Veeva Systems Inc. · NYSE:VEEV
Veeva Systems — 35th Annual J.P. Morgan Healthcare Conference (January 2017)
29 slides from Veeva Systems's conference presentation, Jan 12, 2017
Slide 1: J.P. Morgan Healthcare Conference Investor Presentation
J.P. Morgan Healthcare Conference Investor Presentation Matt Wallach, President & Co-founder January 12, 2017 © Copyright 2017 Veeva Systems Inc., all rights reserved veeva.com |
Slide 2: 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 strategies, and general bu
Slide 3: Building the Industry Cloud for Life Sciences
Building the Industry Cloud for Life Sciences Customer Success Employee Success Speed © Copyright 2017 Veeva Systems Inc., all rights reserved veeva.com | 3
Slide 4: Seven Years of Growth and Profitability
Seven Years of Growth and Profitability $539-540M Revenue Non-GAAP Operating Income1 $409M $313M $210M $153-154M $130M $109M $86M $61M $47M $29M $30M $5M $7M FY’11 FY’12 FY’13 FY’14 FY’15 FY’16 FY’17² Fiscal Year Ending January 31 ¹Refer to our latest earnings release dated 11/22/2016 for GAAP to no
Slide 5: Veeva Way
Veeva Way Focus Strategic Innovation Product Customer Growth Markets Excellence Success and Profit © Copyright 2017 Veeva Systems Inc., all rights reserved veeva.com | 5
Slide 6: $55B Total IT Spend in Life Sciences
$55B Total IT Spend in Life Sciences $20B $35B Infrastructure Software & Services Sources: IDC, IDC, Worldwide IT Spending Guide – Life Science, April 2016 © Copyright 2017 Veeva Systems Inc., all rights reserved veeva.com | 6
Slide 7: Veeva Spans an Entire Life Sciences Company
Veeva Spans an Entire Life Sciences Company QUALITY & REGULATORY CLINICAL MEDICAL COMMERCIAL MANUFACTURING CTMS Registrations Study Startup Submissions QMS MedComms PromoMats DAM eTMF QualityDocs SubmissionsArchive EDC eSource Align Approved Email CLM Events Management Engage Customer Master Product
Slide 8: Expanding TAM
Expanding TAM $7B $4B VAULT COMMERCIAL $3B CLOUD © Copyright 2017 Veeva Systems Inc., all rights reserved veeva.com | 8
Slide 9: Expanding TAM
Expanding TAM VAULT OUTSIDE LIFE SCIENCES $7B NEW PRODUCTS $4B VAULT VAULT COMMERCIAL COMMERCIAL $3B CLOUD CLOUD © Copyright 2017 Veeva Systems Inc., all rights reserved veeva.com | 9
Slide 10: Expanding TAM
Expanding TAM VAULT OUTSIDE LIFE SCIENCES $7B NEW PRODUCTS $4B VAULT VAULT COMMERCIAL COMMERCIAL $3B CLOUD CLOUD ~$540M* VEEVA TODAY *Annual revenue guidance provided as of 11/22/2016 for the fiscal year ending 1/31/2017 © Copyright 2017 Veeva Systems Inc., all rights reserved veeva.com | 10
Slide 11: Two Engines of Growth
Two Engines of Growth © Copyright 2017 Veeva Systems Inc., all rights reserved veeva.com | 11
Slide 12: Unified & Best-of-breed
Unified & Best-of-breed © Copyright 2017 Veeva Systems Inc., all rights reserved veeva.com |
Slide 13: Continued Cloud Innovation
Continued Cloud Innovation Major Veeva product releases 2007 2016 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 Major product releases © Copyright 2017 Veeva Systems Inc., all rights reserved veeva.com | 13
Slide 14: Focus on Customer Success
Focus on Customer Success VEEVA PRODUCT INCREASED CULTURE EXCELLENCE INVESTMENTS © Copyright 2017 Veeva Systems Inc., all rights reserved veeva.com | 14
Slide 15: Reference Selling
