Veeva Systems Inc. · NYSE:VEEV

Veeva Systems — Investor Day (October 2017)

115 slides from Veeva Systems's investor day presentation, Oct 11, 2017

Slide 1: Veeva
Veeva
Slide 3: Safe Harbor
Safe Harbor Forward-looking Statements This presentation contains forward-looking statements, including statements regarding Veeva's future financial outlook and financial performance, market growth, the release dates for and benefits from the use of Veeva's solutions, our partnership plans, our str
Slide 4: 2017 Veeva Analyst & Investor Day
2017 Veeva Analyst & Investor Day Veeva Vision Peter Gassner, Founder & CEO Partner to the Industry Matt Wallach, Co-founder & President Customer Success Michael Louie, Gilead Unified Clinical Henry Levy, Chief Strategy Officer Veeva QualityOne Peter Gassner, Founder & CEO Financial Update Tim Cabra
Slide 7: Key Highlights
Key Highlights • Track Record of Technology Innovation and Product Excellence • Powerful and Unique Cloud Platform • Long-term Leadership in Strategic Markets • Business Model Advantage – The Veeva Way 7 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 8: Business Model Advantage - The Veeva Way
Business Model Advantage - The Veeva Way Strong Growth Big Strategic & Profitability Markets The Veeva Way Customer Cloud Success Innovation 8 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 9: Unique Combination of Growth and Profitability
Unique Combination of Growth and Profitability $672-674M Revenue Non-GAAP Operating Income1 $544M $409M $313M $210M $200-202M $160M $130M $109M $86M $61M $47M $29M $30M $5M $7M FY’11 FY’12 FY’13 FY’14 FY’15 FY’16 FY’17 FY’18² Fiscal Year Ending January 31 ¹ A reconciliation of GAAP to non-GAAP measu
Slide 10: Consistent Track Record of Market Expansion
Consistent Track Record of Market Expansion eTMF Registrations EDC Submissions Pharma Vault Approved Events QualityDocs CTMS CRM PromoMats Email QualityOne Align OpenData QMS Engage 2007 2011 2012 2013 2014 2015 2016 2017 Acquired Zinc Veeva Going Big Vault in Clinical Global Vault Outside CRM Life
Slide 11: The Power of Content + Data
The FOR VEEVA POWER FOR CUSTOMERS Building Applications of Using Applications Fast development Customize CONTENT + DATA High quality Integrate Efficient Extend 11 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 12: Cloud Platform Innovation
Cloud Platform Innovation Content Data Content & Process Data Management Search Multi-Vault Everything Architecture Security Model Real Java 12 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 15: Life Sciences' Strategic Technology Partner
Life Sciences’ Strategic Technology Partner LIFE SCIENCES ERP Drug Development Commercial Systems Systems Systems 15 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 18: Vault Clinical Data Management and Operations
Vault Clinical Vault Clinical Vault Quality Vault RIM Data Management Operations Technology and services partners 18 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 19: Becoming the Leader
Becoming the Leader 280 customers 230 customers 160 customers 120 customers 110 customers 19 of the top 20 19 of the top 20 8 of the top 20 4 of the top 20 4 of the top 20 19 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 20: Next-generation EDC
Next-generation EDC Early Phase – Now Late Phase – Fall 2018 eSource – 2019
Slide 24: On a Path to Multi-Billion Dollar Cloud Leader
On a Path to Multi-Billion Dollar Cloud Leader • Track Record of Technology Innovation and Product Excellence • Powerful and Unique Cloud Platform • Long-term Leadership in Strategic Markets • Business Model Advantage – The Veeva Way 24 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 27: Life Sciences Industry Is Large and Growing
Life Sciences Industry Is Large and Growing • Amazing technological advances $ 1.7 TRILLION 6CAGR% • Continued rich M&A environment • Political uncertainty lingers, but no major changes yet Sources: MarketLine Industry Profile Global Health Care Equipment & Supplies, February 2016, Reference Code: 0
Slide 31: Expanding TAM...with Lots of Runway
Expanding TAM…with Lots of Runway $8B+ $1B+ VAULT QualityOne $4B+ VAULT COMMERCIAL $3B CLOUD ~$670M+* VEEVA TODAY *Annual revenue guidance provided as of 8/24/2017 for the fiscal year ending 1/31/2018 31 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 32: Veeva Spans an Entire Life Sciences Company
