Foretuit analyzes your past opportunities to predict risks and provide deep visibility into your pipeline – so you close more business with less effort

1. ®
WELCOME
Foretuit Confidential

2. @ValaAfshar Vala Afshar
A robust CRM solution will
leverage predictive analytics to
score sales opportunities and
help score leads.
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3. 3 Foretuit Confidential

4. INTRODUCTION
4

5. COMPANY
• Foretuit tackles the most challenging problems sales
organizations face: creating and maintaining accurate
forecasts, identifying at-risk deals, understanding how to get
at-risk deals back on track, and evaluating rep performance…
Foretuit does this by tapping into social engagement data not
found in today’s CRM systems
• Founded in 2010
• AppExchange Listing in 2011
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6. STARTUP TEAM
Michael Strategic Business and Enterprise Computing Expert
Independent Director for private cloud computing leader, newScale (Acquired: CSCO)
Liebow CEO of enterprise mobility pioneer, Dexterra (Acquired: Antenna)
IBM VP driving new $b businesses in Services, Software, Hardware
P&L/general management for PanAmSat, Cadbury, Loews Corp
BS degree from Uof Wisconsin
Raghav Superb finance and operating executive
Partner at Exigen Capital, focus on financial services, media, comms and government
Nandagopal SVP at BofA Cap Advisors, Acquired thru US Trust where he served as the Co-CEO, PE funds; drove exits; NetLogic (NETL), Pilot
(SAP), Gyration (Thomson SE), PowerSmart (Microchip), VST (Mosaid), Cydelity (Digital Envoy)
Engagement Manager with McKinsey on comms, media and financial services; Leader at AT&T Capital, Constellation Energy; Sr
Consultant with Accenture
BS from Uof Madras, MBA from Uof Bombay, MS from Penn State
Jeff Pinard Experienced Software Development executive
VP, Software Development - Architecture, Enterprise Performance Management and BI at Oracle
VP, Software Development - Performance Management and Data Access at Hyperion
Sr Director, Product Development - Hyperion Analysis Tools at Hyperion
Comp Sci degree from Carnegie Mellon
Zishan Web Development Expert
Led web and voice application development for a $30 million Unified Communications product at Webley Systems.
Ahmad Community builder in Chicago, IL and now Stamford, CT
BS degree from Benedictine University.
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7. ROI = ELEVATE PERFORMANCE
MGR+10 Reps
PER REP $$
Manager
Contribution
Foretuit Annual Cost =
$200k / yr
$35/mo x 11 users x 12 mos
Top Reps $900k / yr
Shift 1 REP
= $4,620 FROM AVG TO
20% Top EQUALS
+$200k annual
Translates to $1,000,000 revenue
performance improvement contribution
(not including lower hiring Avg Reps $700k / yr
and retention costs) 30%
$800k / yr
Shift 2 REPS FROM LOW
TO AVERAGE EQUALS
Hire Rep +$800k annual revenue
contribution
$16k to hire / onboard
$120k ramp time cost
Low Reps
Fire Rep
9 months to fire 50%
$364k oppty < 3 months $300k / yr
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8. WHAT USERS ARE SAYING
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9. PRODUCT
9

