Veeva Systems Inc. · NYSE:VEEV

Veeva Systems — Investor Day (October 2018)

115 slides from Veeva Systems's investor day presentation, Oct 4, 2018

Slide 1: Veeva
Veeva
Slide 2: Veeva Analyst & Investor Day
Veeva Analyst & Investor Day October 4, 2018
Slide 3: 2018 Veeva Analyst & Investor Day
2018 Veeva Analyst & Investor Day Veeva Vision Peter Gassner, Founder & CEO Industry Perspectives Matt Wallach, Co-founder & President Veeva Commercial Cloud Paul Shawah, SVP, Commercial Cloud Veeva Development Cloud Henry Levy, GM, Vault CDMS Customer Success Dan Utzinger, Intra-Cellular Therapies
Slide 4: 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 5: Veeva Vision
Veeva Vision Peter Gassner, Founder & CEO
Slide 7: Key Highlights
Key Highlights • Continued Innovation and Significant Market Expansion • Long-term Leadership in Strategic Markets • Powerful and Unique Cloud Platform • Business Model Advantage – The Veeva Way Copyright © Veeva Systems 2018 7
Slide 8: The Veeva Way
The Veeva Way Strong Growth Big Strategic & Profitability Markets Customer Innovation & Success Product Excellence Copyright © Veeva Systems 2018 Copyright © Veeva Systems 2018 8
Slide 9: Strong Growth and Profitability
Strong Growth and Profitability $840-843M $691M Revenue Non-GAAP Operating Income1 $551M $409M $313M $281-284M $210M $219M $173M $130M $109M $86M $61M $47M $29M $30M $5M $7M FY’11 FY’12 FY’13 FY’14 FY’15 FY’16 FY’17² FY’18² FY’193 Fiscal Year Ending January 31 ¹ A reconciliation of GAAP to non-GAAP
Slide 13: Innovation in Commercial
Innovation in Commercial Core CRM CRM Suite What’s Next Pharma Global Network OpenData Nitro Andi CRM CRM Align Events 2007 2009 2011 2013 2015 2017 2019 Today Copyright © Veeva Systems 2018 13
Slide 14: Building Product Leadership in Commercial
Building Product Leadership in Commercial CRM CLM PromoMats Approved Email MedComms Align Events Network OpenData Engage Market Share Nitro INNOVATORS EARLY ADOPTERS EARLY MAJORITY MIDDLE MAJORITY LATER ADOPTERS Copyright © Veeva Systems 2018 14
Slide 15: Looking Ahead
V Looking Ahead
Slide 16: Intelligent Customer Engagement
Intelligent Customer Engagement Customers Face-to-Face, Email, Remote Field Reps Email Text Feedback Suggestions future future AI Engine Commercial Data Warehouse Copyright © Veeva Systems 2018 16
Slide 18: Innovation in Development Cloud
Innovation in Development Cloud Content Management What’s Next Applications Data Applications eTMF EDC Publishing CDMS QualityDocs Registrations QMS CTMS Training Safety Submissions 2011 2013 2015 2017 2019 Today Copyright © Veeva Systems 2018 18
Slide 19: Building Product Leadership in Development Cloud
Building Product Leadership in Development Cloud QualityDocs eTMF Registrations Submissions Subs Archive QMS Study Startup CTMS CDMS Publishing Market Share SiteDocs Training INNOVATORS EARLY ADOPTERS EARLY MAJORITY MIDDLE MAJORITY LATER ADOPTERS Copyright © Veeva Systems 2018 19
Slide 20: Looking Ahead
V Looking Ahead
Slide 25: Veeva Outside Life Sciences
V Veeva Outside Life Sciences
Slide 27: Comprehensive Quality Solution
Comprehensive Quality Solution Document Control Training NCR & Investigation CAPA Complaints Supplier Quality Audits Change Control Copyright © Veeva Systems 2018 27
Slide 28: Progress Since Last Year
Progress Since Last Year • Progressing well in the Veeva Way • 31 customers • First seven-figure customer • $10M+ in total revenue expected this year • Expansion to Europe Copyright © Veeva Systems 2018 28
Slide 29: Learnings
