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Apptio Overview

Corp  Profile  

Funding  

§  Founded  in  2007  §  330+  Employees  

§  Sea1le  HQ  §  Founder  of  TBM  Council  

§  $90M+  in  Equity  Funding  

§  Andreessen  Horowitz,  Greylock,  Madrona,    T.  Rowe  Price,      Shasta,  Cisco  

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Apptio: The Strategic Business System for IT

FINANCE BUSINESS

UNDERSTAND OPTIONS, COSTS & VALUE

MANAGE SUPPLY AND DEMAND TO ACCELERATE INNOVATION

MAKE COSTS UNDERSTANDABLE TO

DRIVE ACCOUNTABILITY

IT

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About Me

I’m just a technologist -

Not an expert in sales, fund-raising, etc.

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About Me

I’m just a technologist -

Not an expert in sales, fund-raising, etc. Apptio’s growth is amazing, but…

Maybe I just got (very) lucky.

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Agenda

•  How we got started

•  What went well

•  Lessons Learned (i.e., what didn’t go well)

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How we got started

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Target Market Discovery / Selection

Looking for: •  A Large “Enough” Market •  Customer Pain •  Value-Add & Barriers to entry

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Product/Market Fit

Two type of startups A hint at the pain/solution: “Cost & Utilization” •  40+ customer meetings (large & small) •  15+ really boring books (from 80’s & 90’s) Not enough to ‘dictate’ a product

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Initial Traction

Q:  How  conceive/build  MVP?    

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Initial Traction

Q:  How  conceive/build  MVP?    A:  Don’t.                1.  Build  a  “plaRorm”.              2.  Customize  (even  during  sales  cycle)                            3.  Get  the  deal              4.  “Somehow”  make  customer  successful                5.        ?    Repeat    ?  

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How’d that go?

 •  Was  Expensive  (Investment  $),  but  we  did  get  

trac^on  

•  Lots  of  work  

•  Did  build  stuff  we  didn’t  need  

•  2+  years  before  inkling  of  a  “common”  applica^on  

•  Some  customers  dug  themselves  a  hole    

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What Went Well

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Things That Went Well

SaaS •  Motivates business for successful customers •  Better Engineering / Customer interaction than traditional enterprise software •  Can cover not-yet-built software with services •  Data / Benchmarking

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Things That Went Well

Technology Selection •  Early bet on GWT (HTML v.s Flash, Silverlight) •  Otherwise tried & true tech foundation - we have enough of our own risk!

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Things That Went Well

Emergent Product Vision •  Early on, no such thing as a bad deal/customer •  No “big bets”. Didn’t guess. Customer $ committed before beta. •  Incremental / on-the-fly build worked – about 90% successful. Did build some unnecessary

features, but we learnt and got $ & traction for it.

Invention of Barriers To Entry •  Inference, Slowly-Changing Schema, Undo/Redo

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Lessons Learned

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Lessons Learned

Often high-pressure customer commits or operational challenges

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Lessons Learned

Early on, under-invested in functional leadership

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Lessons Learned

Was more difficult to “scale up” the startup team

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Lessons Learned

Be wary of late adoption customers during early phase

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Lessons Learned

Easier to plant the Acorn in a different spot (grow where built)

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Q&A