Good Data

Notes for Under the Radar prep call

• The next slide are rough notes outlining what story we are thinking of telling at
UTR
• Also included are three separate sets of slides - these are all rough - feel free
to ignore or look at them to get a sense of content and style

1. Our company story around economic disruption
2. Roman’s pitch from Amazon Web Services Startup Challenge
3. Our ‘standard’ company presenation - not a real story, just a random assortment of slides

1

Tuesday, February 23, 2010

GoodData at UTR
• Goals
• introduce GoodData to new audience [same story as AWS Startup Challenge, maybe next chapter]
• explain Cloud BI vision & company execution so far
• talk about the next phase of the company & ask for people to engage (we’re not fundraising, but we are looking for SaaS ISV
partners)

• Cloud BI vision
• GoodData’s story is all about using the cloud to economically disrupt the BI industry [Roman has blogged on this]
• Business need = CRM/Customer Analytics - not your father’s BI - new users, new data, very different velocity
• GoodData Execution
• Phase 1: deliver freely available BI as a cloud-based service [2,500+ trials]
• Phase 2: sell analytics apps for sales/marketing/support [selling these today, prediminantly to Salesforce CRM customers]
• Phase 3: open up GoodData platform - any data, any use case, and user [what we are talking about in 2h2010 and considering
discussing at UTR]

• The Ask
• SaaS ISVs rethink how they deliver analytics to their customers and talk to us about delviering GoodData inside
• Any company that wants to run a metrics-based business ...

2


Some notes on communications

• Roman - Presentation Zen
• see http://www.gooddata.com/blog/roman-stanek-gooddata-in-6-minutes/

• BI is just awful to explain
• reports, dashboards, performance mangement. metrics, single version of the truth, predictve
analytics, data integration, governance, ETL, etc.
• 2 decades of broken vendor promises

• We have a small number of truly transformational customers
• our story is best told through them 3


1. Economic Disruption Pitch


Cloud = Economic Disruption

5


Disrupting the Economics of BI

Different market Different sales Different
than traditional and marketing technology
BI methods platform

6


We are not BI as you know it

Performance Oversupply Minimum Viable Product
The established product exceeds the Set of features needed to learn from
needs of the most demanding visionary early adopters
customers 7


Disrupting the Economics of BI

Market Sell Deploy

• Evangelize metrics- • Velocity sales • Easy to use -
driven companies
model learn in hours
• Find customer • Viral product - no • Fast deployment
analytics (marketing,
user based pricing in days
sales, support) • Low Entry at • Agile iterate
• Practice Agile BI
$500-$1,000/mo project weekly
(unlearn and relearn)

8


Go to Market: Land and Expand

Land Expand

Simple, repeatable apps
marketing
(easily addressable segments)
service & support
sales pipeline
analytics
customer lifecycle

reporting & analytics
ISV products
(Powered by GoodData)
Follow up initial application
Partner customization for success with solutions
complete solution (land and expand)
Internal BI development
Upselling from free account
9


Applicaiton Buyer: Enterasys

• Network infrastructure & security
(division of Siemens)
• Sales Pipeline Analytics
(pipeline, support cases)
10


ISV: MarketMetrix

“Our hospitality customers have an insatiable
desire to better understand data around
customer satisfaction and loyalty”

• SaaS-based customer sat.
• Hospitality industry experts
• 50+ target accounts
11


Developer: Gazelle

'We have 100 employees at Gazelle, and 90% of
them use GoodData every day to understand the
metrics that drive our business and more
importantly, what their role is in driving those
metrics."

