Upland Software, Inc. · NASDAQ:UPLD
Upland Software — PSVillage Webinar (2019)
37 slides from Upland Software's conference presentation, 2019
Slide 1: Services Exec and CFO Alignment: 5 Must Do's to Build a Partnership
Run smoothly. Change quickly. Achieve more. Cloud-based enterprise work management software Services Exec and CFO Alignment: 5 Must Do’s to Build a Partnership to Profitable Growth
Slide 2: Today's Speakers
Today’s Speakers Carey Bettencourt Managing Partner, Propelus LLC PSVillage Advisory Board Member Eric Demers Senior Solution Consultant Tenrox by Upland 2
Slide 3: Housekeeping
Housekeeping To submit a question: Type in your Click Send question here 3
Slide 4: Today's Discussion
Today’s Discussion • Services Exec/CFO Alignment Research Project • Good News, Bad News, Good News • Five Must Do’s to Build a Partnership • Benefits of PS Executive / CFO Alignment • Tenrox PSA Demo • Q&A 4
Slide 5: Services Exec / CFO Research Project
Services Exec / CFO Research Project PURPOSE ANALYSIS Profitability and growth correlations exist: • Working relationship Better understand Better understand thethe • Communication Finance Finance/ Services / Services cadence relationship, interactions, relationship, interactions, • Technology use,
Slide 6: Survey Demographics – 178 Firms
Survey Demographics – 178 Firms • Average revenue >$350mm Services SaaS 28% 25% • Median revenue ~$28mm On-Prem 6% • Average net profit 14.8% Hybrid 41% • Average YOY growth 12.2% 6
Slide 7: Good News, Bad News, Good News
GOOD NEWS, BAD NEWS, GOOD NEWS
Slide 8: Good News
Good News • Topline growth over 10% • Strong demand • Increased productivity • Healthy profits • More emphasis on services • Knowledge/IP value increasing 8
Slide 9: Bad News
Bad News Accelerating change • Competitive pressures • Tech complexity • War for talent • Customer expectations • Regulatory compliance • Market volatility, uncertainty 9
Slide 10: Mandates for Future Success
Mandates for Future Success Seek profitable, sustainable growth • Teamwork • Agility • Intelligence • Efficiency • Effectiveness • Resilience 10
Slide 11: CFO – Expert, Mentor, Partner
CFO – Expert, Mentor, Partner Survive • More with less • Data-driven decisions Thrive • M&A • Market perspective • Strategic, growth focus 11
Slide 12: Five Must Do's to Build a Partnership
FIVE MUST DO’S TO BUILD A PARTNERSHIP
Slide 13: #1 Establish a Trusted Relationship
#1 Establish a Trusted Relationship trust [noun] Firm belief in the reliability, truth, ability, or strength of someone or something 13
Slide 14: How to Establish a Trusted Relationship
How to Establish a Trusted Relationship • Communication • Rapport • Accountability • Transparency • Honesty “Remember teamwork begins by building trust. And the only way to do that is to overcome our need for invulnerability.” -Patrick Lencioni, The Five Dysfunctions of a Team: A Leadership Fable 14
Slide 15: Survey – Relationship Categories
Survey – Relationship Categories 30% • Strategically Aligned – We work as business partners to grow the professional services business. 45% • Cooperative – Roles are clear with defined processes; we work together effectively and efficiently. 30% • Civil – Respectful but we have our struggles in comm
Slide 16: Does Relationship Affect Performance?
Does Relationship Affect Performance? Profit by Relationship 16% 15% Profit Average = 14.8% 14% 15.2% 15.3% 14.7% 13% 13.2% 12% Strategic Cooperative Civil Frustrating Growth by Relationship 16% Growth Average = 12.2% 12% 8% 14.6% 12.8% 11.5% 4% 4.5% 0% Strategic Cooperative Civil Frustrating 16
Slide 17: #2 Collaborate on Growth Strategies
#2 Collaborate on Growth Strategies • Share vision, goals • Evaluate market • Seize opportunities • Analyze performance • Identify improvements 17
Slide 18: Survey – Meeting Cadence
Survey – Meeting Cadence 28% • Frequent (more than once a month), regularly scheduled Services Exec / CFO meeting with standard, comprehensive agenda 26% • Schedule 1:1 monthly meeting with standard agenda 20% • Part of broader Executive Team meeting; very few Services Exec / CFO meetings during the
Slide 19: Does Meeting Cadence Affect Performance?
