Beekeeper: Building a global resilient hive
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Beekeeper: Building a global resilient hive Zurich, Switzerland May 2018 Cristian Grossman, Flavio Pfaffhauser, Andreas Slotosch, Daniel Sztutwojner Shannon Snaden, Kathleen Boskill, Ale Bermudez, Morgan Harper Haskayne Consulting 1 You
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01
Beekeeper: Building a global resilient hive Zurich, Switzerland
May 2018
Cristian Grossman, Flavio Pfaffhauser, Andreas Slotosch, Daniel Sztutwojner
Shannon Snaden, Kathleen Boskill, Ale Bermudez, Morgan Harper Haskayne Consulting 1<br>
May 2018
Cristian Grossman, Flavio Pfaffhauser, Andreas Slotosch, Daniel Sztutwojner
Shannon Snaden, Kathleen Boskill, Ale Bermudez, Morgan Harper Haskayne Consulting 1<br>
02
You Asked: How to steer Beekeeper towards even more growth while staying agile & exciting?
Why push away all industries to focus on a single vertical?
Would focusing on a cyclical industry like hospitality expose the start-up to strong headwinds if the macro-economic situation worsened?
Is there a risk that retail or manufacturing clients would learn of this change of focus & decide to leave? Haskayne Consulting 2<br>
Why push away all industries to focus on a single vertical?
Would focusing on a cyclical industry like hospitality expose the start-up to strong headwinds if the macro-economic situation worsened?
Is there a risk that retail or manufacturing clients would learn of this change of focus & decide to leave? Haskayne Consulting 2<br>
03
Executive Summary Haskayne Consulting 3<br>
04
10,000 Foot View A communications platform
Enabling a company’s many employees (bees) to better communicate within their organization (the beehive)
This solves the pain points of their clients concerns of legal, financial, information security risks as Beekeeper already working on security, GDPR, ISO 27001
Served the early adopters, now need to focus on strong track record within industry Beekeeper provides employees with the tools that let employees show true potential Haskayne Consulting 4<br>
Enabling a company’s many employees (bees) to better communicate within their organization (the beehive)
This solves the pain points of their clients concerns of legal, financial, information security risks as Beekeeper already working on security, GDPR, ISO 27001
Served the early adopters, now need to focus on strong track record within industry Beekeeper provides employees with the tools that let employees show true potential Haskayne Consulting 4<br>
05
Core Values Collaboration (bringing out the best in each other): Growth-hacking scrum teams, reduced silos, better quality product
Simplicity (keep it simple): 3 packages of product service levels
Open mindedness (bee open): CEO meets with front-line staff, team building, lunch &learns
Proactiveness (bee proactive): Keep current with technology
Tolerance to failure (bee brave): Failure as opportunity to learn and grow is key in new start-ups, module-structure increases ability to innovate Haskayne Consulting 5 Employee recruitment with value fit is key for strong culture at Beekeeper<br>
Simplicity (keep it simple): 3 packages of product service levels
Open mindedness (bee open): CEO meets with front-line staff, team building, lunch &learns
Proactiveness (bee proactive): Keep current with technology
Tolerance to failure (bee brave): Failure as opportunity to learn and grow is key in new start-ups, module-structure increases ability to innovate Haskayne Consulting 5 Employee recruitment with value fit is key for strong culture at Beekeeper<br>
06
Working Together Kathleen Haskayne Consulting 6<br>
07
Where are we now? 4 co-founders with lots of experience
Have over 130 employees
Plethora of large clients
Already disrupting the hospitality industry
Consulting projects to cover company costs Haskayne Consulting 7 Beekeeper has experience and a lot of growth potential<br>
Have over 130 employees
