Scale Up Story ADAM HALE, CEO, FAIRSAIL / EVP, SAGE PEOPLE @ADAHAL ADAMHALE2014@GMAIL.COM
Elements of the story Introduction Purpose: ‘What are you for?’ Focus: ‘Do one thing well’ Customer Success: ‘More than renewals’ Innovation: ‘Longest standing Salesforce ISV’ The team: ‘It’s all about People’ Scale up results
What’s my story
30 years around Technology & People 1987 - 1997 1997- 2013 2013 – 2017 Consulting Executive Search Cloud HR Software
Purpose: From Personnel to HR to People Transformational cultural change across the business HR operations Automation & augmented intelligence People science Gut feel & spreadsheets People marketing / candidate experience Manual recruitment On demand use by everyone Occasional HR systems Continuous conversations Annual appraisals Designing great workforce experiences Employee satisfaction Autonomous and social learning Company training Chief People Officer HR Executive
Winning against the odds
Focus on Mid Market Customers. Globally 80% in key verticals: TMT Financial Services Business Services Not for profit Global customer base: UK 50% Americas 25% Rest of world 25% Customer HQs in 25 countries, end users in 150!
Customers for Life: 99% license renewal Customer success plan for every customer Listen and Enable our Measure and Know and care Engage with your respond quickly consultants and track customer about every executive and effectively to partners to deliver success customer sponsor our customers customer success Leveraging the Salesforce Customer Success Platform 99% license renewal 2015 - present
Different Workforce experiences (WX) CEO and internal communications Fruit book and coffee choices HQ kitchen noticeboard Mavis the digital assistant Portal to other apps Seamless scalability 300-2000 people
People Science: Thought Leadership Data science for customers, People Science for THE most valuable company asset Disparate Datum Gut feel and spreadsheets People Reporting People Science The forest emerges from Solutions prevent the trees problems People Data People Analysis Single version of the Problems identified truth trends emerge People Insights Hypotheses tested solutions identified
What’s our Gender Pay Gap? Benchmarked against the whole customer base, globally
Driving Innovation in UK’s largest town
Largest Platform Acquisition in EMEA The number 1 HR system on the world’s most trusted enterprise cloud Performance Trusted Always-on Enterprise Global data availability at scale security centers compliance YoY transaction Transactions/day Global data centers FY16 availability Trusted by over growth 4B 9 99.98% 150,000 52% www.trust.salesforce.com
Great people make great companies Colin 2012 2013 Adam 2014 2015 2016 2017 In Jan! Pathfinder | Impact | With | Heart
Women in Tech 44%
Operations all in the cloud Marketing, Sales, CFL, Product, Ops Inc. recruiting A,B, C, D #64
Annual revenue £m – all organic 12 10 10 8 £m 6 5.6 4 2.55 2 1 0.4 0 2012 2013 2014 2015 2016 Calendar year end Revenue (£m)
#1 B2B Scale up
£5m to £115m value in four years £140.0m 20.00 Acquisition by Sage 18.00 £120.0m 16.00 £100.0m 14.00 Sage takes Pre Money Equity Value 12.00 Share Price (GBP) 20% £80.0m 10.00 £10.0m “Real Peoples’ Money” £60.0m 8.00 £1.5m No VC’s 6.00 £40.0m £1.5m 4.00 £1.0m £20.0m £1.0m 2.00 £0.5m £0.6m £0.0m - Dec-10 Feb-11 Apr-11 Jun-11 Aug-11 Oct-11 Dec-11 Feb-12 Apr-12 Jun-12 Aug-12 Oct-12 Dec-12 Feb-13 Apr-13 Jun-13 Aug-13 Oct-13 Dec-13 Feb-14 Apr-14 Jun-14 Aug-14 Oct-14 Dec-14 Feb-15 Apr-15 Jun-15 Aug-15 Oct-15 Dec-15 Feb-16 Apr-16 Jun-16 Aug-16 Oct-16 Dec-16 Feb-17 Share Price Equity Value pre Money Number over bar shows Equity raised
Acquisition by Sage in March 2017 UK’s fastest growing software company acquired by the UK’s largest software company
Industry Recognition #13 Best cloud business #221 #1 Growth Best cloud business Grant Thornton #64 #21 Management Team of Year WCIT Scale-up CEO of the Highly Commended #64 Year Cloud HCM winner
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