Does Meeting Cadence Affect Performance? Profit by Meeting Cadence 20% 16% 18.4% Profit Average = 14.8% 12% 16.3% 13.3% 11% 8% Frequent Scheduled Exec Team Ad Hoc Growth by Meeting Cadence 16% Growth Average = 12.2% 12% 13.6% 13.5% 11.2% 10.3% 8% Frequent Scheduled Exec Team Ad Hoc 19
Slide 20: Relationship/Meeting Impact on Profit/Growth
Relationship/Meeting Impact on Profit/Growth Strategic 17.5% Profit (ave. 14.8%) 13.7% Growth (ave. 12.2%) Cooperative 13.6% 12.6% Civil % Respondents 44% 32% 11.5% 24% Frustrating 8.8% Ad Hoc Exec Team Scheduled Frequent 20
Slide 21: #3 Allocate Resources to Support Profitable Growth
#3 Allocate Resources to Support Profitable Growth • Talent management – sourcing, developing, retaining top talent • Service offering strategy – identification, development investment to differentiate • Business development – market, client expansion strategy, client executive relationships 21
Slide 22: #4 Leverage Finance Team's Capabilities
#4 Leverage Finance Team’s Capabilities • Guide decision making – analyze and interpret financial data • Catalyze change – work across multiple organizations to spur change • Support growth – continuous evaluation and adaptation 22
Slide 23: Technology as Enabler
Technology as Enabler CFO participation in PSA selection 16% 15% 15.6% 15.5% Profit Average = 14.8% 14% 13% 13.1% 12% Growth Average = 12.2% 11.9% 11% 10% 9% Profit Growth 8% Participant Not a Participant 23
Slide 24: #5 Optimize Processes, Invest in Technology, Automate Processes, Repeat
#5 Optimize Processes, Invest in Technology, Automate Processes, Repeat Focus on the client, market; automate the rest. 24
Slide 25: Technology Pays Off!
Technology Pays Off! Profit Average = 14.8% Growth Average = 12.2% CFO’s Leverage PSA Capabilities PSA Integrates 16.6% Profit with Key Systems 13.9% YOY Growth 15.5% Profit 13.2% YOY Growth No PSA Plans / CFO Not Supportive 10.8% Profit 7.5% YOY Growth 25
Slide 26: Benefits of PS Exec / CFO Alignment
BENEFITS OF PS EXEC / CFO ALIGNMENT
Slide 27: The 5 Must-Do's
The 5 Must-Do’s 1. Establish a trusted PS executive / CFO working relationship. 2. Collaborate on growth strategies, seize opportunities, measure results. 3. Allocate resources to support profitable growth. 4. Leverage finance team’s capabilities and insights to increase value to company. 5. Optimiz
Slide 28: Benefits
Benefits • Profitable growth • Strategic collaboration • Partnership for change 28
Slide 29: Upland Software Tenrox PSA
UPLAND SOFTWARE TENROX PSA
Slide 30: The Upland Family of Cloud-Based Products
The Upland Family of Cloud-Based Products Built-for-purpose tools to suit your needs – delivered by a single, enterprise-class software company Category What it Does Run IT as a business – with transparency, IT Financial Management visibility & control Improve business results through top-down Proje
Slide 31: Do you Often Ask?
Do you Often Ask ? • Are you allocating your resources to low margin projects? • How can you increase resource utilization? • Are you experiencing revenue leakage due to billing delays and manual billing processes? • Do you enter and re-enter data into multiple systems? • How can you better manage s
Slide 32: Professional Services Automation (PSA) Top Reasons
Professional Services Automation (PSA) Increase Project Achieve Better Visibility Improve Planning & Effectiveness Forecasting 1 2 3 Improve Resource Top Reasons* Utilization why services organizations implement PSA 4 *According to a study performed by the National Computing Center 32
Slide 33: The Tenrox Value
The Tenrox Value • Best of breed PSA with built-in connectors • Dedicated team for deployment & training • Continuous support to ensure your success • Intuitive UI coupled with unmatched feature set • Visual workflow-driven architecture simplifies configuration and reduces learning curve • Built on
Slide 34: Tenrox PSA
Tenrox PSA Enables services organizations to improve service delivery and resource management, while streamlining accurate time and expense capture and billing. Key Benefits & Capabilities: Key Functional Areas: • Monitor and increase resource • Resource & Capacity Planning utilization • Project Pla
Slide 35: Tenrox by Upland
by upland 6ifoge. 5 Tenrox
Slide 36: Contact Us
Contact Us: Phone: – Direct: 450-688-3444 – Toll free (US and Canada): 855-944-PLAN (7526) Email: info@uplandsoftware.com Website: www.tenrox.com Connect with us: @tenrox Tenrox Company: Tenrox 36
Slide 37: Thank You!
Run smoothly. Change quickly. Achieve more. Cloud-based enterprise work management software Thank You!