Professional Documents
Culture Documents
LNKD
WDAY
NOW
DATA
PEGA
Employees
13,893
9,732
4,900
3,991
4,603
3,168
3,400
CEO Rating
(Glassdoor)
96%
98%
93%
84%
91%
98%
Would
Recommend
(Glassdoor)
88%
90%
72%
65%
80%
Customers
6,167K
subscribers
39,726
(Corporate
Solution
Customers)
1,100
3,098
FY17E
Revenue1
$5,826M
$3,726M
$1,549M
(PS is 20% of
Revenue)
FY17E
Growth Rate1
21%
25%
FY17E Gross
Margin1
87%
FY17E
Operating
Profit (Loss)1
VEEV
BOX
DWRE
ZEN
MKTO
HUB
2,599
1,474
1,370
1,024
1,429
983
1,312
93%
90%
87%
94%
95%
96%
69%
95%
81%
79%
82%
65%
68%
95%
92%
62%
91%
30,000+
42,600
N/A
39,000
375+
57,000
349
75,000 (paid
customer
accounts)
4,615
19,322
$1,367M
$967M
$850M
$799M
(PS is 30% of
Revenue)
$710M
$512M
$393M
$311M
$303M
$273M
$259M
33%
36%
30%
30%
17%
16%
25%
30%
31%
45%
30%
42%
87%
74%
75%
70%
90%
71%
87%
70%
74%
74%
73%
70%
76%
$1,876M
$564M
$8M
$165M
$42M
$63M
$115M
$60M
$126M
$(106M)
$18M
$(27M)
$(21M)
$(22M)
Market Cap
$49,085
$18,076
$15,690
$12,757
$6,483
$4,060
$2,027
$2,926
$4,238
$1,645
$1,759
$2,381
$1,342
$1,770
Enterprise
Value
$46,904
$16,082
$14,228
$12,339
$6,383
$3,252
$1,833
$2,556
$3,892
$1,504
$1,563
$2,127
$1,254
$1,664
EV / FY17E
Revenue1
8.1x
4.3x
9.2x
9.0x
6.6x
3.8x
2.3x
3.6x
7.6x
3.8x
5.0x
7.0x
4.6x
6.4x
In Exclusivity
Less
Interested
Meeting Late
May
Larry Ellison
owns 47%
In Play
Meeting in
June
In Play
CEO has no
interest
In Play
CEO has no
interest
In Play
Status:
Burgundy
Sonoma
Tuscany
Champagne
Amazon
HP Enterprise
IBM
MSFT
Oracle
SAP
Employees
13,893
36,450
230,800
110,000
41,467
13,598
64,115
240,000
377,757
118,000
132,000
78,230
30,641
CEO Rating
(Glassdoor)
96%
95%
81%
94%
95%
98%
98%
67%
56%
93%
72%
94%
97%
Would
Recommend
(Glassdoor)
87%
95%
64%
82%
87%
92%
91%
59%
58%
84%
66%
84%
89%
$5,826
$19,895
$134,143
$213,651
$12,226
$26,123
$87,214
$50,767
$79,314
$92,664
$37,324
$24,895
$20,678
FY17E
Growth
Rate1
21%
37%
25%
(9%)
20%
46%
16%
(4%)
(3%)
(1%)
(2%)
5%
31%
FY17E Gross
Margin1
87%
64%
35%
39%
55%
85%
63%
29%
50%
64%
80%
71%
59%
FY17E
Operating
Profit (Loss)1
$1,872
$5,593
$4,569
$58,778
$2,321
$14,360
$29,222
$4,637
$15,306
$27,623
$16,228
$7,561
$7,690
Enterprise
Value
$45,804
$192,063
$329,801
$536,152
$54,221
$315,036
$423,589
$35,175
$172,909
$338,461
$154,139
$95,798
$191,971
EV / FY17E
1
Revenue
7.9x
9.7x
2.5x
2.5x
4.4x
12.1x
4.9x
0.7x
2.2x
3.7x
4.1x
3.8x
9.3x
$4,098
$18,552
$15,859
$55,840
$11,054
$20,621
$73,450
$8,505
$14,869
$105,338
$50,767
$6,951
$14,138
15%
N/A
26%
11% 4
99%
90%
41%
N/A
N/A
2%
21%
N/A
86%
$1,917
$8,951
$17,612
$79,908
$5,417
$0
$7,379
$16,139
$45,557
$46,767
$40,106
$9,840
$11,145
1.4x
1.8x
1.9x
1.0x
2.0x
0.0x
0.3x
2.1x
2.4x
1.6x
2.7x
1.5x
1.5x
FY17E
Revenue1
Onshore Cash
Debt
Debt / EBITDA
Amazon
2016
40%
20%
Salesforce (+6%)
0%
Sonoma (-10%)
-20%
Champagne (-34%)
-40%
Tuscany (-58%)
-60%
-80%
May-15
Jun-15
Jul-15
Aug-15
Sep-15
Oct-15
Nov-15
Nov-15
Dec-15
Jan-16
Feb-16
Mar-16
Apr-16
May-16
Champagne Briefing
Champagne Overview
Founded in 2004
HQ: Burlington, MA
Sales
21%
Other
37%
219 FTEs(1)
345 FTEs
81
FTEs
R&D
34%
UK
10%
Germany
11%
Pro. Serv.
