Strategic Recommendations for Beekeeper's Sustainable Growth

 
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Amanda Rushton
Jesse Prent
Jonathan Faerman
Winnie Hu
How does Beekeper transition from a
successful start up to a sustainable and
dynamic business?
Structure
Product
Growth
 
Recommendation
 
Restructure and retrench as key player in core industries
 
Our plan will fortify Beekeeper while enabling sustainable growth
 
Analysis
 
Beekeeper not equipped to compete with the biggest players
 
Credibility
 
Breadth of
Industries
Beekeeper
Whatsapp
Slack
 
Beekeeper not equipped to compete with the biggest players
 
Credibility
 
Breadth of
Industries
Beekeeper
Whatsapp
Slack
 
Focus on few industries where credibility is easier to win
 
Beekeeper not equipped to compete with the biggest players
 
Security
 
Tailored
Solutions
Beekeeper
Whatsapp
Slack
Red e App
Staffbase
Crew
 
Beekeeper not equipped to compete with the biggest players
 
Security
 
Tailored
Solutions
Beekeeper
Whatsapp
Slack
Red e App
Staffbase
Crew
 
Beekeeper not equipped to compete with the biggest players
 
Security
 
Tailored
Solutions
Beekeeper
Whatsapp
Slack
Red e App
Staffbase
Crew
 
Beekeeper not equipped to compete with the biggest players
 
Security
 
Tailored
Solutions
Beekeeper
Whatsapp
Slack
 
Seize opportunity in offering 
secure custom solutions
, with sights set on banking industry
Red e App
Staffbase
Crew
Sales force over-promising
Engineering team under-
delivering
Credibility erosion
 
Beekeeper needs a better way to acquire and retain clients
Sales force over-promising
Engineering team under-
delivering
Credibility erosion
 
Beekeeper needs a better way to acquire and retain clients
 
Focus on a better-equipped data-driven sales force and sustained follow-up
 
Current management structure is preventing Beekeeper from realizing potential
Standard Operations
Marketing
Follow-Up
 
Complexity affecting productivity
 
Challenges delivering on sales
team’s promises
 
Credibility remains a challenge for
acquisition
 
Deal renewals uncertain with
changing management
 
Ops
Firm Infrastructure
HR
Technology
 
Too few engineers
 
Lack of office space for growth
 
Management
 
New layer of middle management
creating new problems
 
Current management structure is preventing Beekeeper from realizing potential
 
Restructure and implement communication tools to improve operations
Standard Operations
Marketing
Follow-Up
 
Complexity affecting productivity
 
Challenges delivering on sales
team’s promises
 
Credibility remains a challenge for
acquisition
 
Deal renewals uncertain with
changing management
 
Ops
Firm Infrastructure
HR
Technology
 
Too few engineers
 
Lack of office space for growth
 
Management
 
New layer of middle management
creating new problems
 
Current management structure is preventing Beekeeper from realizing potential
Clients demand
reliable, tailored
solutions
Increasing focus on
security
Poor communication
between ops and
sales
No sustained client
follow-up
Overly complex
internal structure
Lack of engineering
workforce
Opportunity in
custom, secure
platforms
Reputation /
credibility at risk
Restructure for
improved efficiency
 
Current management structure is preventing Beekeeper from realizing potential
 
Restructure and implement communication tools to improve operations
Clients demand
reliable, tailored
solutions
Increasing focus on
security
Poor communication
between ops and
sales
No sustained client
follow-up
Overly complex
internal structure
Lack of engineering
workforce
Opportunity in
custom, secure
platforms
Reputation /
credibility at risk
Restructure for
improved efficiency
 
Financial Analysis
 
Send Strong signals to the market to ensure a proper valuation
Contract renewals?
Strong management?
Innovation?
 
Realign the structure to sales and technology
 
Send Strong signals to the market to ensure a proper valuation
 
Create more engineering positions to foster agility
Engineers to Support
ratio is bad
 
Alternatives
Rapid Growth
Risky Growth
Internal Organization
 
Targeting 15 industries
when revenues only come
from 3
Using funding to grow
exponentially
 
Lack of engineers
Failure to meet
deliverables turning
affecting company’s
credibility
 
Customers want a risk
averse company
 
Mature competitors play in diverse industries; internal organization to be prioritized
 
Beekeeper needs to refocus on core industries
 
Compete in industries where your reputation is solid
 
Smoother operations will build your credibility and position for sustainable growth
Risks
Mitigations
Contingencies
 
Risks can be mitigated!
 
