Survey
* Your assessment is very important for improving the workof artificial intelligence, which forms the content of this project
* Your assessment is very important for improving the workof artificial intelligence, which forms the content of this project
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 8 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 17 Our Story Most companies start with “what they do” or “how they do it,” but inspiring companies start with “why” 19 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