All Hands MeetingMid April 2015

FinanceCelebrations are in order.

Customers vs Revenues

$0

$200000

$400000

$600000

$800000

0

150

300

450

600

Q4 ‘11 Q1 ’12 Q2 Q3 ’12

Q4 Q1 ‘13 Q2 ’13

Q3 Q4 Q1’14 Q2 Q3 Q4 Q1’15

$rev 8k 22k 65k 40k 72k 140k 193k 257k 283k 320k 402k 432k 564k 790k

#cust 7 19 32 50 73 111 145 195 230 285 350 419 445 520

We’ll definitely see a drop-off in Q2. But let’s celebrate while we can!

MRR growth

• Our most important metric: How much do we make per month, with annual payments broken down per month.

Customers – overview

0

150

300

450

600

Nov 14 Dec 14 Jan 15 Feb 15 (Mar 15)

36 36 37 34 35

205 205224 231 234

140 146 153 159 166

108 112 116124 124

461471

499

520529

Customers Bronze Silver Gold NPOs

Outlook

• Current 52 week window: $2.2m (up from $1.72m in Q1)

• $75k collected in 2 weeks of April. $140k in outstanding invoices.

• Outlook is good, but we will see a drop in summer, Q1 was just too amazing.

Pricing launch!

• We’re dropping Bronze and Silver, and adding better discounts for larger customer

• Blogpost here

• We should see slightly higher average revenue per client, but it’s very long term

Customer Success

Achievements since last All Hands

• Starter guide is live

• Refined support request categories and monthly reports (see Confluence)

• Targeted emails after account creation

Targeted sign up emails

• Frequent follow up with relevant links

• Depending on user count and logins

• So far good feedback and actionable replies

Busy Freshdesk timesCategory

# of Tickets 1.2.15 - 31.3.15 % of Total

Invoices/Quotes 427 37.9%

Billing Questions 89 7.9%

4 Modules (64 x Reviews = 42.5%) 151 13.3%

Administration (60 x User Mngmt = 56.6%) 106 9.4%

Bug 84 7.4%

Feature Request 20 1.80%

ProductInfo/Demo Request 144 12.8%

Other 107 9.5%

Total 1128 100.00%

From 285 per month Oct-Jan to 564 per month Feb-Mar!

CS Road Map

‘Real’ Customer Success

• Post purchase communication

• Establishing ideal touch points

• Higher focus on VIPs

• 2 week team collaboration in San Francisco with Customer Success conference in May

Net Promoter Score

• Establishing happiness of customers

• Phase 1 - April: starting with 100 random HR Admins

Net Promoter Score• Phase 2 May-July: All paying HR Admins,

Assistants and Tech Admins

• Following up with everyone and digging deeper

• Establishing how to avoid detractors and what makes a promoter (and how to replicate this)

• Gathering feedback, patterns and insights

Ongoing projects• Case studies: Upward feedback, Rollout of Small

Improvements, Probation reviews/anniversary reviews

• Video production: user directory, new objectives, new messages, end user 360 reviews

• Analytics – Tracking numbers (sign ups, won and lost customers, tickets, features)

Small Improvements

• Resources page – Share valuable articles for prospects and customers

• Better CRM – Migration to Highrise?!

• Updating testimonial page – better distribution of location and industries

Upcoming events• Meet&Mingle ‘Think tank’, Melbourne – April

• Panel discussion, San Francisco – May

• Sponsorship of ‘Reinvent Work Summit’, Toronto – May

• Tentative attendance: HR Tech Las Vegas in October, HR Tech Congress Paris in October, HR Evolution St Louis in November

Marketing

Marketing

• Not much happened really :(

• Trying to hire a senior person in Sydney, will need to advertise it more

Development

New Objectives Overview

• Had been in the making for a long time, finally shipped in January

• Filtering, browsing and better cycle picker

• Still relies on old screens for viewing and editing

Messages Overhaul• Message overhaul had to get prioritised due to bugs

• Better, purist design

• Added endless scrolling, and filtering. Dropped downvotes. Prototyping @mentions.

• In great position to expand feature further

• But: We’re putting messages-work on hold for a few weeks in favour of objectives

Profile Page V1.5• Profile had to get reworked because of the message-

rewrite

• Looks almost the same.

• But the manage-menu is new and much better, and so are the integrated messages

• Lots of ugly old code now gone as well

• More work required for *real* overhaul. Probably in Q3.

Release Notes Overlay

• This was a warmup task for Gernot

• Tells user about new features since they last logged in.

• Won’t get deployed until New Dashboard is live, but it’s one of many useful prerequisites

iOS App Beta – ready to ship by April 20th

• Feature complete for version 1.0

• First customers will be able to join

• Ad on logout screen and blog post to go live

• Chris to work from Berlin for one month, starting April 23

iOS App now in Beta

Advertising it on logout

Guidance Hints• 15+ guidance hints remind admins of problems

and required actions

• Should help reduce support a bit

• Solid infrastructure in place

• We’ll integrate it into cycle overviews and New Dashboard later on

Some small improvements

• Impersonation feature for clients

• HR Assistants can get the right to assign managers

• Bugfixes, micro-improvements across the board

New Berlin HQ

The new office is huge! But we are going to fill it quickly.

Team Growth

• We signed three new contracts, starting dates in June and July!

• Continuing looking, two very promising Angular developers in the pipeline

Party on April 23rd, 7pm!

Still: Developers needed!• Ingo started at uni, leaving a gap in our UI team

• Our backend people are still working on many internal projects to clean up processes and reduce code problems

• So, we need to pick mid-sized features that require little backend work, and ideally little design

• And yes, we’re hiring and interviewing too!

Features in progressA peek into the SI workshop

User Import

• BambooHR: Still work in progress.

• CSV/Excel Import should be much easier to add (to clients as well, we hope)

• Afterwards look at Workday, currently a manual process

• The “objectives browser” is close to completion

• Create & Edit-Screens are almost done as well

• Comments are now really well-integrated

• But a lot of UI work still needs to be done

• User Testing with customers can start in two weeks

Objectives Overhaul

Features planned…on top of small improvements and bugfixes

Considerations• So many projects to pick from, need to strike balance

• Keep existing & growing clients

• Must attract evaluators, look great for marketing

• Fix architecture and reduce code debt

• Improve supportability

• Prioritise some easy win

• We currently have a shortage of backend-capacity

Considerations

• Roadmaps change!

• Nothing of the following features is guaranteed to ship, better ideas may pop up

• But the following list is a good approximation

• Definitely no ETA’s!

Cycle Admin Rewrite• Guidance feature and cycle roadmap are missing

from cycle lists

• Performance currently suffers when switching from overview to edit-cycle

• Cycle-HR and 360-Ratings “too beta to launch”

• A rewrite solves all 3 problems, and makes screens prettier and more interactive

• Develop OKR

• Work on Company/ team objectives

• Work on Alignment

Objectives: Next Steps

User Management

• Edit-User-Overlay to speed up common tasks

• “Hipster view” tab like on our SI “about us” page

• Display user statistics over time

• Fairly easy to code, nice screenshots for marketing, and very useful for end users too

Browser Plugin

• We need to get better integrated with end users

• iOS App is one shot at it, the browser plugin is the other

• Could be easy, could be hard - too early to tell

• Promising first attempt during the 2014 Hackathon

Dashboard Preparations• Rewriting Dashboard is huge undertaking

• Outside Q2 scope

• But we have to get started!

• Key ingredient is the todo-list, so we start with that

• Later on, we’ll combine cycle roadmap, guidance feature, timeline view and todo list in some awesome way. But not in Q2 yet

Questions!