10. @ValaAfsharVala Afshar
Clean data is important but
most of the energy should be
focused on converting data to
knowledge, then action.
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11. FIRST OBJECTIVE: KNOWLEDGE
AVERAGES
Opportunities: 17,000 PER OPPTY
94
Activities: 1,600,000
21
Contacts: 350,000
____
Companies: 13,000 1.3
opptys/
account
Jun Sep Dec
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12. ENTERPRISE FEEDBACK
Foretuit is “… collecting a lot of good data, but
our teams don’t know how to analyze and use
the data, the sales teams are not organized
around data and for the most part we have
farmers that we are trying to turn into hunters.”
-- Salesforce Technology Leader
Fortune 50 Enterprise Customer
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13. INTIAL SWEET SPOT
• Direct Sales organizations
• Teams >10 reps
• Multi-touch sales
• Sales cycles >30 days
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14. THE NEED: ACTIONABLE INSIGHT
• Sales Leadership • Sales Reps
– Accurately forecast the – Understand opportunities to
quarter focus on
– Identify at-risk deals – Recognize when prospects
– Understand how to save deals are dis-engaging
– Make pipeline discussions – Understand key relationship
actionable connections
– Early identification of non-
productive reps
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15. TODAY’S REALITY
• CRM based on self reported rep
intuition vs. actual behavior
• Reps “best guess” at status
• Managers then spend hours in
spreadsheets adding their own
intuition
• Best guess on top of best guess until
quarter ends
• Coaching after the fact vs. in the
moment
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16. THE FORETUIT BREAKTHROUGH
Eliminate the guessing by deriving
actionable insights from the
interactive behavioral data
created though daily engagement
Turn Individual Knowledge into
Institutional Knowledge
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17. FORETUIT DEMO
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18. X-RAY VISION
FORETUIT TEST DRIVE IN SALESFORCE:
URL: https://login.salesforce.com
User: eval@foretuit-m1.demo FORETUIT TEST DRIVE iPAD:
Password: liebow123 URL: http://app.foretuit.com/
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19. HOW FORETUIT WORKS
Extracts good data from Match opportunities and
application of record engagement data
Visual Pipeline
Opportunity
- See what is going on
Opportunity - What’s historic trend
Contact
Close date Deal Probability Assessment
Amount
- What’s the likelihood of
Probability
Chatter success
- What’s causing problems
Actions to Take
Engagement
- Who’s not engaged
Meetings
- Who to leverage
Email Communications - Rep development
Chatter
Phone/Text (coming) All within SFDC UI
PBX (coming)
Response time
Enable Informed
Replies Decisions &
CC’s
Actionable Insights
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20. USER SATISFACTION
Visualizations
4 Satisfied
On-boarding
3 Neither Satisfied or Not Satisfied
Forecast Accuracy
4 Satisfied
Timeline Presentation
83%
4 Satisfied
Activity Correlation
4 Satisfied
Social Graphs
N/A
Influence Diagrams
4 Satisfied
Manual Role Input
4 Satisfied
Ease of Navigation
4 Satisfied
iPad Touch Sensitivity
N/A
Team Tracker
3 Neither Satisfied or Not Satisfied
Weekly E-Mail
N/A
Overall User Experience
4 Satisfied
"TEST DRIVE"
N/A
Desktop Tool
4 Satisfied
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21. MARKET VALIDATION
“BI on top of bad data just gives me
bad intelligence, but this is really
different” – Warren Utt, Acquia
“forecasting accuracy is the single
most important responsibility for a
sales manager. I would buy this for
everyone on my inside sales team”
- Jim Mcloughlin, CloudBees
“I would compare it to my Salesforce
license from the standpoint of pricing”
- David Fitzgerald, Brainshark
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22. MARKET REACTION “Big Data +
Analytics = new
“Foretuit gives you amazing visibility to possibilities to
influencers.” predict sales
-- Michael Steele outcomes
“Are you ready to
@Foretuit.”
stop living the lie?
– Vinod Khosla
Check out Foretuit!”
– Rich Bohn
“Foretuit could very
well be the next
generation of sales
tools.”
– INC Magazine
“@Foretuit. “Foretuit looks “Foretuit allows you
Proctology for Sales like it could to control your
Operations . Totally save time and pipeline, your
get image and produce opportunities, your
“Great example of HTML5/ relate to feeling. influence and your
interesting
JavaScript. See UI eyecandy. Interesting use of deals.”
analysis.”
@Foretuit” analytics.” – Selling Power
-- Jeff Grosse
-- Forcedotcom -- Trevor Miles
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23. PRIORITY ROADMAP
