2019E S TA P : S h o w p a d

Group Black Hole:Jiahui Cheng, Kana Wei, Shell Wu, Ni Zhang

Showpad, the global leader in sales enablement, empowers sales and marketing teams to deliver better buyer experiences.

We have over 1,200 customers in 50 countries, including Johnson & Johnson, GE Healthcare, and Fujifilm.

With $30M ARR &90 percent YoY growth,

We will continue building on this momentum, pairing sales content and coaching to deliver better customer solutions.

0 1

Expect a

400K – 600K

Investment

TABLE OF

CONTENT

I. Situation Analysis:

Inefficiencies & Opportunities

II. Sales Tech:

Features & Improvement

0 2

Situation Analysis

Competencies & Inefficiencies

Users Needs and Expectations

Competitors Analysis

SWOT Analysis

All-in-one PlatformUnifying and integrating content, coaching, and on-board training in a single, powerful platform

• Better Content Data driven content recommendation Quick content management/update

• Flexible Training & Coaching Comprehensive assessment Personalized sales training Streamline coaching Real-time feedback: automatic/human validation

• Sharing integration CRM/ Email/Marketing automation Integration

• Conducting training materials on individualbasis: Data were not analyzed compared with industry average

• The training materials are decided through the top-down approach

• The interactions between user are limited

3.1 Efficiencies & Inefficiencies

Competencies Inefficiencies

04

• Anytime• Anywhere• Anyone• On any device

Accessible Learning

• Relevant content: Organized, and well-timed• Personalization: data-driven learning

recommendation• Social interaction: social networking, online

collaboration

Sustainable Learning

• Immersive Technology: AR/VR• Gamification• Automation

Engageable Learning

3.2 Users’ Needs and Expectations

Sales readiness software that equips businesses with the

training, coaching and content authoring

capabilities needed to achieve sales mastery

and outsell the competition.

Mobile microlearning that improves

employee and sales proficiency to result in better organizational

performance.

Sales training software that delivers true skills mastery to drive long-term profitability and

growth.

3.3 Main Competitors

Sales enablement platform that unifies

sales content management, training,

and coaching into a single user experience.

Bite-sized sales learning platform that

boosts sales performance and

productivity through video content sharing.

Source: Official Website and LinkedIn Account

3.3 Main Competitors Analysis

Showpad Brainshark Qstream Spasigma Allego

Company Size 201-500 employees 201-500 employees 51-200 employees 11-50 employees 51-200 employees

Estimated Revenue $30M-$60M $50M $12.6M $6.8M $9M

PriceBasic functionalities: monthly fees of around $20 to $50 per user

More extensive apps: monthly fees of around $65 to $200 per user

Free Trial Yes No No No No

Markets Up to 14 countries United States,

Canada

United States, Canada, Europe, United Kingdom

United States, Canada

United States, Canada

Supported Language

Up to 11 languages Up to 11 languages Up to 18 languages English English

Integrated Applications

Dropbox, Salesforce Sales Cloud, Box, Google

Drive, Microsoft Dynamics NAV, Microsoft

Outlook, Gmail

Salesforce Sales Cloud, Microsoft Outlook,

Highspot

Salesforce Sales Cloud, Veeva CRM

NADropbox, Google Drive, Microsoft

OneDrive and Box

ClientsML: Chemical,

Construction, Healthcare, Manufacturing, Technology

SML SML NATechnology, Financial Service, Life Science …

MARKET LEADER MARKET FOLLOWER MARKET CHALLENGER

Source: Official Website and LinkedIn Account; https://www.getapp.com/marketing-software/a/showpad/; https://reviews.financesonline.com/p/showpad/; https://www.g2.com/products/showpad-coach/reviews

Showpad Coach (Learncore)

Rank 49th in Corporate

Learning Management

Systems Software

3.3 Main Competitors Analysis

Qstream

Rank 168th in Corporate

Learning Management

Systems Software

Sales Engagement Market Share Table

Corporate Learning Management Systems Market Share

Source: https://www.datanyze.com/market-share/se/showpad-market-share

S

O

W

T

• Low conversion percentage at the bottom

of the sales funnel

• Backlog of leads in the system

• Too many small deals with small

businesses

• High sales turnover

• Widely-swung sales forecast

• Horizontal and Vertical Integration

• Emergence of e-commerce and social media

marketing

• Diminishing boundaries and rising global

interconnectedness

• Lowing cost of new product launches

• Increase in the affluent customer base

• Rise in the customers’ disposable income

3.4 SWOT Analysis

• Strong brand recognition, market

leadership position, growth rate, and ROI

• Geographic presence in different regions

• Wide product portfolio

• Strong product quality and support team

• Integrations with cloud storage platforms

and salesforce proprietary applications

• Changing regulatory framework and

introduction of new stricter regulations

• Trade Relation between US and China

• Threats of losing IPR in some emerging

markets

• Increasing number of direct and/or indirect

competitors

• Shortage of skilled labor in the market

Source: https://www.case48.com/swot-case/24562-Showpad; http://blueoceanuniversity.com/frontpage/swotcase/16710-showpad-spur

