Human Capital Management Software Market Overview - 2015

Shea & Company, LLC
Human Capital Management Software Market Overview
Boston
200 Clarendon Street, Floor 25
Boston, MA 02116
Michael S. Barker
Managing Director
415.203.5286
mbarker@shea-co.com
Christopher J. Pingpank
Principal
617.896.2218
cpingpank@shea-co.com
Michael H.M. Shea
Managing Director
617.896.2255
mshea@shea-co.com
Brad E. McCarthy
Vice President
617.896.2245
bmccarthy@shea-co.com
San Francisco
201 Mission Street, Suite 1850
San Francisco, CA 94105
Peter Falvey
Managing Director
617.896.2251
pfalvey@shea-co.com
Jeff Cook
Vice President
617.896.2252
jcook@shea-co.com

Copyright © 2015 Shea & Company, LLC
 Left in the wake of the HCM platform arms race of 2010 – 2012 (led
by Oracle acquiring Taleo and SAP acquiring Successfactors), was an
overcrowded market of small and upcoming vendors across virtually
all functional areas of HCM software
 Customers were turning their focus toward end-to-end platforms that
could replace their core systems that were either rigid legacy systems
or an integration of many point solutions across the HCM stack
 We believe that this trend of replacing legacy systems with highly
flexible, end-to-end cloud-based systems will continue as we’ve
entered an era of ‘postmodern ERP’, where solutions have moved
beyond their former rigid architectures
 The continued integration of separate talent areas into whole suites
will drive a new wave of innovation and consolidation activity
 Many of the integrated systems being put in place today
(acquired or built internally) look and function similarly to
each other, as opposed to prior years when they were still
standalone apps
 Buyers will replace entire core system (formerly disparate
applications for each functions) with one suite and will look
to add ancillary , innovative applications through add-on
modules from additional vendors
 These new innovative vendors will be the focus for
acquisition activity in 2015, as core suites are largely
complete at the high-end of the market
Market led by large vendors with core
talent management platforms (built
through acquisition), surrounded by
overcrowded ecosystem of smaller vendors
Buyers continuing to replace legacy
solutions of many integrated standalone
apps with one system – large players now
offer many of the core HCM and talent
management functions in one suite
Buyers looking for the new innovative
solutions (analytics, social driven apps,
etc.) will add them on to their new cloud-
based core systems
Investment activity will continue and
acquisition activity will increase, driven by
small innovative vendors gaining traction
as necessary functions and scaling
Market Trends in Human Capital Management Software
A crowded HCM application sector was the most active space for investors in 2014 and is maturing into a
landscape prepared for a new wave of consolidation following a few years of light activity
Key Takeaways
2

 Talent management continues to be a priority for HR purchasers – this fast growing segment of HCM applications
will continue to attract attention from both investors and buyers
 The ‘socialization’ and ‘datafication’ of HCM functions will lead to emerging vendors with new exciting tools
gaining traction from HR purchasers as add-on products which will catch the eye of leading platform vendors
Investor Perspectiveon the Market
 Investors put more money into HCM companies than any other sector last year for the following reasons:
 Market is proven, fast-growing and well understood, as a key functional category for all businesses
 The market is extremely crowded across its entire functional blueprint, leaving no absence of
opportunities to put money to work
 Many emerging vendors leveraging the ‘socialization’ and ‘datafication’ of HR functions to create new
categories in HCM
 Opportunity to consolidate across categories over time
Strategic’s Perspective on the Market
 Acquisition activity is beginning to pick up again:
 Strategics have historically focused on building end-to-end suites for core HCM / talent management
functions
 Acquirers prefer to amass talent management / corporate training portfolios through acquisition – will
continue to do so as subcategory leaders emerge in the space
 New vendors that gain traction as the key add-ons to core suites will provide a new focal point for leaders
 Our conversations with acquirers point to a focus on combatting the Workday threat
Thesis for 2015
We saw a record setting investment pace in HCM software in 2014, and will expect that to continue, along
with a new wave of M&A consolidation after a few years of little activity
3

