The hot talent in executive search software. PUBLISHED: 25 March 2014

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1 The hot talent in executive search software PUBLISHED: 25 March 2014 Research note produced for presentation at Megabuyte Roadshow Event - March 2014

2 This report presents Megabuyte s independent analysis of Invenias and has been written to accompany the company s participation as a finalist in the The Megabuyte Roadshow event held in March Independently authored by Megabuyte analysts, company reports are intended to provide a uniform framework for presenting information about finalist companies. Reports are made available to both event attendees and, post event, circulated to the Megabuyte Forum s total membership of some 850 senior level industry influencers. Our intelligence is accessible through a variety of subscription, pay-as-you go, project or retainer-based options designed to meet the differing requirements of our customer base. The Megabuyte Roadshow offers a unique platform for smaller UK technology companies to connect with some of the industry s most influential CXOs, investors and advisers who constitute the membership of The Megabuyte Forum. Roadshow events run alongside each of the three main Megabuyte Forum gatherings that take place during the year (Spring, Summer and Autumn). Eligibility is restricted to companies with revenues of between 2 million - 20 million demonstrating strong organic growth. To learn more about the roadshow and how to get involved, visit: Back in the good old days, networking used to be about connecting with, and then building relationships with people who were either additive to your business universe or peers. These days, networking is all too often a euphemism for bringing together unfocused groups of people with little common interest other than they work in the same sector. The Megabuyte Forum was launched specifically to address these issues, providing a discrete, high-level networking platform connecting industry, functional and sector-level peer groups. To learn more about the Megabuyte Forum and how to get involved, visit: LEARN MORE AT: Author Hannah Finch Content authored by: I S Research Ltd The Blade, Abbey Square, Reading, RG1 3BE +44 (0) Megabuyte PUBLICATION DATE: 25/03/14

3 SECTOR: Software Company: Company Size: Annual Recurring Revenue: COMPANY ADDRESS: Founded in 2005, Invenias provides a software platform that specifically caters to the executive search and strategic recruitment sector, allowing recruitment teams to build stronger relationships with clients and candidates and fulfil assignments more effectively. Invenias has built a strong base in the UK executive search market by displacing peer products with a Cloud-based, functionally rich alternative. Powered by a recent fundraise, the emphasis for Invenias going forward will be to internationalise its growth and, potentially, start to take share in the enterprise market. TABLE 1: FY-09 FY-10 FY-11 FY-12 FY-13 Annual Recurring Revenue ( m) ARR growth (%) 120% 87% 87% 52% Source: Megabuyte, Invenias TELEPHONE: Invenias estimates the global annual recurring revenue opportunity, for executive search firms alone, at circa $250m. In addition to this, we believe that in-house recruitment teams in enterprises provide an even larger opportunity, as these teams have significantly grown in number and are particularly underserved by current offerings. In executive search, it s all about the intensity and insight on one candidate and so recruiters in this area require sophisticated sourcing tools and a CRM system that can contain a far wider variety of candidate information than their volume recruitment counterparts. WEBSITE: Chairman CEO The market for search and recruitment software is highly fragmented with a mass of small vendors, a couple of mid-sized legacy players and some larger enterprises that offer peripheral products. Invenias is successfully taking market share from the limited number of executive search software incumbents, including AIM-listed Dillistone Systems and US based Cluen, which we believe appear to have out-dated and non-user-friendly technology offerings, and have therefore experienced minimal growth over the last few years. Because the executive search-specific software market is poorly served, we believe Invenias will continue to acquire customers by displacing other providers. CTO & Product Director Financial Controller Director & MMC Investor Invenias generates revenue by billing on a per user per month basis and therefore has a highly visible recurring revenue stream, which has recorded impressive growth; especially given that the company has, so far not invested heavily in sales and marketing resources for customer acquisition. The majority of its sales have been customer driven, either from internet searches or word of mouth and so a large area of the market has yet to be approached through direct sales and marketing. Invenias has spent a number of years investing in product development and we believe it already has a strong UK base from which to enter a land-grab phase in both domestic and international markets. Following its recent MMC Ventures-backed fundraise, the company s short term goals will likely focus on building around the current team and developing a more targeted customer acquisition strategy that takes advantage of both the opportunity to displace current products in executive search firms and to provide the solution to the much larger in-house recruitment market. PUBLICATION DATE: 25/03/14 3

