Our revenues, MRR and feature launches.

1. All Hands Meeting
Mid April 2015

2. Finance
Celebrations are in order.

3. Customers vs Revenues
$0
$200000
$400000
$600000
$800000
0
150
300
450
600
Q4 ‘11 Q1 ’12 Q2 Q3
’12
Q4 Q1 ‘13 Q2
’13
Q3 Q4 Q1’14 Q2 Q3 Q4 Q1’15
$rev 8k 22k 65k 40k 72k 140k 193k 257k 283k 320k 402k 432k 564k 790k
#cust 7 19 32 50 73 111 145 195 230 285 350 419 445 520
We’ll definitely see a drop-off in Q2. But let’s celebrate while we can!

4. MRR growth
• Our most important metric: How much do we make per month, with
annual payments broken down per month.

5. Customers – overview
0
150
300
450
600
Nov 14 Dec 14 Jan 15 Feb 15 (Mar 15)
36 36 37 34 35
205 205
224
231 234
140
146
153
159
166
108 112 116
124 124
461
471
499
520
529
Customers Bronze Silver Gold NPOs

6. Outlook
• Current 52 week window: $2.2m (up from $1.72m in
Q1)
• $75k collected in 2 weeks of April. $140k in
outstanding invoices.
• Outlook is good, but we will see a drop in summer,
Q1 was just too amazing.

7. Pricing launch!
• We’re dropping Bronze and Silver, and adding
better discounts for larger customer
• Blogpost here
• We should see slightly higher average revenue per
client, but it’s very long term

8. Customer Success

9. Achievements since last
All Hands
• Starter guide is live
• Refined support request categories and monthly
reports (see Confluence)
• Targeted emails after account creation

10. Targeted sign up emails
• Frequent follow up
with relevant links
• Depending on user
count and logins
• So far good feedback
and actionable replies

11. Busy Freshdesk times
Category
# of Tickets
1.2.15 - 31.3.15 % of Total
Invoices/Quotes 427 37.9%
Billing Questions 89 7.9%
4 Modules (64 x
Reviews = 42.5%) 151 13.3%
Administration (60 x
User Mngmt = 56.6%) 106 9.4%
Bug 84 7.4%
Feature Request 20 1.80%
ProductInfo/Demo
Request 144 12.8%
Other 107 9.5%
Total 1128 100.00%
From 285 per month Oct-Jan to 564 per month Feb-Mar!

12. CS Road Map

13. ‘Real’ Customer Success
• Post purchase communication
• Establishing ideal touch points
• Higher focus on VIPs
• 2 week team collaboration in San Francisco with
Customer Success conference in May

14. Net Promoter Score
• Establishing happiness of customers
• Phase 1 - April: starting with 100 random HR
Admins

16. Net Promoter Score
• Phase 2 May-July: All paying HR Admins,
Assistants and Tech Admins
• Following up with everyone and digging deeper
• Establishing how to avoid detractors and what
makes a promoter (and how to replicate this)
• Gathering feedback, patterns and insights

17. Ongoing projects
• Case studies: Upward feedback, Rollout of Small
Improvements, Probation reviews/anniversary
reviews
• Video production: user directory, new objectives,
new messages, end user 360 reviews
• Analytics – Tracking numbers (sign ups, won and
lost customers, tickets, features)

18. Small Improvements
• Resources page – Share valuable articles for
prospects and customers
• Better CRM – Migration to Highrise?!
• Updating testimonial page – better distribution of
location and industries

19. Upcoming events
• Meet&Mingle ‘Think tank’, Melbourne – April
• Panel discussion, San Francisco – May
• Sponsorship of ‘Reinvent Work
Summit’, Toronto – May
• Tentative attendance: HR Tech Las Vegas in
October, HR Tech Congress Paris in October, HR
Evolution St Louis in November

20. Marketing

21. Marketing
• Not much happened really :(
• Trying to hire a senior person in Sydney, will need
to advertise it more

22. Development

23. New Objectives Overview
• Had been in the making for a long time, finally
shipped in January
• Filtering, browsing and better cycle picker
• Still relies on old screens for viewing and editing

25. Messages Overhaul
• Message overhaul had to get prioritised due to bugs
• Better, purist design
• Added endless scrolling, and filtering. Dropped
downvotes. Prototyping @mentions.
• In great position to expand feature further
• But: We’re putting messages-work on hold for a few
weeks in favour of objectives

27. Profile Page V1.5
• Profile had to get reworked because of the message-
rewrite
• Looks almost the same.
• But the manage-menu is new and much better, and so
are the integrated messages
• Lots of ugly old code now gone as well
• More work required for *real* overhaul. Probably in Q3.