Plethora of large clients
Already disrupting the hospitality industry
Consulting projects to cover company costs Haskayne Consulting 7 Beekeeper has experience and a lot of growth potential<br>
08
Decision Criteria Beekeeper has experience and traction in HMR - needs to focus to grow Haskayne Consulting 8<br>
09
Hospitality Beekeeper needs to leverage their experience and customers to focus
and become credible Haskayne Consulting 9 Start here
Established & engaged customer base
Know the industry
Easy win to become more focused and credible
Less competition – acquire and retain new clients easier<br>
and become credible Haskayne Consulting 9 Start here
Established & engaged customer base
Know the industry
Easy win to become more focused and credible
Less competition – acquire and retain new clients easier<br>
10
Manufacturing & Retail asdfasdfasd Haskayne Consulting 10 Look to these sectors next as you have a customer base
Will not lose customers if they are kept informed and supported
Be discerning of adding new features into old systems
Start gaining feedback on features for models<br>
Will not lose customers if they are kept informed and supported
Be discerning of adding new features into old systems
Start gaining feedback on features for models<br>
11
STOP! Banking - Not now This will divert your focus and is a completely new product and industry Haskayne Consulting 11 Do not make a product for banking yet
This will divert your focus
Lose focus in what built you
Higher competition Stop!!!!<br>
This will divert your focus
Lose focus in what built you
Higher competition Stop!!!!<br>
12
Alternatives Beekeeper needs to focus on developing a common platform Haskayne Consulting 12<br>
13
Tech Advancement– Core & Module Beekeeper has the knowledge and experience to create a cohesive platform Haskayne Consulting 13 Build a core platform with module add-ons
Work with customers and internally to decide core features and module add-ons
Will be easier to support in the long term and less costly to maintain one system verses many legacy systems
Will be easier to transition for other industries to use<br>
Work with customers and internally to decide core features and module add-ons
Will be easier to support in the long term and less costly to maintain one system verses many legacy systems
Will be easier to transition for other industries to use<br>
14
STOP! DO NOT DO THIS Keep building multiple custom systems Beekeeper needs to get away from creating multiple customized systems Haskayne Consulting 14 Multiple customized systems are very difficult for engineering teams to support and maintain
It is very costly to support multiple single systems Stop!!!!<br>
It is very costly to support multiple single systems Stop!!!!<br>
15
STOP! DO NOT DO THIS Look to be acquired Beekeeper should not look to be acquired. Haskayne Consulting 15 Now is not the time to look to be acquired
Still lots of growth potential within industry Stop!!!!<br>
Still lots of growth potential within industry Stop!!!!<br>
16
Customer Journey Beekeeper needs to educate and support customer journey Haskayne Consulting 16<br>
17
Target Market VP positions in hospitality, manufacturing and retail organizaitons
Europe and UK
Age 40 +
Need to educate – might not understand millennials or GDPR
Experience in industry Haskayne Consulting 17 Beekeeper needs to educate and support customer journey<br>
Europe and UK
Age 40 +
Need to educate – might not understand millennials or GDPR
Experience in industry Haskayne Consulting 17 Beekeeper needs to educate and support customer journey<br>
18
Open for business Ale Haskayne Consulting 18<br>
19
Snapshot 80% of revenues comes from the hospitality, manufacturing and retail industries Haskayne Consulting 19 $13M 130 3 TOTAL FUNDING NUMBER OF EMPLOYEES CORE INDUSTRIES<br>
20
Competitors landscape Beekeeper’s size and funding is less than 1% of its main competitors size Haskayne Consulting 20<br>
21
