Bee the hive Presented by the University of Glasgow: Sarah Henkind, Mara Hilmy, Wes Treiber, Barry Ryan

How does BeeKeeper build a platform for future growth Problem Statement How does BeeKeeper build a platform for future growth

Agenda Introduction Key Issues Analysis Alternatives Recommendations Closing and Questions

Internal Analysis Product unique and prepared for GDPR Proven success in the hospitality industry Scalable product Agile and exciting Organizational conflicts/miscommunication Inconsistency with core values Revenues cannot cover costs

State of the Market Increase of contract or part time workers Customers have the power Current demand Major competitors Slack and Yammer dominate the enterprise market demand for non desk workers to easily communicate Increase in part time workers with out computers With various options buyers can shop by price

What is Beekeepers DNA Current State For Future Growth Identity split Core values unenforced For Future Growth Simple secure solution for all employees to communicate

Current Organizational structure Cristian/Flavio Sales Marketing Engineering Potential management

Financial state Received 13 million in series A funding Supporting 130 employees world wide Approximately 6.5 million in yearly salary cost Revenues only account for 65% of costs

Current Clients Buyers Users Senior to middle management in the hospitality, retail, and manufacturing industries Focused on improved employee satisfaction, communication, and time management Buyers Non desk workers, generally lower wage and service focused Receive more overall benefit but do not affect the purchasing process Users

Alternative 1 Pros Cons Growth focused strategy: Increased sales and brand awareness Diversifies risk of relying on a limited number of seasonal industries Cons Requires additional sales and engineering personnel and training Extremely cost intensive of limited remaining resources Growth focused strategy: Multi industry approach to capture revenue from a variety of companies to spur short term growth. Focus on sales channels that we have not previously explored

Alternative 2 Pros Cons Geographic spread: Helps consolidate efforts into doing what BeeKeeper is best at Generates easy growth in markets where competitors have less of an advantage Cons Additional regulations Cultural differences Still not cost effective with current resources Geographic spread: Narrows industry scope to our core clients and goal is to find them in world wide locations out side of where we currently operate

Alternative 3 Pros Cons Reactive strategy: Cost effective Leverages a unique differentiator that requires no additional investment Saves time and energy to define future plans Cons Not viable for quick short term growth or sustainable long term growth When other companies become compliant we lose out on a large portion of the market share Reactive strategy: BeeKeeper has a very strategic advantage with our platform being one of the few ready for GDPR compliance Strategy is to wait as firms look to be able to securely communicate and discover we are the most reliable available solution

recommendations Potential to expand the hive Secure the hive: consolidate Build the hive: use your own platform Potential to expand the hive

Secure the hive: Consolidate implementation Secure the hive: Consolidate Over the next 12-18 months: Close San Francisco office and focus on Northern Europe Wind down retail and manufacturing elements

Build the Hive implementation Establish HR and implement internal values Create multi-disciplinary teams focusing on groups of clients After-sales services

Risks and Mitigation Risks Capital dries up Other companies become GDPR compliant Pulling out the American market limits profitability Mitigations Sell more share or apply for series B funding This is likely but while they focus on compliance we can focus on differentiation We are not ignoring other markets we just focus sales efforts around the hive

Thank you, Questions? Presented by the University of Glasgow: Sarah Henkind, Mara Hilmy, Wes Treiber, Barry Ryan