Beekeeper's Growth Strategy in the XXI Century Labour Market
Beekeeper faces challenges of productivity, product development focus, and customer demands. Analysis of Hive Works shows exponential growth, strong presence in various markets, and revenue from key segments like Hospitality, Manufacturing, and Retail.
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Beekeper To bee or not to bee in the XXI Century labour market Bayeta Mulato Presentation to Christian Grossman and Beekeeper s Board Hugo Volz May 2018, Dragon Consulting Julio Tendeiro Vasco Amoroso
0. Agenda Executive Summary 1. Challenge and key issues 2. Overview of the situation 3. Alternatives 4. Recommendation 5. Implementation 1. Implementation Plan 2. Financials 3. Risks 6. Summary 2
Challenge and key issues Dragon Consulting
How can Beekeeper grow in the next 3 years while staying agile and exciting?
1. Challenge and key issues How can Beekeeper grow while staying agile and exciting Lack of productivity Lack of focus in product development More demanding customers in the hospitality industry 5
Analysis Dragon Consulting
2. Analysis Hive works Business built in 2011 / Zurich Exponential growth through VC funding +130 employees Strong and agile inhouse IT development Present in 130 countries and mainly strong in Europe and NAM Markets 7
2. Analysis Hive works Business built in 2011 / Zurich Exponential growth through VC funding +130 employees Strong and agile inhouse IT development Present in 130 countries and mainly strong in Europe and NAM Markets 15 different industries 80% revenues from 3 key segments Hospitality Manufacturing Retail 8
2. Analysis Hive works Business built in 2011 / Zurich Exponential growth through VC funding +130 employees Strong and agile inhouse IT development Present in 130 countries and mainly strong in Europe and NAM Markets 15 different industries 80% revenues from 3 key segments Hospitality Manufacturing Retail Online Flirting Local Twitter Communit y base Corporate Tool 9
2. Analysis Hive works Business built in 2011 / Zurich Exponential growth through VC funding +130 employees Strong and agile inhouse IT development Present in 130 countries and mainly strong in Europe and NAM Markets 15 different industries 80% revenues from 3 key segments Hospitality Manufacturing Retail Online Flirting Local Twitter Communit y base Corporate Tool Your company has evolved and adapted to business quickly, agility is the differentiatior 10
2. Analysis Looking at the bees in detail Industry user communities Engage with employees Enable communication with large teams Reach to back-of-house staff 24hours Non-Desk Users 80% Desk Users 20% Beekeeper has disrupted the market with a strong and adaptable solution 11
2. Analysis Looking at the bees in detail Industry user communities Engage with employees Enable communication with large teams Reach to back-of-house staff 24hours Target evolved through time (corporate) Non-Desk Users Pricing module : Corporate packs Advertisement One time fee Per user subscription 80% Desk Users 20% Beekeeper has disrupted the market with a strong and adaptable solution 12
2. Analysis Looking at the bees in detail Industry user communities Engage with employees Enable communication with large teams Reach to back-of-house staff 24hours Target evolved through time (corporate) Non-Desk Users Pricing module : Corporate packs Advertisement One time fee Per user subscription 80% Desk Users Complexity sales Expanding services Constraint engineering Headcount constraints 20% Beekeeper has disrupted the market with a strong and adaptable solution 13
2. Analysis The future lays ahead 2 3 4 5 1 ERP integration Productivity Tools Multi-Device Simplicity Single entry Point Multi-OS Great user Experience Flawless Security levels Deep insights and analytics Low Setup Complexity Immersive technologies Blockchain 14
2. Analysis The future lays ahead 2 3 4 5 1 ERP integration Productivity Tools Multi-Device Simplicity Single entry Point Multi-OS Great user Experience Flawless Security levels Deep insights and analytics Low Setup Complexity Immersive technologies Blockchain 15
2. Analysis The future lays ahead 2 3 4 5 1 ERP integration Productivity Tools Multi-Device Simplicity Single entry Point Multi-OS Great user Experience Flawless Security levels Deep insights and analytics Low Setup Complexity Immersive technologies Blockchain You need to take the lead again 16
2. Analysis Looking at the bees in detail Whats app Yamm er Size Beekp eeper Crew Funding 17
2. Analysis Looking at the bees in detail Whats app Whats app Beekp eeper User Friendliness Yamm er Size Yamm er Beekp eeper Crew Crew Funding Deskless focus 18
