In the cloud, new businesses can emerge overnight. What are you doing to differentiate your application? How are you innovating ahead of your competition, while meeting your Executive KPI's? At a recent Executive Roundtable Ann Winblad, Co-Founder and Managing Director of Hummer Winblad Venture Partners, discussed these SaaS best practices with a group of 45 CEOs, Sales and Services Executives. View this presentation to learn how Executives from leading SaaS businesses in the Bay Area are creating a competitive advantage, and meeting their investor's key performance indicators. What you will learn: * 6 SaaS metrics that matter to your investors, and should matter to you * How to increase recurring revenue without additional resources * How to minimize customer turnover with a unique competitive advantage

1. Executive Briefing:
6 SaaS Metrics That Matter

2. Today’s Agenda
Time Activity Presenter
5:30- 5:45PM Welcome and Introductions Chris Purpura
5:45- 6:15PM 6 SaaS Metrics That Matter Ann Winblad,
Hummer Winblad Venture
6:15- 7:00PM SaaS Executive Panel Scott McFarlane, Avalara
Discussion Guillaume Vives, Zuora
Sachin Anand, WebMobi
Mark Deaton, PeopleMatter
Chris Purpura, MuleSoft
7:00- 8:00PM Dinner & Networking All Attendees
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3. About MuleSoft
• Mission: Eliminate the cost and pain of integration
• Leading integration platform for enterprise and cloud
o Enterprise: 2M+ downloads, 3,200+ production accounts
o Cloud: 2200+ accounts, 5M+
o 105,000+ developer community, 100+ connectors
• Success drivers
o SaaS adoption driving need for simpler, faster, integration
o Incumbent vendor stacks are not cloud friendly
o Explosion of public API’s accelerating demand for SOA and API’s for the
enterprise
• MuleSoft is uniquely positioned
o Only vendor with a single platform for on premise and cloud integration
o Only vendor to deliver real time data and application integration
o F100 Customers and SaaS vendors choose to MuleSoft based on expertise
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4. Ann Winblad, Hummer Winblad Ventures
Over 30 years of experience in the software industry
Background and experience chronicled in many
national business and trade publications.
Has served as Director of numerous start-up and
public companies including Net Perception, Liquid
Audio, Market Wire, and Hyperion
Currently serves as a director of Ace
Metrix, Karmasphere, MuleSoft, Sonatype, Star
Analytics and Voltage Security.
Hummer Winblad SaaS investments include:
Employease, Omniture, Aria, InsideSales, Marketo,
Ace Metrix, DOMO, Baynote, Birst, Intacct, and
SlideRocket
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5. SaaS Metrics That Matter
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6. 6 SaaS Metrics That Matter
How to exceed and drive valuations up
Metric Baseline Best in Class
Addressable Billion $ or Million User Markets
Clear Expansion Points
Market with clear ‘entry points’
TH
Add-On ACV CAC can be
CAC Ratio <3mos
W
Live RR + Signed Contracts – Product add-ons reduce
CMRR Churn = CMRR churn
O
90% Renewals + Add-Ons Best in Class = 125% via
Customer Churn should be >100% strong Add-On modules
R
Customer Measured by Service Delivery,
G Service organizations create
Satisfaction Time to Live, SLA’s large upsell oppty’s
Add-On’s + Low Churn
CLTV CLTV > 0 = Profit
drives > 4X CLTV
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7. Best In Class Metrics via API’s and
Connectivity
API
API
API
API API
API
YOUR
YOUR YOUR
YOUR
APP
APP APP
APP
YOUR API
YOUR API
API
API API
API
API
API
Platform Approach Breaks Inefficiencies
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8. Questions? Thank you!
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9. Panel Discussion
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10. Panel Participants
Chris Purpura, VP and GM of Cloud Integration at MuleSoft
Scott McFarlane, Founder and Chief Executive Officer at Avalara
Guillaume Vives, Global VP Professional Services at Zuora, Inc.
Sachin Anand, Founder and CEO at WebMobi
Mark Deaton, VP of Customer Experience at PeopleMatter
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11. Thank You!
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