 HCM Application market growth has continued at an
impressive rate and continues to outpace other
application markets
 Refresh cycle continues
 Continued interest in first-time purchases of
new solutions and replacements of aging core
systems with SaaS-only deployments
 19% of enterprise companies are investing in
upgrading and expanding existing HRM
deployments
 Postmodern ERP has emerged
 Buyers want more than just a simple HRM
system with standard capabilities
 ‘Socialization’ and ‘datafication’ of HRM
functions emerging as innovative features used
in buyers evaluation criteria
Overall Market Growth Remains Strong
The HCM application market continues impressive growth even as it matures – performance and learning
management functions will be the fastest growing subsectors
Key Drivers HCM Applications Market Size and Growth by Segment
Source: IDC, Forrester
4
$5.2 $5.7 $6.1
$7.7
$1.6
$1.7
$1.8
$2.3
$1.5
$1.6
$1.7
$2.1
$0.8
$0.9
$1.0
$1.3
$0.8
$0.9
$1.0
$1.3
$0.5
$0.5
$0.6
$0.8
$0.0
$2.0
$4.0
$6.0
$8.0
$10.0
$12.0
$14.0
$16.0
2013 2014 2015 2018
Compensation
Performance
Learning
Recruiting
Workforce Management
Core HR
$ in Billions
$10.4
$11.3
$12.2
$15.4CAGR: 8.2%

Evolution of the Talent Management Landscape
5
 Software marketplace
for talent management
platforms started as a
market of small niche
vendors
 Customers adopted
many point solutions
as standalone tools
 Little integration
between solutions
 Different categories of talent
management (learning
management, applicant
tracking, etc.) converge
 Standalone tools replaced with
integrated suites
 Acquisition arms race leaves a
handful of large platforms who
control over 60% of the market
 Todays market dominated by
the multi-billion dollar ERP
vendors (SAP, ORCL, WDAY)
 Handful of other large vendors
take remaining market
 Aside from large platform
vendors created through
acquisition arms race, market
overcrowded with small vendors
creating new innovative solutions
 Majority of the large players now
offer many of the core HR and
talent management features in
one end-to-end system
 The new exciting tools (e.g. social
learning, employee feedback) are
available from the new small
innovative vendors
 Customers now firming up core
HRMS into a single ERP suite and
adding on the innovative new
tools as add-ons
1990s – 2000s
2000s – 2012
2012 – 2015+
The Talent Management Market has evolved to one dominated by large ERP vendors surrounded by an
overcrowded market of small innovative vendors

Talent Management Market Share Largely Controlled by $B+ ERP Vendors
6
Source: Bersin by Deloitte
Key Drivers Talent Management Suites Market Share by Revenue
 Talent management market is largely controlled by the
few large $B+ ERP vendors who have created a full
platform in the last decade
 Many of these winners have been built through
acquisitions of leading category platforms (e.g
Oracle via Taleo and SAP via SuccessFactors)
 A few dozen mid-market solutions surround those large
ERP vendors who control 60% of the market (Ultimate,
Ceridian, Halogen)
 These competing vendors are also mostly end-
to-end suites with highly flexible, cloud-based
solutions though may be lacking the
multinational execution of their larger
counterparts
 Vendors trying to compete via standalone applications
as opposed to integrated suites can no longer compete
in this market

SaaS Suite Vendors Continue to Dominate the Market
7
Although the market is overcrowded with point solutions at the low end, vendors offering highly flexible, end-
to-end cloud based systems have come to dominate the market in recent years
Gartner Magic Quadrant: Talent Management Suites, 2014 Forrester Wave: SaaS HRMS Q4 2014
Source: Gartner, Forrester
 Little change in recent years, as leading platforms
remain those built through acquisition and
integration
 Leaders serve the needs of complex, multinational
organizations

Leading Vendors Built through Acquisition / Integration of HCM Portfolio Assets
8
Though relatively quiet in recent years, the leading HCM vendors are ERP vendors who established a large
customer base in targeted solutions and extended that foothold into surrounding HCM areas via acquisition
Platform Heritage Focus Expansion
Recruiting
Performance
Core HR
Learning
Payroll
Recruiting