• reCommerce company
• Web analytics & operational
reporting

12


2. Roman’s presentation from AWS
Startup Challenge


Business Intelligence | 2009

Adoption rate: 8%
Project Success Rate: 35%

Market Size: $5.1billion


Yesterday’s Architecture


Consolidation | Commoditization | Specialization

Big data
IBM/Cognos
Visualization
SAP/Business Objects
Predictive
Oracle/Hyperion
Analytics

Open Source
Appliances
Google

We make BI:
Affordable
Flexible
Simple

Cloud gives us:
Elastic Scale
Service Orientation
Commodity Hardware

Complete BI Platform


Dashboards & Reports


Deep Ad Hoc Analysis


Data Warehousing


...and More
Visualization Analytics

Collaboration ETL


Cloud BI Platform

True Multi-tenant Architecture : Economics
Elastic Scale : BI performance requirements
Web 2.0: simple, collaborative, embeddable


GoodData

2,500+ customers in public beta
70+ new projects created monthly
50+ production projects
20+ product releases since August 2008
1 instance of GoodData platform
0 servers


End Users | Solution Providers | ISVs

Applications | Projects | Platform


Who Has Signed up for GoodData


Market opportunity
Investors

New data | New audiences | New markets


www.gooddata.com
/gooddata
@gooddata


3. Standard Company Overview Slides


GoodData Company Overview
• The ﬁrst BI company born in the cloud

• Focus on Customer Analytics

• Company essentials
• Founded by Roman Stanek (NetBeans, Systinet founder)
• 40 Employees
• $7 million raised from leading VCs

Technology Partners
• GoodData by the numbers
• 2,500+ customers in public trial
• 100+ new BI projects created monthly
• 50+ production projects
• 20+ product releases since August 2008
Investors • 1 instance of GoodData platform
• 0 servers

32


A Complete Cloud-Based BI Platform

Dashboards & Reports Visualization Analytics Collaboration

ETL & Data Warehousing
Libya
Liechtenstein 29730
Lithuania 87274
Luxembourg 41366
Macau 3.0.0.0 – 3.255.255.255
4.0.0.0 – 4.255.255.255 48000
Macedonia 6.0.0.0 – 7.255.255.255 50495
Madagascar 8.0.0.0 – 8.255.255.255 93461
9.0.0.0 – 9.255.255.255
10.0.0.0 – 10.255.255.255 13030
11.0.0.0 – 11.255.255.255 94077
12.0.0.0 – 12.255.255.255 64363
13.0.0.0 – 13.255.255.255
78562

33


Who Has Signed up for GoodData

34


Customer Analytics
CRM
• Moved from a place to capture leads to your
customer System of Record
• CRM data exists throughout your company

Customer Analytics
• Access and question the data that surrounds
your customer relationships
• Track key metrics and ensure that every
customer-facing employee lives by them
• Report on customer relationships and to dig
deeper to analyze the story behind the
numbers
• The killer app for Cloud BI 35


Success with Customer Analytics

• reCommerce company (division of Siemens) • Open source management sw.
• Web analytics & operational • Sales Pipeline Analytics • Customer Analytics (lead-to-
reporting (pipeline, support cases) opportunity conversation, sales)

36


GoodData for Salesforce

• On-demand reporting and analysis
• Historically trend sales pipeline over time
• Analyze customer data across modules
• Visualize results with customized reports
and dashboards.

• Pre-built modules for
• Marketing Analytics
• Sales & Service Analytics

37


GoodData for Salesforce Demo

Dashboards & Reports Analytics Collaboration


“GoodData has the right architecture to address the analytical needs of our
customers. With GoodData, Salesforce users get access to the power of
analytics without the typical complexity of BI deployments.”

Brett Queener, Senior Vice President, Products, salesforce.com

39


Success with Customer Analytics

“GoodData shares our passion for making metrics
pervasive throughout our people and processes.
It’s simple – the more people that access the
metrics that drive our business, the better we
perform as a company.”

Vala Afshar
Senior Vice President, Global Technical Services
(division of Siemens)
(pipeline, support cases)
40


Get Started Today

• Try GoodData’s customer analytics
demo - sign up today at
www.gooddata.com

• Contact us to schedule a 30-day
free trial with your Salesforce data -
we can get you live in one week
sales@goodata.com
(415) 200-0197

41


Customer Analytics examples


Customer Analytics: Marketing Dashboard

43


Customer Analytics: Marketing Dashboard

44


Customer Analytics: Leads

45


Customer Analytics: Tech Support

46


Customer Analytics: Behavior

47


Customer Analytics: Customer Satisfaction

48


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