29. Release Notes Overlay
• This was a warmup task for Gernot
• Tells user about new features since they last
logged in.
• Won’t get deployed until New Dashboard is live,
but it’s one of many useful prerequisites

31. iOS App Beta –
ready to ship by April 20th
• Feature complete for version 1.0
• First customers will be able to join
• Ad on logout screen and blog post to go live
• Chris to work from Berlin for one month, starting
April 23

32. iOS App now in Beta

33. Advertising it on logout

34. Guidance Hints
• 15+ guidance hints remind admins of problems
and required actions
• Should help reduce support a bit
• Solid infrastructure in place
• We’ll integrate it into cycle overviews and New
Dashboard later on

36. Some small improvements
• Impersonation feature for clients
• HR Assistants can get the right to assign managers
• Bugfixes, micro-improvements across the board

37. New Berlin HQ

38. The new office is huge! But we are going to fill it quickly.

39. Team Growth
• We signed three new
contracts, starting dates in
June and July!
• Continuing looking, two very
promising Angular developers
in the pipeline

40. Party on April 23rd, 7pm!

41. Still: Developers needed!
• Ingo started at uni, leaving a gap in our UI team
• Our backend people are still working on many
internal projects to clean up processes and reduce
code problems
• So, we need to pick mid-sized features that require
little backend work, and ideally little design
• And yes, we’re hiring and interviewing too!

42. Features in progress
A peek into the SI workshop

43. User Import
• BambooHR: Still work in progress.
• CSV/Excel Import should be much easier to add (to
clients as well, we hope)
• Afterwards look at Workday, currently a manual
process

44. • The “objectives browser” is close to completion
• Create & Edit-Screens are almost done as well
• Comments are now really well-integrated
• But a lot of UI work still needs to be done
• User Testing with customers can start in two weeks
Objectives Overhaul

45. Features planned
…on top of small improvements and bugfixes

46. Considerations
• So many projects to pick from, need to strike balance
• Keep existing & growing clients
• Must attract evaluators, look great for marketing
• Fix architecture and reduce code debt
• Improve supportability
• Prioritise some easy win
• We currently have a shortage of backend-capacity

47. Considerations
• Roadmaps change!
• Nothing of the following features is guaranteed to
ship, better ideas may pop up
• But the following list is a good approximation
• Definitely no ETA’s!

48. Cycle Admin Rewrite
• Guidance feature and cycle roadmap are missing
from cycle lists
• Performance currently suffers when switching from
overview to edit-cycle
• Cycle-HR and 360-Ratings “too beta to launch”
• A rewrite solves all 3 problems, and makes screens
prettier and more interactive

49. • Develop OKR
• Work on Company/ team objectives
• Work on Alignment
Objectives: Next Steps

50. User Management
• Edit-User-Overlay to speed up common tasks
• “Hipster view” tab like on our SI “about us” page
• Display user statistics over time
• Fairly easy to code, nice screenshots for marketing,
and very useful for end users too

51. Browser Plugin
• We need to get better integrated with end users
• iOS App is one shot at it, the browser plugin is the
other
• Could be easy, could be hard - too early to tell
• Promising first attempt during the 2014 Hackathon

52. Dashboard Preparations
• Rewriting Dashboard is huge undertaking
• Outside Q2 scope
• But we have to get started!
• Key ingredient is the todo-list, so we start with that
• Later on, we’ll combine cycle roadmap, guidance
feature, timeline view and todo list in some
awesome way. But not in Q2 yet

53. Questions!