Specialist
Former Director at Quickbase Inc
Agenda
- Quickbase’s operating environment and the broader low-code app development sector across SMB, mid-market and enterprise segments
- Quickbase’s competitive dynamics with Airtable, Mendix, OutSystems and others – ease of use and function at scale
- Customer expansion, market growth and product traction given stickiness
- Outlook for Q4 2021 and beyond – growth potential through upsell
Questions
1.
What’s your overview of Quickbase’s no-code product offering, the central value proposition and its target customer profile across use cases?
2.
What would you say is Quickbase’s target customer profile, considering company size or end vertical? How might that vary across use cases?
3.
What trends should investors monitor when considering Quickbase’s operating environment and the broader no-code app development and workflow automation sector? Are any industry headwinds or tailwinds front of mind?
4.
How do you think about Quickbase’s market opportunity given increasing demand, especially when assessing the company’s headroom for growth?
5.
We highlighted some end verticals that have been early adopters. Would you highlight any nuances across company size, whether SMB, mid-market or enterprise customers, as well as the geographical focus? Should we monitor any trends around demand and adoption of no-code solutions?
6.
Gartner expects 65% of app development to come from no- or low-code platforms by 2024. What might be the drivers of this adoption across types of companies? How should we assess growth and how sustainable this will be?
7.
Could you discuss Quickbase’s competitive landscape? Airtable seems to be a major competitor. Which other vendors would you lump into this group? What are the main dynamics at play among them?
8.
I think it might be helpful to segment by the end user market, so downmarket with SMB and mid-market use cases vs enterprise. When Quickbase goes up against players such as Mendix, OutSystems, Pegasystems or Appian when it comes to enterprise use cases, what will stand out to customers? Under what circumstances would Quickbase win that business?
9.
Considering downmarket, you said that Quickbase was coming up against Airtable less and less. When they go into any head-to-head competition, what stands out to downmarket customers, even if these customers’ use cases are smaller or a little more siloed?
10.
How sticky does business tend to be once its won?
11.
Would mid-market and enterprise customers use a best-of-breed approach or do they tend to standardise on one platform? I want to better understand the general use case and how they assess spend on these solutions across departments.
12.
Should we monitor any new entrants or disruptors, whether those are specific companies, newer technologies or general use cases? Who might pose a threat to Quickbase’s market?
13.
How differentiated are platforms from one another? Does Quickbase have a competitive moat vs peers, or do you think these platforms are becoming more commoditised as time passes?
14.
Have any vendors been keeping pace or catching up with Quickbase, shrinking any potential gaps across their products? How defensible is the company’s position?
15.
You said we’ll have to monitor what Salesforce is doing. What about ServiceNow, since it’s also pushing further into the low-code market?
16.
What qualities of Quickbase’s product offering would you consider as existing weak points or areas of improvement vs the products of its peer set? Where do you think the company could do better around product?
17.
Could you discuss Quickbase’s use of third-party integrations and partnerships? How does that play into its product differentiation vs that of its peer set?
18.
Where else might it make sense for Quickbase to build out partnerships, whether technology or broader channel partnerships to keep some competitive edge?
19.
Outside of strategic partnerships, when considering product development, what do you consider Quickbase’s opportunities within low and no code? How might this play into its longer-term product roadmap in terms of expanding use cases and driving customer demand and adoption?
20.
What stands out about Quickbase’s go-to-market strategy, especially considering its pricing and product messaging for customers? How does this resonate with its different customer groups? Is its product priced at a premium vs that of its peers? What is this customer acquisition process like?
21.
What might a sales cycle and customer valuation and decision-making process be like across SMB, mid market and enterprise? How does this tend to shake out and where does Quickbase have strengths in those segments?
22.
How long does it usually take for a Quickbase customer to be fully up and running and able to realise some ROI?
23.
What’s the resource intensity on Quickbase’s side to get its customers up and running and able to fully use its solutions? You discussed the ease of use and how that factors into one of its differentiated qualities. Is that a cost we should consider on the company’s side, to drive customer success?
24.
How would you expect customer mix from Quickbase’s end markets to trend? Where would you ballpark the breakdown across SMB, mid-market and enterprise, and how might this change as its market focus evolves?
25.
Where do you think Quickbase will focus in terms of getting higher volume on the SMB side vs perhaps fewer but larger deals within the mid-market and enterprise? Would mid-market be a healthy balance across those?
26.
Who do you think Quickbase will come up against the most in the mid-market segment?
27.
What are your thoughts on Quickbase’s domestic vs international customer expansion opportunity? Do you think that will be a 50/50 split long term, or do you expect either of those markets to outpace the other?
28.
What’s your outlook on Quickbase’s ability to grow revenues through upsell, especially as it scales with any of its smaller customers?
29.
Quickbase markets different tiers, and I’m considering its ability to expand its customers into different ones. What are the main drivers of customers moving from the team price level to the business? Are there any hurdles to that upsell?
30.
What’s your outlook on the total revenue contribution from new logo wins vs upsell within Quickbase’s existing base? Which might weigh in more when considering the potential top-line expansion?
31.
What do you consider Quickbase’s greatest risk and opportunity, in light of its market positioning and environment?
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