4 Founded in 2005, Invenias provides a software platform that specifically caters to the executive search and strategic recruitment sector. Utilising a unique Cloud + Client architecture, the core Windows desktop platform is downloaded via the Cloud and delivered completely inside Outlook. The platform also extends to an app on ipad, iphone and soon Android, Blackberry and Windows devices. In 2013, Invenias received a strategic investment from MMC Ventures and private investors to support further international expansion and product development. The company currently has around 25 staff based in Reading and additional offices in Kuala Lumpur and New York. Invenias provides a desktop application which enables users to create and manage an assignment workspace, candidate database and CRM platform. It also contains custom reporting and analytic tools to give insight into business operations, and is fully integrated with Outlook, web and social networking sites. Invenias proprietary technology allows it to provide data synchronisation across its enterprise-grade datacentres located in Europe, America and Hong Kong, ensuring that users connecting from anywhere in the world receive a consistent and good-quality service level. As shown in Figure 1, executive and strategic recruitment form part of the wider search and recruitment market, which ranges from temporary and agency to executive search. Fundamental differences in the geographic scope, specific candidate requirements and hiring volume mean that recruitment software requirements are very different at either end of the scale. Currently, the majority of recruitment software is concentrated on the volume recruitment market. Executive search requires a targeted, relationship-centric sourcing strategy, and so mobile recruiting, social media integration and data analysis are important features of executive search software. Executive recruitment tasks are typically outsourced to a service provider or conducted by in-house teams within enterprises. Invenias currently serves just under 500 customers, 95% of which are service providers and the remaining 5% are enterprise customers with in-house recruitment teams. Source: Megabuyte FIGURE 1: Exec. Search Service Provider TYPE OF RECRUITMENT Strategic Global search Candidate specific Low volume Search & Recruitment Market Volume Temp & Agency Local search Candidate unspecific High volume Exec. Search Enterprise TYPE OF RECRUITMENT Strategic Global search Candidate specific Low volume Temp & Volume Agency Local search Candidate unspecific High volume Invenias recorded close to 1.85m in Annual Recurring Revenue (ARR) in fiscal 2013, up by circa 50% on Prior to this, it had doubled ARR for two consecutive years. In the latest year, EMEA accounted for around three quarters of ARR, with the remaining 25% split between the Americas (12%) and Asia Pacific (13%). Currently, the majority of customers are English-speaking businesses. Invenias was co-founded by current CEO and Chairman David Grundy and current CTO Richard Harrison. In addition, Trevor Ward (Europe) and Drew Mitchell (Asia Pacific) oversee the company s international operations, while Jean-Marc Nalletamby has been Financial Controller since PUBLICATION DATE: 25/03/14