3. Platform
2. Data
1. App
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24. APP ROADMAP
• Initial 3 Months: Product Launch
SFDC Launch - key features added that enable selling into
enterprise and mass market SFDC customers
– Tiered reporting & roll-up reports
– Gmail & Mac support
• 2012 Future releases address
– Scalability
– Adding phone log data
– Release Rep Foretuit Score
– Round-trip data
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25. USER ENGAGEMENT
• Separate go-to-market for
sales reps
• Stimulate sales rep What’s your Foretuit level?
foretuit
engagement thru
dedicated rep-facing site
with content, context,
• Foretuit Annual Awards
top reps in the country
• Compare yourself to the
91 Gold
communication and top guns (internal &
compete. external) foretuit
• Gain organizational
•
•
Want reps to ask for it
Think specialized social
network for reps
visibility
• Accreditation that travels
with you as a rep
79 Bronze
• Foretuit underpins app
and provides specific high
priority actions and alerts
on daily or weekly basis.
Get Your Swagger On!
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26. FUTURE: FROM PYMK TO TYSD
Evolving Data Science from the
foundation of people you may know
to things you should do
to keep deals on track.
Things You Should Do
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27. DEPLOYMENT
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28. ISVFORCE VS APPEXCHANGE
• AppExchange • ISVforce
– Listing for all SFDC customers – Build, list, sell app to SFDC customers
– $300 fee – 15% net revenue
Features: Features:
– Technology: – Technology:
• Listing • R/T upgrades
• Options • Cross-edition compatibility
• Branded free trials
• Branded login pages
• License Mgmt (LMA)
• Push Upgrades
• Customer Success Console
– Program: – Program:
• Basic support • ISV A/E support
• Sponsorship Opportunities • Direct Sales alignment
• 3m subscribers • GTM/Sales Enablement
• Premier Sponsor opportunities
• Co-marketing Opportunities
• Premier Support
• 2 Salesforce CRM licenses
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29. PRICING & PACKAGING
Free Edition Professional Edition Enterprise Edition
$35/user/mo $65/user/mo
Free (up to 5 users)
Free 30 day trial Free 30 day trial
Works with salesforce.com Works with salesforce.com Works with any
Group Edition only for Group and Professional salesforce.com edition
organizations editions only
Features Include Features Include Features Include
Free edition plus: Professional edition plus:
• Activity correlation • Native integration with • Native security
• Predictive forecasting salesforce.com UI integration with
• Visual pipeline • Single tier management salesforce.com
• Deal diagnostics • Hierarchical visibility
• iPad Support • Organization-wide
predictive model
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30. COMPLETELY SECURE
• Login using existing credentials
• No need to create another account
Web • HTTPS (encrypted)
Browser • Never knows password
• Protected against all common
• HTTPS (encrypted) attacks (XSS, CSRF, SQL injection,
• Protected by SFDC buffer overflow, etc.)
• HTTPS (encrypted)
credentials and
security token • Protected with
Foretuit Server
encrypted access key
• SFDC credentials
(a shared-secret)
encrypted on Foretuit
desktop (never sent Foretuit
Desktop
centrally) Database
Link
• Accesses a small
subset of opportunity
history • Firewalled access (database
can only be accessed within
the core data center and is
secured against unintended
• Captures only email access)
header information (no
message bodies or • Each user’s data is stored in
attachment bodies) a private “tenant space” that
cannot be accessed by other
users.
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31. WHAT YOU CAN EXPECT
1. Accept the Invite:
2. Activate Your Account:
3. Insert Salesforce
“Security Token” if asked:
– Click link and reset
Security Token
– Salesforce will email you
token. Copy/Paste.
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32. WHAT YOU CAN EXPECT
4. Accept Terms:
5. Install Desktop Link:
6. Enter Pairing Code:
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33. WHAT YOU CAN EXPECT
• You will receive an e-
mail that your app is
ready:
• For the pilot, Foretuit
needs roles of the top
15 people you e-mail
most often to do its job.
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34. FEEDBACK
-or-
support@foretuit.com
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35. VIDEO TUTORIALS
TWO MINUTE DEMO VIDEO: FIVE MINUTE TUTORIALS:
http://www.youtube.com/watch?v=K2zXTTI9ggA
http://www.foretuit.com/tutorials/
Foretuit Confidential

36. THANK YOU
®
May 23-25, 2011
Foretuit Confidential