Learnings • Veeva Way works well outside life sciences • Expansion to Europe going well • Interest beyond QualityOne − QualityOne is the lead − Regulatory applications of interest to consumer goods, cosmetics, chemicals − Clinical applications of interest to consumer goods and cosmetics − Common pla
Slide 30: Looking Ahead for QualityOne
Looking Ahead for QualityOne • More Customers • Refine Products • Refine Processes • Establish Long-term Leadership • Execution Matters Most! Copyright © Veeva Systems 2018 30
Slide 31: Expanding the Model Over Time
Expanding the Model Over Time Started 2010 with Vault Veeva as a Separated company and product processes Multi-Product Company Five years to operational excellence Started 2016 with Vault outside life sciences Veeva as a Separating company and industry processes Multi-Industry Company Five years to
Slide 32: Vault Platform
V Vault Platform
Slide 33: The Power of the Vault Platform
The FOR VEEVA POWER FOR CUSTOMERS Building Applications of Using Applications Fast development Customize CONTENT + DATA High quality Integrate Efficient Extend Copyright © Veeva Systems 2018 33
Slide 34: Vault Platform Progress
Vault Platform Progress Migrated to Features, Supporting New AWS Function, Scale Applications & Industries Getting ready for the next leap Copyright © Veeva Systems 2018 34
Slide 35: On a Path to Multi-Billion Dollar Cloud Leader
On a Path to Multi-Billion Dollar Cloud Leader • Continued Innovation and Significant Market Expansion • Long-term Leadership in Strategic Markets • Powerful and Unique Cloud Platform • Business Model Advantage – The Veeva Way Copyright © Veeva Systems 2018 35
Slide 36: Industry Perspective
Industry Perspective Matt Wallach, Co-founder & President
Slide 37: Significant Investment in R&D
Significant Investment in R&D R&D as a percentage of sales Life Sciences 19.9% Semiconductor 17.5% Computer & Electronic 13.4% Medical Equipment 7.9% Chemical 6.7% Aerospace 5.8% Transportation 3.7% All Manufacturing 3.1% Average R&D spend as percentage of Sales from 2000 – 2013 Source: IP-Intensive
Slide 38: Innovative Therapies in Development
Innovative Therapies in Development 74% of medicines in the pipeline are “First in Class” 9,526 7,982 26% 31% 74% 69% 1 2 2011 2016 First in Class Not First in Class Sources: 1 Innovation in the Biopharmaceutical Pipeline: A Multidimensional View (Analysis Group, January 2013). 2 The Biopharmaceutic
Slide 39: Steady Stream of New Drug Approvals
Steady Stream of New Drug Approvals 45 46 43 (YTD) 41 27 22 2013 2014 2015 2016 2017 2018 Source: FDA.gov as of Oct 3, 2018 Copyright © Veeva Systems 2018 39
Slide 40: Key Partner to the Industry
Key Partner to the Industry Top 10 life sciences software vendors by spend 2012 2017 1 Oracle Veeva 2 SAP Medidata 3 Medidata Oracle 4 SAS SAP 5 Accelrys Dassault 6 Thermo Fisher SAS 7 Cegedim Parexel 8 Parexel IQVIA 9 Veeva Thermo Fisher 10 TIBCO Model N Sources: IDC, Vendor Assessment, #HI240273,
Slide 41: Veeva's TAM is Now $9B+
Veeva’s TAM is Now $9B+ $9B+ $8B+ Vault QualityOne $1B+ Vault QualityOne New Vault Products Data Workbench, Safety, $1B+ $1B+ SiteDocs, Training Vault Vault $4B+ $4B Commercial Cloud Commercial Cloud $3B $3B Copyright © Veeva Systems 2018 41
Slide 42: Vault Customer Count Up Across All Areas
Vault Customer Count Up Across All Areas 37% 259 37% 221 39% 189 51% 181 31% 161 28% 140 136 60% 123 120 56% 109 70 75 Regulatory Quality Clinical Commercial Q2'17 Q2'18 Q2'19 Copyright © Veeva Systems 2018 42
Slide 43: Vault Adoption Accelerating