5 Executive search is a profitable, niche market; it is not uncommon for C-suite searches to have fees in excess of 100k and up to 250k for high profile appointments. Taking a conservative view, Invenias has estimated that the global market for providing executive search software to service providers represents an ARR opportunity of roughly $250m. In addition to this, we believe that there is an even greater opportunity to provide executive search software to in-house recruitment teams in enterprises, which have both grown in number and started to conduct executive search themselves. From our research, it is apparent that search teams struggle to recruit at the executive level with software that has been designed for volume recruiting. The volume recruitment process is based on advertising and promoting a position and processing the (sometimes many) applicants that respond. Meanwhile, the executive search and strategic recruitment process seeks to map out and research relevant markets, companies and people, to find and attract the best candidate to fill a specific role. Businesses that are driving growth of the world s developed economies are becoming more and more dependent on scarce executive talent. Executive recruiters therefore require focused and innovative executive search tools in order for their clients to win in the talent wars that are building. Executive search commonly involves a global hiring process due to very specific candidate requirements and so search teams are often globally dispersed. In order to collaborate efficiently, recruiters need access to up to date records of their candidates at all times, regardless of differences in business hours or the device they are using. Additionally, the general trend towards higher staff turnover means that candidate data changes on a regular basis. Therefore, Cloud-based software that keeps candidate databases and workspaces updated in real-time has become less of a luxury and more a necessity. While the need for speed and automation has historically been more important in higher volume recruitment, it is now becoming increasingly relevant to executive search, due to the higher quantity of available candidate data. Web and social media sources provide both opportunities and problems for executive search recruiters; while recruiters are able to gather a far greater amount of information on a potential candidate, the sheer quantity of data can make populating and organising candidate databases very time consuming. It is therefore increasingly important that software can quickly and easily collate large volumes of data and display it in an effective and useful way. Companies have historically relied on outsourcing executive search tasks and typically only performed volume recruitment themselves. In the last few years however, there has been a significant increase in the number of in-house recruiters conducting executive search and strategic recruitment tasks. However, in-house teams are unlikely to have the same skills and experience as service providers, and the volume recruitment strategies typically used by these teams are not very effective in executive search. Enterprises are therefore likely to adopt executive search-specific software to conduct these activities. Unlike pure web-based applications, Invenias platform uses a combination of Cloud + Client, where the Cloud is a scalable computing platform and the Client is an application running on an internet enabled device. This architecture means that data is stored centrally in the Cloud so users do not require complex and expensive servers and can access information regardless of their geographic location. However, in contrast to some browser-based Cloud applications, users receive a fast and rich desktop feel experience from Invenias Cloud-connected Outlook add-in and mobile apps. Invenias argues that the blend of Client and Cloud capabilities gives recruiters the best of both worlds, as users can also choose to keep some data cached on a local device (just like Outlook does) in order to continue working when they are offline. PUBLICATION DATE: 25/03/14 5

6 Invenias is positioned in a fragmented market where there are a large number of relatively small recruitment software providers, a couple of mid-sized legacy vendors and some large enterprises that offer periphery solutions. Table 2 shows a selection of peers across the overall market. We believe the peer group can be split into three categories: companies that focus on executive search software; companies that provide general, typically volume recruitment software; and others that fit into a wider talent management category. Additionally, vendors may provide software to either service providers, enterprise in-house teams, or both. AIM-listed Dillistone Systems (FileFinder) and US-based Cluen, are arguably Invenias closest competitors, as both product offerings focus exclusively on executive search. FileFinder and Cluen boast approximately 40,000 users between them. However, we argue that both can be labelled as legacy vendors, as we believe that their products appear out-dated and non-user-friendly, and lack a good deal of the functionality that is offered in the Invenias platform. The majority of Dillistone System s and Cluen s customers are service providers, although, similar to Invenias, both also explicitly market their solutions to in-house teams. Meanwhile, AIM-listed Bond International offers Bond Vantage, an executive search-specific product as a separately purchased tool to its core recruitment suite. More general recruitment software, such as that offered by BullHorn and Microdec, can typically be used for a wider variety of recruitment activities and do sometimes include executive search-specific functions. Salesforce.com s app exchange and icims offer general products, with reduced functionality that are more suited to smaller in-house teams. There are also a number of periphery recruitment software offerings that form part of talent management solutions. In addition to Cornerstone OnDemand s Recruitment Cloud, a number of large enterprises have acquired in this area, including Oracle s Taleo Recruiting Cloud, IBM s Kinexa/BrassRing talent solution and SAP s acquisition of SuccessFactors. These tend to be targeted towards in-house teams. Because the software requirements of executive search teams differs greatly from those of volume recruiters, we believe that Invenias is not likely to be in head-to-head competition with the general recruitment and talent management vendors, meaning that its direct peer group is relatively small. TABLE 2: Company Market Area Majority of customers Activities Dillistone Systems Executive Search Service Providers Provides an executive search database, CRM, research tool, Outlook add-in, project management system and mobile app. Currently over 1,300 exec search customers in 60 countries. Can be deployed locally or hosted in the Cloud. Cluen Executive Search Service Providers Provides an executive search database, CRM, research tool, Outlook add-in, project management system, mobile app and social media integration. Also provide a résumé firewall product. Can be deployed locally or hosted in the Cloud. Bond Int l Executive Search (Part of wider suite) Service Providers Small part of Bond s wider recruitment suite. Provides an executive search database, CRM, research tool, Outlook add-in, project management system, mobile app and social media integration. 100,000 users of wider recruitment suite. Can be deployed locally or in the Cloud. BullHorn General recruitment Service Providers Provides Applicant Tracking System (ATS), CRM, candidate sourcing, mobile and social recruiting and back office software. 10,000 clients in over 150 countries. Cloud-based offering. Microdec General recruitment Service Providers Configurable depending on recruitment type, includes an executive search workflow type. Can be deployed locally or hosted in the Cloud. Salesforce.c -om App Exchange General recruitment Service Providers/ In-house There are a number of apps for recruitment and staffing management available on salesforce.com app exchange. Generally feature CRM, Applicant Tracking System (ATS), social recruiting, on-boarding and candidate database tools. icims General recruitment In-house Talent acquisition software solutions for growing businesses, includes CRM, Applicant Tracking System (ATS), social media and on-boarding. Approx. 2,000 customers. Cloud-based offering. Source: Megabuyte Cornerstone OnDemand Talent Management In-house Recruiting Cloud forms part of the wider talent management suite. Recruitment management, sourcing and selection tools, screening and assessment tools and a CRM tool for forming talent pipelines. Cloud based offering. 6 PUBLICATION DATE: 25/03/14

