november 30, 2017 helsinki, finland -...
TRANSCRIPT
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BASWAREINVESTOR
DAYNovember 30, 2017
Helsinki, Finland
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TIME SESSION PRESENTER
9.30am Welcome Vesa Tykkyläinen
Basware solutions demo Lauri Palokangas
10.40am Coffee break
10.50am Marketing and Sales Lars Madsen and Paul Taylor
11.50am Lunch
12.30pm North America Spotlight Tehseen Dahya
Purchase-to-Pay Ilari Nurmi
1.30pm Coffee break
1.40pm Network and Financing Services Mikko Pilkama
Future of Finance Sami Peltonen
2.40pm Concluding remarks Niclas Rosenlew
PROGRAMME
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IMPORTANT NOTICEThe following information contains, or may be deemed to contain, forward-looking statements. These statements relate to future events or future financial performance, including, but not limited to, expectations regarding market growth and development as well growth and profitability of Basware. In some cases, such forward-looking statements can be identified by terminology such as “expect”, “plan”, “anticipate”, “intend”, “believe”, “estimate”, “predict”, “potential”, or “continue”, or the negative of those terms or other comparable terminology. By their nature, forward-looking statements involve risks and uncertainties because they relate to events and depend on circumstances that may or may not occur in the future. Future results may vary from the results expressed in, or implied by, the forward-looking statements, possibly to a material degree. All forward-looking statements included herein are based on information presently available to Basware and, accordingly, Basware assumes no obligation to update any forward-looking statements, unless obligated to do so pursuant to an applicable law or regulation.
Nothing in this presentation constitutes investment advice and this presentation shall not constitute an offer to sell or the solicitation of an offer to buy any securities of Basware or otherwise to engage in any investment activity.
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WELCOME
Vesa TykkyläinenCEO
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SPEND SMARTER
WHY BASWARE
100% Paperless Processes
Network is the Differentiator
EUR 15bn Market Opportunity
SIMPLIFY OPERATIONS
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6
SolutionLeadership
CustomerFocus
US Success
INVESTOR DAY FOCUS
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• >1 million organisations connected to our Network
• 2500+ large customers use our Purchase-to-Pay software
FINANCE / PROFESSIONAL PUBLIC SECTOR
TELCO / MEDIA
SERVICES TRANSPORT / LODGING
MANUFACTURING FOOD / BEVERAGE ENERGY / UTILITY
HEALTHCARE / PHARMA AUTOMOTIVE
INDUSTRIALS
RETAIL
BASWARE CHOSEN BY CUSTOMERS ACROSS THEWORLD AND ACROSS INDUSTRIES
7
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BASWARE LEADS INDUSTRY INNOVATION
Automation and Analytics
Networked Purchase-to-Pay
Data and Financing Services
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BASWARE SOLUTIONSDEMOLauri PalokangasDirector, Product Marketing
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SIMPLIFY OPERATIONS, SPEND SMARTER
Receive
Order
Shop
Invoice
Match
Pay Source
100% End-users
PredictiveAnalyticsSPEND, PROCESS & CASH FLOW INSIGHTS
Analyze
100% Suppliers
100% Capture
100% Visibility
100% Adoption
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MARKETING
Lars MadsenCMO
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12
Leader with highest score for Geographic Strategy
MAGIC QUADRANT FOR PROCURE TO PAY SUITES 2016PROCURE TO PAY NAVIGATOR 2016
Leader with highest score for AdaptabilityLeader with highest score for
invoice automation
2017
BASWARE IS A RECOGNIZED MARKET LEADER
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BASWARE BRAND: CHANGING THE GAME
Deliver the best global solution for purchasing, invoicing and paying
Help our customers simplify operations and spend smarter
Enable our customers to realize tomorrow’s financial goals today
