Thesis Vertical Market

My objectives were to: Their stock always seems expensive.

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In our terminology at Daily Fintech, first Salesforce won Mindshare and then they won Marketshare.

The Salesforce story is one of three (the other two come from my personal experience) that illustrates the chapter entitled How To Define And Lead Your Own Market (which you can read in this extract on Daily Fintech). Not content with just the Sales department, Salesforce expanded horizontally into marketing, customer service and business analytics.

is one of the great thought leaders in the software business. So when he decides to make his first big move from horizontal to vertical and chooses Wealth Management as his entry point, we should all pay attention.

During 2010 I created a series of Quarterly Reports on publicly traded pure-play Saa S companies called Saa S Insights.

While Wikipedia helps us in defining the term as “a concept or idea that can be falsified by various (scientific) methods“, the application of this process may take two forms in venture.

The produced position paper about a sector or deal will also shape the terms the investor is ready to propose or accept in deal negotiations later on.All of these – sales, marketing, customer service and business analytics – had three things in common: Salesforce needed a market where Sales would be key. The target clients are consumers but very rich consumers. Yet if you target a family with m to invest at an average AUM of 1%, you deal size is 0k pa. Salesforce agrees and is saying with this move that the first part of the world that it will eat is Financial Services.Assume you keep them for 10 years, which is pretty conservative and that is a

The produced position paper about a sector or deal will also shape the terms the investor is ready to propose or accept in deal negotiations later on.

All of these – sales, marketing, customer service and business analytics – had three things in common: Salesforce needed a market where Sales would be key. The target clients are consumers but very rich consumers. Yet if you target a family with $10m to invest at an average AUM of 1%, you deal size is $100k pa. Salesforce agrees and is saying with this move that the first part of the world that it will eat is Financial Services.

Assume you keep them for 10 years, which is pretty conservative and that is a $1m Life Time Value (LTV). That is the market thesis on which Daily Fintech was founded, so we clearly agree.

The needs of the Wealth Management industry are complicated by regulation and a complex value chain that works differently in different countries.

Yet, as I learned from my Saa S Insights days, betting against Salesforce is usually unwise.

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The produced position paper about a sector or deal will also shape the terms the investor is ready to propose or accept in deal negotiations later on.All of these – sales, marketing, customer service and business analytics – had three things in common: Salesforce needed a market where Sales would be key. The target clients are consumers but very rich consumers. Yet if you target a family with $10m to invest at an average AUM of 1%, you deal size is $100k pa. Salesforce agrees and is saying with this move that the first part of the world that it will eat is Financial Services.Assume you keep them for 10 years, which is pretty conservative and that is a $1m Life Time Value (LTV). That is the market thesis on which Daily Fintech was founded, so we clearly agree.The needs of the Wealth Management industry are complicated by regulation and a complex value chain that works differently in different countries.Yet, as I learned from my Saa S Insights days, betting against Salesforce is usually unwise. It is a collection of notes from discussions and thoughts over the past months and part of my effort to make sense of the topic.I would like to thank @justvideesha, @drosskamp, @simonschmincke and @benediktherles for the discussions, and especially @alexruppervc for their feedback.That chart tells short traders “go ahead, make my day”.The recent move by into vertical markets, starting with Wealth Management, is the third of a series of brilliantly executed strategic moves: Move # 1.promising business models (Berliner Volksbank Ventures). Some investors add a third dimension around “value-add”: They only invest in companies where they know they can either be a customer (Santander Inno Ventures), help with public relations or marketing (Dv H, Project A) or can support operationally with experienced investors from their investment team (Speed Invest).This has a lot to do with the branding of venture capital firms (see Florian Heinemann’s / Joel Kaczmarek’s Podcast for an exercise of the German VC landscape) and is sometimes used as an argument in competitive deals.

m Life Time Value (LTV). That is the market thesis on which Daily Fintech was founded, so we clearly agree.The needs of the Wealth Management industry are complicated by regulation and a complex value chain that works differently in different countries.Yet, as I learned from my Saa S Insights days, betting against Salesforce is usually unwise. It is a collection of notes from discussions and thoughts over the past months and part of my effort to make sense of the topic.I would like to thank @justvideesha, @drosskamp, @simonschmincke and @benediktherles for the discussions, and especially @alexruppervc for their feedback.That chart tells short traders “go ahead, make my day”.The recent move by into vertical markets, starting with Wealth Management, is the third of a series of brilliantly executed strategic moves: Move # 1.promising business models (Berliner Volksbank Ventures). Some investors add a third dimension around “value-add”: They only invest in companies where they know they can either be a customer (Santander Inno Ventures), help with public relations or marketing (Dv H, Project A) or can support operationally with experienced investors from their investment team (Speed Invest).This has a lot to do with the branding of venture capital firms (see Florian Heinemann’s / Joel Kaczmarek’s Podcast for an exercise of the German VC landscape) and is sometimes used as an argument in competitive deals.

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