15%
Base Sub.
66%
US
64%
Marketing
8%
6
(1) Includes 128 FTEs in Sales, 81 FTEs in Customer Success and 9 FTEs in Alliances.
Marketing
(8%)
$24.7B $41.9B
(14%)
ERP
Sales
Service
Marketing
BI Platforms
Analytics Apps
HCM
FMS Components
$6.3B $9.6B
$8.7B
$5.4B
$8.6B $9.5B
$2.1B $3.3B
$9.3B
$10.6B $13.7B
11%
$13.5B 12%
$11.2B 20%
2%
11%
$12.6B 8%
7%
IT Ops
White Space
Automation
Tools
Availability
& Performance
$6.6B $10B
$3.7B $4.9B
11%
8%
Digital
Commerce
CPM
Suites
Advanced
Analytics
Mfg.
& Operations
Enterprise
Asset Mgmt.
IT Services
& Support
Other IT
Operation**
$4.3 $7.6B
$2.6 $3.3B
$1.4 $2.2B
$5.6 $7.2B
$1.5 $1.9B
$1.8B $2.4B
$8.5 $10.3B
15%
6%
13%
6%
7%
7%
5%
Communities
BI
Collaboration
& Social SW
Portals
& UI Tools
$1.5B $2.4B
13%
App Cloud
IT Services*
App Infra.
& Middleware
Security
Consulting
$0.7B $0.9B
$5.7B $6.6B
$9.7B $13.7B
$2.4B $3.2B
$37.8B $49.4B
7%
4%
9%
7%
7%
Portals/Empl.
Self Service
App
Development
$1.7B $2.1B
4%
Web Content
Management
Data Integ.
& Quality
$1.5 $2.4B
$4.5B $6.2B
12%
9%
$96B $112.1B
Software
Support
4%
$14.1B $17.5B
6%
Social
Ads
Web &
Analytics
CMS
Commerce
Sales
Service
Champagne
Champagne
SaaS Solution
Key Observations:
Oracle
5%
SAP /
Hybris
16%
Other
66%
Key Acquisitions:
10
Synergies
11
Competitive Differentiation
TAM Expansion
Key Considerations
Customer Focus
Synergy Challenges
Market Focus
Pricing Model
12
13
Predictive Intelligence
Order Management
Office in Cambridge, MA
14
Note: Company no longer reports overages as of Q116; organic growth estimates from Oppenheimer
15
Note: Cohort analysis includes 75 customers, all of which have been operating on Champagnes digital platform for minimum of 4 years
30
15
16
Synergy Opportunity to Cash Flow via Billings Structure (Annual vs. Monthly)
3% of CY15 Revenue
Billing annually will drive incremental cash flow through upfront collections
17
December 2016(1)
Subscription Support
53
76
47
63
Services
141
155
R&D
345
421
Sales
128
147
Marketing
81
Link (Alliances)
Customer Success
G&A
TOTAL
95
14
82
98
138
151
1,024
1,220
Regional Director: 11
QBR: 55
SE: 30
18
Key Observations
BDR: 15
Ops and Enable: 17
19
Growth pains
Champagne Management
Thomas Ebling, President, CEO & Chairman
of Daylight
IBM
Standalone P&L
(US $ in millions)
2013A
Actual
2014A
Subscription
Professional Services
Total Revenue
Consensus Estimates
Management Plan
95.7
10.9
$106.6
145.9
14.7
$160.6
270.3
41.0
$311.3
$303.0
$313.0
354.2
42.2
$396.4
$383.0
$399.0
456.5
43.3
$499.8
2019E
580.3
44.5
$624.8
Cost of Sales
Subscription
Professional Services
Total COS
16.8
9.7
26.4
25.2
13.1
38.4
34.8
24.1
58.9
50.7
30.6
81.3
66.6
31.7
98.3
85.8
32.5
118.3
109.1
33.4
142.5
Subscription
Professional Services
Overall Gross Profit
79.0
1.2
80.2
120.7
1.5
122.2
166.1
12.2
178.3
219.6
10.4
230.0
287.6
10.4
298.1
370.7
10.8
381.5
471.2
11.1
482.3
Operating Expenses:
Research & Development
Sales & Marketing
General & Administrative
Total Operating Expenses
17.2
48.1
18.1
83.4
25.8
65.2
27.9
118.9
46.0
84.7
36.8
167.5
64.0
105.0