Reference Selling 475+ customers with users in over 100 countries Enterprise Emerging Growth © Copyright 2017 Veeva Systems Inc., all rights reserved veeva.com | 15
Slide 16: Commercial Cloud
Commercial Cloud © Copyright 2017 Veeva Systems Inc., all rights reserved veeva.com |
Slide 17: Evolving Commercial Landscape
Evolving Commercial Landscape SHIFT TO CUSTOMER NEW WAYS RISING SPECIALIZED STRUCTURES & TO PROVIDE CUSTOMER MEDICINES STAKEHOLDERS VALUE EXPECTATIONS DIGITAL DISRUPTION © Copyright 2017 Veeva Systems Inc., all rights reserved veeva.com | 17
Slide 18: Commercial Evolution
Commercial Evolution Coordinated Multichannel Multichannel Execution Digitally Enabled Rep Field Rep Face-to-face © Copyright 2017 Veeva Systems Inc., all rights reserved veeva.com | 18
Slide 19: Veeva Commercial Cloud
Veeva Commercial Cloud © Copyright 2017 Veeva Systems Inc., all rights reserved veeva.com | 19
Slide 20: Unified Suite Approach is Resonating
Unified Suite Approach is Resonating Average Commercial Cloud products per CRM customer 2.47 2.63 2.22 1.90 FY14 FY15 FY16 2Q17 147 190 212 228 CUSTOMERS CUSTOMERS CUSTOMERS CUSTOMERS © Copyright 2017 Veeva Systems Inc., all rights reserved veeva.com | 20
Slide 21: Top 20 Pharma
Top 20 Pharma Transforming customer engagement with Veeva Commercial Cloud PROBLEM SOLUTION BENEFITS Mandate to change Global Veeva Rapid move to engagement model deployment to multichannel 90+ markets Getting right CRM Stronger information to customer CLM HCPs in preferred engagement channel
Slide 22: Vault
Vault © Copyright 2017 Veeva Systems Inc., all rights reserved veeva.com |
Slide 23: Vault Tracking Ahead vs. Early Days of CRM
Vault Tracking Ahead vs. Early Days of CRM Total revenue through first ~5 years of sales by product line Vault CRM Year 1 Year 2 Year 3 Year 4 Year 5 Quarters after product line launch First quarter of sales was Q2 FY’08 for CRM and Q2 FY’12 for Vault © Copyright 2017 Veeva Systems Inc., all rights
Slide 24: Veeva Vault
Veeva Vault © Copyright 2017 Veeva Systems Inc., all rights reserved veeva.com | 24
Slide 25: Unified Suite Approach is Resonating
Unified Suite Approach is Resonating Average Vault products per Vault customer 1.52 1.53 1.77 1.48 FY14 FY15 FY16 2Q17 69 135 219 278 CUSTOMERS CUSTOMERS CUSTOMERS CUSTOMERS © Copyright 2017 Veeva Systems Inc., all rights reserved veeva.com | 25
Slide 26: Vault Customers Expand Over Time
Vault Customers Expand Over Time Annualized Vault subscription revenue by annual cohort Average Vault products per customer 1.4x 1.6 2.0x 1.8 5.2x 2.4 15.3x 2.5 First year Q2'17 2013 2014 2015 2016 © Copyright 2017 Veeva Systems Inc., all rights reserved veeva.com | 26
Slide 27: Vault Adoption Over Time – Top 20
Vault Adoption Over Time – Top 20 Vault PromoMats Vault Expansion Platform Vault eTMF Expansion Expansion Vault Vault Platform PromoMats 2013 2014 2015 2016 Vault QualityDocs Vault MedComms Vault eTMF Vault Platform Additional Applications © Copyright 2017 Veeva Systems Inc., all rights reserved vee
Slide 28: Veeva Way
Veeva Way Focus Strategic Innovation Product Customer Growth Markets Excellence Success and Profit © Copyright 2017 Veeva Systems Inc., all rights reserved veeva.com | 28
Slide 29: Thank You
Thank You © Copyright 2017 Veeva Systems Inc., all rights reserved veeva.com |
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