Assumptions Currency: USD
Current price model: per user fee
130 employees with an average salary of $60K a year
Overhead costs between $9 to $12 million a year
Inefficiencies in staff procedures and productivity Haskayne Consulting 21 Need to evaluate efficiency areas<br>
Current price model: per user fee
130 employees with an average salary of $60K a year
Overhead costs between $9 to $12 million a year
Inefficiencies in staff procedures and productivity Haskayne Consulting 21 Need to evaluate efficiency areas<br>
22
Recommended pricing model Haskayne Consulting 22 Offering 3 different types of categories will provide a more constant revenue stream 15% discount on 2 year contracts<br>
23
Cost of implementation 5% of revenue for marketing efforts
$20k for organizational motivation
Customer retention $50k Haskayne Consulting 23 20K will be used to motivate, communicate and team building purposes<br>
$20k for organizational motivation
Customer retention $50k Haskayne Consulting 23 20K will be used to motivate, communicate and team building purposes<br>
24
Out of the box Acquire Red e App
Big clients
Different industries
Only 14% of Beekeeper’s valuation
Employee recognition module Haskayne Consulting 24 80% of revenues comes from the hospitality, manufacturing and retail industries<br>
Big clients
Different industries
Only 14% of Beekeeper’s valuation
Employee recognition module Haskayne Consulting 24 80% of revenues comes from the hospitality, manufacturing and retail industries<br>
25
Stepping forward Morgan Haskayne Consulting 25<br>
26
Organizing the Beehive Haskayne Consulting 26 Simplifying the 3 industries that the Beekeeper focuses on and how requests are managed<br>
27
Simplicity of Product Haskayne Consulting 27 Simplifying the product offering will allow the company to save costs and be more responsive to industry needs<br>
28
Spreading the Honey Haskayne Consulting 28 Educating the target market is a key to attracting and retaining customers The unique selling proposition of Beekeeper is the GDPR compliant nature of the platform and the security that is available
Sales representatives: attend industry conferences in hospitality, retail and manufacturing, to educate target market about product
Marketing team: Develop advertisements in trade magazines to reach out target customer
Marketing team: Add Beekeeper website to have testimonials and white paper<br>
Sales representatives: attend industry conferences in hospitality, retail and manufacturing, to educate target market about product
Marketing team: Develop advertisements in trade magazines to reach out target customer
Marketing team: Add Beekeeper website to have testimonials and white paper<br>
29
Risks and Mitigation Haskayne Consulting 29 Security of personal and business data is an ever pressing issue in today’s society<br>
30
Building a great future Morgan Haskayne Consulting 30<br>
31
Executive Summary Haskayne Consulting 31<br>
32
Beekeeper: Building a global resilient hive Zurich, Switzerland
May 2018
Cristian Grossman, Flavio Pfaffhauser, Andreas Slotosch, Daniel Sztutwojner
Shannon Snaden, Kathleen Boskill, Ale Bermudez, Morgan Harper Haskayne Consulting 32<br>
May 2018
Cristian Grossman, Flavio Pfaffhauser, Andreas Slotosch, Daniel Sztutwojner
Shannon Snaden, Kathleen Boskill, Ale Bermudez, Morgan Harper Haskayne Consulting 32<br>
33
You Asked: How to steer Beekeeper towards even more growth while staying agile & exciting?
Why push away all industries to focus on a single vertical?
Would focusing on a cyclical industry like hospitality expose the start-up to strong headwinds if the macro-economic situation worsened?
Is there a risk that retail or manufacturing clients would learn of this change of focus & decide to leave? Haskayne Consulting 33<br>
Why push away all industries to focus on a single vertical?
Would focusing on a cyclical industry like hospitality expose the start-up to strong headwinds if the macro-economic situation worsened?
