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To bee or not to bee in the XXI Century labour market
Beekeper To bee or not to bee in the XXI Century labour market Bayeta Mulato Hugo Volz Julio Tendeiro Vasco Amoroso Presentation to Christian Grossman and Beekeeper’s Board May 2018, Dragon Consulting
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0. Agenda Executive Summary
Challenge and key issues Overview of the situation Alternatives Recommendation Implementation Implementation Plan Financials Risks Summary
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Challenge and key issues
Dragon Consulting
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How can Beekeeper grow in the next 3 years while staying agile and exciting?
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Lack of focus in product development
1. Challenge and key issues How can Beekeeper grow while staying agile and exciting Lack of productivity Lack of focus in product development More demanding customers in the hospitality industry
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Analysis Dragon Consulting
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Business built in 2011 / Zurich Exponential growth through VC funding
2. Analysis Hive works Business built in 2011 / Zurich Exponential growth through VC funding +130 employees Strong and agile inhouse IT development Present in 130 countries and mainly strong in Europe and NAM Markets
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Business built in 2011 / Zurich Exponential growth through VC funding
2. Analysis Hive works Business built in 2011 / Zurich Exponential growth through VC funding +130 employees Strong and agile inhouse IT development Present in 130 countries and mainly strong in Europe and NAM Markets 15 different industries 80% revenues from 3 key segments Hospitality Manufacturing Retail
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Business built in 2011 / Zurich Exponential growth through VC funding
2. Analysis Hive works Business built in 2011 / Zurich Exponential growth through VC funding +130 employees Strong and agile inhouse IT development Present in 130 countries and mainly strong in Europe and NAM Markets 15 different industries 80% revenues from 3 key segments Hospitality Manufacturing Retail Online Flirting Local Twitter Community base Corporate Tool
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Business built in 2011 / Zurich Exponential growth through VC funding
2. Analysis Hive works Business built in 2011 / Zurich Exponential growth through VC funding +130 employees Strong and agile inhouse IT development Present in 130 countries and mainly strong in Europe and NAM Markets 15 different industries 80% revenues from 3 key segments Hospitality Manufacturing Retail Online Flirting Local Twitter Community base Corporate Tool Your company has evolved and adapted to business quickly, agility is the differentiatior
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2. Analysis Looking at the bees in detail
Industry user communities Engage with employees Enable communication with large teams Reach to back-of-house staff 24hours Non-Desk Users Desk Users 80% 20% Beekeeper has disrupted the market with a strong and adaptable solution
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2. Analysis Looking at the bees in detail
Industry user communities Engage with employees Enable communication with large teams Reach to back-of-house staff 24hours Non-Desk Users Desk Users Target evolved through time (corporate) Pricing module : Corporate packs Advertisement One time fee Per user subscription 80% 20% Beekeeper has disrupted the market with a strong and adaptable solution
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2. Analysis Looking at the bees in detail
Industry user communities Engage with employees Enable communication with large teams Reach to back-of-house staff 24hours Non-Desk Users Desk Users Target evolved through time (corporate) Pricing module : Corporate packs Advertisement One time fee Per user subscription 80% Complexity sales Expanding services Constraint engineering Headcount constraints 20% Beekeeper has disrupted the market with a strong and adaptable solution
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2. Analysis The future lays ahead
1 2 3 4 5 Single entry Point Multi-Device Multi-OS Simplicity Great user Experience ERP integration Flawless Security levels Blockchain Productivity Tools Deep insights and analytics Immersive technologies Low Setup Complexity
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2. Analysis The future lays ahead
1 2 3 4 5 Single entry Point Multi-Device Multi-OS Simplicity Great user Experience ERP integration Flawless Security levels Blockchain Productivity Tools Deep insights and analytics Immersive technologies Low Setup Complexity
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2. Analysis The future lays ahead
1 2 3 4 5 ERP integration Flawless Security levels Blockchain Productivity Tools Deep insights and analytics Immersive technologies Single entry Point Multi-Device Multi-OS Simplicity Great user Experience Low Setup Complexity You need to take the lead again
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2. Analysis Looking at the bees in detail
Whatsapp Yammer Size Beekpeeper Crew Funding
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2. Analysis Looking at the bees in detail
Whatsapp Whatsapp Beekpeeper Yammer Size User Friendliness Yammer Beekpeeper Crew Crew Funding Deskless focus
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2. Analysis Looking at the bees in detail
Whatsapp Whatsapp Beekpeeper Yammer Size User Friendliness Yammer Beekpeeper Crew Crew Funding Deskless focus You have a leading role in the deskless solutions … you should further capitalize this
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2. Analysis Breaking the Chasm
Early Adopters Mainstream Late Entrants
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2. Analysis Breaking the Chasm
Early Adopters Mainstream Late Entrants
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2. Analysis Breaking the Chasm
Early Adopters Mainstream Late Entrants You need to move forward into the next maturity stage
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Strength Weakness Opportunity Threat Startup Culture Risk taker
2. Analysis In Summary Strength Weakness Opportunity Threat Startup Culture Risk taker GDPR Compliant Product Market FIT
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Strength Weakness Opportunity Threat Startup Culture Risk taker
2. Analysis In Summary Strength Weakness Opportunity Threat Startup Culture Risk taker GDPR Compliant Product Market FIT
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Strength Weakness Opportunity Threat Startup Culture Risk taker
2. Analysis In Summary Strength Weakness Opportunity Threat Startup Culture Risk taker GDPR Compliant Product Market FIT IT complexity Spreaded too thin Management Team