VISION
MISSION
PROMISE
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2017 GLOBAL MARKETING PROGRAMS
GROW YOUR BUSINESS
FUTURE OF FINANCE
TOMORROW’S GOALS TODAY
CPO / PROCUREMENT
CFO / FINANCEEXECUTIVE
TARGET PERSONAS
TREASURER
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SIMPLIFYOPERATIONS
SPENDSMARTER
RELEASE CASH
FOCUS ON CUSTOMER VALUE
CHALLENGE AND ADVISE
PROVE VALUE (& PRICE POINT)
DRIVE CUSTOMER SUCCESS
GENERATE DEMAND
ROLE OF VALUE ENGINEERINGSIMPLIFY OPERATIONS
SPENDSMARTER
RELEASECASH
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THE CUSTOMER BUSINESS CASE FOR BASWARE’S SOLUTIONS
Source: “Total Economic Impact of Basware’s Purchase-to-Pay Cloud Solution”, Forrester 2017
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SALES
Paul TaylorSVP Sales
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WHY BASWARE WINS
Largest Global Partner and
Interoperability Network
100% DAY 1 100%
100% Onboarding of Suppliers of All
Sizes
Day 1Invoice
Processingfor All Formats
100% Capture of Spend,
Including Non-PO and Direct
Procurement Solutions Built
for the Way People Work
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WHAT OUR CUSTOMERS SAY
Network and invoice automation is a differentiator
“ ““The solution supports justabout any international
invoice format and facilitate communication at all levels,
such as via Value Added Networks, or via the Internet.”
Lode ReyskensICT Business Analyst
Philips
“Functionality, usability and the ability to incorporate
multiple sites and languages were high on our wish list and
Basware delivered on every count.”
Betina Rehné MathiesenHead of Shared Business IT
Solutions, Falck A/S
““Basware’s purchase-to-pay solution allowed us to make a
safe jump from electronic workflow to true invoice
automation.”
Kyösti BergdahlProject and Development
Manager, DNA
““Basware has helped us to achieve a 75% reduction in
invoice cycle time, down from four weeks to five days, so we
are processing the 250,000 invoices we handle per annum
much more efficiently”.
Steve KatonaUK Accounts Payable Manager
ADT and TF&IS, Tyco
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NEW SALES LEADERS
JerryEllis, US
Louis Fernandes, UK
Jens Burmester, Germany
Dany De Budt, Benelux
Torstein Skjaeran, Norway
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Incentives alignedwith ARR
Discipline around pipeline management
Increased focus on customer satisfaction
FOCUS IN 2017
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IMPROVING SALES EFFICIENCY IN 2017
Focused Sales GTM & Territory
Management
P2P transformation & Network only
concepts
Integrated Demand
Management
Account management &
Account planning
Basware Partner
Framework
Value engineering & best practices
framework
Key deal & closing plan
review process
Qualification & RFP best practises
Sales Opportunity Management
process
CRM data ownership and
quality
Sales agreement and
pricing simplification
Skills development in
selling value
Quarterly LMS programs for
knowledge transfer
Onboardingprogram for
Aes, Sales Mgnt & Presales
Sales Competence Development
Framework
Individual performance management
Sales coaching
Sales activity management &
visibiliity
Must win case & key deal visibility
AE Pipeline & Performance
visibility
Sales (productivity)
KPIs
SALES STRATEGY, PLANNING & GOVERNANCE
PROCESS & TOOLS
SALES TALENT MANAGEMENT
METRICS & REWARDS
Performance Culture
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SALES PRODUCTIVITY INCREASES
Effects of efficiency measures visible in significant increase in sales productivity
YTD Q3 2016 YTD Q3 2017
ARR Order Intake* per Quota Carrier
*Subscription annual recurring revenue gross order intake is calculated by summing the total order intake in the period expressed as an annual contract value. This includes SaaS and other subscription types. Transaction revenue is not included. Gross new order intake covers new cloud customers, add-ons and renewal uplifts but excludes churn. There will be a time lag before this order intake is visible in net sales.
