Front Series B Deck
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- Email was originally designed for individual use, not team collaboration, so the company built the first shared email client to enable features like canned responses, automated rules, reminders, and analytics. - The shared email client now has 2300 companies as customers across many industries using it for functions like customer support, operations, and sales. Usage and revenue have grown consistently while churn has decreased. - Moving forward, the company aims to continue improving their platform and adding more users to increase value, with goals of positive operating margins by end of 2019 and $xx in ARR by end of 2018. Their long term vision is to become an extensible platform beyond just messaging.
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Front Series B Deck
- 2. Email was never built for teams to collaborate sales@company.com support@company.com Lost businessProductivity slowdown Bad customer experience ? ? ?
- 3. So we built the first shared email client
- 4. Canned answers Automated rules Reminders Robust analytics Assign email Comment & mention Share draft So we built the first shared email client
- 5. Shared Email Collaborative Communication Individual yet collaborative We rapidly broadened our value proposition Multi-channel Integrated
- 6. Diversity of industries 2300 companies use Front today Diversity of use-cases Tech Media Travel Client Services Ecommerce Cons. goods Education Finance Real estate Logistics Other 0% 10% 20% 30% 40% Customer Support Client Services IT Operations Sales Admin., HR, Legal Marketing Product & eng. Other 0% 10% 20%
- 7. ARR A very consistent growth of revenue
- 8. Gross churn Net MRR churn Logo churn Churn keeps trending down…
- 9. … while usage grows exponentially Individual email users Messages sent Comments & mentions
- 10. 0 3 6 9 12 Q1 17 Q2 17 Q3 17 Fully ramped reps Reps ramping up Growing team Q1 17 Q2 17 Q3 17 Delivering above capacity Actual sales Sales capacity Building a predictable sales organization (1/2)
- 11. Building a predictable sales organization (2/2) Q2 16 Q3 16 Q4 16 Q1 17 Q2 17 Q3 17 ASP up every quarter Online Retail $xx ARR xx seats Operations Management $xx ARR xx seats Transportation $xx ARR xx seats 0 5 10 Q3 14 Q3 15 Q3 16 Q3 17 More large deals customer 1 customer 2 customer 3
- 12. Building a lead generation engine from scratch Q1 17 Q2 17 Q3 17 More marketing spend joined 6 months ago 10 months ago 2 months ago2 weeks ago 10 months ago The team isn’t one year old Q1 17 Q2 17 Q3 17 Spend as % of revenue 18% 18% 19% LTV / CAC 2.5 2.6 4.4 On a sustainable trajectory Q1 17 Q2 17 Q3 17 Paid Unpaid Lead growth
- 13. Cohorts keep growing across all metrics EOY15 Q2 16 Q4 16 Q2 17 Q3 17 150% net retention rate at 1 year 120% net retention rate at 6 months All cohorts keep growing Q2 16 Q3 16 Q4 16 Q1 17 Q2 17 Q317 ACV doubled in 15 months Usage intensifies over time 4.9x more comments written per user after 1 year 3.9x more messages sent per user after 1 year
- 14. Team growth is built upon solid foundations 0 15 30 45 60 3/1/15 11/1/15 7/1/16 3/1/17 11/1/17 Headcount evolution 0 10 20 30 40 1 2 3 4 5 Last team offsite ratings 0voluntary departures among employed for more than 3 months Low attrition 5.0 100% Recommend to a friend 100% Approve of CEO Mathilde Collin 17 Ratings Highest Glassdoor metrics
- 15. Seed to Series A $3.1m raised $xx spent $xx ARR added We have a track record of capital efficiency Cash on hand Runway “Default alive” $7m left 18 months * * assuming current spend and 0% growth † assuming no hiring and 5% monthly growth † Profitable in 10 months Series A to date $10m raised $xx spent $xx ARR added
- 16. As a business, we are in a great position 1/1/18 5/1/18 9/1/18 12/1/18 ARR Cash Aiming for $xx ARR by end of 2018 -100% -75% -50% -25% 0% 25% 50% 75% 100% 1/1/18 5/1/18 9/1/18 12/1/18 Gross margin Operating margin Positive operating margin by end of 2019
- 17. Where do we go from there?
- 18. As a product, we are in a unique position 2.5 hours per user per day 64% DAU / MAU ratio Unreasonable stickiness Messages Contacts Files Meetings Access to critical data Relevant across all teams
- 19. Our two areas of focus for 2018 Improve our platform to make it easier to build on top of it Add more users to make our platform more valuable
- 20. Our two areas of focus for 2018 Become a great email client Maintain leadership on our core targets Ship products that expand our value proposition Add more users to make our platform more valuable Improve our platform to make it easier to build on top of it Ship our new Extension API Extend our collaborative model beyond messaging Launch an app-store, host 3rd party apps
- 21. Long-term vision
- 22. Head over to frontapp.com/jobs if you want to find out more about our long term vision 😉 Long-term vision
- 23. Raising our Series B $xx ARR $xx ARR$xx ARR We are here $xx ARR Shared email address Collaborative Communication Good email client Extensible platform Confidential
- 24. Thanks