Implementation Plan
 
Implementation Plan at a Glance
 
Internal issues must be addressed in next 12 months
Restructure for
optimized ops
Position for
sustained growth
Hire engineers
Use own platform
New Zurich HQ
Develop sales deck
Standardize client
journey
Hire acct managers
Mandate 1 week onboarding
Innovation: integration, wearables, blockchain, video meetings
Retrench 3 core industries
Enter banking
Multi-channel sales and marketing: trade shows, talks,
universities, digital, content
Reassess roles
Apply funding: $13-24m
Sales via
customer
engagement
KPI-based bonus
 
Internal restructuring for optimized operations
 
Realign the structure to sales and technology, while embedding strong values
25% engineers
Hire top talent from universities
Reassess current roles and
responsibilities
Hire internally
 
Change must be driven from the top-down
 
An aligned organization is required for a sustainable future
Clear message:
In face of rapid growth,
Beekeeper is still a
community
 
Call to action:
“Bee” engaged!
 
Outcome:
Internal alignment of goals
and values
Happy and motivated
employees
 
Employ comprehensive customer engagement to increase sales and lower churn
 
A successful customer journey builds trust, reputation and value
Leverage EO partnership to
publish white papers
 
Publish digital content on
“The Buzz” blog
 
Host webinars for
current/potential clients
 
Use Big Data
Data-driven sales deck: case
studies, current product
knowledge
 
Target junior executives via
LinkedIn: underserved
segment
 
Trade shows, talks,
university freebies
Standardize client journey:
Onboarding, monthly calls,
quarterly reports,
customized
 
Provide support, dissect
analytics
 
Proactive upsell and
contract renewal process
 
Continue innovating to strengthen position as key solutions provide for core industries
 
Offering latest technology will keep your competitive “buzz”
Integration
Wearables
Blockchain
Video
Check messages from smartwatch
Incoming messages from other
platforms/apps
Security and user authentication
Live and recorded video meetings
Internal A/B testing, phased roll-out
 
Focus on market penetration in core industries
 
Position for sustainable future growth by becoming a trusted key player
Starwood Hotels
Volvo
Costco, SwissAir
ING, Japan Net Bank
Next funding round:
$13-24 million
 
Data-driven
application
 
Financials
Total investment: $5M
 
Invest heavily in engineering, sales and internal structure
 
Invest heavily in engineering, sales and internal structure
 
Core
Verticals
 
Others
 
Core
Verticals
 
Others
 
Banking
 
20%
 
80%
 
80%
 
15%
 
5%
 
Increased revenues & Reshuffle
marketing priorities
 
Refocus sales and innovation to target new banking industry and core verticals
New Vertical
 
Banking
 
Long-term revenue split adds a new core vertical
 
Invest heavily in engineering, sales and internal structure
 
Invest heavily in engineering, sales and internal structure
 
3X
 
1.6X
 
1.6X
 
3X
Optimistic: Improve
Clients + Structure
Conservative
Slide Note
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Beekeeper, a successful startup, is advised to restructure, focus on core industries, enhance credibility, and prioritize security and innovation to compete effectively. Recommendations include optimizing operations, increasing workforce, improving relationships, and strategic sales targeting. The plan aims to strengthen Beekeeper for sustained growth through innovative features and reputation building.

  • Beekeeper
  • Sustainable Growth
  • Restructuring
  • Core Industries
  • Security

Uploaded on Sep 22, 2024 | 0 Views


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  1. Beekeeper Beekeeper: growing to bee the best Amanda Rushton Jesse Prent Jonathan Faerman Winnie Hu JMSB Consulting

  2. How does Beekeper transition from a successful start up to a sustainable and dynamic business? Structure Product Growth

  3. Recommendation JMSB Consulting

  4. Recommendation Analysis Alternatives Implementation Financials Restructure and retrench as key player in core industries Restructure for optimized ops Increased engineering workforce Internal relationships communication and compensation New HQ in Zurich Sales via customer engagement Sales team to use strategic targeting and data-driven approach Better relationship management from Account Managers Reputation building through data-driven content Position for sustained growth Focus on core industries now, banking in medium term Innovation focused on security, features, and usability Test new features internally Our plan will fortify Beekeeper while enabling sustainable growth