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PARTNER STRATEGY
SYSTEM INTEGRATORS,
BUSINESS ADVISORY
NETWORK CONSOLIDATORS
LARGE BPO
VARS PURCHASE-TO-PAY, BPO MIDMARKET
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NORTH AMERICA SPOTLIGHTTehseen DahyaSVP North America
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NORTH AMERICAN MARKET
*ePurchasing market including eProcurement, eSourcing, spend analysis, eInvoicing, supplier network. Source: Forrester 2016
NORTH AMERICA 60% OF ePURCHASING MARKET*
North America60%
6%
31%
Nordics
Europe
Australia 4%
North America is the largest market for Purchase-to-Pay
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WHY WE WIN IN NORTH AMERICA
Strongest end-to-end Purchase-to-Paysolution
Largest supplier network
Ability to accept invoices in all formats
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2017 ACHIEVEMENTS IN NORTH AMERICA
32% Cloud growth Q3 2017 YoY
US SINGLE BIGGEST BASWARE
PURCHASE-TO-PAY MARKET
of Basware revenue in Q3 201720%
Networked Purchase-to-Pay positioned as core offering
Enhanced status with Industry Analysts
Expanded visibility and reach in North America
Expanded Customer Success and Customer Support Teams
Performance oriented culture
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SELECT NA WINS IN 2017
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MAGELLAN MIDSTREAM PARTNERS
Legacy Accounts Payable solution highly manual
Chosen for 100% invoice capture and full Purchase-to-Pay
Basware enabled scalable invoice automation
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BASWARE LEADERSHIP TEAM IN NORTH AMERICA
Tehseen Dahya, SVP North America, member of BET
Jerry Ellis, Sales
Amanda Elam, Marketing
Tommy Benston, Customer Success
Eric Wilson, Leading Purchase-to-Pay business in the US
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FOCUS GOING FORWARD
Expand Partnerships
Expand Customer Engagement
Expand Sales and Marketing Reach
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PURCHASE-TO-PAY
Ilari NurmiSVP Purchase-to-Pay
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WORLD-LEADING PURCHASE-TO-PAY SUITESOURCING AND PROCUREMENT
ACCOUNTS PAYABLEAUTOMATION
ANALYTICS
• 100% invoice capture• 100% automation• PO and non-PO
invoices, direct and indirect invoices
• Leading module in the suite; #1 in the world
• 100% spend visibility• Ready made
dashboards for process and spend visibility
• Major differentiator in the market
• 100% end-user adoption• Focus on indirect
procurement • Strong catalogue
magagement, global marketplace
• Large and rapidly growing customer base
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100% IS KEY
100% Capture
100% Adoption
100% Automation
100% Visibility
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FALCK ACHIEVING 100% VISIBILITY
100% spend visibility
Chosen for superior auto-matching capabilities
Robust cloud integration platform
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PURCHASE-TO-PAY ADOPTION RATES TAKE OFF
139% GROWTH IN USAGE(Q3 2017 VS Q3 2016)
2013
-jun
2013
-sep
2013
-dec
2014
-mar
2014
-jun
2014
-sep
2014
-dec
2015
-mar
2015
-jun
2015
-sep
2015
-dec
2016
-mar
2016
-jun
2016
-sep
2016
-dec
2017
-mar
2017
-jun
2017
-sep
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IMPORTANCE OF TRANSFORMATIONS
EXAMPLES OF CUSTOMER TRANSFORMATIONS SIGNED IN 2017
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Analytics
• Peer Benchmarking• Predictive Analytics• Supplier Quality Analytics
AP LeadershipNetworked
Procurement
• Smart Coding with Machine Learning
• Best-fit Matching
• Global Marketplace• Full Mobile Capabilities• Sourcing (RFX, Auctions)
NEW CAPABILITIES INTRODUCED IN 2017
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NETWORK AND FINANCING SERVICESMikko PilkamaSVP Network and Financing Services