7 Business Model Invenias generates revenue by billing on a per user per month all-inclusive (ie. includes desktop, web and mobile apps) basis and therefore has a highly visible recurring revenue stream. The company currently has approximately 450 customers, approximately 45 of which are based in North America. Other than a handful of Linkedin adverts and search engine optimisation, Invenias has, so far, not invested heavily in a targeted sales and marketing strategy for customer acquisition and the majority of sales to date have been from in-bound marketing enquiries and customer referrals. While the majority of time and resources have been focused on product development, this has clearly paid off, as the company recorded a customer churn rate of just 5% in its latest year. Financial Performance Debt-free since its inception, Invenias is currently fi rmly in an invest to grow stage and has historically invested in resources ahead of the curve. Invenias growth profile has been impressive; typical to many SaaS businesses, the company benchmarks Annual Recurring Revenue (ARR) fi gures. Using this metric, Invenias grew at close to 90% in 2011 and 2012, followed by 52% growth in Breaking down the top line for its latest year, three quarters of ARR was from EMEA, within which roughly 80% was sourced from the UK. The remaining quarter of ARR came in approximately equa share from North America and Asia Pacific, where the company has recently opened two new offi ces; in New York in 2013 and Kuala Lumpur in Growth drivers Invenias closed an investment round in July 2013 of circa $1.5m in expansion funding and an additional $500k in March 2014, from MMC Ventures and a number of private investors including Mark Farmer, the founder of Eden Ventures. The investment will allow Invenias to accelerate its product development and begin its land-grab customer acquisition phase, driven by its fi rst major investment in sales and marketing. In the run up to the MMC investment, Invenias appointed additional leaders in sales, marketing and development to get this process started and it is now looking to ramp up revenue growth again in the current year. In addition to providing the company with capital, Invenias will benefi t from the experience and expertise of its new investors in meeting its growth objectives going forward. The executive search industry is growing and innovating fast and as a result we believe that Invenias will look to invest heavily in sales resource, to drive out-bound marketing and customer acquisition, and in product development, to ensure the solution remains up to date and takes advantage of the latest technology trends and customer requirements. PUBLICATION DATE: 25/03/14 7