Veeva Spans an Entire Life Sciences Company PRODUCT DEVELOPMENT COMMERCIAL Quality and Clinical Trials Regulatory Medical Affairs Field Medical Marketing Sales Manufacturing Approved Align CRM CLM Engage Events Management Email CTMS Registrations EDC eTMF Submissions QMS MedComms PromoMats eSource S
Slide 34: Continued Cloud Innovation
Continued Cloud Innovation Major Veeva product releases 2007 2017 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 Major product releases 34 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 38: Commercial Evolution
Commercial Evolution Intelligent Engagement Coordinated Multichannel Digitally Enabled Rep Field Rep Face-to-face 38 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 41: Veeva CRM Approved Email
Veeva CRM Approved Email • Major step towards digital customer engagement • Huge increases in usage with continued effectiveness 41 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 42: Veeva CRM Events Management
Veeva CRM Events Management • Enables customers to manage regulated events within Veeva CRM • Strong ROI metrics • Past Early Adopter phase 42 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 43: Case Study: Events Management Enables Compliance
Case Study: Events Management Enables Compliance Customer Challenge Solution Results • Top 25 Global • New transparency • Adoption of the CRM Events • Achieved direct, real-time Pharmaceutical company requirements in South Management application access to information about • Growing business in Sout
Slide 44: Veeva Align
Veeva Align • Enables customers to manage territory alignments within Veeva CRM • Strong customer growth this year • Past Early Adopter phase 44 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 45: Case Study: Align Speeds Process & Improves Agility
Case Study: Align Speeds Process & Improves Agility Customer Challenge Solution Results • Top 25 Global Pharma • Complex process with many • Align configured and • Major Alignment process company handoffs required 12 weeks deployed in 2 months reduced from 12 weeks to 2 • Business desired faster for
Slide 46: Veeva CRM Engage
Veeva CRM Engage • Disruptive new capability to expand digital engagement • Requires significant business process change • In Early Adopter phase 46 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 47: Veeva OpenData - Consistent, Global Quality and Service
Veeva OpenData – Consistent, Global Quality and Service 16M 42 0.5M 225 HCPs and HCOs Countries Resolved DCRs Data stewards each year 23 languages 100+ 60+ customers US CUSTOMERS 86 6 hour avg DCR resolution 30+ 35 115+ partners 50+ 30% DCRs resolved in one hour 47 © Copyright 2017 Veeva Systems Inc
Slide 49: Average Commercial Cloud Products per CRM Customer
Average Commercial Cloud Products per CRM Customer 2.84 2.85 2.22 2.47 1.90 FY14 FY15 FY16 FY17 2Q18 147 190 212 259 281 CUSTOMERS CUSTOMERS CUSTOMERS CUSTOMERS CUSTOMERS 49 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 50: Align Biopharma
Align S Biopharma Le, Lian
Slide 51: Align Biopharma Mission
Align Biopharma Mission Setting technology standards to make it easier for the life sciences industry to work with its customers © Align Biopharma 2017. All rights reserved
Slide 52: New Technology Standard to Enable Single Sign-on
New Technology Standard to Enable Single Sign-on Released on October 10 “It’s difficult keeping track of all the username and password combinations required to access information from biopharma companies. Having a fast and convenient way to log into various digital sites and applications will dramat
Slide 55: (Highly) Simplified Sample Customer's Landscape
(Highly) Simplified Sample Customer’s Landscape Clinical Quality Regulatory Commercial eTMF Quality Document Submission Authoring Promotional Materials Management CTMS QMS Submission Archive Medical Document Management EDC Registration Tracking Site Document Exchange Submission Publishing 55 © Copyr
Slide 56: Vault Applications
Vault EDC Vault eTMF Vault QualityDocs Vault Submissions Vault MedComms Vault eSource Vault Study Startup Vault QMS Vault Submissions Archive Vault PromoMats Vault CTMS Vault Registrations Vault SiteExchange Vault Submissions Publishing 56 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 57: Vault Customer Count Up Across All Areas
Vault Customer Count Up Across All Areas 189 39% 161 31% 136 120 123 60% 109 56% 75 70 Commercial Clinical Quality Regulatory Q2'17 Q2'18 57 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 58: Move to Digital Supply Chain