42.6
211.6
81.6
135.8
50.6
268.0
95.6
165.4
55.6
316.6
112.9
200.4
62.9
376.3
($3.2)
$3.2
$10.9
$18.4
$11.0
$19.3
$30.1
$19.0
$30.6
$64.9
$106.0
14.7
0.0
($17.9)
26.6
1.1
($24.5)
36.7
4.8
($30.7)
46.1
2.9
($30.5)
53.3
1.9
($25.1)
60.8
1.9
$2.2
68.1
1.9
$36.0
$9.0
8.5%
$3.6
2.3%
$14.9
6.3%
$24.4
7.8%
$46.4
11.7%
Revenue Mix
Subscription
Professional Services
90%
10%
91%
9%
85%
15%
87%
13%
89%
11%
91%
9%
93%
7%
41%
(6%)
34%
52%
35%
51%
38%
148%
48%
34%
13%
31%
31%
3%
27%
29%
3%
26%
27%
3%
25%
Gross Margin
Subscription
Professional Services
Overall
82%
11%
75%
83%
10%
76%
83%
34%
75%
81%
25%
74%
81%
25%
75%
81%
25%
76%
81%
25%
77%
Operating Expenses
R&D as % of revenue
S&M as % of revenue
G&A as % of revenue
SBC as % of revenue
16%
45%
17%
14%
16%
41%
17%
17%
19%
36%
16%
15%
21%
34%
14%
15%
21%
34%
13%
13%
19%
33%
11%
12%
18%
32%
10%
11%
(3%)
(17%)
2%
(15%)
5%
(13%)
6%
(10%)
8%
(6%)
13%
0%
17%
6%
21
Note: Uses analyst estimates for Amort of Intangibles forecast; assumes no M&A in CY2016 and CY2017
Key Commentary
Customers sign a minimum commitment to pay 1% 4% of Gross Merchandise Value (GMV); average of
1.5%
Post-close, Salesforce will slow the rate of hiring in R&D and G&A relative to Champagne standalone;
there will be no direct headcount reductions
Reduce G&A by 10% to ~135 employees and slowing growth of R&D headcount down to 14% of
standalone revenue
Champagne has a team of ~100 specialty retail experts working closely with customers that they
currently do not bill
Salesforce would likely bill for this work, and we assume we recoup 50% of their costs in FY18 / FY19
/ FY20
Sales Expansion
Champagne only has 55 quota-bearing sales reps, which reflects an underinvestment in sales
Salesforce will grow QBR ranks to 130 in FY20
Cross-Sell ET
Based on a subset of Champagne customers, estimated that ET currently has 27% penetration of the
Champagne customer base (average AOV of ~$300K)
Assumes ET penetration ramps to 55% in FY20
Based on a subset of Champagne customers, estimated that Service Cloud has 22% penetration of the
Champagne customer base (average AOV of ~$700K)
Assumes that Service Cloud penetration ramps to 35% in FY20
Salesforce will be able to sell Champagne into its existing retail base
Assumes sales into 20/50/100/175 new customers in FY17/FY18/FY19/FY20
22
Q4E
71.1
9.9
$81.1
79.5
10.5
$90.0
362.8
42.4
$405.1
465.3
43.2
$508.5
591.5
44.5
$636.0
30%
26%
25%
0.0
0.8
0.0
2.6
0.0
3.3
12.2
40.1
16.2
134.6
21.2
327.4
$81.8
$92.6
$174.4
$457.8
$659.6
$984.9
47%
44%
Key Commentary
49%
57.8
2.2
59.9
64.6
2.3
66.9
122.3
4.5
126.8
294.6
10.6
305.2
377.8
10.8
388.6
480.3
11.1
491.4
0.6
0.0
0.6
2.2
0.0
2.2
2.8
0.0
2.8
34.1
0.0
34.1
114.0
0.3
114.3
276.8
0.8
277.5
60.6
69.1
129.7
339.2
502.9
769.0
16.6
27.2
10.9
54.8
18.5
30.3
12.2
60.9
35.1
57.5
23.1
115.7
83.5
139.0
51.5
273.9
96.6
167.8
55.9
320.4
114.5
203.5
63.6
381.6
Adjusted OpEx
Plus: Incremental Synergy R&D
Plus: Incremental Synergy S&M
Plus: Incremental Synergy G&A
Less: Headcount Cost Synergies
Adjusted Operating Expenses