Vault Adoption Accelerating Average Vault products per Vault customer 2.20 2.10 1.82 1.48 1.52 1.53 FY14 FY14 FY15FY15 FY16 FY16 FY17 FY17FY18 2Q18 2Q19 69 CUSTOMERS 135 CUSTOMERS 219 CUSTOMERS 334 CUSTOMERS 449 CUSTOMERS 504 CUSTOMERS Copyright © Veeva Systems 2018 43
Slide 44: Vault Customers Expand Over Time
Vault Customers Expand Over Time Annualized Vault subscription revenue by annual cohort Average Vault products per customer 1.6x 1.6 2.2x 2.4 3.8x 2.8 4.0x 2.6 10.2x 3.0 31.1x 3.4 First year Q2'19 2013 2014 2015 2016 2017 2018 Copyright © Veeva Systems 2018 44
Slide 45: Customers Adopting More Commercial Cloud
Customers Adopting More Commercial Cloud Average Commercial Cloud Products per Customer 3.04 2.84 2.91 2.47 2.22 1.90 FY14 FY14 FY15FY15 FY16 FY16 FY17 FY17 FY18 2Q18 2Q19 147 CUSTOMERS 190 CUSTOMERS 212 CUSTOMERS 259 CUSTOMERS 294 CUSTOMERS 308 CUSTOMERS Copyright © Veeva Systems 2018 45
Slide 46: Lots of White Space Remaining
Lots of White Space Remaining Subscription dollar penetration within large enterprise customers with current products ~25% ~10% Commercial Cloud Vault Copyright © Veeva Systems 2018 46
Slide 47: Veeva Commercial Cloud
Veeva Commercial Cloud Paul Shawah, SVP, Commercial Cloud
Slide 58: CRM: Enterprise Expansions
CRM: Enterprise Expansions Top 10 Pharma 1 2009 . . . 2013 2014 . . . 2018-19 Became a 15+ countries Global 40+ countries customer PromoMats 5,000+ users 20,000+ users Approved Email Top 10 Pharma 2 2011 . . . 2014 2015 . . . 2018-19 Became a 10+ countries Approved 110+ countries customer Email 15,0
Slide 59: Case Study: Biotech Goes All-In
Case Study: Biotech Goes All-In Emerging Biotech Commercial Cloud 4-week • Pre-commercial implementation CRM ⚫ CLM ⚫ Network • Oncology focus OpenData ⚫ PromoMats • Novel therapies • Approval expected Align ⚫ MedComms ⚫ Nitro Ready for Fall 2018 commercial launch Copyright © Veeva Systems 2018 59
Slide 60: Global Growth
Global Growth Email Sends (millions) 16 15 14M 2018 14 12 64% 13x 5x 10 CRM users with More emails More emails 7.8 Approved Email sent* sent per user* 8 6 4 3 2 1 0.2 0 2014 2015 2016 2017 2018 *Compares calendar year 2015 to projected calendar year 2018 Copyright © Veeva Systems 2018 60
Slide 61: Engage Meeting: Early Market Adoption
Engage Meeting: Early Market Adoption 20+ CUSTOMERS 40+ COUNTRIES 4x CALL DURATION* *Compared to reported industry average Copyright © Veeva Systems 2018 61
Slide 62: Intelligent Engagement
V Intelligent Engagement
Slide 65: The Data Layer is Difficult
The Data Layer is Difficult Data Sources Sales data Analytic data store Extraction, transformation, loading processes Extraction, transformation, loading processes Raw data Market data Field Wholesaler data reporting data mart Activity Data distribution Transactional Digital data staging Operational
Slide 66: Next-generation Data Warehouse
Next-generation Data Warehouse Data Sources ---Transactional--- Sales data Market data Wholesaler data Activity Digital Claims Patient BI/Reporting Expense AI ---Master-- HCP Co-Promote Partners Organization Employee Other Systems Payer/plan Copyright © Veeva Systems 2018 66
Slide 67: CRM Nitro
✓ Analytics requirement ✓ Define data model ✓ Load data in staging layer Custom Data CRM Warehouse ✓ Build operational data model CRM Nitro ✓ Create mappings to operational store ✓ Transform to operational data model ✓ Transform to analytic data model Months… Minutes Copyright © Veeva Systems 2018 6
Slide 68: Nitro Early Adopters
Nitro Early Adopters COMMERCIAL PRE-COMMERCIAL COMPANY COMPANY Replacing legacy data warehouse No data warehouse Multiple data sets Multiple data sets Copyright © Veeva Systems 2018 68
