2. 2
Legal Disclaimer
This presentation contains forward-looking statements. All statements other than statements of historical fact contained in this presentation, including statements as to future results of
operations and financial position, planned products and services, business strategy and plans, objectives of management for future operations of SVMK Inc. and its subsidiaries
(“SurveyMonkey” or the “Company”), market size and growth opportunities, competitive position and technological and market trends, are forward-looking statements. In some cases, you
can identify forward-looking statements by terms such as “expect,” “plan,” “anticipate,” “intend,” “target,” “project,” “predicts,” “potential,” “explore” or “continues” or the negative of these
terms or other similar words. SurveyMonkey has based these forward-looking statements largely on its current expectations and assumptions and on information available as of the date of
this presentation. The Company assumes no obligation to update any forward-looking statements after the date of this presentation, except as required by law.
The forward-looking statements contained in this presentation are subject to known and unknown risks, uncertainties, assumptions and other factors that may cause actual results or
outcomes to be materially different from any future results or outcomes expressed or implied by the forward-looking statements. These risks, uncertainties, assumptions and other factors
are described in greater detail under the heading “Risk Factors” in the Company’s quarterly report on Form 10-Q for the quarter ended September 30, 2019 filed with the Securities and
Exchange Commission on November 7, 2019 (which is available for free by visiting EDGAR on the SEC website at www.sec.gov) and include, but are not limited to, those related to the
Company’s business and financial performance, ability to attract and retain users, ability to develop new products and services and enhance existing products and services, ability to
execute on the Company’s business strategy, ability to compete effectively and ability to manage growth. Moreover, SurveyMonkey operates in a competitive and rapidly changing
environment, and new risks may emerge from time to time. It is not possible for the Company to predict all risks, nor can SurveyMonkey assess the impact of all factors on its business or
the extent to which any factor, or combination of factors, may cause actual results or outcomes to differ materially from those contained in any forward-looking statements the Company
may make.
In addition to the U.S. generally accepted accounting principles (“GAAP”) financials, this presentation includes certain non-GAAP financial measures, including average revenue per paying
user (“ARPU”). Non-GAAP financial measures have limitations as analytical tools and you should not consider them in isolation or as a substitute for or superior to the most directly
comparable financial measures prepared in accordance with U.S. GAAP. There are a number of limitations related to the use of non-GAAP financial measures versus their nearest GAAP
equivalents. Other companies, including companies in SurveyMonkey’s industry, may calculate non-GAAP financial measures differently or may use other measures to evaluate their
performance, all of which could reduce the usefulness of the Company’s non-GAAP financial measures as tools for comparison. SurveyMonkey urges you not to rely on any single financial
measure to evaluate SurveyMonkey’s business.
This presentation also contains estimates and other statistical data made by independent parties and by the Company relating to market size and growth and other industry data. This data
involves a number of assumptions and limitations, and you are cautioned not to give undue weight to such estimates. The Company has not independently verified the statistical and other
industry data generated by independent parties and contained in this presentation and, accordingly, it cannot guarantee their accuracy or completeness. In addition, projections,
assumptions and estimates of its future performance and the future performance of the markets in which it competes are necessarily subject to a high degree of uncertainty and risk due to
a variety of factors. These and other factors could cause results or outcomes to differ materially from those expressed in the estimates made by the independent parties and by
SurveyMonkey.
3. 3
Our mission
We help curious organizations transform
feedback into business intelligence that
drives growth and innovation
CONFIDENTIAL
3
4. 4
Why SurveyMonkey / Key Investment Highlights
Enterprise
Grade
Solution
Massive
Footprint
Brand
Awareness
Powerful
Business
Model
Data Fuels AI
and Machine
Learning
Culture
Matters
5. 5
Enterprise Sales
Revenue %1
$79.3M
Q3 2019 Revenue
17M+
5.3K
Active Users
Enterprise Sales
Customers
335K+
Organizational Domains
23%
SurveyMonkey by the numbers
Note: All amounts as of September 30, 2019, except as noted.
(1) Enterprise sales revenue as a percentage of total revenue for the quarter-ended September 30, 2019.