Adjusted Operating Profit
0.0
4.8
0.0
(0.2)
59.5
1.1
0.1
6.6
0.1
(0.9)
66.8
2.3
0.1
11.5
0.1
(1.1)
126.2
3.4
1.6
54.7
0.8
(10.7)
320.2
19.0
5.4
126.1
2.7
(21.4)
433.2
69.7
13.2
239.7
6.6
(32.9)
608.2
160.8
(5.0)
(25.0)
1.3
0.0
($27.6)
(3.0)
(35.7)
($66.3)
(5.0)
0.0
1.3
0.0
($1.4)
(4.4)
(35.7)
($41.6)
(10.0)
(25.0)
2.5
0.0
($29.1)
(7.4)
(71.4)
($107.8)
(55.0)
5.0
(22.4)
$52.3
0.0
(26.8)
$25.5
5.0
(26.7)
$139.0
$2.4
$3.6
$52.3
$139.0
23
Q3E
$5.9
5.0
(19.2)
($50.1)
(7.4)
(98.1)
($155.6)
$4.9
$139.0
AVP
Current
Offer Price (per share $)
Implied Premium to Current Price
Implied Premium to:
30-day average trading price
60-day average trading price
90-day average trading price
180-day average trading price
52 week high
52 week low
$43.00
5/18/2016
43.24
39.99
39.77
46.22
75.56
28.04
24
(1%)
8%
8%
(7%)
(43%)
53%
$1,759
(196)
$ 1,563
Rev. ($M)
$311
$396
58.05
35%
34%
45%
46%
26%
(23%)
107%
$2,385 $
(196)
$ 2,189 $
60.20
40%
62.35
45%
64.50
50%
66.65
55%
68.80
60%
39%
51%
51%
30%
(20%)
115%
44%
56%
57%
35%
(17%)
122%
49%
61%
62%
40%
(15%)
130%
54%
67%
68%
44%
(12%)
138%
59%
72%
73%
49%
(9%)
145%
2,475 $
(196)
2,279 $
2,565 $
(196)
2,369 $
2,655 $
(196)
2,459 $
2,745 $
(196)
2,549 $
2,835
(196)
2,639
5.0x
3.9x
7.0x
5.5x
7.3x
5.8x
7.6x
6.0x
7.9x
6.2x
8.2x
6.4x
8.5x
6.7x
$1,759
$0
$1,759
$2,000
$385
$2,385
$2,000
$475
$2,475
$2,000
$565
$2,565
$2,000
$655
$2,655
$2,000
$745
$2,745
$2,000
$835
$2,835
$1,759
$1,759
$2,385
$2,385
$2,475
$2,475
$2,565
$2,565
$2,655
$2,655
$2,745
$2,745
$2,835
$2,835
CONFIDENTIAL
Project Champagne
Preliminary Reference Range Summary
May 18, 2016
CONFIDENTIAL
$85.20
$81.35
$75.90
$73.05
$75.00
$67.60
$66.05
$67.60
$69.75
$57.30
$60.00
$53.10
$57.55
$57.55
$48.65
$47.35
$45.00
$48.35
$50.15
Current (1):
$42.51
$38.05
$30.00
$31.50
$26.47
$15.00
$0.00
12-Month Trading
CY2013
Range
PV of
Analyst Price
CY2013
Targets (2)
Street CY'16
Street CY'17
(4)
Revenue
UMC Transactions
CY2013
CY2013
Revenue
26
Precedent
(4)
Management CY'16
Revenue
(4)
Management CY'17
Revenue
(4)
NTM Revenue
(4)
DCF
Perpetuity Growth
Range:
Range:
Range:
Multiple Range:
Multiple Range:
Multiple Range:
Multiple Range:
Range:
$26.47 - $75.90
$43.00 - $60.00
30% - 65%
5.5x - 8.0x
4.5x - 6.5x
5.5x - 8.0x
4.5x - 6.5x
6.5x - 9.5x
3.0% - 5.0%
Statistic:
Statistic:
Statistic:
Statistic:
Statistic:
Statistic:
WACC Range:
$320.6
11.5% - 14.5%
13.0%
$44.27
$303.8
$383.0
$311.3
$396.4
____________________
Note: Dollars in millions, except per share data. Per share prices rounded to nearest $0.05. Diluted shares outstanding calculated based on treasury stock method.
Source: Wall Street research, First Call estimates and CRM management projections.
(1) As of May 18, 2016.
(2) Discounted by one year at indicative Champagne equity discount rate of 13.0%.
(3) Based on trailing 30-day average share price.
(4) Excludes the impact of amortization of intangibles, one-time charges and the impact of SFAS 123(R) stock-based compensation expense. NTM statistic based on four quarters ending March 2017.