Move to Digital Supply Chain Optimize Analyze Creative Review / Multichannel Collaboration Approval Distribution Multichannel Web Partners Digital Asset Management (Global asset ownership and reuse) 58 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 63: Unified Suite Approach is Resonating
Unified Suite Approach is Resonating Average Vault products per Vault customer 1.97 1.82 1.52 1.53 1.48 FY14 FY15 FY16 FY17 2Q18 69 135 219 334 386 CUSTOMERS CUSTOMERS CUSTOMERS CUSTOMERS CUSTOMERS 63 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 64: Vault Customers Expand Over Time
Vault Customers Expand Over Time Annualized Vault subscription revenue by annual cohort Average Vault Products per 1.3x Customer 1.3x 1.8 2.4x 2.2 3.1x 2.2 7.4x 2.7 22.2x 3.1 First year Q2'18 2013 2014 2015 2016 2017 64 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 68: Current State of Clinical - Growing Pipeline of Innovation
Current State of Clinical - Growing Pipeline of Innovation Total Drugs in the Global R&D Pipeline Number of New Drug and Biologics Approvals NDAs BLAs 10,752 10,150 9,349 8,617 8,010 11 11 5 11 6,476 6,531 9 5,482 2 5 3 4,885 6 4 7 7 4 2 6 6 2 34 31 30 27 24 26 28 24 21 21 19 17 18 18 16 16 15 2000
Slide 69: Current State of Clinical - Highly Inefficient Process
Current State of Clinical – Highly Inefficient Process to Deliver on Innovation The Capitalized Cost to Develop a Single Approved New Drug ($US millions expressed in 2013 dollars) $2,558 $1,044 2003 2013 Source: Tufts Center for the Study of Drug Development (CSDD) 69 © Copyright 2017 Veeva Systems
Slide 70: Current State of Clinical - Not Bringing Drugs to Market Faster
Current State of Clinical - Not Bringing Drugs to Market Faster Drug development cycle time (Years from IND filing to NDA approval) Mean Clinical Time Mean Approval Time 2.6 2 2.9 1.5 1.6 1.4 1.75 1.6 1.4 1.2 6.8 7.2 6.8 6.8 6.3 6.3 6.7 5.9 6.0 6.1 87-89 90-92 93-95 96-98 99-01 02-04 05-07 08-10 11-
Slide 71: Operational Metrics Have Also Deteriorated
Yet, Operational Metrics Have Also Deteriorated! A Typical Phase III Protocol (means) 2001–2005 2011–2015 Total Cycle Time from Site Identification to FPI 25.6 weeks 29.1 weeks Time from Patient Visit to Data Entry 6.9 days 8.1 days Last Patient Last Visit(LPLV) to Data Base Lock 33.4 days 36.1 days
Slide 73: Key Trends in Clinical Technology Strategies
Key Trends in Clinical Technology Strategies Go with Best of Go with one Breed? integrated platform? 73 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 74: Technology Has Not Impacted Major Processes
Technology Has Not Impacted Major Processes Despite Claims of Innovation Tools used to manage study start-up processes 85% 39% 33% 35% 24% 9% 2% None Study start-up Online survey eTMF Internally CTMS Spreadsheets application tools application developed application system Source: Veeva 2017 Unified C
Slide 75: Technology Application Challenges Are Prevalent
Technology Application Challenges Are Prevalent, With Integration Being at the Top of the List Biggest challenges with clinical applications 72% Sponsor Integrating multiple applications 70% CRO Reporting across multiple applications 68% 61% Ease of use 46% 47% Data is tracked outside the system 30%
Slide 77: Interim Monitoring Visit Today
Interim Monitoring Visit Today CTMS EDC eTMF Email 1. Logs In to CTMS 5. Logs In to EDC 9. Logs In to TMF 12. Request updates/docs/responses 2. Check site/enrollment status 6. Checks enrollment status 10. Checks for missing Site Docs from site ahead of visit 3. Reviews open issues from 7. Checks ope
Slide 78: Interim Monitoring Visits with Unified Clinical
Interim Monitoring Visits with Unified Clinical 2. Prepare for IMV 3. Request updates/docs/ responses 4. Prepare and send visit CTMS confirmation letter EDC 5. Conduct visit, including SDV CRA SiteExchange 6. Auto-generate MVR 1. Logs into Vault **** eTMF 7. Review and annotate MVR 8. Approve MVR re
Slide 79: The Result?
The Result? Separate From High From 29 Documents Compliance From High From Low Steps to and Data to Risk to Cost to Value Tasks 9 Nine Unified Low Compliance Low High Value Steps Information Risk Cost Work 79 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 80: Unification Enables Transformation