8 Strategy & development Product development Invenias has spent a number of years investing heavily in product development to ensure that the tool is both simple and intelligent. Recent milestones include launching datacentres in the US and Asia Pacifi c, which provide the foundation for global, real-time access to the candidate database, CRM system and workspaces through iphone and ipad apps. The company is also currently developing apps for use on Android, Blackberry and Windows mobile devices. Another opportunity for further product development in the short term comes from partnerships. Invenias has already partnered with companies that offer complementary tools and we believe that by integrating capabilities such as video interviewing, timesheeting or an advertising portal, Invenias could considerably widen its market and provide a more comprehensive recruitment solution. We also see an opportunity for Invenias to take its core technology and provide adaptations for vertical markets, such as the legal sector. Notwithstanding the rigorous data privacy obligations to which Invenias is extremely sensitive, with consent and anonymity of data, we believe there is potential for Invenias to provide its customers with industry recruitment statistics and benchmarks. Business development In order to remain ahead of the curve we believe that Invenias will prioritise growth over profi tability in the short term and continue to invest heavily. Furthermore, while it has previously focused on product development, going forward, we believe Invenias will seize the opportunity to grow its core customer base by signifi cantly expanding its sales and marketing resource. This will also drive international expansion and enable Invenias to meets its target for 50% international revenues in the medium term. This strategy has already been put into motion in the US, as Invenias recently appointed globally recognised executive search expert Joseph McCool to the North America advisory board. We also believe that Invenias will focus on extending its client base to include more in-house recruitment teams, which already form a small but growing proportion of overall customers. For example, Invenias secured US-based supplier of electric cars Tesla as a customer in We believe that enterprises could become a substantial part of its customer base going forward, as an increasing number conduct executive search in-house, rather than outsourcing it. 8 PUBLICATION DATE: 25/03/14

9 Value drivers The fundamental differences in the processes, and therefore software requirements, of executive and strategic recruitment teams compared to volume recruiters forms one of the greatest value drivers for Invenias. The company has focused on developing an intuitive, fast and effi cient product that specifi cally caters to the needs of executive search teams, such as the ability to conduct very complex searches and manage extensive client and candidate relationships. In addition, Invenias unique product architecture, which combines an inside Outlook desktop add-in with mobile apps has also been specifi cally designed with globally dispersed, mobile executive search teams in mind. Challenges The executive search service provider market is, for the most part, formed of a large number of boutique and mid-sized fi rms. One of the challenges with this market dynamic is that each fi rm needs to be located, engaged with and sold to on a highly individual basis, which requires both time and a considerable sales resource. For this reason, we believe that the major test for Invenias in the long run will be successfully scaling its lead generation and sales engine and subsequently, its deployment model. Furthermore, while in-house teams clearly provide a great opportunity, we believe that there will be a relatively steep learning curve in terms of the sales strategy required to secure more customers in this area. Finally, although it currently has cash in the bank to see it through to profi tability, in order to support Invenias aggressive expansion we believe that the company may require additional funding, from existing or new investors in the not too distant future. PUBLICATION DATE: 25/03/14 9

10 Disclaimer IS Research Ltd will not accept any liability to any third party who for any reason or by any means obtains access or otherwise relies on this report. IS Research Ltd has itself relied on information provided to it by third parties or which is publicly available in preparing this report. While IS Research Ltd has used reasonable care and skill in preparing this report, IS Research Ltd does not guarantee the completeness or accuracy of the information contained in it and the report solely refl ects the opinions of IS Research Ltd. The information provided by IS Research Ltd should not be regarded as an offer to buy or sell securities and should not be regarded as an offer or solicitation to conduct investment business as defi ned by The Financial Services and Markets Act 2000 ( the Act ) nor does it constitute a recommendation. Opinions expressed do not constitute investment advice. Any information on the past performance of an investment is not necessarily a guide to future performance. IS Research Ltd operates outside the scope of any regulated activities defi ned by the Act. If you require investment advice we recommend that you contact an independent adviser who is authorised by the Act to conduct such services. IS Research Ltd does not have any direct investments in any companies contained in the report and has compiled this report on an independent basis. 10 PUBLICATION DATE: 25/03/14

11 invenias If you would like more information about Invenias, please contact us at one of our global offices: EMEA Head Office Davidson House Forbury Square Reading Berkshire RG1 3EU United Kingdom Telephone: +44 (118) Americas 200 Park Avenue Suite 1700 New York United States of America Telephone: +1 (646) APAC 28/F Central Plaza 34 Jalan Sultan Ismail, Kuala Lumpur Malaysia Telephone: +6 (03) Invenias Limited VISIT US AT: PUBLICATION DATE: 25/03/14 11

12 I S Research Ltd The Blade, Abbey Square, Reading, RG1 3BE +44 (0)

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