  5. Analysis JMSB Consulting

  6. Analysis Recommendation Alternatives Implementation Financials Beekeeper not equipped to compete with the biggest players Credibility Whatsapp Slack Beekeeper Breadth of Industries

  7. Analysis Recommendation Alternatives Implementation Financials Beekeeper not equipped to compete with the biggest players Credibility Whatsapp Slack Beekeeper Breadth of Industries Focus on few industries where credibility is easier to win

  8. Analysis Recommendation Alternatives Implementation Financials Beekeeper not equipped to compete with the biggest players Security Whatsapp Beekeeper Slack Staffbase Red e App Crew Tailored Solutions

  9. Analysis Recommendation Alternatives Implementation Financials Beekeeper not equipped to compete with the biggest players Security Whatsapp Beekeeper Slack Staffbase Red e App Crew Tailored Solutions

  10. Analysis Recommendation Alternatives Implementation Financials Beekeeper not equipped to compete with the biggest players Security Beekeeper Whatsapp Slack Staffbase Red e App Crew Tailored Solutions

  11. Analysis Recommendation Alternatives Implementation Financials Beekeeper not equipped to compete with the biggest players Security Beekeeper Whatsapp Slack Staffbase Red e App Crew Tailored Solutions Seize opportunity in offering secure custom solutions, with sights set on banking industry

  12. Analysis Recommendation Alternatives Implementation Financials Beekeeper needs a better way to acquire and retain clients Sales force over-promising Credibility Engineering team under- delivering Client Needs Tailored Solutions Relationship Management Security / Compliance Credibility erosion

  13. Analysis Recommendation Alternatives Implementation Financials Beekeeper needs a better way to acquire and retain clients Sales force over-promising Credibility Engineering team under- delivering Client Needs Tailored Solutions Relationship Management Security / Compliance Credibility erosion Focus on a better-equipped data-driven sales force and sustained follow-up

  14. Analysis Recommendation Alternatives Implementation Financials Current management structure is preventing Beekeeper from realizing potential New layer of middle management creating new problems Firm Infrastructure Management Too few engineers HR Lack of office space for growth Ops Technology Standard Operations Marketing Follow-Up Complexity affecting productivity Credibility remains a challenge for acquisition Deal renewals uncertain with changing management Challenges delivering on sales team s promises

  15. Analysis Recommendation Alternatives Implementation Financials Current management structure is preventing Beekeeper from realizing potential New layer of middle management creating new problems Firm Infrastructure Management Too few engineers HR Lack of office space for growth Ops Technology Standard Operations Marketing Follow-Up Complexity affecting productivity Credibility remains a challenge for acquisition Deal renewals uncertain with changing management Challenges delivering on sales team s promises Restructure and implement communication tools to improve operations

  16. Analysis Recommendation Alternatives Implementation Financials Current management structure is preventing Beekeeper from realizing potential Clients demand reliable, tailored solutions Poor communication between ops and sales Overly complex internal structure Increasing focus on security No sustained client follow-up Lack of engineering workforce Opportunity in custom, secure platforms Reputation / credibility at risk Restructure for improved efficiency

  17. Analysis Recommendation Alternatives Implementation Financials Current management structure is preventing Beekeeper from realizing potential Clients demand reliable, tailored solutions Poor communication between ops and sales Overly complex internal structure Increasing focus on security No sustained client follow-up Lack of engineering workforce Opportunity in custom, secure platforms Reputation / credibility at risk Restructure for improved efficiency Restructure and implement communication tools to improve operations

  18. Financial Analysis JMSB Consulting

  19. Financials Recommendation Analysis Alternatives Implementation Send Strong signals to the market to ensure a proper valuation Funding rounds 14? Contract renewals? 8 Strong management? 5 1.5 Innovation? Convertible Shares Seed Funding Series A Next Founding Round Realign the structure to sales and technology

  20. Financials Recommendation Analysis Alternatives Implementation Send Strong signals to the market to ensure a proper valuation % of Engineers at Beekeper Engineers 13% Engineers to Support ratio is bad Support 87% Create more engineering positions to foster agility

  21. Alternatives JMSB Consulting

  22. Alternatives Recommendation Analysis Implementation Financials Mature competitors play in diverse industries; internal organization to be prioritized Rapid Growth Targeting 15 industries when revenues only come from 3 Using funding to grow exponentially Strategic Focus Internal Organization Operations Lack of engineers Failure to meet deliverables turning affecting company s credibility Market Risky Growth Customers want a risk averse company Beekeeper needs to refocus on core industries

