meetecho pitch
TRANSCRIPT
Web Conferencing & Collaboration Tools
Team
Alessandro Amirante
Tobia Castaldi
Lorenzo Miniero
R&D, Product and Service Delivery
Core team
Strategic board Consultant
Danilo De Mari
Simon Pietro Romano
Giorgio Ventre
Strategy and Finance
Eli Cuomo
Sales and Marketing
Executive Summary• Product
– Web conferencing and real-time collaboration tools
• Competitive factors
– Flexible deployment
• Full web-based access or multiplatform desktop client
• In-house or cloud installation, Software as a Service
– Standards compliance
• Integration with existing PBXs and standard client devices
– Support for mobile devices access
– Scalability
• Competitors
– WebEx (Cisco), GotoMeeting (Citrix), Microsoft, Adobe, Netviewer(acquired by Citrix), DimDim (acquired by SalesForce)
• Financials
– Ebitda 2015 4,8 mln € (Italian market), Gross margin ~80%
The pain
• Globalization of economy • Off-shoring of production
• Need for collaboration• Productivity improvement
• Business travels• Savings on travel costs
• Efficient enterprise communications• Improving and simplifying collaboration
• Environmental concerns• CO2 emissions reduction
Request for web conferencing and real time collaboration tools
61,40%
4%1,30%
8%
25,30%
Using or planning to use within 1 yearPlanning to use within 2 years
Planning to use within 3 years
Currently evaluating
No plans
Source: Nemertes Research, 2010
Web conferencing
Use case scenarios
• Real time collaboration
– Ubiquitous teamwork over the Internet
• Webinars and E-teaching
– Web-based seminars
– Integration with e-learning platforms
• Online lectures
• Recordings as multimedia assets
• Traditional video conference replacement
– No expensive hardware required
Main features and functionality
Standard protocols
PSTN / VoIP audio
Live mixed video
Moderation
Presentation delivery
Desktop/Apps sharing Remote Control
Recording
Mobility support
Polling
Whiteboard
File Sharing
CompetitorsName Accesss OS “Pure”
WebAudio Video
Chat Desktopsharing
PPTPDF
Mobile
Meetecho Standard √ A/V √ √ √ √
WebEx Proprietary A/V √ √ (no linux) √ √
Microsoft Proprietary A/V √ √ √
GoToMeeting Proprietary A/V √ √ √ √
Adobe Proprietary A/V √ √ √
Saba Center Proprietary A/V √ √ √
TurboMeeting Proprietary √ √ √
IBMSametimes Proprietary A/V √ √ √ (no PDF)
Netviewer Proprietary A/V √ √ √
Dim Dim Proprietary A/V √ √ * √
iLinc Proprietary A/V √ √ √ (no PDF)
* = limited functionality
Meetecho pioneering features
• 100% web-based approach
• Standards compliance and Open Source approach – Accessible from any standard VoIP client and device
– Integration with standard PBXs (Private Branch eXchanges)
– Easily customizable to fit specific requirements
• Flexible deployment – SaaS (Software as a Service)
– In-house installation
– Cloud architectures
• Mixed video– Constant client-side bandwidth consumption
• Support for smartphones and tablets– Android, iPhone, BlackBerry, WindowsMobile, Symbian S60
The market• World (Source: Frost & Sullivan)
• Annual growth rate 26%
• 2900 million dollars during 2014
• Europe and Italy (Source: IDC Italia)
• Europe: growth 37% from 2009 to 2013
• Italy: growth 19% from 2009 to 2013
$0
$2.000
$4.000
2009 2014
$906
$2.895
Total Web Conferencing Market: Revenue forecasts (World) 2009 and 2014 ($M)
25%
13%
16%11%
3%
30%
2%
Managed unified communication
Integrated Collaborative Env.