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Strength Weakness Opportunity Threat Startup Culture Risk taker
2. Analysis In Summary Strength Weakness Opportunity Threat Startup Culture Risk taker GDPR Compliant Product Market FIT IT complexity Spreaded too thin Management Team XXI Labor Market Sharing economy EUR GRDP Market Other B2B Industries Hospitality In California
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Strength Weakness Opportunity Threat Startup Culture Risk taker
2. Analysis In Summary Strength Weakness Opportunity Threat Startup Culture Risk taker GDPR Compliant Product Market FIT IT complexity Spreaded too thin Management Team Stakeholder dependencies Retail Customers hesitating to stay on board Perceive Industry track record (Hospitality) XXI Labor Market Sharing economy EUR GRDP Market Other B2B Industries Hospitality In California
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Alternatives Dragon Consulting
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3. Alternatives Beekeper has three main roads to chose from
Maintain current business 80% Hospitality, Retail, and Manufacturing 20% other industries
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3. Alternatives Beekeper has three main roads to chose from
Maintain current business Focus on deskless use cases 80% Hospitality, Retail, and Manufacturing 20% other industries Move from client-focused development To use case-focused development
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3. Alternatives Beekeper has three main roads to chose from
Maintain current business Focus on deskless use cases Attack both deskless and desk-based organisations 80% Hospitality, Retail, and Manufacturing 20% other industries Move from client-focused development To use case-focused development Try to do the previous And also attack Slack, Whatsapp, Yammer, Facebook for Work, et al
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Total Addressable Market
3. Alternatives Beekeper should chose the path that leads it to the most success Alternatives \ Criteria from 1 to 5 Maintain current Focus on deskless Attack both Total Addressable Market Total Obtainable Market Product-market fit Total
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Total Addressable Market
3. Alternatives Beekeper should chose the path that leads it to the most success Alternatives \ Criteria from 1 to 5 Maintain current Focus on deskless Attack both Total Addressable Market 3 Total Obtainable Market 4 Product-market fit 1 Total 8
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Total Addressable Market
3. Alternatives Beekeper should chose the path that leads it to the most success Alternatives \ Criteria from 1 to 5 Maintain current Focus on deskless Attack both Total Addressable Market 3 5 Total Obtainable Market 4 1 Product-market fit 2 Total 8
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Total Addressable Market
3. Alternatives Beekeper should chose the path that leads it to the most success Alternatives \ Criteria from 1 to 5 Maintain current Focus on deskless Attack both Total Addressable Market 3 5 Total Obtainable Market 4 1 Product-market fit 2 Total 8 12
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Recommendation Dragon Consulting
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What How Product Center software dev. Sales
4. Recommendation Beekeper should focus on improving the workplace of the XXI century What A company focused on the needs of the XXI Century labour market How Product Center software dev. Focus development work close to home in the Berlin office Sales
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What How Product Center software dev. Hardware solutions Sales
4. Recommendation Beekeper should focus on improving the workplace of the XXI century What A company focused on the needs of the XXI Century labour market How Product Center software dev. Hardware solutions Focus development work close to home in the Berlin office Create hardware team to develop new solutions for mobile workers Partnership with leading hardware agent, PCH, to produce hardware Sales
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A company focused on the needs of the XXI Century labour market
4. Recommendation Beekeper should focus on improving the workplace of the XXI century What A company focused on the needs of the XXI Century labour market How Product Center software dev. Hardware solutions Build for the future Focus development work close to home in the Berlin office Create hardware team to develop new solutions for mobile workers Partnership with leading hardware agent, PCH, to produce hardware Anticipate future trends of the sharing economy with new UX team Sales
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A company focused on the needs of the XXI Century labour market
4. Recommendation Beekeper should focus on improving the workplace of the XXI century What A company focused on the needs of the XXI Century labour market How Product Center software dev. Hardware solutions Build for the future Focus development work close to home in the Berlin office Create hardware team to develop new solutions for mobile workers Partnership with leading hardware agent, PCH, to produce hardware Anticipate future trends of the sharing economy with new UX team Sales Train sales team New Customer Relation Management approach to ensure renewals
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A company focused on the needs of the XXI Century labour market
4. Recommendation Beekeper should focus on improving the workplace of the XXI century What A company focused on the needs of the XXI Century labour market How Product Center software dev. Hardware solutions Build for the future Focus development work close to home in the Berlin office Create hardware team to develop new solutions for mobile workers Partnership with leading hardware agent, PCH, to produce hardware Anticipate future trends of the sharing economy with new UX team Sales Train sales team Focus on deskless New Customer Relation Management approach to ensure renewals Focus sales team to sell the new standardized app focused on deskless
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A company focused on the needs of the XXI Century labour market
4. Recommendation Beekeper should focus on improving the workplace of the XXI century What A company focused on the needs of the XXI Century labour market How Product Center software dev. Hardware solutions Build for the future Focus development work close to home in the Berlin office Create hardware team to develop new solutions for mobile workers Partnership with leading hardware agent, PCH, to produce hardware Anticipate future trends of the sharing economy with new UX team Sales Train sales team Focus on deskless Find USA examples New Customer Relation Management approach to ensure renewals Focus sales team to sell the new standardized app focused on deskless In Year 1, start by winning the beachhead hotel chain in California In Years 2 and 3, focus on winning Whole Foods (Retail) & Tesla (Man.)