Preliminary - Subject to
Change
CONFIDENTIAL
Notice to Recipient
Confidential
Bank of America Merrill Lynch is the marketing name for the global banking and global markets businesses of Bank of America Corporation. Lending, derivatives, and other commercial banking activities are performed globally by banking affiliates of Bank of
America Corporation, including Bank of America, N.A., member FDIC. Securities, strategic advisory, and other investment banking activities are performed globally by investment banking affiliates of Bank of America Corporation (Investment Banking Affiliates),
including, in the United States, Merrill Lynch, Pierce, Fenner & Smith Incorporated and Merrill Lynch Professional Clearing Corp., which are both registered broker dealers and members of FINRA and SIPC, and, in other jurisdictions, by locally registered entities.
Investment products offered by Investment Banking Affiliates: Are Not FDIC Insured * May Lose Value * Are Not Bank Guaranteed.
These materials have been prepared by one or more subsidiaries of Bank of America Corporation for the client or potential client to whom such materials are directly addressed and delivered (the Company) in connection with an actual or potential mandate or
engagement and may not be used or relied upon for any purpose other than as specifically contemplated by a written agreement with us. These materials are based on information provided by or on behalf of the Company and/or other potential transaction
participants, from public sources or otherwise reviewed by us. We assume no responsibility for independent investigation or verification of such information (including, without limitation, data from third party suppliers) and have relied on such information
being complete and accurate in all material respects. To the extent such information includes estimates and forecasts of future financial performance prepared by or reviewed with the managements of the Company and/or other potential transaction
participants or obtained from public sources, we have assumed that such estimates and forecasts have been reasonably prepared on bases reflecting the best currently available estimates and judgments of such managements (or, with respect to estimates and
forecasts obtained from public sources, represent reasonable estimates). No representation or warranty, express or implied, is made as to the accuracy or completeness of such information and nothing contained herein is, or shall be relied upon as, a
representation, whether as to the past, the present or the future. These materials were designed for use by specific persons familiar with the business and affairs of the Company and are being furnished and should be considered only in connection with other
information, oral or written, being provided by us in connection herewith. These materials are not intended to provide the sole basis for evaluating, and should not be considered a recommendation with respect to, any transaction or other matter. These
materials do not constitute an offer or solicitation to sell or purchase any securities and are not a commitment by Bank of America Corporation or any of its affiliates to provide or arrange any financing for any transaction or to purchase any security in connection
therewith. These materials are for discussion purposes only and are subject to our review and assessment from a legal, compliance, accounting policy and risk perspective, as appropriate, following our discussion with the Company. We assume no obligation to
update or otherwise revise these materials. These materials have not been prepared with a view toward public disclosure under applicable securities laws or otherwise, are intended for the benefit and use of the Company, and may not be reproduced,
disseminated, quoted or referred to, in whole or in part, without our prior written consent. These materials may not reflect information known to other professionals in other business areas of Bank of America Corporation and its affiliates.
Bank of America Corporation and its affiliates (collectively, the BAC Group) comprise a full service securities firm and commercial bank engaged in securities, commodities and derivatives trading, foreign exchange and other brokerage activities, and principal
investing as well as providing investment, corporate and private banking, asset and investment management, financing and strategic advisory services and other commercial services and products to a wide range of corporations, governments and individuals,
domestically and offshore, from which conflicting interests or duties, or a perception thereof, may arise. In the ordinary course of these activities, parts of the BAC Group at any time may invest on a principal basis or manage funds that invest, make or hold long
or short positions, finance positions or trade or otherwise effect transactions, for their own accounts or the accounts of customers, in debt, equity or other securities or financial instruments (including derivatives, bank loans or other obligations) of the Company,
potential counterparties or any other company that may be involved in a transaction. Products and services that may be referenced in the accompanying materials may be provided through one or more affiliates of Bank of America Corporation. We have
adopted policies and guidelines designed to preserve the independence of our research analysts. The BAC Group prohibits employees from, directly or indirectly, offering a favorable research rating or specific price target, or offering to change a rating or price
target to a subject company as consideration or inducement for the receipt of business or for compensation and the BAC Group prohibits research analysts from being directly compensated for involvement in investment banking transactions. The views
expressed herein are the views solely of Global Corporate and Investment Banking, and no inference should be made that the views expressed represent the view of the firms research department. We are required to obtain, verify and record certain
information that identifies the Company, which information includes the name and address of the Company and other information that will allow us to identify the Company in accordance, as applicable, with the USA Patriot Act (Title III of Pub. L. 107-56 (signed
into law October 26, 2001)) and such other laws, rules and regulations as applicable within and outside the United States.