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NETWORK AND FINANCING SERVICES
FROM TRANSACTIONS
TO
GLOBAL INTERACTIONS
41
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42
HugeData Asset
Largeste-invoicing network
>100 milliontransactions
annually
>EUR 500 billionannual spend on
Basware’s network
Open Network Philosophy
220+interoperability
partners
1M+active buyers and
suppliers
Multi-lingual, Multi-format
>70eInvoice formats
supported
VAT compliance
in more than 50countries
Global Trusted Partner
Used in more
than 100countries
Connected to main
governmenthubs
WHY BASWARE’S NETWORK IS UNIQUE
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OUR COMPETITIVE LANDSCAPE
Value Added Services to Grow, Automation to Scale
Open
Value Added Services
The Network Effect
Network Relevance
Tungsten
Crossinx
Cegedim
Opentext
Source: Basware
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NETWORK VALUE PROPOSITION
Network only: “Global Reach and Connectivity”
SMB
AnyIndustry
Value Added Services
Consolidators: “Add the world’s largest network to your portfolio”
Purchase-to-Pay led: “100% paperless from day 1”
Select Industry Verticals
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FinancingServices
DataServices
Other Value-AddedServices
Network
DRIVING INDUSTRY INNOVATION WITH VALUEADDED SERVICES
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ACTIONS TO BOOST NETWORK GROWTH
Target Network-led offering to industry verticals
Change pricing and billing model from transaction to subscription
Expand Network offering to Value Added Services
Public sector e-invoicing initiatives
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THE FUTURE OF FINANCE AND PROCUREMENTSami PeltonenVP Purchase-to-Pay Product Management
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100% Supplier Adoption
IT’S ALL ABOUT DATA
100% User Adoption
100% Capture Leads to
100% Automation
100% Visibility
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TURNING DATA INTO A COMPETITIVE ADVANTAGE
CREDIT DATASUPPLIER DATA
ERPBASWARE DATA
COMBINE DATA
SOURCES
TODAY TOMORROW
PREDICTIVE ANALYTICS
INSIGHTS BASED
GUIDANCE
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PEER BENCHMARKING
COMPARE YOUR PERFORMANCE AGAINST BEST PERFORMERS IN PURCHASE-TO-PAY CLOUD AND SET REALISTIC BUT ACHIEVABLE GOALS
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FULL AUTOMATION WITH SMART CODING
SMART CODING ELIMINATING LABORIOUS INVOICE COST ALLOCATION WITH INTELLIGENT ALGORITHM LEVERAGING BIG DATA
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GUIDED BUYING WITH MACHINE LEARNING
ENJOYABLE PURCHASING EXPERIENCE WITH MACHINE LEARNING
SEARCH RESULTS OPTIMIZED BY MACHINE LEARNING
MACHINE LEARNING HELPING SUPPLIERS TO DIGITALIZE THEIR CONTENT
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SUPPLIER DISCOVERY
FIND NEW BUSINESS PARTNERS FROM MARKETPLACE AND SEND OPEN RFQS TO ANY SUPPLIER
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THE NEXT LEVEL OF INTELLIGENCE
MACHINE LEARNINGSmart Coding, Product Categorisation, Intelligent Search
REACTIVE, RULE-BASEDBest Fit Matching
BIG DATA BASED PREDICTIVE ANALYTICSPayment Prediction, Peer Benchmarking
ARTIFICIAL INTELLIGENCE
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100% IS KEY
100% Capture
100% Adoption
100% Automation
100% Visibility
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CONCLUDING REMARKS
Niclas RosenlewCFO
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SolutionLeadership
CustomerFocus
US Success
INVESTOR DAY FOCUS
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WHY INVEST IN BASWARE?
HUGE MARKET OPPORTUNITY
THE MARKET LEADER
CLOUD FOCUSED STRATEGY
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