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A company focused on the needs of the XXI Century labour market
4. Recommendation Beekeper should focus on improving the workplace of the XXI century What A company focused on the needs of the XXI Century labour market How Product Center software dev. Hardware solutions Build for the future Focus development work close to home in the Berlin office Create hardware team to develop new solutions for mobile workers Partnership with leading hardware agent, PCH, to produce hardware Anticipate future trends of the sharing economy with new UX team Sales Train sales team Focus on deskless Find USA examples New Customer Relation Management approach to ensure renewals Focus sales team to sell the new standardized app focused on deskless In Year 1, start by winning the beachhead hotel chain in California In Years 2 and 3, focus on winning Whole Foods (Retail) & Tesla (Man.)
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Implementation Dragon Consulting
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2018 2019 2020 2021 Q3 Q4 Q1 Q2 Product P I R L Sales
5. Implementation We recommend a three-year plan to prepare the following funding round 2018 2019 2020 2021 Q3 Q4 Q1 Q2 Product Center software dev. P I R Hardware solutions L Build for the future Sales Train sales team Focus on deskless Find USA examples
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2018 2019 2020 2021 Q3 Q4 Q1 Q2 Product P I R L Sales
5. Implementation We recommend a three-year plan to prepare the following funding round 2018 2019 2020 2021 Q3 Q4 Q1 Q2 Product Center software dev. P I R Hardware solutions L Build for the future Sales Train sales team Focus on deskless Find USA examples
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Financials Dragon Consulting
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5. Financials Project Assumptions
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5. Financials Project Assumptions
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5. Financials Project Assumptions
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5. Financials Total OPEX will be 52.8M USD
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5. Financials Total OPEX will be 52.8M USD
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5. Financials A NPV of 61.6 M USD makes this a worthy project
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Risks Dragon Consulting
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Risks Mitigations Probability Impact High Low 1
5. Implementation There are risks to be considered… but they can be mitigated Risks Mitigations Probability High Low Impact 1 Losing customers in other sectors other than Hospitality Maintain a tight relationship with other sectors 1
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5. Implementation There are risks to be considered
Mitigations Probability High Low Impact 1 Losing customers in other sectors other than Hospitality Maintain a tight relationship with other sectors 2 1 2 Internal misalignment due to speed of growth Align visions by having a conference every semester
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5. Implementation There are risks to be considered
Mitigations Probability High Low Impact 1 Losing customers in other sectors other than Hospitality Maintain a tight relationship with other sectors 2 3 1 2 Internal misalignment due to speed of growth Align visions by having a conference every semester 3 Great Britain leaving the EU Prepare to scale down offices in London Reassure investors
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Summary Dragon Consulting
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6. Summary How can Beekeeper grow while staying agile and exciting
Lack of productivity Lack of focus in product development More demanding customers in the hospitality industry
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A company focused on the needs of the XXI Century labour market
4. Recommendation Beekeper should focus on improving the workplace of the XXI century What A company focused on the needs of the XXI Century labour market How Product Center software dev. Hardware solutions Build for the future Focus development work close to home in the Berlin office Create hardware team to develop new solutions for mobile workers Partnership with leading hardware agent, PCH, to produce hardware Anticipate future trends of the sharing economy with new UX team Sales Train sales team Focus on deskless Find USA examples New Customer Relation Management approach to ensure renewals Focus sales team to sell the new standardized app focused on deskless In Year 1, start by winning the beachhead hotel chain in California In Years 2 and 3, focus on winning Whole Foods (Retail) & Tesla (Man.)
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Question and Answers Dragon Consulting
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