We do not provide legal, compliance, tax or accounting advice. Accordingly, any statements contained herein as to tax matters were neither written nor intended by us to be used and cannot be used by any taxpayer for the purpose of avoiding tax penalties
that may be imposed on such taxpayer. If any person uses or refers to any such tax statement in promoting, marketing or recommending a partnership or other entity, investment plan or arrangement to any taxpayer, then the statement expressed herein is
being delivered to support the promotion or marketing of the transaction or matter addressed and the recipient should seek advice based on its particular circumstances from an independent tax advisor. Notwithstanding anything that may appear herein or
in other materials to the contrary, the Company shall be permitted to disclose the tax treatment and tax structure of a transaction (including any materials, opinions or analyses relating to such tax treatment or tax structure, but without disclosure of
identifying information or, except to the extent relating to such tax structure or tax treatment, any nonpublic commercial or financial information) on and after the earliest to occur of the date of (i) public announcement of discussions relating to such
transaction, (ii) public announcement of such transaction or (iii) execution of a definitive agreement (with or without conditions) to enter into such transaction; provided, however, that if such transaction is not consummated for any reason, the provisions of
this sentence shall cease to apply. Copyright 2016 Bank of America Corporation.
27
Tuscany Overview
Tuscany Overview
Founded in 2003
HQ: Seattle, WA
G&A
16%
81
FTEs
Subscription
1%
Professional
Services
7%
219 FTEs
Sales
39%
R&D
27%
345 FTEs
COGS
13%
International
25%
North America
75%
Maintenance
29%
License
63%
Marketing
5%
$130
25.0
20.0
$100
15.0
$70
10.0
$40
29
$10
1/02/15
5.0
0.0
4/02/15
7/02/15
10/02/15
1/02/16
4/02/16
TAM Expansion
Synergies
Industry Leader
Key Considerations
Cloud Offering
Technology
30
Distribution
Headcount Reduction
Tuscany
31
(1) BMO Capital Markets based on Gartner Survey Data (December 2015)
Tuscany
Qlik
TIBCO
MicroStrategy
Microsoft
Ease of Use
5.0
4.0
3.0
2.0
1.0
Analysis Complexity
5.0
4.0
3.0
1.0
2.0
Customer Experience
5.0
2.0
1.0
3.0
4.0
Business Benefits
5.0
4.0
4.0
2.0
1.0
Product Quality
5.0
2.0
3.0
1.0
4.0
User Enablement
5.0
4.0
1.0
3.0
2.0
Enterprise Standardization
1.0
3.0
2.0
5.0
4.0
Sales Experience
5.0
2.0
3.0
4.0
1.0
Support
5.0
1.0
3.0
4.0
3.0
Average
4.6
2.9
2.6
2.7
2.4
The BI Market is Expected to Grow; Tuscany is WellPositioned in Data Discovery in Competitive BI Industry
BI & Analytics Addressable Market
$25,000
Revenue
BI Market Share
12%
YoY % Change
Qlik
22%
10%
$20,000
SAP
20%
Other
25%
8%
$15,000
6%
$10,000
Tuscany
3%
Other Vendors
53%
Tuscany
18%
4%
$5,000
2%
$0
0%
2013
2014
2015
2016
2017
2018
Spotfire
7%
2019
Oracle
13%
Qlik
3%
MicroStrategy
3%
Microsoft
10%
IBM
11%
SAS
12%
License Revenue
Online
$203
$3
$200
$143
$150
$105
$100
$50
$81
$40
$14
$0
$50
$16
$61
$23
$19
$75
$95
$130
$96
2Q14
3Q14
4Q14
1Q15
2Q15
3Q15
4Q15
1Q16
65%
35%
67%
33%
67%
33%
71%
29%
64%
35%
1%
64%
35%
1%
63%
36%
1%
65%
34%
1%
55%
44%
2%
83%
92%
80%
85%
66%
81%
75%
77%
74%
75%
60%
75%
57%
77%
31%
68%
14%
65%
71%
29%
67%
33%
$83
$107
1Q14
69%
31%
2Q13
$101
$60
4Q13
1Q13
$73
$53
$70
3Q13
$26
$61
$35
$26
$48
$42
$30
$70
$172
$4
$46
$91
$58
$34
$42
$130
$2
$150
$2
$171
$2
Revenue Mix
License
Maint. & Svcs
Online (SaaS)
66%
34%
YoY Growth
License
Maint. & Svcs
33
34
Tuscany
Qlik
Headquarters
Seattle, WA
Employees
98%
92%
81%
83%
Customers
42,600
38,000
$196M
$168M
FY17E Revenue
$850M
$710M
30%
16%
90%
87%
