Specialist
Former executive at Informatica Inc LLC
Agenda
- Informatica's operating environment and growth drivers for its IPaaS (integration-platform-as-a service) offering
- Competitive landscape for Informatica, MuleSoft, Workato and others
- Hybrid data integration market growth assessment
- Outlook for 2022 and beyond
Questions
1.
What’s your overview of Informatica’s operating environment and a couple of trends driving growth?
2.
Where would you say the bulk of Informatica’s demand comes from across cloud, on-prem or the company’s hybrid offering? You mentioned the trend of moving from on-prem to cloud.
3.
What is your demand outlook over the next few years? You said demand is not fully there for public cloud yet, if ever. Could you expand on a potential timeline for public and hybrid cloud demand increasing?
4.
Could you discuss Informatica’s growth story? Has anything fundamentally shifted or impacted the company’s growth trajectory that we should consider?
5.
How should we assess the market size for Informatica’s IPaaS [integration-platform-as-a-service] platform? Could you discuss the company’s market share? Has it shifted at all vs competition in the past 12-18 months?
6.
How would you rank Informatica, MuleSoft, Boomi and Workato?
7.
Could you discuss any industry consolidation? We mentioned MuleSoft’s 2018 acquisition by Salesforce and Boomi recently separated from Dell. What pairings might come forward that could close any industry gaps or be a disruptor?
8.
What are your thoughts on Informatica’s management and its strategy so far? Would you have done anything differently or do anything differently in future? Would you highlight or question any core parts of the company’s business model?
9.
How much pricing power would you say Informatica has when negotiating deals with SMBs as well as mid cap or enterprise clients? How much are prices being compressed?
10.
You mentioned the difference between enterprise and SMBs. Do you think Informatica is well-positioned to move upmarket or downmarket? What impact might this have on the company’s margins, given the difference in pricing power and negotiations?
11.
How would you estimate the amount of Informatica’s revenue growth coming from new logos vs adjacent opportunities such as cross-selling and upselling within its existing customer base?
12.
Could you discuss Informatica’s expansion efforts? What’s driving the company’s new business wins? How would you evaluate the company’s global expansion efforts?
13.
You seem to think Informatica has room for revenue growth within partner channels and to expand its partner ecosystem. Could you unpack the company’s go-to-market strategy?
14.
What might be some of Informatica’s main churn drivers besides pricing? How does customer churn impact the company?
15.
Where do you think Informatica is with its transition from on-prem to the cloud? When might the legacy churn you’re referencing flatten out? What might offset some of this churn?
16.
How should we assess Informatica’s main revenue growth drivers for the next 1-2 years? What are your thoughts on the company’s revenue growth trajectory?
17.
Would you highlight any areas where Informatica could pursue incremental cost efficiencies? I imagine its transition to cloud from on-prem over the last five years could have impacted margins.
18.
What are your thoughts on the structure of Informatica’s sales teams? Would you highlight any strengths and weaknesses in the team’s ability to negotiate and win new logos as well as cross-sell and upsell?
19.
Could you expand on whether there’s been a shift in the sales team as Informatica moves away from on prem? Would you note any shift in leadership and the company’s ability to retain leadership talent and invest in human capital?
20.
Do you think the company would pursue any sizeable M&A? Would you say it needs to invest in M&A to grow substantially? Would you note any attractive M&A opportunities for the company?
21.
What do you think are some other threats to Informatica? What is the greatest challenge it will need to overcome?
22.
Would you consider Informatica an acquisition target, given companies such as Microsoft are building their own solutions? How might that play out?
23.
Your comments suggest that Informatica might have a partner risk surrounding Microsoft. How significant would you say the company’s partner risk is? What is it doing or could it do to mitigate this risk?
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