In Addition to Improvement in Operational Metrics, Unification Enables Transformation Organizational Process-driven Risk-based trials realignment and improvements efficiencies 80 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 81: Solving the CRO Rubik's Cube
Solving the CRO Rubik’s Cube – Technology Landscape for Outsourcing • CRO Technology • One platform • Sponsor Technology • Standardization • Regulators • Sites 81 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 83: Summary
Summary • Progress over the last 10-15 years is disappointing despite the investment in integration of disparate platforms • Veeva’s applications on one common platform deliver on the promise of unification • Cost containment, improved speed. • Seamless outsourcing • Transformational processes and o
Slide 85: Target Industries
CAPA Mgmt · Document Control · Complaint Mgmt · Change Control Audit Mgmt · Supplier Quality Mgmt · Doc Training Mgmt · Nonconformance & Investigation Target Industries Chemicals | CPG | Cosmetics | Nutraceuticals | Food & Beverage | Industrial Products | Oil & Gas 85 © Copyright 2017 Veeva Systems
Slide 86: Quality is Complex
Quality is Complex Intake Identify issue Verification Confirm issue is legitimate Action Assess risk, investigate and fix Ensure fix is effective and Follow-up customer satisfied Close out and share learnings Close across organization 86 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 87: Cost of Poor Quality
Cost of Poor Quality Reputation Unexpected Wasted Damage Costs Time Loss of consumer Fines, recalls, shut-downs, & Cleaning up the mess & investor trust investigations 87 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 89: Large Market Opportunity
Large Market Opportunity 600 process manufacturers >$500M in revenue in the U.S. EXPANSION OPPORTUNITIES + Discrete manufacturing + Adjacent applications 1,600 process manufacturers >$100M in revenue in the U.S. + Platform opportunities Source: D&B Hoover’s 89 © Copyright 2017 Veeva Systems Inc., al
Slide 90: Go-to-market Strategy
Go-to-market Strategy • Dedicated sales, strategy, and services team • Small development team for specific features • Starting North America, Europe next year • Get early adopters successful • Why? − Customer success − Product excellence − Path to long-term leadership 90 © Copyright 2017 Veeva Syste
Slide 92: Small Genetic Testing Company
Small Genetic Testing Company • Small North American genetic testing company Company • 150 employees • QualityOne to manage all CAPA, audits, supplier management, document control, etc. Solution • Replacing manual processes • Rollout to all employees in the company 92 © Copyright 2017 Veeva Systems
Slide 93: Mid-Sized Industrial Products Company
Mid-Sized Industrial Products Company • North American industrial products and contract Company manufacturing firm • 500 employees • QualityOne pilot for 50 users for full quality management Solution and document control • Replacing legacy on-premise system 93 © Copyright 2017 Veeva Systems Inc., al
Slide 94: Mid-Sized Cosmetics Company
Mid-Sized Cosmetics Company • Fast-growing North American cosmetics provider Company • 1,300 employees • QualityOne for 100 internal and 40 external contract Solution manufacturing users • Replacing manual processes 94 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 95: Global Top 5 CPG Company
Global Top 5 CPG Company • One of the largest global consumer goods companies Company • 100,000+ employees • QualityOne pilot for document control across an initial 1,200 users in four U.S. sites Solution • Vault Platform to manage all suppliers and ingredients for 750 regulatory and safety users wo
Slide 96: Looking Ahead
Looking Ahead • In It to Win It • Consistent Execution • More Customers • Expansion within Enterprise Customers • Building Europe 96 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 99: Unique Combination of Growth and Profitability
1 Unique Combination of Growth and Profitability $672-674M Revenue Non-GAAP Operating Income1 $544M $409M $313M $210M $200-202M $160M $130M $109M $86M $61M $47M $29M $30M $5M $7M FY’11 FY’12 FY’13 FY’14 FY’15 FY’16 FY’17 FY’18² Fiscal Year Ending January 31 ¹ A reconciliation of GAAP to non-GAAP mea
Slide 100: Our Industry Cloud Business Model
1 Our Industry Cloud Business Model Focused R&D Higher Customer Strategic Partner Reference Selling Spend Lifetime Value 100 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 101: Growing Cash Balance
