Specialist
Former director at LogMeIn Inc
Agenda
- GoTo (LogMeIn)’s overall operating environment, and IT access/support and engagement/support industry trends
- Competitive dynamics among GoTo, Okta (NASDAQ: OKTA), Microsoft (NASDAQ: MSFT), Zoom (NASDAQ: ZM) and more
- Post-pandemic demand environment, future revenue drivers and security product roadmap
- Outlook for H2 2022 and beyond, including long-term threat of passwordless technology
Questions
1.
Could you give an overview of GoTo, formerly LogMeIn, pulling 2-3 key trends or drivers that you feel we should be paying attention to?
2.
Could you outline GoTo’s overall go-to-market strategy across online and the inside sales and channel sales strategy you mentioned? Does go-to-market vary at all by product across collaboration, remote support and access and LastPass?
3.
Do you think now GoTo has good channel relationships with its channel partners? Might the company have better channel partner relationships within any specific product type across the categories? As you mentioned, there are typically different partnerships for different products. Is there an area of leadership for GoTo?
4.
Who would you rank as LastPass’s main peers or competitors across some of the key customer segments and markets it participates in?
5.
How do you think enterprise CTOs and CSOs [chief security officers] are thinking about the products when analysing them in the aggregate? Might LastPass need to upgrade any functionality or anything within its product suite because it needs to innovate or augment the existing product to better compete and retain wallet share in enterprise or change the sales approach? Do you think competitors are nearing parity, or does LastPass have a pretty robust approach so nothing needs to change? What is the growth trajectory in enterprise for the LastPass segment relative to peers such as 1Password? 1Password had a pretty large valuation in series C a few months ago.
6.
Do you think the products are relatively comparable against the other suite of competitors –OneLogin, Okta and Microsoft? Could you expand on the main differentiators in the competitive dynamics of those players? Could you elaborate on the pricing dynamics, especially in enterprise, and how that plays into the industry’s overall competitive dynamics?
7.
What else do you think LastPass can do to increase functionality, besides multi-factor, SSO [single sign-on] and password management? Do you think the company should be layering other existing pieces into the platform to expand use cases? What could the next steps be from a product perspective?
8.
Why do you think passwordless technology could be a disruptor to LastPass? What’s your outlook there?
9.
Over what timeline do you think we could see wider spread adoption of passwordless technology within enterprise? What inning would you say we’re in? How quickly do you see that trend evolving?
10.
How do you assess the international brand recognition and relative strength of LastPass and its product portfolio? Do the competitors shift at all by region outside of North America?
11.
Could you outline the competitive dynamics on the GoTo side of the business across some of the main product lines? Who are GoTo’s most direct competitors in the SMB space?
12.
What do you think the launch of GoTo Resolve really achieves? You mentioned some MSPs [managed service providers] such as Datto and Kaseya, which I believe are merging, and they will be a competitor in the SMB bucket. We’ve seen remote support and access revenue decline a little following some modest growth during the pandemic. Do you think that segment can overall return to some growth?
13.
Would you include TeamViewer as a competitor in the GoToMeeting segment? What are your thoughts on that player and similar ones? Do you consider them a serious threat to any share loss from GoTo’s perspective?
14.
Many vendors, GoTo included, seem to be promoting integrated Teams solutions that look like they’ve gained some traction. Why aren’t customers simply using Teams? Could that become a growth area for GoTo?
15.
How do you think about the differences in the legacy GoTo product set – such as GoToMeeting and GoTo Webinar – relative to the investment and revenue outlook for the new generation of GoTo products? How much further could revenue decline in the legacy segment as resources are likely prioritised into GoTo Connect?
16.
What do you think is driving or will continue to drive growth at LastPass? Might it primarily be existing customers purchasing more, so upsell vs cross-sell motions, or from new logo acquisitions?
17.
How do you assess the consolidation or acquisition opportunities? Perhaps if you could start with the LastPass segment and then GoTo in general. Do you consider any components or pieces of the overall business as attractive acquisition targets?
18.
What’s your 3-5-year outlook for the industry? Do you expect continued consolidation? Who do you consider as potential medium-to-long-term winners and losers throughout the sector?
19.
Is there anything you think we haven’t covered or any points that we just haven’t done justice to?
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