Is there a risk that retail or manufacturing clients would learn of this change of focus & decide to leave? Haskayne Consulting 33<br>
34
Executive Summary Haskayne Consulting 34<br>
35
10,000 Foot View A communications platform
Enabling a company’s many employees (bees) to better communicate within their organization (the beehive)
This solves the pain points of their clients concerns of legal, financial, information security risks as Beekeeper already working on security, GDPR, ISO 27001
Served the early adopters, now need to focus on strong track record within industry Beekeeper provides employees with the tools that let employees show true potential Haskayne Consulting 35<br>
Enabling a company’s many employees (bees) to better communicate within their organization (the beehive)
This solves the pain points of their clients concerns of legal, financial, information security risks as Beekeeper already working on security, GDPR, ISO 27001
Served the early adopters, now need to focus on strong track record within industry Beekeeper provides employees with the tools that let employees show true potential Haskayne Consulting 35<br>
36
Core Values Collaboration (bringing out the best in each other): Growth-hacking scrum teams, reduced silos, better quality product
Simplicity (keep it simple): 3 packages of product service levels
Open mindedness (bee open): CEO meets with front-line staff, team building, lunch &learns
Proactiveness (bee proactive): Keep current with technology
Tolerance to failure (bee brave): Failure as opportunity to learn and grow is key in new start-ups, module-structure increases ability to innovate Haskayne Consulting 36 Employee recruitment with value fit is key for strong culture at Beekeeper<br>
Simplicity (keep it simple): 3 packages of product service levels
Open mindedness (bee open): CEO meets with front-line staff, team building, lunch &learns
Proactiveness (bee proactive): Keep current with technology
Tolerance to failure (bee brave): Failure as opportunity to learn and grow is key in new start-ups, module-structure increases ability to innovate Haskayne Consulting 36 Employee recruitment with value fit is key for strong culture at Beekeeper<br>
37
Working Together Kathleen Haskayne Consulting 37<br>
38
Decision Criteria Beekeeper has experience and traction in HMR - needs to focus to grow Haskayne Consulting 38<br>
39
Hospitality Beekeeper needs to leverage their experience and customers to focus
and become credible Haskayne Consulting 39 Start here
Established & engaged customer base
Know the industry
Easy win to become more focused and credible
Less competition – acquire and retain new clients easier<br>
and become credible Haskayne Consulting 39 Start here
Established & engaged customer base
Know the industry
Easy win to become more focused and credible
Less competition – acquire and retain new clients easier<br>
40
Manufacturing & Retail asdfasdfasd Haskayne Consulting 40 Look to these sectors next as you have a customer base
Will not lose customers if they are kept informed and supported
Be discerning of adding new features into old systems
Start gaining feedback on features for models<br>
Will not lose customers if they are kept informed and supported
Be discerning of adding new features into old systems
Start gaining feedback on features for models<br>
41
STOP! Banking - Not now This will divert your focus and is a completely new product and industry Haskayne Consulting 41 Do not make a product for banking yet
This will divert your focus
Lose focus in what built you
Higher competition Stop!!!!<br>
This will divert your focus
Lose focus in what built you
Higher competition Stop!!!!<br>
42
Alternatives Beekeeper needs to focus on developing a common platform Haskayne Consulting 42<br>
43
Tech Advancement– Core & Module Beekeeper has the knowledge and experience to create a cohesive platform Haskayne Consulting 43 Build a core platform with module add-ons
Work with customers and internally to decide core features and module add-ons
Will be easier to support in the long term and less costly to maintain one system verses many legacy systems
Will be easier to transition for other industries to use<br>
Work with customers and internally to decide core features and module add-ons
Will be easier to support in the long term and less costly to maintain one system verses many legacy systems
Will be easier to transition for other industries to use<br>
44
STOP! DO NOT DO THIS Keep building multiple custom systems Beekeeper needs to get away from creating multiple customized systems Haskayne Consulting 44 Multiple customized systems are very difficult for engineering teams to support and maintain
It is very costly to support multiple single systems Stop!!!!<br>
It is very costly to support multiple single systems Stop!!!!<br>
45
STOP! DO NOT DO THIS Look to be acquired Beekeeper should not look to be acquired. Haskayne Consulting 45 Now is not the time to look to be acquired
Still lots of growth potential within industry Stop!!!!<br>
Still lots of growth potential within industry Stop!!!!<br>
46
Customer Journey Beekeeper needs to educate and support customer journey Haskayne Consulting 46<br>
47
Target Market VP positions in hospitality, manufacturing and retail organizaitons
Europe and UK
Age 40 +
Need to educate – might not understand millennials or GDPR
Experience in industry Haskayne Consulting 47 Beekeeper needs to educate and support customer journey<br>
Europe and UK
Age 40 +
Need to educate – might not understand millennials or GDPR
Experience in industry Haskayne Consulting 47 Beekeeper needs to educate and support customer journey<br>
48
Open for business Ale Haskayne Consulting 48<br>
49
Stepping forward Morgan Haskayne Consulting 49<br>
50
Building a global network Morgan Haskayne Consulting 50<br>