Slide 71: Andi Driving Action
Andi Driving Action Field Reps 1. Generate Suggestions 2. View Suggestions 3. Take Action Call Activity Historic Model Call Rating Derived Model Availability Historic Model Suggest Target Suggestion Yes/No Cycle Plan Target Adherence Model Yes/No Target Rating Derived Model TRx/NRx Segment Model Fee
Slide 73: Veeva Development Cloud
Veeva Development Cloud Henry Levy, GM, Vault CDMS
Slide 75: 2018 R&D Summit
2018 R&D Summit 1,400+ “Next year, I want to attendees present how to implement 10 vaults in 18 months.” 250+ customer - CIO, Midsize Biotech companies Copyright © Veeva Systems 2018 75
Slide 76: Clinical Operations Update
Clinical Operations Update • eTMF adoption expanding across sponsors and CROs • First top 10 Study Startup customer live • Rapid CTMS adoption. Initiating enterprise engagement eTMF | Study Startup | CTMS Copyright © Veeva Systems 2018 76
Slide 77: Regulatory Update
Regulatory Update • 140 regulatory customers • Publishing ready for early adopters • Completing the suite – innovation and integration Submissions | Submissions Archive | Registrations | Publishing Copyright © Veeva Systems 2018 77
Slide 78: Quality Update
Quality Update • 180 quality customers • Transforming quality across documents and data • Training ready for early adopters • Completing the suite QualityDocs | QMS | Training Copyright © Veeva Systems 2018 78
Slide 79: Vault Safety
Vault Safety • Deep area – no innovation in a decade • On track for delivery in early 2019 • Significant customer interest • Early focus on SMB Coming Soon Copyright © Veeva Systems 2018 79
Slide 80: Reinventing Clinical Data Management
Reinventing Clinical Data Management
Slide 81: Veeva Vault EDC Progress
Veeva Vault EDC Progress 16 Customers 1 Top 20 customer Therapeutic 9 3 Trials locking in 7 Average weeks areas October to DB build* * Industry average 10 weeks (Tufts Center for the Study of Drug Development) Copyright © Veeva Systems 2018 81
Slide 82: Evolution of Clinical Data Management
Evolution of Clinical Data Management 1980s 1990s 2000s 2010s • All paper • First EDC solutions • EDC takes off, but • Proliferation of unable to handle data (e.g. • Simple central • Optimism and all types of data mHealth) repository for experimentation cleaning and • Tactical solutions • No modern,
Slide 83: Example of Data Flow – Blood Pressure
Example of Data Flow – Blood Pressure Research Site Sponsor 1. Physician takes patient blood 5. Sponsor reviews individual pressure (BP) BP in EDC • Burden on the sites • Data replicated at least three times at sponsor 2. Physician 3. Assistant creates 6. Sponsor reviews all patient enters BP into p
Slide 85: Reinventing Clinical Data Management
Reinventing Clinical Data Management One product for coding, EDC, data cleaning, and data management Coder EDC Data Workbench Clinical Coding Data Capture & Monitoring Cleaning, Reporting, Export Copyright © Veeva Systems 2018 85
Slide 86: Complete & Concurrent Data
Complete & Concurrent Data ePRO Coder EDC Data Workbench Labs Clinical Coding Data Capture & Monitoring Cleaning, Reporting, Export Queries RTSM API Imaging Data Lake Data Translation Biomarker CRO, other.. Copyright © Veeva Systems 2018 86
Slide 88: Value of Veeva Development Cloud
Value of Veeva Development Cloud
Slide 89: Development Cloud Applications
future CDMS eTMF QualityDocs future Submissions Coming Soon Coder | EDC | Data Workbench CTMS QMS Submissions Archive Study Startup Training Registrations Submissions Publishing Copyright © Veeva Systems 2018 89
