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Hendrik Isebaert - Showpad & Ghent - Enterprise Software in Flanders - Stanford Engineering - 28 Jan 2019

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Talk by Hendrik Isebaert, Showpad (Ghent), at Stanford Engineering on January 28 2019, Session #3: 'Flanders : From WW1 Battlefields to Global Leadership in Enterprise Software & Semiconductors'.

Website: http://www.StanfordEuropreneurs.org
YouTube Channel: https://www.youtube.com/user/StanfordEuropreneurs
Twitter: @Europreneurs

Publicado en: Tecnología
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Hendrik Isebaert - Showpad & Ghent - Enterprise Software in Flanders - Stanford Engineering - 28 Jan 2019

  1. 1. Showpad & Ghent: a powerful combo Hendrik Isebaert - VP Sales Hendrik@showpad.com 1/28/2019 Stanford University, European Entrepreneurship & Innovation at Stanford Engineering School
  2. 2. Intro to Showpad and our vision
  3. 3. Sales enablement as a category Very high growth and some strong, well financed contenders Integrations • Sales enablement is most commonly seen under “Sales Tech” • It does however act as a bridge between marketing and sales with MKT often being economic buyer • Currently, Forrester states that 54% of B2B companies have or are implementing SE with 19% more planning on it in the next 18m • Consolidation has started to intensify in 2018 and expected to continue into 2019 • In 2018, top 3 players raised roughly $200M
  4. 4. “89% of consumers make buying decisions based on experience, ahead of price and product” Forrester, 2017
  5. 5. “The majority of B2B buyers choose a vendor based on the buying experience” CEB, 2018
  6. 6. The best buyer experience wins
  7. 7. How do you deliver this? Best buying experience Capable of engaging with the modern buyer Sales Having smart, informed sales reps Buyers
  8. 8. Sales Enablement for the Modern Seller The All-in-One Sales Enablement Platform Engagement Training and Coaching Content Data | Analytics | AI Integrations
  9. 9. Marketing engagement System of record vs System of engagement Marketing Automation Streamlining, automating, and measuring marketing tasks and workflows Built for the marketer CRM ● Managing and analyzing customer relation data ● Ecosystem of applications built around it: Forecasting, CPQ, .... Built for the manager Sales Enablement ● Content: right content at the right time ● Training & coaching: skills & knowledge ● Engagement: Present, share & collaborate ● Closing: Closing a deal (Sign, CPQ,..) Built for the seller Sales engagement System of Record AI
  10. 10. Showpad is recognized as a leader by analysts • Showpad and Seismic recognized as leaders by Forrester Wave • Main other contenders are Highspot and to a lesser extent Bigtincan • Other companies are legacy platforms with less growth and innovation than Showpad Forrester wave Q3 2018
  11. 11. How the Ghent eco-system propelled Showpad to success
  12. 12. Role of Universities and Business Schools • In Flanders, there are 4 major universities all within 30-45 min drive from each other • Networks hence extend across campuses • E.g. Showpad: • PJ = Leuven University • Louis = Ghent University • Vlerick Business School historically also a breeding ground for entrepreneurs (campuses in Brussels, Ghent, Leuven)
  13. 13. The Belgian Innovation Scene • Mapping of key Belgian Innovation players (their initiatives, investments and engagements) • Yellow = company // Red = investment vehicle // Blue = individuals // Green = institutes • Visible concentration of influence, mainly around individuals • There is a magic “Top 8” to be discerned who’ve founded, invested and contributed to many of the innovation success • Together, they have impacted at least 120 companies as a founder, CEO, investor or part of the board. https://medium.com/@eforcat/the-netlog-innovation-mafia-ae6bb70d9fc6
  14. 14. Netlog as a source of Ghent’s success • Netlog was founded by Lorenz Bogaert and Toon Coppens (both part of Magic Top 8) • Today, the “Netlog Maffia” is a well known concept in Belgium • Most notable start-ups emerging from Netlog are In The Pocket, Showpad, Twoo and Xpenditure • Pieterjan and Louis were both employed at Netlog as respectively Head of Business Development and Strategic Partnerships Manager https://medium.com/@eforcat/the-netlog-innovation-mafia-ae6bb70d9fc6
  15. 15. From colleagues to co-founders https://medium.com/@eforcat/the-netlog-innovation-mafia-ae6bb70d9fc6 • Founded a digital product studio in 2010 • Reacting to mobile revolution • One customer asked to develop a trade-show application • Spun off from ITP in 2011 • Jeroen Lemaire continued running ITP • Showpad was born
  16. 16. Showpad’s early days
  17. 17. Showpad’s early days
  18. 18. Showpad’s early days
  19. 19. High Quality investors • Series A (2M$) + following rounds • Deliveroo, Kraken, Gramm, Engagor, Amplidata, … • Belgium based • Series B (9M$) + following rounds • Bitmovin, Collibra, iZettle, Mimecast, Templafy, … • London Based • Series C (50M$) + following rounds • Airwatch, Ali Baba, Bynder, Cloudcraze, Docusign, Twitter, ... • NYC Based
  20. 20. The butterfly effect https://medium.com/@eforcat/the-netlog-innovation-mafia-ae6bb70d9fc6
  21. 21. The Showpad success story
  22. 22. Team of almost 400 employees (Only 80 when I joined as an MBA intern 3.5 years ago…)
  23. 23. Ghent
  24. 24. Chicago
  25. 25. London
  26. 26. Munich
  27. 27. San Francisco
  28. 28. Learncore Acquisition (50M$) Purpose-built platform for the onboarding, coaching, and ongoing readiness of all customer-facing teams.
  29. 29. An extract of some of our customer logos
  30. 30. Strong growth since 2011 Note: Conversion rate: $1.15 = €1
  31. 31. Balanced business between EMEA and US Note: Conversion rate: $1.15 = €1
  32. 32. Always hiring smart & ambitious people! :-) Hendrik Isebaert Hendrik@showpad.com

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