713K+
Paying Users
80%+ on annual plans
+22% YoY +129% YoY +66% YoY
6. 6
Markets are dynamically
evolving
Employee expectations
for responsiveness
Increased customer
expectations
Trends
Engagement between organizations and key constituents
matters more than ever
Organizational goals
Take action
Measure and understand
feedback
Proactive, real-time
feedback collection
People Powered Data
Allows organizations
to understand WHY
constituents do what
they do and
anticipate their
actions
Big Data
Allows organizations to
measure WHAT
constituents do
7. 77
Data is powerful and insights are vital
$6BCustomer experience
management
$7BGlobal talent
management
software
$45BMarket research
~$27B
61M
x $448
PEOPLE POWERED DATA
PLATFORM & SOLUTIONS
ARPU1
U.S. KNOWLEDGE WORKERS
U.S
INTERNATIONAL
Bottom-upTop-down
Represents ~50% of
total global software
market
Source: MarketsandMarkets estimates that approximately $6 billion was spent on customer experience management worldwide in 2017 (MarketsandMarkets, Customer Experience Management Market by Touch Point, Vertical, and Region – Global Forecast to 2022, November 2017); Technavio
estimates the global talent management software spend in 2018 at approximately $7 billion (Technavio, Global Talent Management Software Market 2018-2022, September 2018); Based on ESOMAR’s Global Market Research 2017 report, the market research industry in 2016 was $45 billion
(ESOMAR, Global Market Research 2017: An ESOMAR Industry Report in cooperation with BDO Accountants & Advisors, 2017); We estimate the U.S. market opportunity for our People Powered Data platform to be approximately $27 billion, and our worldwide opportunity to be significantly
larger. We calculate our U.S. market opportunity by multiplying the total number of U.S. knowledge workers, defined as management, professional and related occupations according to the U.S. Bureau of Labor Statistics, by our annual average revenue per paying user. For the three months
ended September 30, 2019 35% of our revenue was from customers outside of the United States. Further, Gartner estimates, in Gartner Market Databook, 2Q18 Update, 20 July 2018 (Gartner, Inc., Gartner Market Databook, 2Q18 Update: Spending on IT by Technology Segment and Country,
2016-2022, 20 July 2018), that the United States will represent approximately 50% of total global software spend in 2018 (calculations performed by SurveyMonkey). Based on this, we believe that our aggregate global opportunity is significantly larger than our U.S. market opportunity.
(1) Annualized average revenue per paying user (“ARPU”) for the quarter-ended September 30, 2019
8. 8
SurveyMonkey powers engagement with
three key constituents
Meeting feedback
Product feedback
Onboarding and exit
interviews
Lost customer analysis
Event planning
Patient satisfaction
Diversity and inclusion
tracking
Compliance
tracking
Brand tracking
Concept testing
Market trends
Customer testimonials Ad effectiveness
Learning
assessments
Pricing analysis
Lead forms
Analyst research
Market sizing
MARKETCUSTOMER EMPLOYEE
CSAT and NPS ® Employee engagement
360 Reviews
“NPS” is a registered trademark of Bain & Company, Inc., Fred Reichheld and Satmetrix Systems, Inc.
9. 9
Easy to use, powerful, scalable
Surveys: the easiest way to
collect People Powered Data
Get real-time feedback
from around the world
Enabling teams to collaborate
10. 1010
Sign up and
create a survey
Sends survey to
respondents. Invite
others to collaborate
and share results
Higher share of wallet and retention
Upsell
organizations to
Enterprises and monetize
active users
Expand usage and
retention
Cross-sell solutions
6 use-case solutions
to increase ARPU
Create Reach Accelerate
Land and expand: Our business is fueled by virality
Low-touch self-serve Enterprise sales
Respondents and
collaborators sign up
and create more
surveys
Expand
10
Individual
Teams
11. 11
INTEGRATIONS
CUSTOMERS EMPLOYEES MARKET APPLICANTS
PURPOSE-BUILT SOLUTIONS
SURVEY AUTHORING PRO QUESTION TYPES ADVANCED LOGIC SURVEY EXPERIENCE KIOSK / MOBILE SDK
ADVANCED
ANALYTICS
MOBILE APPS
SURVEY TEMPLATES QUESTION BANK SURVEY COLLECTORS
CONTACT
MANAGEMENT
OFFLINE SURVEYS TEAMS PANEL
SURVEY PLATFORM
API
ENTERPRISE
HIPAA / GDPR
SECURITY &
ENCRYPTION
ADMINISTRATION COLLABORATION WORKGROUPS CUSTOM BRANDING CUSTOM LIBRARY
GENIUS
PREVIEW & SCORE
QUESTION
PREDICTION
