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Pendo OverviewSeries B Investor Presentation
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TODD OLSONCEO
ERIK TROANCTO
ERIC BODUCHVP Marketing
RAHUL JAINVP Customer Success
SHANNON BAUMANVP Product
CHAS SCARANTINOVP Sales
JASON DEANVP Finance
Ending Quarter ARRFounded in 2013 • Raised $11M to date • Based in Raleigh, NC
PENDO OVERVIEW2
Founded by product leaders from Google, Rally Software, Cisco, and Red Hat • 56 Employees
NOTE: Fiscal year ends January 31
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3 PENDO OVERVIEW
Data-Driven Solutions Agile Subscription
Economy
The Digital Transformation is Happening.
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PENDO OVERVIEW4
Users are demanding that their software at work behaves like their software at home.
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First Integrated Platform for Product Experience5 PENDO OVERVIEW
Pendo extends your product to capture all user behavior, gather feedback, and provide contextual help
ROBUST PRODUCT ANALYTICS
PERSONALIZED GUIDANCE
HIGHLY RELEVANT FEEDBACK
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The Foundation: Data
With just a small JavaScript snippet added to your application, Pendo begins to capture every single click and pageview in your application. You can pass Pendo additional user details like role, plan level, and revenue for additional context.
6 PENDO OVERVIEW
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Key StrengthsFully Integrated SolutionIncorporates what traditionally would be three to four disparate tools to improve experience into a single integrated solution.
Targeted MessagingBuilt-in in-application messages enable teams to personalize a user experience based on real-time behavior.
Rich User/Customer SegmentationView usage by user and/or customer. Integration with tools like Salesforce.com provides insights based on CRM information.
Capture EverythingWe grab all user events and enable teams to visualize insights into any aspect of your product. All insights are retroactive to our install date.
7 PENDO OVERVIEW
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Customer SuccessIncrease customer visibility and
reduce support and education costs
MarketingIdentify advocates and execute up-sell / cross-sell campaigns
EngineeringMonitor usage volume and
performance to get ahead of potential issues
Product ManagementFocus resources on the features
that really provide value
User ExperienceSee where users struggle and
optimize the experience without development
SalesOptimize the trial experience
and increase conversions
Why Pendo? Pendo’s unique capabilities provide significant value across the organization
Executive LeadershipBring product data to strategy
discussions and board presentations
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User Engagement9
• Land in Product / UX• Expand into Customer Success
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How Infor Uses PendoMonitor end user performance to delight customers
#pendostories
● Standard across HCM Suite
● Combination of On-Premise, Single-tenant, and Multi-tenant products
● Negotiating Enterprise-wide Deal
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How Sprinklr Uses PendoMake help in-context instead of out-of-context
#pendostories
“If I look at my support tickets today, more than 60 - 70% of them are questions on how to use the product. Pendo is going to reduce the time we spend on support tickets, and give us a much better customer experience.”
- Murali Swaminathan, EVP Client Success and Engineering
Over 100 active users
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How Henry Schein Uses PendoIncreased Customer Satisfaction
#pendostories
“On our last NPS poll in August, we saw a 55% response rate! [...] Oh, and as a result of improvements we made we raised our NPS by 53 points in 6 months”
- Dan Larsen, Director of Product Management
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Redacted
A few of our other customers...13 PENDO OVERVIEW
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Go to market• Type: Direct, mostly inside sales team
• Current Target Customer: B2B web-based businesses
• Target Persona: Product management
• Pricing: Monthly active end users per product
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Net New ARR GrowthPENDO OVERVIEW
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Sales Quota Capacity
• Sales quota capacity is meeting and exceeding our new bookings goal.
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Cohort TrendingPENDO OVERVIEW
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New ASPs Trending UpPENDO OVERVIEW
3Q 2017 represents deals as of 10/12/2016 Minimum price point increased
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Moving Up Market to Serve Enterprise CustomersPENDO OVERVIEW
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Total Addressable Market
Sam
ple
Cus
tom
ers
20
B2B SaaS
On-Premise Application
Software
PENDO OVERVIEWC
urre
nt
Pipe
line
Digitally-Enabled Businesses & Internal Applications
Redacted
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Competitive Analysis21 PENDO OVERVIEW
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Roadmap
Item B
Item A
Item D
Roadmap subject to change
4Q17 1Q18 3Q18 1Q19
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Item C Redacted
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RedactedRedacted
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Forecast Summary & FundraisingPENDO OVERVIEW
Funding Plan
$15M Series B, Q1 FY18Redacted
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Proven Team
COMPANY HIGHLIGHTS
Fast Growing Strong Customer References Robust Product
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www.pendo.io