1. Bee the hive Presented by the University of Glasgow:
Sarah Henkind, Mara Hilmy,
Wes Treiber, Barry Ryan

2. How does BeeKeeper build a platform for future growth
Problem Statement
How does BeeKeeper build a platform for future growth

3. Agenda Introduction Key Issues Analysis Alternatives Recommendations
Closing and Questions

4. Internal Analysis Product unique and prepared for GDPR
Proven success in the hospitality industry
Scalable product
Agile and exciting
Organizational conflicts/miscommunication
Inconsistency with core values
Revenues cannot cover costs

5. State of the Market Increase of contract or part time workers
Customers have the power
Current demand
Major competitors
Slack and Yammer dominate the enterprise market
demand for non desk workers to easily communicate
Increase in part time workers with out computers
With various options buyers can shop by price

6. What is Beekeepers DNA Current State For Future Growth Identity split
Core values unenforced
For Future Growth
Simple secure solution for all employees to communicate

7. Current Organizational structure
Cristian/Flavio
Sales
Marketing
Engineering
Potential management

8. Financial state Received 13 million in series A funding
Supporting 130 employees world wide
Approximately 6.5 million in yearly salary cost
Revenues only account for 65% of costs

9. Current Clients Buyers Users
Senior to middle management in the hospitality, retail, and manufacturing industries
Focused on improved employee satisfaction, communication, and time management
Buyers
Non desk workers, generally lower wage and service focused
Receive more overall benefit but do not affect the purchasing process
Users

10. Alternative 1 Pros Cons Growth focused strategy:
Increased sales and brand awareness
Diversifies risk of relying on a limited number of seasonal industries
Cons
Requires additional sales and engineering personnel and training
Extremely cost intensive of limited remaining resources
Growth focused strategy:
Multi industry approach to capture revenue from a variety of companies to spur short term growth.
Focus on sales channels that we have not previously explored

11. Alternative 2 Pros Cons Geographic spread:
Helps consolidate efforts into doing what BeeKeeper is best at
Generates easy growth in markets where competitors have less of an advantage
Cons
Additional regulations
Cultural differences
Still not cost effective with current resources
Geographic spread:
Narrows industry scope to our core clients and goal is to find them in world wide locations out side of where we currently operate

12. Alternative 3 Pros Cons Reactive strategy:
Cost effective
Leverages a unique differentiator that requires no additional investment
Saves time and energy to define future plans
Cons
Not viable for quick short term growth or sustainable long term growth
When other companies become compliant we lose out on a large portion of the market share
Reactive strategy:
BeeKeeper has a very strategic advantage with our platform being one of the few ready for GDPR compliance
Strategy is to wait as firms look to be able to securely communicate and discover we are the most reliable available solution

13. recommendations Potential to expand the hive
Secure the hive: consolidate
Build the hive: use your own platform
Potential to expand the hive

14. Secure the hive: Consolidate
implementation
Secure the hive: Consolidate
Over the next months:
Close San Francisco office and focus on Northern Europe
Wind down retail and manufacturing elements

15. Build the Hive implementation
Establish HR and implement internal values
Create multi-disciplinary teams focusing on groups of clients
After-sales services

16. Risks and Mitigation Risks Capital dries up
Other companies become GDPR compliant
Pulling out the American market limits profitability
Mitigations
Sell more share or apply for series B funding
This is likely but while they focus on compliance we can focus on differentiation
We are not ignoring other markets we just focus sales efforts around the hive

17. Thank you, Questions? Presented by the University of Glasgow:
Sarah Henkind, Mara Hilmy,
Wes Treiber, Barry Ryan