Slide 90: Benefits of the Development Cloud
Benefits of the Development Cloud Vendor Reimagining Reduce data & document rationalization processes transfers & integration Transformation Copyright © Veeva Systems 2018 90
Slide 91: Customer Example with Disconnected Technology
Customer Example with Disconnected Technology Clinical Portal Study Startup eTMF Submissions Investigator uploads a Startup specialist reviews Clinical QCs it for accuracy Regulatory adds it 1572 Form progress against site in an eTMF to a submission in milestones submissions tool Upload Export Impor
Slide 92: Connected Across the Enterprise
Connected Across the Enterprise Vault Vault Vault Vault Clinical Study Startup eTMF Submissions Investigator uploads a Startup specialist reviews Clinical QCs it for accuracy Regulatory adds it 1572 Form progress against site in to a submission in milestones Vault eTMF Vault Submissions Copyright ©
Slide 93: Variation Management
Variation Management Maintaining compliance for a drug to be sold in a country • Variations are required when any part of the drug process changes • Required for every product in every country • Complexity driven by product/country combinations Examples Mid-sized company Large company 500 - 3,000 va
Slide 94: Post Approval Variation (Type 1A) Management
Post Approval Variation (Type 1A) Management HQ TRIGGER NEW VARIATION 1. Organization triggers need for a Type IA Variation BUILD THE LOCAL SUBMISSIONS 2. Create new HQ tracking activity to manage request 3. Perform an impact assessment of the variation 35. Receive and review the core package 4. Rev
Slide 96: Results of Single System for Content and Data
Results of Single System for Content and Data from >43 steps to 11 11 from multiple systems 1 Unified Suite from complex planning to Unified Collaboration from low process adherence to Full Compliance from complex and siloed to Full Visibility and Control from slow and redundant to Improved Efficien
Slide 97: Summary
Summary • Development cloud strategy is working • Success in EDC has fueled the broader strategy for CDMS • Clinical Network has transformational potential • Execution and customer success Copyright © Veeva Systems 2018 97
Slide 98: Customer Success
Customer Success Dan Utzinger, VP & CIO, Intra-Cellular Therapies
Slide 99: Financial Update
Financial Update Tim Cabral, CFO
Slide 100: Highlights
Highlights • Unique and Powerful Operating Model • Consistent, Disciplined Execution • Innovation Engine Fuels Long-term Growth • Delivering Ahead of 2020 Target Copyright © Veeva Systems 2018 100
Slide 101: Strong Growth and Profitability
Strong Growth and Profitability $840-843M $691M Revenue Non-GAAP Operating Income1 $551M $409M $313M $281-284M $210M $219M $173M $130M $109M $86M $61M $47M $29M $30M $5M $7M FY’11 FY’12 FY’13 FY’14 FY’15 FY’16 FY’17² FY’18² FY’193 Fiscal Year Ending January 31 ¹ A reconciliation of GAAP to non-GAAP
Slide 102: Generating Healthy Cash Balances
Generating Healthy Cash Balances ($M) 1250 1000 Zinc Acquisition 750 IPO & Follow-on Proceeds 500 250 0 FY'14 FY'15 FY'16 FY'17 FY'18 FY'19 ¹ Fiscal Year Ending January 31 Cash & cash equivalents (end of period) Operating cash flow ¹ Based on our latest guidance issued 8/23/2018 Copyright © Veeva Sy
Slide 103: Progress Since IPO
Progress Since IPO $9B+ 650+ $840-843M $281-284M >$250M FY2019 1.8x 3.3x 4.0x 6.0x 6.0x $5B FY2014 198 $210M $47M $42M TAM Customers Revenue Non-GAAP Operating Operating Cash Flow Note: FY2019 revenue, non-GAAP operating income and operating cash flow reflects guidance as of 8/23/2018 Income Copyrig
