1. “The biggest risk is not taking any risks.”
Mark Zuckerburg once said: “The biggest risk in business is not taking any risks.” In an ever-changing world of technology and globalization, it is imperative that a business be willing to adjust and take risks in order to remain competitive. This is the scenario that Beekeeper is currently facing right now as they manage to pivot their startup.
Mark Zuckerberg

2. Beekeeper: From Pivoting Startup to Disrupting Scaleup
Good afternoon Executive Management Team of Beekeeper, we are Odette Consulting. My name is Jordan Neposlan… introduce and today we would like to share with you our analysis and unique recommendation for the firm Beekeeper and how this startup can pivot to truly be disruptive in a new industry.
ODETTE CONSULTING: Brandon Lalonde, Jacob McCourt, Jordan Neposlan, Sahi Veeraraghavan
PRESENTING TO: Executive Management Team of Beekeeper

3. How should Beekeeper shift their business in the next 12 months?
THE CHALLENGE
How should Beekeeper shift their business in the next 12 months?
This brings us to our consulting team’s position on the issue at hand. Our position within this presentation is to answer the question: “How should Beekeeper shift their business in the next 12 months to remain competitive?”

4. Agenda Situation Analysis Key Issues Alternatives Recommendation
Financial Overview
Implementation Plan

5. Agenda Situation Analysis Key Issues Alternatives Recommendation
Financial Overview
Implementation Plan

6. SWOT Analysis of Beekeeper
Strengths
-software platform is compliant with GDRP
-big clients (Fairmont, Marriott Hotels)
Weaknesses
-costs are increasing and outplacing sales
-multiple offices globally
-product is not unique
Opportunities
-untapped markets by workplace communication platforms (airlines)
-many companies do not have GDRP compliant solution
Threats
-a few large North American companies control the market (Facebook, Microsoft, Slack)
SWOT Analysis of Beekeeper

7. PESTLE Analysis of Beekeeper
Brexit
-Risks: recessions, rising inflation
-Markets are weak
-Consumers are cautious with personal information
Widespread use of mobile phones and app technology
-Companies are adopting workplace communication platforms
Global Data Protection Regulation (GDPR)
Not relevant P E S T L E

8. Agenda Situation Analysis Key Issues Alternatives Recommendation
Financial Overview
Implementation Plan

9. Key Issues of Beekeeper
Current
Office Space
Organizational Difficulties
Engineering teams – misalignment of leadership philosophy
Owners’ Changing Roles
Engineers sync with management
Scaling Silicon Valley style
Communication gaps and cross-cultural differences

10. Key Issues of Beekeeper
Future Risks to be Mitigated
Technology is changing keeping up the tech trend
Market Fluctuations
Regulatory to cover customer data
London - Brexitt

11. Agenda Situation Analysis Key Issues Alternatives Recommendation
Financial Overview
Implementation Plan

12. Alternatives for Expansion
Alternative #1: North American Hospitality Industry
Alternative #2: 5 Global Segments
Alternative #3: European Airline Industry

13. North American Hospitality
Making a Decision
North American Hospitality
5 Global Segments
Airlines Europe
Risk 3 6
Alignment to Regulatory GDRP 9
Size of Market 5 8
Technical and Industry Complexity 4
Capabilities with Current Resources
1-3
4-6
7-10

14. Agenda Situation Analysis Key Issues Alternatives Recommendation
Financial Overview
Implementation Plan

15. North American Hospitality
Making a Decision
North American Hospitality
5 Global Segments
Airlines Europe
Risk 3 6
Alignment to Regulatory GDRP 9
Size of Market 5 8
Technical and Industry Complexity 4
Capabilities with Current Resources
TOTALS 23 28 31
1-3
4-6
7-10

16. Reasoning: Industry Breakdown
Financial Services
Airline
Retail
Manufacturing
Hospitality
Market Size 7 4 8 5
More Non-tech customers 6
Head Office Decision Making in Europe
Complexity
Growth Potential
TOTALS 30 32 27 24
1-3
4-6
7-10

17. VRIO Analysis of Beekeeper Entering the Airline Industry
Core Competency
Valuable
Rare
Inimitable
Organized to Exploit
Aviation Technology √ x
Compliance with GDRP
Geographic Location
Sales and Engineering
Software Platform

18. Expand into European Airline Industry
Recommendation
Unpenentrated market
Extreme growth potential
Expand into European Airline Industry

19. Agenda Situation Analysis Key Issues Alternatives Recommendation
Financial Overview
Implementation Plan

20. General Assumptions
Revenues are still only covering 65% of company costs
Retail, hospitality, and manufacturing industries still make up 80% of company revenues
Other industries serviced continue to make up the remaining 20% of revenues
Airline industry includes airports and airline companies

21. Assumptions Airline industry is a $1B industry
The Information Technology budget in the airline industry is 20% of the industry’s value
Want to capture 5% of IT budget in form of revenue generated
Airline industry is a $1B industry

22. Pricing Model 2019 2020 Airline € 125,000.00 € 3,000,000.00 Airports
€ ,000.00
€ ,000,000.00
Airports
€ ,333.33
€ ,000,000.00
Total Revenue
€ ,333.33
€ 10,000,000.00
Airline Industry
€ 1,000,000,000.00
Information Technology
€ ,000,000.00
Our Avaliable Portion
€ ,000,000.00
Yearly (2020)
Month (2020)
Charge Airlines
€ ,000.00
€ ,000.00
Charge Airports
€ ,000.00
€ ,166.67

23. Agenda Situation Analysis Key Issues Alternatives Recommendation
Financial Overview
Implementation Plan

24. Implementation Plan Pilot (2019) Roll-out (2020)
Target 2 airports and 5 airlines
Demos and sponsorships at industry events
Prospect and sign new business
Implement customer surveys
For existing customers: more profitable contracts
Roll-out (2020)
Target 20 airports and 10 airlines
Implement most requested features
Close North American sales office
Reorganize to Europe
For existing customers: maintain current customer base

25. Conclusion Issue Solution Creating a sustainable competitive advantage
Expand to the European airline industry  untapped market with tremendous growth potential
Going back to the quote at the beginning, it is imperative for businesses to explore business opportunities and take risks IF these opportunities have the potential to create tremendous company growth. Our solution gives Beekeeper that possibility. We encourage you to hire our consulting team to help roll out this innovative plan. Thank you.