2. Analysis Looking at the bees in detail Whats app Whats app Beekp eeper User Friendliness Yamm er Size Yamm er Beekp eeper Crew Crew Funding Deskless focus You have a leading role in the deskless solutions you should further capitalize this 19
2. Analysis Breaking the Chasm Late Entrants Mainstream Early Adopters 20
2. Analysis Breaking the Chasm Late Entrants Mainstream Early Adopters 21
2. Analysis Breaking the Chasm Late Entrants Mainstream Early Adopters You need to move forward into the next maturity stage 22
2. Analysis In Summary Startup Culture Risk taker GDPR Compliant Product Market FIT Strength Weakness Opportunity Threat 23
2. Analysis In Summary Startup Culture Risk taker GDPR Compliant Product Market FIT Strength Weakness Opportunity Threat 24
2. Analysis In Summary IT complexity Spreaded too thin Management Team Startup Culture Risk taker GDPR Compliant Product Market FIT Strength Weakness Opportunity Threat 25
2. Analysis In Summary IT complexity Spreaded too thin Management Team Startup Culture Risk taker GDPR Compliant Product Market FIT Strength Weakness Opportunity Threat XXI Labor Market Sharing economy EUR GRDP Market Other B2B Industries Hospitality In California 26
2. Analysis In Summary IT complexity Spreaded too thin Management Team Startup Culture Risk taker GDPR Compliant Product Market FIT Strength Weakness Stakeholder dependencies Retail Customers hesitating to stay on board Perceive Industry track record (Hospitality) Opportunity Threat XXI Labor Market Sharing economy EUR GRDP Market Other B2B Industries Hospitality In California 27
Alternatives Dragon Consulting
3. Alternatives Beekeper has three main roads to chose from Beekeper Maintain current business 80% Hospitality, Retail, and Manufacturing 20% other industries 29
3. Alternatives Beekeper has three main roads to chose from Beekeper Maintain current business Focus on deskless use cases 80% Hospitality, Retail, and Manufacturing Move from client- focused development 20% other industries To use case-focused development 30
3. Alternatives Beekeper has three main roads to chose from Beekeper Attack both deskless and desk-based organisations Maintain current business Focus on deskless use cases 80% Hospitality, Retail, and Manufacturing Move from client- focused development Try to do the previous And also attack Slack, Whatsapp, Yammer, Facebook for Work, et al 20% other industries To use case-focused development 31
3. Alternatives Beekeper should chose the path that leads it to the most success Alternatives \ Criteria from 1 to 5 Maintain current Focus on deskless Attack both Total Addressable Market Total Obtainable Market Product-market fit Total 32
3. Alternatives Beekeper should chose the path that leads it to the most success Alternatives \ Criteria from 1 to 5 Maintain current Focus on deskless Attack both Total Addressable Market 3 Total Obtainable Market 4 1 Product-market fit Total 8 33
3. Alternatives Beekeper should chose the path that leads it to the most success Alternatives \ Criteria from 1 to 5 Maintain current Focus on deskless Attack both Total Addressable Market 3 5 Total Obtainable Market 4 1 1 2 Product-market fit Total 8 8 34
3. Alternatives Beekeper should chose the path that leads it to the most success Alternatives \ Criteria from 1 to 5 Maintain current Focus on deskless Attack both Total Addressable Market 3 3 5 Total Obtainable Market 4 4 1 1 5 2 Product-market fit Total 8 12 8 35
Recommendation Dragon Consulting
4. Recommendation Beekeper should focus on improving the workplace of the XXI century A company focused on the needs of the XXI Century labour market What Center software dev. Product Focus development work close to home in the Berlin office How Sales 37
4. Recommendation Beekeper should focus on improving the workplace of the XXI century A company focused on the needs of the XXI Century labour market What Center software dev. Hardware solutions Product Focus development work close to home in the Berlin office Create hardware team to develop new solutions for mobile workers Partnership with leading hardware agent, PCH, to produce hardware How Sales 38
4. Recommendation Beekeper should focus on improving the workplace of the XXI century A company focused on the needs of the XXI Century labour market What Center software dev. Hardware solutions Build for the future Focus development work close to home in the Berlin office Create hardware team to develop new solutions for mobile workers Partnership with leading hardware agent, PCH, to produce hardware Anticipate future trends of the sharing economy with new UX team Product How Sales 39
