How We Converted $500k into $100m in Value
•
0 recomendaciones•407 vistas
Keynote by Saurav Chopra, CEO & Co-founder at Perkbox, from #SaaStock17, Growth Stage, RDS, Dublin, Ireland. Wednesday 20th September 2017
Recomendados
Recomendados
Más contenido relacionado
La actualidad más candente
La actualidad más candente (20)
Similar a How We Converted $500k into $100m in Value
Similar a How We Converted $500k into $100m in Value (20)
Más de SaaStock
Más de SaaStock (20)
Último
Último (20)
How We Converted $500k into $100m in Value
- 1. 1 HOW WE CONVERTED $500K INTO $100M IN VALUE ? Saurav Chopra, CEO & Co-Founder, Perkbox
- 2. 2 OUR HANDICAP FOCUS ON SMES SME focused startups were not very investable Very high cost of customer acquisition High level of Fragmentatio n High level of SME churn
- 3. 3 OUR STRENGTH FOCUS ON SMES SME focused startups were not very investable Very high cost of customer acquisition High level of Fragmentatio n High level of SME churn FOCUS ON SMES Develop deep understanding of SMEs segments Applied B2C social selling strategies for B2B acquisition
- 4. 4 THE STORY OF 3 PIVOTS AND A 45X RETURN Q1’ 2O11 Q4’ 2O11 Q4’ 2O12 Q4’ 2O13 Q1’ 2O15 Q4’ 2O16 International market
- 5. Q4’ 2O11 Q4’ 2O12 Q4’ 2O13 Q1’ 2O15 Q4’ 2O16 International market THE STORY OF 3 PIVOTS AND A 45X RETURN 5 • £350K raised for Groupon B2B • £1.75M post-money valuation • No VC ready to invest because of SME focus (”non-investable”) Q1’ 2O11 Q1’ 2O11
- 6. International market Q1’ 2O11 Q4’ 2O12 Q4’ 2O13 Q1’ 2O15 Q4’ 2O16 6 THE STORY OF 3 PIVOTS AND A 45X RETURN • Groupon for B2B will not work • 3rd co-founder left & investors jittery • 3 months cash left with no clear business model • Request for leads from brands pivot to lead-generation Q4’ 2O11 Q4’ 2O11
- 7. International market Q1’ 2O11 Q4’ 2O11 Q4’ 2O13 Q1’ 2O15 Q4’ 2O16 7 THE STORY OF 3 PIVOTS AND A 45X RETURN • Strategic decision to move from lead-gen to recurring revenue (“helps you sleep well at night”) • Launch SME subscription proposition (Gold Card) leveraging paid social strategies Q4’ 2O12 Q4’ 2O12
- 8. International market Q1’ 2O11 Q4’ 2O11 Q4’ 2O12 Q1’ 2O15 Q4’ 2O16 8 THE STORY OF 3 PIVOTS AND A 45X RETURN • Facebook acquisition costs increase 6X • Subscription model not viable anymore • Pivot to white-label customer engagement Q4’ 2O13 Q4’ 2O13
- 9. International market Q1’ 2O11 Q4’ 2O11 Q4’ 2O12 Q4’ 2O13 Q4’ 2O16 9 THE STORY OF 3 PIVOTS AND A 45X RETURN • Customer Engagement/Loyalty platform • Perkbox Employee Engagement launched Q1’ 2O15 Q1’ 2O15
- 10. International market Q1’ 2O11 Q4’ 2O11 Q4’ 2O12 Q4’ 2O13 Q1’ 2O15 10 THE STORY OF 3 PIVOTS AND A 45X RETURN • £4.3M on £80M post • 1st Institutional Investor (Draper) • No voting rights or board seat • Follow-on £6.6M secondary Q4’ 2O16 Q4’ 2O16
- 11. 11 How 3 PIVOTS generated a 45X valuation increase Q1’ 2O11 Q4’ 2O11 Q4’ 2O12 Q4’ 2O13 Q1’ 2O15 Q4’ 2O16 International market
- 12. Q1’ 2O11 Q4’ 2O11 Q4’ 2O12 Q4’ 2O13 Q1’ 2O15 Q4’ 2O16 12 FOCUS ON OUR STRENGTHS THROUGHOUT FOCUS ON SMESFOCUS ON SMES Develop deep understanding of SMEs segments Applied B2C social selling strategies for B2B acquisition
- 13. 13 Key Learnings Funding Srategy People, Mission & Culture Test-driven Approach Capital Efficiency & Cash Relentless Focus
- 14. 14 WHERE ARE WE NOW? 2016 £ 11M+ raised with a 45X return to shareholders in secondary TODAY 2014 2015 2016 2017 Team growth to 177 employees £350 000 through Angel investors e.g. 201 1 Senior management team expansion
- 15. 15 REVENUE GROWTH 0 100 200 300 400 500 600 2014 2015 2016 2017 Thousands NO. OF PAID SUBSCRIBERS 0 5 10 15 20 25 30 35 2014 2015 2016 2017 Millions REVENUE (£)
- 16. 16 WHERE ARE WE NOW? LTV/CAC at > 7x This is our key growth engine.
- 17. 17 2017 RECOGNITION CULTURE SCALE INVESTOR RETURN
- 18. WHAT IS OUR DNA We are User first (not HR first) We embed tech in everything we do We are a brand We are mission and values driven
- 19. 19 OUR VALUES We believe these embody true Perkboxers! Zero fear Try it, test it, get it done It’s not a job it’s a family Go above and beyond We don’t know it’s impossible Work hard play harder
- 20. Thank you! Saurav Chopra, CEO & Co-Founder, Perkbox