Slide 104: Innovation Engine Fuels Long Term Growth
Innovation Engine Fuels Long Term Growth Deep pipeline of products on the path to market leadership CRM CLM Promomats Approved Email eTMF Medcomms QualityDocs Align Registrations Events Submissions Network Subs Archive OpenData QMS CTMS Study Startup Engage Publishing CDMS QualityOne Nitro Market Sh
Slide 105: Proven Reference Selling Model
Proven Reference Selling Model Disciplined approach ensures success in new markets Focus on Early Launch Product Win Early Adopters Adopter Success Reference Selling Copyright © Veeva Systems 2018 105
Slide 106: One Year Ahead of Target: Tracking to $1B Revenue Run Rate in CY19
One Year Ahead of Target: Now Tracking to Hit $1B Revenue Run Rate in CY19 Targeting 20%+ y-o-y subscription revenue growth through CY20 $840M+ $691M $551M $409M $313M 2014 2015 2016¹ 2017 ¹ 2018 2 2019 2020 (FY15) (FY16) (FY17) (FY18) (FY19) (FY20) (FY21) Fiscal Year Ending January 31 ¹ Restated fo
Slide 107: Progress Against 2020 Targets
Progress Against 2020 Targets FY16 Q2 FY17 Q2 FY18 Q2 FY19 Q2 CY20 Total Revenue ~$400M ~$525M ~$665M ~$835M $1B+ Run Rate Non-CRM as a % of Total 20%+ ~35% 40%+ ~50% 50%+ Revenue Eight-figure 9 13 17 19 20 Customers Customers 350 450+ 550+ 650+ 500+ Note: Eight-figure customers are defined as those
Slide 108: Target Operating Model in 2020
Target Operating Model in 2020 2016 2017 2018 2020 Non (FY17)2 (FY18)2 (FY19)3 (FY21) Non-GAAP Gross - Improved revenue mix 71% 71% ~73% - Greater Vault contribution to revenue 75–76% Margin1 S&M % of Revenue - Continued scaling of field teams 17% 16% ~16% - Building the outside life sciences team 1
Slide 110: On a Path to Multi-Billion Dollar Cloud Leader
On a Path to Multi-Billion Dollar Cloud Leader • Continued Innovation and Significant Market Expansion • Long-term Leadership in Strategic Markets • Powerful and Unique Cloud Platform • Business Model Advantage – The Veeva Way Copyright © Veeva Systems 2018 110
Slide 111: Appendix
V Appendix
Slide 112: Reconciliation of GAAP to non-GAAP Measures
Reconciliation of GAAP to non-GAAP Measures in millions FY'12 FY'13 FY'14 FY'15 FY'16 FY'17 FY'18 Operating income on a GAAP basis $ 7 $ 30 $ 39 $ 70 $ 79 $ 121 $ 158 Stock-based compensation expense — — 7 14 24 41 54 Amortization of purchased intangibles — — 1 2 5 8 8 Capitalization of internal-use
Slide 113: Reconciliation of GAAP to non-GAAP Measures
Reconciliation of GAAP to non-GAAP Measures Q2 FY'19 Gross margin on total revenues on a GAAP basis 71.7% Stock-based compensation expense 1.5 Amortization of purchased intangibles 0.4 Amortization of internal-use software 0.1 Gross margin on total revenues on a non-GAAP basis 73.7% in millions Q2 F
Slide 114: Reconciliation of GAAP to non-GAAP Measures
Reconciliation of GAAP to non-GAAP Measures FY'17 FY'18 Gross margin on total revenues on a GAAP basis 68.5% 69.4% Stock-based compensation expense 1.3 1.4 Amortization of purchased intangibles 0.8 0.6 Amortization of internal-use software 0.1 0.1 Deferred compensation associated with Zinc Ahead acq
Slide 115: Veeva Application Financial Segment Definitions
Veeva Application Financial Segment Definitions Veeva Andi Vault CDMS Veeva CRM Vault CTMS Veeva CLM Vault eTMF Veeva CRM Approved Email Vault MedComms Veeva CRM Events Management Vault Platform Veeva CRM Align Vault PromoMats Veeva CRM Engage Meeting Vault Publishing Veeva CRM Engage Webinar Vault

