Download Title of Presentation - Vision Critical Intranet

Becoming World Class
Our Continued Evolution
2
Becoming World Class starts with a
connective thread that ties these
elements together –
a common purpose
3
2015
YTD
2016
Targets
Subscription Sales Growth
50%
60%
Subscription Revenue Growth
33%*
30%+
Annualized Recurring Revenue Growth
34%*
30%+
Net Expansion Sub Rev
0.93
> 1.1
Gross Margin (SaaS)
55%
60%+
$6.9M
$9M
Annualized EBITDA (RnC)
4
Bonus payouts are based on our performance against four key performance
objectives in alignment with our corporate strategy.
Objectives
2015 Plan
2015 85% threshold
YTD Attainment
$25M
$21.25M
$20.2M
$104.7M
$89M
$91.9M
Net Expansion
1 (H2)
1 (H2)
$.99 (H2)
Scalability (Net rev / payroll)
1.25:1
1.25:1
1.256
Subscription Sales
Net Revenue
The bonus pool is funded by attainment of an EBITDA target
5
Each functional pillar is focusing on 2-3 performance objectives, representing an even portion of
bonus-payout for that each objective.
Pillar
Subscription
Sales
Net Rev
Net
Expansion
Scalability
X
Product
X
X
Sales (non-commission)
X
X
Marketing
X
X
X
Success
X
X
X
Consulting (non-commission)
X
X
X
Voice of Market
X
X
X
Administration
X
X
X
6
Signed Sales YTD
7
NA
EMEA
APAC
Total
Q4 2014
916,418
379,863
330,986
1,627,267
Oct/ Nov 2015
3,852,166
486,721
866,822
5,205,709
FY 2014
6,685,244
2,107,100
1,788,903
10,581,247
YTD 2015
14,763,181
2,994,182
2,453,286
20,210,649
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New Sales Leadership
Murray Reid
SVP Sales Asia Pacific
9
Rich York
SVP Sales North America
Philip Hall
SVP Sales EMEA
Welcome Victoria Coombs, Chief Legal Officer
10
Our Culture
Culture – 2015 at a Glance
Our Core Values
Shout Outs / FAAs
Recognize colleagues who
demonstrate our core values.
#whatisvc Contest
63 entries
12 offices
One #shoutout is going out
every two to three days in Q4.
Not bad, but we can do better!
12
7 countries
4 lucky winners
Culture Roadmap
Our Core
Values
Shout Outs
Sound Off
2015
#whatisvc Contest
13
Executive Updates
e.g., #smashmobs
Extended
Employee
Profiles
Special Interest
Groups (SIGs)
2016
Challenge Board
Internal
Customer
Stories
Our People
People Metrics
15
Programs and Promotions
130 managers completed phase 1
VC Leader Program
40 managers completed phase 2
VC Leader Program
117 Promotions which
represents 15% population
66 internal transfers
(20 transferred to new office locations)
16
Improved Glassdoor
ratings YOY
World Class Means People Matter
VC LEADER
2015
Setting Ourselves Apart
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Our Story
Most companies start with
“what they do” or “how they do it,”
but inspiring companies start with
“why”
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Our Story
Who is telling our story?
22
Metric
NA Summit
Total Registered
332
# of Attendees
297
Attendance Rate
89%
Event Attendance Growth YOY
18%
Unique Organizations Attended
208
# of Existing Opps in Room
93
$ Eligible ACV Pipeline in the Room
$7.2M
# of New Opps Created since Summit
19
New Pipeline Since Summit
$1.2M ($600K expansion)
Signed $ACV
$1.1M
Our Platform
Sparq - Next Gen Launch Overview
Highlights:
New positioning & messaging framework
Product Keynote session at North
America Summit
Media coverage reinforcing VC as a
SaaS company
Inbound marketing launch
Product training for Sales & CS teams
25
Community
Metrics
Search
Next Gen
Dashboard
Next Gen Authoring and Library
Released to almost 50 communities
IdeaScreen Analytics
Primary Metrics and Bump Hunting
Released to all IS customers
Stories
Engage
Mobile App
Started 2015 with
Calgary and London.
Live in late 2015H2 to
Singapore and USA
using Amazon Web
Services (AWS), goforward data center
platform.
Frankfurt coming up in
January 2016 using
AWS.
Q&A
Thank You