Sales Tech

Transformation pillars &Vendor Neutral Frameworks

Relevance Analysis

Potential Improvement

Barriers to entry &Switching costs

Reinforcement, Gamification

Call-Back Lead CaptureEmail Auto-Reply Mining

Account TargetingPredictive Lead Scoring

Revenue ManagementRenewal Management

Sales Process & Activity Management

Contract Life-CycleMgmt

Channel Management

AI Email OutreachBuyer Portals

AI Mtg Note Taking

Data Cleanse/ Append

Reference Management

Sales EnablementVideo Selling

Personalization/SocialTactile Selling

ROI Calculators

4.1 Vendor Neutral Framework

Copyright © Smart Selling Tools & Vendor Neutral, 2019. All Rights Reserved.

4.1 Digital Sales Transformation Pillars & Levels

A proposed Perspective on Digital Sales Transformation Pillars & Levels

Copyright © Joel Le Bon, 2018. All Rights Reserved.

Feature Brianshark Qstream Spasigma Allego Showpad

Pitch Submission and review

Gamification

Third-party Integration

AI-Driven Training Material Recommendations

Personalization/Customization

All-in-one platform (Sales content, training, coaching)

Community Interactions (Within company) Partial

Measure training/coaching investment and efficiency

Training/Coaching Feedback (To trainees & to coaches) Partial Partial Partial Partial Partial

Cloud Library & Social Learning (Among companies) Partial Partial

4.2 Importance, Difference and Relevance Analysis – 10 Key Features

4.2 Importance, Difference and Relevance Analysis – Top 5 Important Features

AI-Driven Training Material Recommendation

4.2 Importance, Difference and Relevance analysis – Top 5 Important Features

Personalization/Customization

All-in-One Platform

Training/ CoachingFeedback

Cloud Library

Social Learning

4.2 Importance, difference and relevance analysis - Assessment

Number of Companies 5

AttributesOffered By / 5

Market Availability

Difference Score

Scaled to 7

Importance Score / 7

Difference Score / 7

Relevance Score (I x D)

Differentiating Attributes

About Showpad

Pitch Submission, review and report 5 100% 0% 0 4 0 0

Gamification 5 100% 0% 0 5 0 0

Third-party Integration 4 80% 20% 1.4 4 1 4

AI-Driven Content Recommendations 4 80% 20% 1.4 6 1.4 8.4 ****

Personalization/Customization 5 100% 0% 0 6 0 0 ****

All-in-one Platform (Content,Onboarding & Training) 2 40% 60% 4.2 7 4.2 29.4 >AVG ***

Community Interactions 2 40% 60% 4.2 5 4.2 21 >AVG

Measure training/coaching investment and efficiency (ROI) 3 60% 40% 2.8 5 2.8 14

Training/Coaching Feedback 0 0% 100% 7 7 7 49 >AVG ****

Cloud Library & Social Learning 0 0% 100% 7 7 7 49 >AVG *****

Relevance & Differentiation Results 18.32vs. Relevance

Score AVG

Why Did People

Run Away

Quickly?

BOSS

MANAGEMENT

INEFFICIENT ONBOARDING

Trainees

Coachers/ Managers

Short-term

Leverage AI technology &

data-driven automation to

personalize individual path.

Opportunity to express their feelings on whether they think the content learned is helpful or not anonymously by clicking on “helpful” or “not really” Reduce training challenges

HELPFUL NOT REALLY

Learn about the effectiveness of the content chosen. Increase on-boarding efficiencies

4.3 Potential Improvement

1. “Content Idea”

Generator

2. Cloud

Community

3. Performance

Measurement

Long-term

• Automatic recommendation of training materials / contents based on

• Automatic evaluation of a sales person

Build a community where knowledge across different industries can be shared• Video library• News feeds and discussion function

Use data analytics to drive industry standards

and define measurement of performance

• Benchmarking

• People Analytics

4.3 Potential Improvement

Content Ideas

4.3 Potential ImprovementContent Idea Generator

Receive and organizeRelevant and well-timed contents

In a seamless manner

CloudCommunity

Knowledge Spillovers

Constantly update your knowledge

library about the industries and

customers you are interested

News Feeds

Automatic news feeds based on

interested topics and people you

have followed in the community

Video Sharing

Share your videos industrial

wide and across-industries

Networking

Amplify ideas and contents for

each other & gain recognitions

4.4 Potential Barriers & Switching Costs

NETWORK EFFECTFIRST-MOVER IN BENCHMARKING

$400 – $600K

INVESTMENTFOR YOUR GROWING PROFITABILITY

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