UNIVERSIDAD PANAMERICANA ANDREA MAGALLANES LORENA ZEPEDA MARIAM MARTINEZ JUAN CARLOS MORENO

AGENDA FACTS & PROBLEMS ANALYSIS ALTERNATIVES & RECOMMENDATIONS IMPLEMENTATION CONCLUSION

ALTERNATIVES & RECOMMENDATIONS FACTS The company started as a Start Up BlicKlick, an anonymous flirting platform BeeKeeper - Next-generation operational communication platform for non-desk employees Switzerland (HQ), San Francisco, Berlin and London 130 employees globally VALUES: Collaboration Simplicity Open-mindedness Proactiveness Tolerance to failure BeeKeper’s revenues came from clients in: 80 % Hospitality, Manufacturing and Retail 20% Other 12 industries equally FACTS & PROBLEMS ANALYSIS ALTERNATIVES & RECOMMENDATIONS IMPLEMENTATION CONCLUSION

ALTERNATIVES & RECOMMENDATIONS PROBLEMS MAIN: Continue growing while staying agile and exciting SECONDARY: Organizational Structure (Middle management & Engineering Teams) Retaining sales people focused on non-core industries Customization, Cross compatibility (Difficulties for engineering team) Lack of Space (Need of 1 or 2 floors) Attract new investors with compatible core values FACTS & PROBLEMS ANALYSIS ALTERNATIVES & RECOMMENDATIONS IMPLEMENTATION CONCLUSION

ALTERNATIVES & RECOMMENDATIONS swot STRENGTHS - Meet clients needs -Global Company -Defined values OPPORTUNITIES -Other industries ( going for new clients) -Long been compliant in General Data Protection Regulation) WEAKNESS -Slow delivery -Cross cultural differences (Offices between USA & Europe) -Miscommunication THREATS -Hotel chains do not wish to sign with companies with no record within the industry -Clients loyalty because of risk-averse FACTS & PROBLEMS ANALYSIS ALTERNATIVES & RECOMMENDATIONS IMPLEMENTATION CONCLUSION

Five competitive forces Strong competitors (Bigger funding, more employees) High Rental Offices, Servers, Internet, Cloud Services Low WhatsApp, E-mail, Telephone, Facebook. It’s a short term solution. In the long run there is more needs. Medium Variety (Hotels, Manufacturing, Retail, Airports, etc.) Client has negotiation power GDPR, Qualified staff, Up to date technology, Cost Structure Suppliers Competency rivalry Entrée Barriers Substitutes Clients FACTS & PROBLEMS ANALYSIS ALTERNATIVES & RECOMMENDATIONS IMPLEMENTATION CONCLUSION

Alternatives Go deep – Tailor Made Go Broad – Tailor Made Go Deep - Industrialized Go Broad - Industrialized GO DEEP GO BROAD TAILOR MADE INDUSTRIALIZED FACTS & PROBLEMS ANALYSIS ALTERNATIVES & RECOMMENDATIONS IMPLEMENTATION CONCLUSION

Go Broad - Industrialized Growth Variety on clients Maintain loyalty Aligned with company values (Open- Mindedness) INDUSTRIALIZED: User Friendly Sector standardized Short delivery time (Not customized by client) Aligned with company values (SIMPLICITY) Engineer Team FACTS & PROBLEMS ANALYSIS ALTERNATIVES & RECOMMENDATIONS IMPLEMENTATION CONCLUSION

ALTERNATIVES & RECOMMENDATIONS Action plan Improve organizational structure Create regional and sectorial managers All departments (engineering, marketing) in matrix with them Create sector-specific platforms Use feedback from sales people depending on sector Add sector-specific features (Hospitality, Manufacturing and Retail) Migrate existing clients Change the access to all customized platforms to the sector-specific platforms Make vital changes to core platform to attract new clients Standardize a general solution: one size fits all Keep meeting current client MAIN needs Be able to meet NEW needs from new sectors Growth Hacking Acquisition (free trial) Activation (push up notifications) Retention (updated with international personal data regulations) Revenue Referral Aug 18 Dec 18 Jun 19 From Jun 19 on FACTS & PROBLEMS ANALYSIS ALTERNATIVES & RECOMMENDATIONS IMPLEMENTATION CONCLUSION

ALTERNATIVES & RECOMMENDATIONS Risks and mitigations RISK MITIGATION Potential hotel clients not willing to sign up for generalized solution Offering the same service in a standardized manner. Easier usage for client, offering new solutions Core values may not be compatible with new potential clients Open-Mindedness with client with different values, trying to align their needs and our solutions Core values may not be compatible with new potential investors Trying to align values, if not look for new investors. Contingency plan Go back to tailor-made style for all clients requesting it Increase number of employees in engineering department FACTS & PROBLEMS ANALYSIS ALTERNATIVES & RECOMMENDATIONS IMPLEMENTATION CONCLUSION

ALTERNATIVES & RECOMMENDATIONS Kpi’S GET NEW CLIENTS Volume (number) of new accounts per quarter Volume (in money) of new accounts per quarter Compare both to current performance RETAIN EXISTING CLIENTS Satisfaction percentage with new sector-based platforms Loyalty percentage (number of re-purchases vs last total purchases) FACTS & PROBLEMS ANALYSIS ALTERNATIVES & RECOMMENDATIONS IMPLEMENTATION CONCLUSION

ALTERNATIVES & RECOMMENDATIONS CONCLUSION FACTS & PROBLEMS ANALYSIS ALTERNATIVES & RECOMMENDATIONS IMPLEMENTATION CONCLUSION