1 Growing Cash Balance ($M) 800 700 600 Zinc acquisition 500 IPO & follow-on proceeds 400 300 200 100 0 FY'12 FY'13 FY'14 FY'15 FY'16 FY'17 FY'18 ¹ Cash & cash equivalents (end of period) Operating cash flow Fiscal Year Ending January 31 ¹ Based on our latest guidance issued 8/24/2017 101 © Copyrigh
Slide 102: Q2'18 Snapshot - Continued Execution
1 Q2’18 Snapshot – Continued Execution Year-over-year growth 27% 28% 174 bp $166.6m $134.3m 72.0% Total revenue Total subscription revenue Gross margin (non-GAAP) 42% 61% 54% $52.3m $35.9m $222.7m Operating income (non-GAAP) Net income (non-GAAP) LTM cash flow from operations Note: A reconciliation
Slide 103: ASC 606 Adoption Overview
2 ASC 606 Adoption Overview Primary Impacts from New Accounting Standard Multi-year contracts with Capitalized commissions ramping fees New Disclosure Requirements Unbilled receivables Revenue recognized from Backlog beginning deferred revenue 103 © Copyright 2017 Veeva Systems Inc., all rights rese
Slide 104: Multi-year Contracts Example
2 Multi-year Contracts Example • Scenario: Three-year non-cancelable service contract where customer is obligated to pay $2 million in Year 1, $4 million in Year 2, $6 million in Year 3 and renews annually thereafter • Billings: Year 1 Year 2 Year 3 Renewal Year Invoice to $2M $4M $6M $6M customer •
Slide 105: Income Statement Impact FY17
Income Statement Impact FY17 2 Multi-year Capitalized ramping fees commissions FY17 estimated FY17 estimated revenue operating expense increase: decrease: $6M to 7M $6M to 7M 105 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 106: Ahead of $1B Revenue Run Rate Target in 2020
3 Ahead of $1B Revenue Run Rate Target in 2020 Targeting 20%+ subscription revenue growth through 2020 $1B+ $670M+ ~50% $544M $409M $313M ~35-40% ~10-15% 2014 2015 2016 2017 ¹ 2020 (FY15) (FY16) (FY17) (FY18) (FY21) Fiscal Year Ending January 31 ¹ Based on our latest guidance issued 8/24/2017 for $6
Slide 107: Progress Toward $1B Revenue Run Rate Target
3 Progress Toward $1B Revenue Run Rate Target FY’16 Q2 FY’17 Q2 FY’18 Q2 CY’20e Total Revenue ~$400M ~$525M ~$665M $1B+ Run Rate Non-CRM as a % of 20%+ ~35% 40%+ 50%+ Total Revenue Eight-figure 9 13 17 20 Customers Customers 350 450+ 550+ 500+ Note: Eight-figure customers are defined as those whose,
Slide 108: Veeva Market Entry Strategy
3 Veeva Market Entry Strategy A multi-year process Focus on early Launch product Win early adopters adopter success Reference selling Build best-of-breed product 108 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 109: Veeva Operating Model in CY'20
3 Veeva Operating Model in CY’20 2015 2016 2017 2020 Non (FY’16) (FY’17) (FY’18)² (FY’21) Non-GAAP Gross Improved revenue mix 67% 70% ~72% Greater Vault contribution to revenue 74–75% Margin1 S&M % of Revenue Continued scaling of sales team & support 18% 18% ~17% Building the outside-life-sciences t
Slide 110: On a Path to Multi-Billion Dollar Cloud Leader
On a Path to Multi-Billion Dollar Cloud Leader • Track Record of Technology Innovation and Product Excellence • Powerful and Unique Cloud Platform • Long-term Leadership in Strategic Markets • Business Model Advantage – The Veeva Way 110 © Copyright 2017 Veeva Systems Inc., all rights reserved
Slide 111: Questions
2 Questions
Slide 112: Appendix 1
V Appendix 1
Slide 113: Reconciliation of GAAP to non-GAAP Measures
Reconciliation of GAAP to non-GAAP Measures in millions FY'11 FY'12 FY'13 FY'14 FY'15 FY'16 FY'17 Operating income on a GAAP basis $ 5 $ 7 $ 30 $ 39 $ 70 $ 79 $ 108 Stock-based compensation expense — — — 7 14 24 41 Amortization of purchased intangibles — — — 1 2 5 8 Capitalization of internal-use so
Slide 114: Reconciliation of GAAP to non-GAAP Measures
Reconciliation of GAAP to non-GAAP Measures Q2 FY'18 Gross margin on total revenues on a GAAP basis 69.7% Stock-based compensation expense 1.5 Amortization of purchased intangibles 0.6 Amortization of internal-use software 0.2 Gross margin on total revenues on a non-GAAP basis 72.0% in millions Q2 F
Slide 115: Reconciliation of GAAP to non-GAAP Measures
Reconciliation of GAAP to non-GAAP Measures FY'16 FY'17 Gross margin on total revenues on a GAAP basis 65% 68% Stock-based compensation expense 1 1 Amortization of purchased intangibles 1 1 Amortization of internal-use software — — Deferred compensation associated with Zinc Ahead acquisition — — Gro

