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Software & Cloud — Value Creation Case Studies | TacticalVC

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Software & Cloud

16 published case studies

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Enterprise SaaS Vertical Market Software Cybersecurity Cloud Infrastructure & DevOps Dev Tools & Platforms

Contract Structure

Veeva Systems Inc.

Veeva Systems — Switching Cost Moat in Life Sciences Vertical SaaS

Revenue grew from $1

Enterprise SaaSGICS 4510Large Enterprise

Customer Expansion

Datadog, Inc.

Datadog — Customer Expansion Through Multi-Product Observability Platform

Revenue grew from $603

Enterprise SaaSGICS 4510Large Enterprise

Revenue Model Shift

SAP SE

SAP — Revenue Model Shift: Legacy ERP to Cloud Transition

Cloud revenue grew from approximately €5

Enterprise SaaSGICS 4510Large Enterprise

Packaging and Bundling

HubSpot, Inc.

HubSpot — Product-Led Growth: Freemium CRM as Cross-Sell Engine

Revenue grew from $513M (FY2018) to $2

Enterprise SaaSGICS 4510Enterprise

Sales Efficiency

Atlassian Corporation

Atlassian — Sales Efficiency Through Product-Led Growth at Enterprise Scale

Revenue grew from $1

Enterprise SaaSGICS 4510Large Enterprise

Governance and Cadence

Salesforce, Inc.

Salesforce — V2MOM Framework Aligning 73,000+ Employees to a Single Operating Plan

- **Alignment at 73,541 employees (FY2022)**: Salesforce scaled V2MOM across ...

Enterprise SaaSLarge Enterprise

Customer Expansion

ServiceNow, Inc.

ServiceNow — Customer Expansion: From IT Ticketing to Enterprise Platform

Revenue grew from $2

Enterprise SaaSGICS 4510Large Enterprise

Customer Expansion

Palo Alto Networks, Inc.

Palo Alto Networks — Platform Consolidation and Platformization Strategy in Cybersecurity

Next-generation security (NGS) ARR reached $4

CybersecurityGICS 4510Large Enterprise

Customer Expansion

Salesforce, Inc.

Salesforce — Platform Ecosystem and AppExchange as Revenue Multiplier

Revenue grew from $13

Enterprise SaaSGICS 4510Large Enterprise

General and Administrative

Salesforce, Inc.

Salesforce — Activist-Driven Margin Expansion and Capital Return Pivot

Non-GAAP operating margin expanded from 22

Enterprise SaaSGICS 4510Large Enterprise

Delivery and Fulfillment

Workday, Inc.

Workday — Partner-Led Deployment Reduces Professional Services Drag and Expands Operating Margin

- **Revenue growth**: Total revenue grew from $2

Enterprise SaaSGICS 4510Large Enterprise

Customer Expansion

Zoom Video Communications, Inc.

Zoom — Counter-Example: Post-COVID Revenue Stagnation Despite Margin Improvement

Revenue growth decelerated sharply: from 55% (FY2022) to 7% (FY2023) to just 3

Enterprise SaaSGICS 4510Large Enterprise

New Customer Acquisition

Constellation Software Inc.

Constellation Software — Serial M&A with ROIC Discipline in Vertical Market Software

Revenue grew from $1

Vertical Market SoftwareGICS 4510Large Enterprise

New Customer Acquisition

Twilio Inc.

Twilio — Counter-Example: Over-Acquisition and Margin Destruction in CPaaS

Cumulative GAAP operating losses totaled approximately $3

Enterprise SaaSGICS 4510Large Enterprise

Customer Expansion

CrowdStrike Holdings, Inc.

CrowdStrike — Platform Consolidation Through Module Expansion in Cybersecurity

Revenue grew from $874

Enterprise SaaSGICS 4510Large Enterprise

Revenue Model Shift

Shopify Inc.

Shopify — Revenue Model Shift: From Subscription SaaS to Commerce Platform

Revenue grew from $1

Enterprise SaaSGICS 4510Large Enterprise