Veeva Systems — Investor Day (October 2018) on 6ix

Veeva Systems — Investor Day (October 2018)

Slide 1: Veeva

Slide 2: Veeva Analyst & Investor Day

Slide 3: 2018 Veeva Analyst & Investor Day

Slide 4: Safe Harbor

Slide 5: Veeva Vision

Slide 6: Vision and Values

Slide 7: Key Highlights

Slide 8: The Veeva Way

Slide 9: Strong Growth and Profitability

Slide 10: Major Areas of the Business

Slide 11: Strategic Technology Partner to Life Sciences

Slide 12: Commercial Offerings

Slide 13: Innovation in Commercial

Slide 14: Building Product Leadership in Commercial

Slide 15: Looking Ahead

Slide 16: Intelligent Customer Engagement

Slide 17: Copyright © Veeva Systems 2018

Slide 18: Innovation in Development Cloud

Slide 19: Building Product Leadership in Development Cloud

Slide 20: Looking Ahead

Slide 21: Clinical Collaboration Today

Slide 22: Sponsors, Sites, CROs

Slide 23: Clinical Data Exchange: Coming mid-2019

Slide 24: New for Clinical Research Sites

Slide 25: Veeva Outside Life Sciences

Slide 26: Initial Target Industries

Slide 27: Comprehensive Quality Solution

Slide 28: Progress Since Last Year

Slide 29: Learnings

Slide 30: Looking Ahead for QualityOne

Slide 31: Expanding the Model Over Time

Slide 32: Vault Platform

Slide 33: The Power of the Vault Platform

Slide 34: Vault Platform Progress

Slide 35: On a Path to Multi-Billion Dollar Cloud Leader

Slide 36: Industry Perspective

Slide 37: Significant Investment in R&D

Slide 38: Innovative Therapies in Development

Slide 39: Steady Stream of New Drug Approvals

Slide 40: Key Partner to the Industry

Slide 41: Veeva's TAM is Now $9B+

Slide 42: Vault Customer Count Up Across All Areas

Slide 43: Vault Adoption Accelerating

Slide 44: Vault Customers Expand Over Time

Slide 45: Customers Adopting More Commercial Cloud

Slide 46: Lots of White Space Remaining

Slide 47: Veeva Commercial Cloud

Slide 48: Industry Trends

Slide 49: Commercial Evolution

Slide 50: Commercial Offerings

Slide 51: CRM

Slide 52: Vault PromoMats

Slide 53: Sunrise UI

Slide 54: Brand Portal

Slide 55: Augmented Reality

Slide 56: Continuous Innovation

Slide 57: Veeva Customer Trends

Slide 58: CRM: Enterprise Expansions

Slide 59: Case Study: Biotech Goes All-In

Slide 60: Global Growth

Slide 61: Engage Meeting: Early Market Adoption

Slide 62: Intelligent Engagement

Slide 63: Artificial Intelligence: Delivery and Data

Slide 64: Delivery

Slide 65: The Data Layer is Difficult

Slide 66: Next-generation Data Warehouse

Slide 67: CRM Nitro

Slide 68: Nitro Early Adopters

Slide 69: Product Excellence Ecosystem

Slide 70: Introducing Andi

Slide 71: Andi Driving Action

Slide 72: Summary

Slide 73: Veeva Development Cloud

Slide 74: Copyright © Veeva Systems 2018

Slide 75: 2018 R&D Summit

Slide 76: Clinical Operations Update

Slide 77: Regulatory Update

Slide 78: Quality Update

Slide 79: Vault Safety