Veeva Systems — Investor Day (October 2017) on 6ix

Veeva Systems — Investor Day (October 2017)

Slide 1: Veeva

Slide 2: Veeva Analyst & Investor Day

Slide 3: Safe Harbor

Slide 4: 2017 Veeva Analyst & Investor Day

Slide 5: Veeva Vision

Slide 6: Vision and Values

Slide 7: Key Highlights

Slide 8: Business Model Advantage - The Veeva Way

Slide 9: Unique Combination of Growth and Profitability

Slide 10: Consistent Track Record of Market Expansion

Slide 11: The Power of Content + Data

Slide 12: Cloud Platform Innovation

Slide 13: All In On

Slide 14: The Industry Cloud for Life Sciences

Slide 15: Life Sciences' Strategic Technology Partner

Slide 16: Life Sciences CRM Before Veeva

Slide 17: OpenData, Align, Events, Network

Slide 18: Vault Clinical Data Management and Operations

Slide 19: Becoming the Leader

Slide 20: Next-generation EDC

Slide 21: Coming in 2019

Slide 22: © Copyright 2017 Veeva Systems Inc., all rights reserved

Slide 23: Disciplined Execution

Slide 24: On a Path to Multi-Billion Dollar Cloud Leader

Slide 25: Partner to the Industry

Slide 26: Market Opportunity

Slide 27: Life Sciences Industry Is Large and Growing

Slide 28: Expanding TAM

Slide 29: Expanding TAM

Slide 30: Expanding TAM

Slide 31: Expanding TAM...with Lots of Runway

Slide 32: Veeva Spans an Entire Life Sciences Company

Slide 33: Unified & Best-of-Breed

Slide 34: Continued Cloud Innovation

Slide 35: Strong Partner Ecosystem

Slide 36: Select Veeva Customers

Slide 37: Commercial Cloud

Slide 38: Commercial Evolution

Slide 39: CRM

Slide 40: Leader and Liked

Slide 41: Veeva CRM Approved Email

Slide 42: Veeva CRM Events Management

Slide 43: Case Study: Events Management Enables Compliance

Slide 44: Veeva Align

Slide 45: Case Study: Align Speeds Process & Improves Agility

Slide 46: Veeva CRM Engage

Slide 47: Veeva OpenData - Consistent, Global Quality and Service

Slide 48: Veeva Network

Slide 49: Average Commercial Cloud Products per CRM Customer

Slide 50: Align Biopharma

Slide 51: Align Biopharma Mission

Slide 52: New Technology Standard to Enable Single Sign-on

Slide 53: © Align Biopharma 2017. All rights reserved

Slide 54: Veeva Vault

Slide 55: (Highly) Simplified Sample Customer's Landscape

Slide 56: Vault Applications

Slide 57: Vault Customer Count Up Across All Areas

Slide 58: Move to Digital Supply Chain

Slide 59: Managing Product Development Information c. 1996

Slide 60: Managing Product Development Information Today

Slide 61: © Copyright 2017 Veeva Systems Inc., all rights reserved

Slide 62: R&D Summit was Outstanding

Slide 63: Unified Suite Approach is Resonating

Slide 64: Vault Customers Expand Over Time

Slide 65: Development Cloud Demo

Slide 66: Customer Success

Slide 67: Unified Clinical

Slide 68: Current State of Clinical - Growing Pipeline of Innovation

Slide 69: Current State of Clinical - Highly Inefficient Process

Slide 70: Current State of Clinical - Not Bringing Drugs to Market Faster

Slide 71: Operational Metrics Have Also Deteriorated

Slide 72: How Solutions Evolved

Slide 73: Key Trends in Clinical Technology Strategies

Slide 74: Technology Has Not Impacted Major Processes

Slide 75: Technology Application Challenges Are Prevalent

Slide 76: ONE

Slide 77: Interim Monitoring Visit Today

Slide 78: Interim Monitoring Visits with Unified Clinical

Slide 79: The Result?