$63M
$59M
Enterprise Value
$3,252M
$2,552M
EV / FY17E Revenue
3.8x
3.6x
Commentary
Revenue
License
Maintenance
Professional Services
Maintenance & Services
Subscription
Total Revenue
2014
2019
'15-'19E
CAGR
280
--133
-$413
415
187
43
230
9
$654
491
283
55
337
22
$850
580
393
70
463
59
$1,102
668
521
80
601
115
$1,384
762
666
91
757
183
$1,702
16%
37%
21%
35%
115%
27%
279
99
--378
91.6%
415
154
9
9
587
89.8%
486
246
12
17
762
89.6%
574
342
15
49
980
89.0%
661
453
18
98
1,230
88.9%
754
579
20
156
1,509
88.7%
16%
39%
21%
106%
27%
198
90
36
325
$53
12.9%
312
149
59
520
$67
10.3%
416
209
74
700
$63
7.4%
507
242
88
837
$143
13.0%
609
277
97
983
$247
17.9%
749
340
111
1,200
$309
18.2%
25%
23%
17%
23%
46%
-------
48%
--73%
-58%
18%
51%
28%
47%
153%
30%
18%
39%
27%
37%
172%
30%
15%
33%
15%
30%
95%
26%
14%
28%
14%
26%
59%
23%
OpEx as % of Revenue
Sales & Marketing
Research & Development
General & Administrative
48%
22%
9%
48%
23%
9%
49%
25%
9%
46%
22%
8%
44%
20%
7%
44%
20%
7%
Operating Margin
13%
6%
7%
13%
18%
18%
Gross Profit
License
Maintenance
Professional Services
Subscription
Total Gross Profit
% Margin
Operating Expenses:
35
Key Commentary
Q3
Q4
FY2020
$235
$249
$484
$1,124
$1,408
$1,732
(7)
(7)
(0)
1
0
$222
$7
(7)
(24)
(1)
3
1
$220
$12
(14)
(31)
(1)
3
1
$442
$19
(6)
(283)
(25)
92
38
$939
$193
0
(623)
(166)
437
155
$1,211
$713
0
(769)
(382)
948
354
$1,884
$1,493
$211
$223
$433
$999
$1,251
$1,535
(12)
(0)
0
0
$199
(31)
(1)
2
0
$194
(43)
(1)
3
1
$393
(286)
(22)
76
31
$798
(617)
(145)
372
132
$993
(761)
(332)
806
301
$1,549
Operating Expenses
Sales & Marketing
Research & Development
General & Administrative
Standalone Operating Expenses
$113
55
20
188
$118
57
21
196
$231
113
42
385
$515
245
89
849
$620
282
98
999
$762
346
113
1,221
(3)
1
0
187
$12
(4)
1
0
193
$1
(7)
2
0
380
$13
(26)
53
57
933
($135)
(40)
127
64
1,151
($158)
(49)
191
74
1,437
$112
8
65
($61)
8
0
($7)
15
65
($67)
35
0
($170)
480
680
10
0
($168)
0
0
$112
$153
($129)
$169
($58)
$322
($187)
$888
($221)
$1,211
($168)
$1,884
$112
36
Key Commentary
Business Model Transition to Subscription
AVP
Offer Price (per share $)
Implied Premium to Current Price
Implied Premium to:
30-day average trading price
60-day average trading price
90-day average trading price
180-day average trading price
52 week high
52 week low
Current
37
$47.38
$ 60.00
27%
$ 65.00
37%
$ 70.00
48%
$ 75.00
58%
(1%)
3%
(6%)
(23%)
(64%)
29%
25%
31%
19%
(2%)
(54%)
64%
35%
42%
28%
6%
(51%)
78%
46%
52%
38%
14%
(47%)
91%
56%
63%
48%
22%
(43%)
105%
5/17/2016
$48.00
45.90
50.62
61.38
131.34
36.60
$4,060
(808)
$ 3,252
Rev. ($M)
$850
$1,102
3.8x
3.0x
5.1x
3.9x
5.6x
4.3x
6.1x
4.7x
6.6x
5.1x
$2,808
$2,347
$5,155
$2,808
$2,780
$5,588
$2,808
$3,214
$6,022
$2,808
$3,648
$6,456
$5,155
$5,155
$5,588
$5,588
$6,022
$6,022
$6,456
$6,456
Very preliminary
cash/debt
assumptions
38
Sonoma Overview
Company Overview
Founded: 2004
Company
Overview
Employees: 3,991
Headquarters: Santa Clara, CA with 5 data centers in the U.S. and 10 internationally (Canada, Brazil, UK, Netherlands, Switzerland,
Australia, Singapore, and Hong Kong)
Operates a single-tenant architecture to provide SaaS based IT Service Management solutions
Sonoma is used by over 30% of the Global 2000, with a total of 3,098 enterprise customers
In process of transitioning to multi-product platform while building out broader solutions portfolio
Business
Highlights
40
Enables visibility into ~33% of G2K currently with opportunity for growth
across all products
Aligned Mission
Allows Salesforce to penetrate the line of business for service across all
aspects of the internal and external enterprise
Substantial Scale
41
Market Share
Sonoma
Sonoma
2013 to 2015
movement
42
43
1.
