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SaaStock 2019 - rafael sweary
1.
Strategies for Successfully Moving Upmarket
2.
2™ © All
Rights Reserved About WalkMe WalkMe has pioneered the Digital Adoption Platform About our Customers ● Thousands of customers, millions of users ● All major industries represented San Francisco New York City Raleigh London Tel Aviv Tokyo Sydne y ● 30% of Fortune 500 ● 35+ countries represented ● Global coverage in 10 offices ● 3 acquisitions in mobile, analytics & AI ● $217.5M raised ● 750 employees Singapore Paris Berlin
3.
3™ © All
Rights Reserved Years from $1M to $100M in ARR
4.
4™ © All
Rights Reserved No Money - No Mission
5.
5™ © All
Rights Reserved Be Methodical About Raising Money Seed Visual product Founder (passion, trust) Need A B C Round Round Show a working product 1-2 happy customers Tens of customers Repeatable model Comprehensiveness of solution Round % Growth Management Ability to execute Late Stage It’s all about the numbers $,000 $,000,000 >$10,000,000 Can be merged Can be merged A Founder with relevant background and experience would skip the seed round
6.
6™ © All
Rights Reserved Today, I will focus on the Late Stage
7.
© 2019 WalkMe,
Ltd. 7™ © All Rights Reserved So when you look at late stage, what’s important? 7 • Need ? • Technology? • Product market fit? • Competition? • Management? • Customers?
8.
© 2019 WalkMe,
Ltd. 8™ © All Rights Reserved So when you look at late stage, what’s important? 8 • Need ? • Technology? • Product market fit? • Competition? • Management? • Customers? CEO / Founder Growth Metrics Long Term Strategy Competitive Position Efficiency Metrics Ability to Scale
9.
9™ © All
Rights Reserved Assume You’re a Public Company In Late Stage Rounds - Arguably you are For how long can top-line growth be maintained? Can growth be delivered profitably?
10.
10™ © All
Rights Reserved
11.
11™ © All
Rights Reserved Leverage Your Operational Model ● Efficiency in acquiring customers ● Efficiency in retaining your customers ● Efficacy in growing your sales / revenue ● Churn ● Cash / Working Capital ● Predictability CAC LTV CRC ARR Magic Number Net Churn < 0
12.
12™ © All
Rights Reserved Solving for Scale ● Profitable Repeatable Model ● Hiring ● Maintain Culture ● Enablement ● Expand Geographically ● Structural Changes ● Specialization ● Compartmentalize Fact 195 new employees in three months Fact In 1 quarter - we opened offices in Japan, Singapore, UK, France, and Germany
13.
13™ © All
Rights Reserved Lessons Learned:
14.
14™ © All
Rights Reserved HR HR HR It’s All About the People
15.
15™ © All
Rights Reserved Get and keep the BEST employees
16.
16™ © All
Rights Reserved New Resources but New Challenges Cross-Cultural, Multi-Generational, Workforce Mobility Challenges
17.
17™ © All
Rights Reserved Data Room - Always Be Ready
18.
18™ © All
Rights Reserved Great Dashboards
19.
19™ © All
Rights Reserved One Source of Truth
20.
20™ © All
Rights Reserved Follow Applications Standards & Best Practices
21.
21™ © All
Rights Reserved Acquisitions - Double Edged Sword Fact 3 acquisitions - but we actually reviewed about 2 dozen
22.
22™ © All
Rights Reserved Prepare for Success Fact Pioneered a Category in 4 years Digital Adoption Platform | DAP
23.
23™ © All
Rights Reserved When You’re Big There Are No Minor Changes
24.
24™ © All
Rights Reserved WalkMe Contact Me Through LinkedIn: Rafael Sweary
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