Q2 business review · Integrations marketplace · Leadership

Growth is strong;
CRM concentration is the concern

Revenue share beat plan by 8.4%; one connector accounts for 34% of installs and its partner may leave in Q4.

Approve a partner-success hire; decide on a backup CRM connector.

Installs grew strongly and revenue share beat plan

MARKETPLACE INTEGRATION INSTALLS

Installs: Q2 last year 9,800; Q1 15,900; Q2 18,300. Q2 last year9,800 Q115,900 Q218,300

REVENUE SHARE · PAID INTEGRATIONS

Q2 revenue share $412,000 compared with $380,000 plan; $32,000 above plan. Q2 actual$412k Plan: $380k+$32k / +8.4% vs plan

Q2 installs: +2,400 (+15.1%) vs Q1; +8,500 (+86.7%) vs Q2 last year.

Listed partners finished six below the target of 80

74

listed partners against a target of 80
92.5% of target

74 listed partners versus a target of 80; shortfall of six. Actual: 74 Target: 80

The partner-success hire would work with the long tail of partners.

The CRM partner may leave; it represents 34% of installs

The top three integrations account for 61% of installs.

Install concentration: CRM connector 34%, next two integrations combined 27%, all other integrations 39%. Top three total 61%. CRM: 34%Next two: 27%All others: 39% Share of marketplace integration installs

The CRM partner plans to build its own connector and may leave the marketplace in Q4.

Average rating fell; low reviews cluster on stale integrations

Average review rating fell from 4.4 to 4.1, a decline of 0.3 points. Bars start at zero. Previous4.4 Current4.1 Average review rating · −0.3 points

Most low reviews concern five integrations with no updates in 12+ months.

Leadership must choose whether to build a CRM backup

2

engineers for one quarter
Estimated effort for a backup CRM connector

Decision optionBackup connectorEngineering commitment
Build our ownCommission an internal CRM backup2 engineers for 1 quarter
Do not buildDo not commission an internal CRM backupNo allocation to this build

The partner may leave in Q4; a departure is not certain.

Approve the partner-success hire and decide on the CRM backup

Decision 01 · Partner success

Will leadership approve a partner-success hire to work with the long tail of partners?

74 listed partners vs an 80-partner target.

Decision 02 · CRM backup

Will leadership commit an estimated two engineers for one quarter to build a backup, given the CRM partner’s possible Q4 departure?

CRM connector: 34% of installs.
Choose: build / do not build.