RECOMMENDATIONS ANSWER PREDICTION SENTIMENT SCORING TEXT ANALYSIS BENCHMARKS
Extensive portfolio of enterprise-grade feedback solutions
12. 12
M&A focused on enhancing enterprise-grade offerings
Voice of Customer Solution Customer Experience for Salesforce
Closed April 1, 2019
✓ HQ: Amsterdam, NL
✓ Global customer base with European footprint
✓ Complements SurveyMonkey CX
✓ End-to-end customer feedback offering to
improve digital experiences
✓ Provides users the ability to give real-time
feedback on websites, apps, emails with
enterprise-grade platform to analyze and take
action
Closed September 3, 2019
✓ HQ: San Francisco
✓ Trusted by leading brands globally
✓ CX and feedback platform deeply integrated with
Salesforce clouds
✓ Provides real-time CX insights, contextualized with
Salesforce customer data, to take action on
customer sentiment
14. 14
Data is a competitive moat
Operational
leverage Insights
Surveys Data
SurveyMonkey
Genius
Machine learning powered
assistance helps customers
get to better insights faster
Customer 360
Leveraging Our Data to Drive
Customer Success and
Increase Revenue
Predictions, Recommendations,
Benchmarks
~2.5M survey respondents
per day1
50B+ cumulative
questions answered
190 countries and territories
Surveys deployable in 57 languages
(1) For the quarter-ended September 30, 2019.
15. 15
SurveyMonkey has established strong brand awareness
Our brand is enhanced via news partnerships…
…providing critical insights on salient and timely issues
16. 16
…and is gaining increased attention as a leader in the
Enterprise space
Enterprise
customer
leadership
Customer Satisfaction Leader in
Enterprise Feedback Software
✓ 96% satisfaction rating from
enterprise customers
Usabilla named ‘Strong
Performer’
✓ Thought leadership in digital
✓ Strong commitment to
customer success
✓ Easy-to-use technology
– 2019 G2 Grid Report
– The Forrester WaveTM: Digital
Voice-Of-The-Customer
Specialist Platforms
17. 17
Self-serve Enterprise sales
~80%
Organic
SEO
Direct
StartPage
~20%
Paid
SEM
Display
Paid Social
Our self-serve channel drives enterprise opportunities
23%
of revenue from
enterprise sales1
Brand
recognition
User base within
organizations
Customer
360
✓ Convert active users to paying users
✓ Upsell organizations
✓ Cross-sell purpose-built solutions
(1) Enterprise sales revenue as a percentage of total revenue for the quarter-ended September 30, 2019.
18. 18
Three primary growth strategies
Selling directly to the
enterprise
Accelerating growth in
self-serve via Teams
Expanding in key
international markets
1 2 3
• Embrace and leverage our massive
user base to move up-market and
establish enterprise-level
relationships
• 23%1 of revenue from enterprise
sales channel
(1) For the quarter-ended September 30, 2019.
• Designed for small groups of users to
collaborate and collect feedback in a
secure environment and ensure one
user per account
• Teams plans purchased by more than
200 companies in the Fortune 500
and by approximately one-half of the
companies in the Fortune 100.
• Targeted investments in key Western
European markets, including opening
of our cloud-based European
datacenter and build-out of Dublin
sales team
• 35% of revenue from outside the US1
19. 19
80%+
Of paying users
have annual
subscriptions1
85%+
Of trailing 12-month
bookings were from
organizational
domain-based
customers2
Strong retention and visibility
(1) As of September 30, 2019.
(2) We calculate bookings as the sum of the monthly and annual contract values for contracts sold during a period for our monthly and annual customers, respectively.
(3) We calculate organizational dollar-based net retention rate as of a period end by starting with the trailing 12 months of bookings from the cohort of all domain-based customers as of the 12 months prior to such period end (“Prior
Period Bookings”). We then calculate the trailing 12 months of bookings from these same customers as of the current period end (“Current Period Bookings”). Current Period Bookings includes any upsells and is net of contraction
or attrition, but excludes bookings from new domain-based customers in the current period. We then divide the total Current Period Bookings by the total Prior Period Bookings to arrive at the organizational dollar-based net
retention rate.
100%+
Organizational
dollar-based net
retention rate3
Predictable customer base