IM, UM & email
Conferencing Applications
Managed Team Collaborations
Team Collaboration
Managed Personal Comm & Collaboration
Source: Frost & Sullivan
Fonte: IDC Italia$0
$5.000
$10.000
$15.000
2009 2010 2011 2012 2013
$2.500$4.000
$6.000$8.000
$10.500
Western Europe: UCC Market ($M)
Source: IDC Italia
Potential customers
• Large accounts– Large and decentralized enterprises
• Target: savings on business travels
• Small accounts– SMEs incline to internationalization– Networks of freelances– Small teams inside big organizations
• Target: productivity increase
• Universities and research centers• International projects• Remote teaching
• Decision makers• Large Accounts: CIO (Chief Information Officer), managers
• Small Accounts: Owners, IT consultants, project managers
• Universities and research centers: IT managers
Marketing Plan
Target Pricing Media mix Strategicpositioning
Distribution
Large Account
Full price (€38 user/month)
Premium services priced as a % of subs
Events and technology fairs
Web advertisement
Targeted magazines
Best value
Flexible deployment
TLC companies
Direct sales force
Small Account, SME
Competitive pricing
Website Ads on Google
Online communitiesSocial Networking
Solution provider
Self-service on website
Indirect sales channel
Public Administrations
Ad hocEvents
Targeted magazines Website
Open standardsLow-cost
Public tenders
Direct sales force
Sale channels
Customer
end-usersWeb selfservice
Step 1 (2011) Step 3 (2013)
Indirect sales channel (SW and HW resellers and integrators)
Commercial partnerships withinfrastructure vendors
Step 2 (2012)
Direct sales force
Partnerships with TLC Companies
Achievements• Main events and webinars
– Meetecho support at IETF 80, 81 and 82
• Up to 30 “expert” participants connected per session
• Several sessions recorded (synchronized audio, video, chat and slides)
• http://www.ietf.org/meeting/81/remote-participation.html#Meetecho
• http://www.ietf.org/meeting/82/remote-participation.html#Meetecho
• http://ietf83.conf.meetecho.com
– CiaoTech (member of PNO Group)
• Support for Osmosis and Smart projects
• Up to 50 participants from 9 different countries
• Contests and public funding
– Selected by Telecom Italia - Working Capital 2010
– F.I.T. Start-up (450k €)
• People talking about us– italianvalley.wired.it
– workingcapital.telecomitalia.it
– datamanager.it
– Il Mattino
Financial highlights
-2.000.000
-
2.000.000
4.000.000
6.000.000
8.000.000
10.000.000
12.000.000
14.000.000
2011 2012 2013 2014 2015 2016
€
Financial HighlightsRevenues
EBITDA
Financial highlights 2012 2013 2014 2015 2016 2017
Revenues 474.829 1.385.074 3.171.003 6.099.660 9.765.551 13.841.246
EBITDA 892.044- 500.979- 884.314 3.134.374 6.280.121 9.519.549
Free cash flow 900.894- 540.077- 718.092 2.113.720 3.898.835 6.084.349
Cash flow forecastMeetecho consolidated (SaaS+OnPremise+Europe)
Cash flow statement 2012 2013 2014 2015 2016 2017
Net earnings -904.834 -529.407 824.691 2.315.827 4.179.825 6.355.496
Fixed assets amortisation 5.333 7.000 6.000 6.000 6.000 6.000
Intangible assets amortisation 6.557 6.557 328 - - -
Working Capital inc. / decr. -45.721 -77.816 -164.072 -266.865 -340.687 -338.804
provisions (TFR) 42.769 58.589 56.145 63.758 58.697 66.657
Operating Cash Flow -895.894 -535.077 723.092 2.118.720 3.903.835 6.089.349
Capex fixed assets -5.000 -5.000 -5.000 -5.000 -5.000 -5.000
Capex intangible assets - - - - - -
Investment activities -5.000 -5.000 -5.000 -5.000 -5.000 -5.000
Aucap - - - - - -
Indebitamento bancario - - - - - -
Finanziamento FIT - - 150.000 100.000 - -
Financing activities - - 150.000 100.000 - 100.000
Net increase (decrease) in cash -900.894 -540.077 868.092 2.213.720 3.898.835 6.184.349
Cash beginning of year 10.000 -890.894 -1.430.971 -562.879 1.650.841 5.549.676
Cash at year end -890.894 -1.430.971 -562.879 1.650.841 5.549.676 11.734.025
Yearly funding needed -890.894 -540.077 - - - -
Cumulative funding needed -890.894 -1.430.971 - - - - -0,890894 -1,430971 0 0 0 0
Monthly cash burn rate -74.658 -44.590 - - - -
peak funding -1.430.971
Cash usage and personnel plan
Cash usage 2012 2013 2014 2015 2016 2017
R&D 371.769 419.480 425.982 475.782 483.138 535.108
Sales & Marketing 613.012 727.019 814.260 898.670 991.812 1.145.796
Operations 136.471 303.517 518.365 906.745 1.301.573 1.859.110
others 121.697 183.647 228.507 292.130 309.973 375.647
€ 1.242.949 1.633.663 1.987.114 2.573.327 3.086.496 3.915.661
Headcount totale 2012 2013 2014 2015 2016 2017
Software development 9 10 10 11 11 12
Operations 2 3 3 4 4 6
marketing 1 1 1 1 1 2
sales force 3 5 5 5 5 5
CRM 3 6 7 9 9 9
G&A 0 1 1 2 2 3
Total FTE's 18 26 27 32 32 37
Techological Development Plan
R&D
Enhancement and testing
3 6 9 12 15 18
Server
Video mixer
Video HD
Scalable video
Web based access
Ajax
Scalability
DCON implementation
Recording
Integration with eLearning platform
Client
Desktop/Web
Echo cancellation
Video HD e scalable video
Application sharing
Integration with Microsoft Office
Mobile
iPhone, iPod Touch, iPad
Android
BlackBerry
Windows Phone7
Symbian
Month
Contacts
• Meetecho s.r.l.– Address
Via Carlo Poerio, 89/A
80121 - Napoli (NA)
– Web site
http://www.meetecho.com
(restyling in progress…)
Shareholders
• Dr. T. Castaldi
• Dr. L. Miniero
• Dr. A. Amirante
• Prof. S. P. Romano
• Prof. G.Ventre
• Epsilon s.r.l.
• Professors and researchers at
University of Napoli Federico II
• Main fields of reserach:
• Computer Networks
• Next Generation Networks
• Multimedia
• Standardization
• Collaborations with enterprises and
research centers
• Spin-off born in 2000
•Business Area
• Services, systems and
technologies for the Internet
• More than 10 collaborators
• 2010 turnover: € 410k
NetViewer acquired by Citrix
$ 107 mln
DimDim acquired by SalesForce