44
2.
3.
4. Sonoma Estimate
5. CapIQ; Global companies with >1,000 employees
and >$500M in LTM revenue
6. ~3,000 Sonoma customers divided by 22,500
addressable enterprise customers
Concerns
GTM:
CIO / CTO sale
Very enterprise focused (avg. revenue / customer of
$394K) with questioned capability to penetrate mid
market or SMB
Attractive Metrics:
Low attrition of ~5% - 10% annually
36% upsell, strong land and expand
32 month average contract length for new customers
12% operating margin and $331M of FCF in CY16
45
Customers
Revenue
$350
$300
Customers
($ in 000s)
Subscription
$276
Professional Services
$39
$245
3,000
$284
$31
$150
$34
2,000
$28
1,914
$100
$117
$133
$150
$167
$180
$201
$223
3,098
$245
2,046
2,176
2,347
2,461
2,628
$200
$150
$267
$100
1,000
$50
$0
0
Q1 2014 Q2 2014 Q3 2014 Q4 2014 Q1 2015 Q2 2015 Q3 2015 Q4 2015 Q1 2016
16%
20%
$250
2,804
$32
$22
$350
$300
2,978
$38
$200
16%
16%
15%
19%
15%
14%
46
$318
$329
$259
$46
% PS
$292
$305
$41
$250
$50
$345
4,000
13%
$0
Q1 2014 Q2 2014 Q3 2014 Q4 2014 Q1 2015 Q2 2015 Q3 2015 Q4 2015 Q1 2016
Q/Q Growth
7%
6%
8%
5%
7%
7%
6%
4%
47
Currently
penetrated
into 33% of
G2K
Headcount by Department
48
Standalone P&L
(US $ in millions)
Subscription
Professional Services
Total Revenue
2012A
205
39
244
350
75
425
567
115
683
848
157
1,006
1,202
165
1,367
1,588
173
1,761
2,028
182
2,210
Cost of Sales
Subscription
Professional Services
Total COS
59
39
99
79
63
142
128
93
221
149
123
272
202
132
334
270
142
412
345
149
494
Subscription
Professional Services
Overall Gross Profit
145
0
145
270
12
283
440
22
462
699
35
734
1,000
33
1,033
1,303
36
1,338
1,664
37
1,701
Operating Expenses:
Research & Development
Sales & Marketing
General & Administrative
Total Operating Expenses
33
94
28
155
62
174
47
283
106
287
67
459
147
396
88
631
196
553
120
869
233
684
146
1,063
($10)
($1)
$2
$103
$165
84%
16%
82%
18%
83%
17%
84%
16%
84%
131%
90%
71%
91%
74%
62%
54%
61%
Gross Margin
Subscription
Professional Services
Overall
71%
0%
60%
77%
16%
67%
Operating Expenses
R&D as % of revenue
S&M as % of revenue
G&A as % of revenue
13%
38%
12%
Operating Margin
(4%)
Operating Profit
Key Commentary
270
826
172
1,268
$275
$433
88%
12%
90%
10%
92%
8%
50%
36%
47%
42%
5%
36%
32%
5%
29%
28%
5%
25%
77%
19%
68%
82%
22%
73%
83%
20%
76%
82%
21%
76%
82%
21%
77%
15%
41%
11%
15%
42%
10%
15%
39%
9%
14%
40%
9%
13%
39%
8%
12%
37%
8%
(0%)
0%
10%
12%
16%
20%
49
Salesforce had a greater mix of subscription revenue, and therefore better overall margins
50
FY05
FY06
FY07
FY08
FY09
FY05
FY06
FY07
FY08
FY09
FY11
FY12
FY13
FY14
FY15
FY11
FY12
FY13
FY14
FY15
51
Frank Slootman
President and CEO
EMC, Data Domain, Borland Software
Netherlands School of Economics
Fred Luddy
Chief Product Officer, Founder
Peregrine Systems, Enterprise Software Associates
Chris Bedi
CIO
JDSU, VeriSign, KPMG Consulting
University of Michigan
Dave Wright
Chief Strategy Officer
Vmware, Mercury Interactive, Peregrine Systems
Dan McGee
COO
EMC, Data Domain, Aventail, Pinnacle Systems
Oregon State University, Stanford (M.S.)
Michael Scarpelli
CFO
EMC, Data Domain, Lexar Media, HPL, PWC
University of Western Ontario
David Schneider
Chief Revenue Officer
EMC, Data Domain, Borland Software
University of California Irvine
Beth White
CMO
EMC, Data Domain, Aarohi, Borland Software
University of Northern Arizona
52
Project Sonoma
Goldman, Sachs & Co.
May 18, 2016
54
55
56
57
58
59
60