  23. Alternatives Recommendation Analysis Implementation Financials Compete in industries where your reputation is solid Retrench in Hospitality, Manufacturing, Retail Reorganization Focus on Hospitality Criteria Sell Beekeeper Growth Innovation Feasibility Smoother operations will build your credibility and position for sustainable growth

  24. Alternatives Recommendation Analysis Implementation Financials Risks can be mitigated! Risks Mitigations Contingencies Funding does not go as planned Seek partnerships Sell Beekeeper Clients leave Beekeeper due to lack of internal advocates Invest in account management training for better relationship management Offer discount packages Develop new talent acquisition and retention initiatives High internal turnover rate Increase long-term bonus structure

  25. Implementation Plan JMSB Consulting

  26. Implementation Recommendation Analysis Alternatives Financials Implementation Plan at a Glance 2018 (Q3,Q4) 2019 2020 2021 Mandate 1 week onboarding Restructure for optimized ops Hire engineers Reassess roles Hire acct managers KPI-based bonus Use own platform New Zurich HQ Sales via customer engagement Develop sales deck Multi-channel sales and marketing: trade shows, talks, universities, digital, content Standardize client journey Innovation: integration, wearables, blockchain, video meetings Position for sustained growth Enter banking Retrench 3 core industries Apply funding: $13-24m Internal issues must be addressed in next 12 months

  27. Implementation Recommendation Analysis Alternatives Financials Internal restructuring for optimized operations Engineering 25% engineers Employee Experience Dashboard & Analytics Security & Integration Innovation Hire top talent from universities Sales, Marketing & Engagement Reassess current roles and responsibilities Hire internally Account Managers Sales Marketing Realign the structure to sales and technology, while embedding strong values

  28. Implementation Recommendation Analysis Alternatives Financials Change must be driven from the top-down Clear message: In face of rapid growth, Beekeeper is still a community Use Management office hours Beekeeper internally Call to action: Bee engaged! Mandated week-long onboarding KPI-based incentive program Outcome: Internal alignment of goals and values Happy and motivated employees An aligned organization is required for a sustainable future

  29. Implementation Recommendation Analysis Alternatives Financials Employ comprehensive customer engagement to increase sales and lower churn Account Manager Marketing Sales Leverage EO partnership to publish white papers Data-driven sales deck: case studies, current product knowledge Standardize client journey: Onboarding, monthly calls, quarterly reports, customized Publish digital content on The Buzz blog Target junior executives via LinkedIn: underserved segment Provide support, dissect analytics Host webinars for current/potential clients Trade shows, talks, university freebies Proactive upsell and contract renewal process Use Big Data A successful customer journey builds trust, reputation and value

  30. Implementation Recommendation Analysis Alternatives Financials Continue innovating to strengthen position as key solutions provide for core industries Incoming messages from other platforms/apps Integration Check messages from smartwatch Wearables Blockchain Security and user authentication Video Live and recorded video meetings Internal A/B testing, phased roll-out Offering latest technology will keep your competitive buzz

  31. Implementation Recommendation Analysis Alternatives Financials Focus on market penetration in core industries Hospitality Retail Next funding round: $13-24 million Starwood Hotels Costco, SwissAir Data-driven application Manufacturing Banking Volvo ING, Japan Net Bank Position for sustainable future growth by becoming a trusted key player

  32. Financials JMSB Consulting

  33. Financials Recommendation Analysis Alternatives Implementation Invest heavily in engineering, sales and internal structure Engineering team $2M (+10 engineers, 25% of workforce) Innovation team $1M (+5 engineers) Marketing initiatives $1M (Advertisement, trade shows) New Office Space $1M (Open office space) Total investment: $5M Invest heavily in engineering, sales and internal structure

  34. Financials Recommendation Analysis Alternatives Implementation Long-term revenue split adds a new core vertical Increased revenues & Reshuffle marketing priorities Others New Vertical 5% Banking 15% 20% Others Core Verticals Core Verticals 80% 80% Banking Refocus sales and innovation to target new banking industry and core verticals

  35. Financials Recommendation Analysis Alternatives Implementation Invest heavily in engineering, sales and internal structure Funding rounds Funding rounds Optimistic: Improve Clients + Structure 24 3X Conservative 13 1.6X 8 1.6X 5 3X 1.5 Convertible Shares Seed funding Series A Next funding round Invest heavily in engineering, sales and internal structure

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