SaaS Metrics That Matter | MuleSoft

Executive Briefing:6 SaaS Metrics That Matter

Today’s Agenda

Time Activity Presenter5:30- 5:45PM Welcome and Introductions Chris Purpura

5:45- 6:15PM 6 SaaS Metrics That Matter Ann Winblad, Hummer Winblad Venture

6:15- 7:00PM SaaS Executive Panel Discussion

Scott McFarlane, AvalaraGuillaume Vives, ZuoraSachin Anand, WebMobiMark Deaton, PeopleMatterChris Purpura, MuleSoft

7:00- 8:00PM Dinner & Networking All Attendees

All contents Copyright © 2012, MuleSoft Inc. 2

About MuleSoft

• Mission: Eliminate the cost and pain of integration

• Leading integration platform for enterprise and cloudo Enterprise: 2M+ downloads, 3,200+ production accountso Cloud: 2200+ accounts, 5M+ o 105,000+ developer community, 100+ connectors

• Success driverso SaaS adoption driving need for simpler, faster, integrationo Incumbent vendor stacks are not cloud friendlyo Explosion of public API’s accelerating demand for SOA and API’s for the

enterprise

• MuleSoft is uniquely positionedo Only vendor with a single platform for on premise and cloud integrationo Only vendor to deliver real time data and application integrationo F100 Customers and SaaS vendors choose to MuleSoft based on expertise

Copyright © 2012, MuleSoft Inc. 3

Ann Winblad, Hummer Winblad Ventures

Over 30 years of experience in the software industry

Background and experience chronicled in many national business and trade publications.

Has served as Director of numerous start-up and public companies including Net Perception, Liquid Audio, Market Wire, and Hyperion

Currently serves as a director of Ace Metrix, Karmasphere, MuleSoft, Sonatype, Star Analytics and Voltage Security.

Hummer Winblad SaaS investments include: Employease, Omniture, Aria, InsideSales, Marketo, Ace Metrix, DOMO, Baynote, Birst, Intacct, and SlideRocket


SaaS Metrics That Matter


6 SaaS Metrics That MatterHow to exceed and drive valuations up

All contents Copyright © 2012, MuleSoft Inc.

Billion $ or Million User Markets with clear ‘entry points’

90% Renewals + Add-Ons should be >100%

Addressable Market

Customer Churn

CAC Ratio

CLTV > 0 = ProfitCLTV

Live RR + Signed Contracts – Churn = CMRRCMRR

Clear Expansion Points

Best in Class = 125% via strong Add-On modules

Add-On ACV CAC can be <3mos

Add-On’s + Low Churn drives > 4X CLTV

Product add-ons reduce churn

Metric Baseline Best in Class

Measured by Service Delivery, Time to Live, SLA’s

Customer Satisfaction

Service organizations create large upsell oppty’sGROWTH

Best In Class Metrics via API’s and Connectivity


APIAPI API

APIAPI

API

YOUR APP

YOUR API

YOUR APP

Platform Approach Breaks Inefficiencies


Questions? Thank you!

Panel Discussion


Panel Participants

Copyright © 2012, MuleSoft Inc. 10

Scott McFarlane, Founder and Chief Executive Officer at Avalara

Guillaume Vives, Global VP Professional Services at Zuora, Inc.

Sachin Anand, Founder and CEO at WebMobi

Mark Deaton, VP of Customer Experience at PeopleMatter

Chris Purpura, VP and GM of Cloud Integration at MuleSoft

Thank You!


Technology

SaaS Metrics That Matter | MuleSoft