trailing 12 months of bookings from these same customers as of the current period end (“Current Period Bookings”). Current Period Bookings includes any upsells and is net of contraction
or attrition, but excludes bookings from new domain-based customers in the current period. We then divide the total Current Period Bookings by the total Prior Period Bookings to arrive at the organizational dollar-based net
retention rate.
100%+
Organizational
dollar-based net
retention rate3
Predictable customer base
22. 22
Robust cash flow
See appendix for definition of free cash flow, unlevered free cash flow and their reconciliations to the corresponding GAAP amount which is operating cash flow.
$52.3
$45.1
$24.1 $25.4
$44.7 $44.1
LTM'18 LTM'19
Cash Flow ($M)
Operating cash flow Free cash flow Unlevered free cash flow
22%
Margin 10% 19%
16%
Margin 9% 16%
24. 24
Explanation of Non-GAAP Measures
In this presentation, in addition to GAAP financial results, SVMK has included core revenue and unlevered free cash flow which are non-GAAP financial measures. Our definition for these non-GAAP measures is provided
below, however a limitation of non-GAAP financial measures is that they do not have uniform definitions. Accordingly, our definitions for these non-GAAP measures used will likely differ from similarly titled non-GAAP
measures used by other companies, thereby limiting their usefulness as tools of comparison.
We use these non-GAAP measures to compare and evaluate our operating results across periods in order to manage our business, for purposes of determining executive and senior management incentive compensation,
and for budgeting and developing our strategic operating plans. We believe that these non-GAAP measures provide useful information about our operating results, enhance the overall understanding of our past financial
performance and future prospects, and allow for greater transparency with respect to key metrics used by our management in evaluating our financial performance and for operational decision making, but they are not
meant to be considered in isolation or as a substitute for comparable GAAP measures and should be read only in conjunction with our consolidated financial statements prepared in accordance with GAAP.
Core revenue: We define core revenue as revenue from our survey platform, form-based application and purpose-built solutions, excluding the non-self-serve portion of SurveyMonkey Audience, which we generally ceased
offering at the end of the second quarter of 2017. We consider core revenue to be an important measure because it excludes revenue from an offering that we generally no longer provide, and so provides a better
understanding of our current business and provides comparability of our results of operations over time. Core revenue has limitations as an analytical tool, and it should not be considered in isolation or as a substitute for
analysis of other GAAP financial measures, such as revenue. Some of the limitations of core revenue are that it does not reflect all of our revenue in the periods presented and that our results of operations for the periods
presented reflect expenses that we incurred to generate revenue that is excluded from core revenue.
Free cash flow: We define free cash flow as GAAP net cash provided by operating activities less purchases of property and equipment, and capitalized internal-use software. We consider free cash flow to be an important
measure because it measures our liquidity after deducting capital expenditures for purchases of property and equipment and capitalized software development costs, which we believe provides a more accurate view of our
cash generation and cash available to grow our business. Our free cash flow included cash payments for interest on our long-term debt of $16.6 million and $20.6 million, for the trailing 12-months ended June 30, 2019 and
2018, respectively. For the trailing 12-months ended June 30, 2019, our free cash flow also included a one-time payment for employer payroll taxes on performance-based restricted stock units, or Performance RSUs, that
vested upon the satisfaction of both a performance vesting condition (the effectiveness of the registration statement for our IPO) and a service condition, of $1.2 million and $0.9 million in third-party fees related to the
refinancing of our credit facilities. We expect our free cash flow to increase as we reduce cash paid for interest on our long-term debt following the partial repayment of the outstanding indebtedness under our credit facilities
of $101.3 million in the fourth quarter of 2018. We expect to generate positive free cash flow over the long term. Free cash flow has limitations as an analytical tool, and it should not be considered in isolation or as a
substitute for analysis of other GAAP financial measures, such as net cash provided by operating activities. Some of the limitations of free cash flow are that free cash flow does not reflect our future contractual
commitments and may be calculated differently by other companies in our industry, limiting its usefulness as a comparative measure.
Unlevered free cash flow: Unlevered free cash flow is a liquidity measure used by management in evaluating the cash generated by our operations after purchases of property and equipment and capitalized internal-use
software but prior to the impact of our capital structure, the timing of cash payments for certain acquisition and debt related transactions and employer payroll taxes on Performance RSUs. The usefulness of unlevered free
cash flow as an analytical tool is limited because it excludes certain items which are settled in cash, does not represent residual cash flow available for discretionary expenses, does not reflect our future contractual
commitments, and is calculated differently by other companies in our industry. Accordingly, it should not be considered in isolation or as a substitute for analysis of other GAAP financial measures, such as net cash provided
by operating activities.
25. 25
Non-GAAP reconciliation
Notes:
(1) Includes reimbursement of tenant improvement allowances under our lease financing obligation of $1.9 million for the trailing 12-months
ended June 30, 2018.
Trailing 12-Months Ended June 30,
($000s) 2019 2018
Revenue 276,917$ 233,508$
Net cash provided by operating activities 45,053$ 52,292$
Purchases of property and equipment, net (6,507) (15,985)
Capitalized internal-use software (13,112) (12,255)
Free cash flow 25,434$ 24,052$
Interest paid for term debt 16,566 20,638
Third-party financing fees related to credit facility refinancing 879 -
Employer payroll taxes on RSUs vesting upon IPO 1,183 -
Unlevered free cash flow 44,062$ 44,690$
1