4. Recommendation Beekeper should focus on improving the workplace of the XXI century A company focused on the needs of the XXI Century labour market What Center software dev. Hardware solutions Build for the future Focus development work close to home in the Berlin office Create hardware team to develop new solutions for mobile workers Partnership with leading hardware agent, PCH, to produce hardware Anticipate future trends of the sharing economy with new UX team Product How Train sales team Sales New Customer Relation Management approach to ensure renewals 40
4. Recommendation Beekeper should focus on improving the workplace of the XXI century A company focused on the needs of the XXI Century labour market What Center software dev. Hardware solutions Build for the future Focus development work close to home in the Berlin office Create hardware team to develop new solutions for mobile workers Partnership with leading hardware agent, PCH, to produce hardware Anticipate future trends of the sharing economy with new UX team Product How Train sales team Focus on deskless Sales New Customer Relation Management approach to ensure renewals Focus sales team to sell the new standardized app focused on deskless 41
4. Recommendation Beekeper should focus on improving the workplace of the XXI century A company focused on the needs of the XXI Century labour market What Center software dev. Hardware solutions Build for the future Focus development work close to home in the Berlin office Create hardware team to develop new solutions for mobile workers Partnership with leading hardware agent, PCH, to produce hardware Anticipate future trends of the sharing economy with new UX team Product How Train sales team Focus on deskless Find USA examples New Customer Relation Management approach to ensure renewals Focus sales team to sell the new standardized app focused on deskless In Year 1, start by winning the beachhead hotel chain in California In Years 2 and 3, focus on winning Whole Foods (Retail) & Tesla (Man.) Sales 42
4. Recommendation Beekeper should focus on improving the workplace of the XXI century A company focused on the needs of the XXI Century labour market What Center software dev. Hardware solutions Build for the future Focus development work close to home in the Berlin office Create hardware team to develop new solutions for mobile workers Partnership with leading hardware agent, PCH, to produce hardware Anticipate future trends of the sharing economy with new UX team Product How Train sales team Focus on deskless Find USA examples New Customer Relation Management approach to ensure renewals Focus sales team to sell the new standardized app focused on deskless In Year 1, start by winning the beachhead hotel chain in California In Years 2 and 3, focus on winning Whole Foods (Retail) & Tesla (Man.) Sales 43
Implementation Dragon Consulting
5. Implementation We recommend a three-year plan to prepare the following funding round 2018 2019 2020 2021 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Center software dev. P P I I R R Hardware solutions P P I I L L R R Product Build for the future P P I I R R L L Train sales team Focus on deskless Sales Find USA examples 45
5. Implementation We recommend a three-year plan to prepare the following funding round 2018 2019 2020 2021 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Center software dev. P P I I R R Hardware solutions P P I I L L R R Product Build for the future P P I I R R L L Train sales team P P I I R R Focus on deskless P P I I R R Sales Find USA examples P I R P I R P I R 46
Financials Dragon Consulting
5. Financials Project Assumptions Assumptions General WACC Equity % Equity Cost Working Capital Needs (% Sales) 2018 2019 2020 2021 15.0% 100.0% 15.0% 10.0% Sales Average Company size Price per user per month (USD) Number of companies Costs Number of Employees Average year Salarie (USD) SGA (% sales) 500 Colaborators 10 250 500 1000 1500 150 175 200 225 80,000 20% 48
5. Financials Project Assumptions Assumptions General WACC Equity % Equity Cost Working Capital Needs (% Sales) 2018 2019 2020 2021 15.0% 100.0% 15.0% 10.0% Sales Average Company size Price per user per month (USD) Number of companies Costs Number of Employees Average year Salarie (USD) SGA (% sales) 500 Colaborators 10 250 500 1000 1500 150 175 200 225 80,000 20% 49
5. Financials Project Assumptions Assumptions General WACC Equity % Equity Cost Working Capital Needs (% Sales) 2018 2019 2020 2021 15.0% 100.0% 15.0% 10.0% Sales Average Company size Price per user per month (USD) Number of companies Costs Number of Employees Average year Salarie (USD) SGA (% sales) 500 Colaborators 10 250 500 1000 1500 150 175 200 225 80,000 20% 50