Next Wave of Acquisition Activity Beginning in Earnest
After a few years of ‘wait & see’ by acquirers, a new wave of M&A is gaining momentum in 2015, along with
continued investment activity in both early- and late-stage companies
Wave of Acquisition / Investment History
9
 Acquisition arms race between
large ERP players
 Snapping up category leaders for
outsized valuations
 Investment activity takes a back
seat to M&A spree
$1.3B
$2.0B
$3.4B
 Acquirers turn focus to integrating
their latest platform buys
 Take ‘wait & see’ approach – few
category leaders remain in
ecosystem
 Investment activity begins to pick
up – new HR technologies
emerging, yet to gain scale
 Acquisition activity begins to pick up
 Buyers adding smaller assets to their
talent management portfolios
 Investors pour record amount of
capital into HCM application sector
2013 - 2014 2014+Pre-2013
M&A Activity
Investment Activity
$400M

HRMS Functional Footprint – Three Core Functions
10
While many large providers have assembled end-to-end HRM platforms, the heritage focus of these vendors and
newcomers typically involves a core competency in one of the three core HRM functions
Talent Acquisition Talent Management HR Core Administration
 Finding and retaining employees with
the necessary skills, experience and
cultural fit are key as companies
continue to hire in earnest
 Emergence of more vertical focused
solutions, especially on the sourcing
side (e.g. internships, executive
recruiting, sector specific jobs)
 Primary functions include:
 Workforce planning
 Sourcing & social recruiting
 Candidate engagement
 Applicant evaluation
 Diversity & compliance
 Onboarding
 Automating the many disparate
functions in the human resources
department is key
 Area largely dominated by the $B+
ERP vendors
 Many providers now offer end-to-end
capabilities for these functions
 HR Compliance
 Compensation management
 Payroll administration
 Benefits administration
 Time and attendance
 Employee engagement
Human resource management master data, reporting and analytics
 Ensuring that individual performance
and goals are clear
 Learning management systems in
place to fill performance gaps
 Succession planning – ensuring
employees know the future
opportunities available to them
 Employee performance
 Goal management
 Career planning
 Talent review
 Retention management

HRMS Functional Footprint – The Players
11
Core Function Solution
Leaders / Private Companies
at Scale (Est.)*
New / Innovative Players Pure-Play Public Companies
Talent Acquisition
Sourcing
Recruiting -
Onboarding -
Talent
Management
Performance &
Succession
Training /
Learning
Management
HR Core
Administration
Time &
Attendance
Payroll / Benefits
/ Compliance
Recognition /
Rewards -
*$50M in VentureFundingor estimated$30M+ revenue

HCM Point Solution Market Map by Segment
12
Market Consolidators
Sourcing Recruiting Onboarding
Performance & Succession Management Training / Learning Management Systems
Time & Attendance Payroll / Benefits/ Compliance Recognition/ Rewards

($ millions)
Sources: publicly available sources, CapitalIQ, PitchBook
Notable Recent Marketing Personalization Funding Activity ($ millions)
Latest Round Date 03/05/15 02/24/15 01/14/15 09/01/14 08/27/14 06/03/14 02/19/14
Amount Raised $23 $22 $186 $30 $135 $67 $20
Post Money Valuation n/a n/a $831 $150 $1,000 $567 $128
Very Active Space Among Investors
13
Close Date Company Participating Investor(s) Description Amount
03/05/15 Namely Matrix Partners, Lerer Hippeau Ventures, Bullpen Capital, True Ventures Cloud-based recruitment platform $23
03/03/15 Greenhouse Benchmark, Social+Capital Partnership, Felicis Ventures, Resolution Ventures Recruiting performance improvement system $14
02/26/15 Workable Greylock Israel (83North), Openfund SaaS hiring platform $5
02/24/15 Guidespark IDG Ventures, Meritech Capital Partners, NEA, Storm Ventures Provider of customized videos for employee education on HR topics $22
02/18/15 Onfido Wellington Partners, CrunchFund, Angels Online background check platform $5
02/18/15 Grovo Learning Accel Partners, SoftTech VC, Costanoa Venture Capital Online education and training platform $15
02/09/15 ShiftPlanning MHS Capital, Klever Internet Investments, Point Nine Capital Online employee scheduling and workforce management software $9
01/26/15 Glassdoor Google Capital, Tiger Global Management, Battery Ventures, Sutter Hill Ventures Online social networking company focused on employment conditions $70
01/19/15 RealMatch Edison Partners, Orix Ventures, Carmel Ventures Online recruitment advertising $8
01/14/15 Lynda.com TPG Capital, Spectrum Equity, Accel Partners, Meritech Provider of online learning courses $186
12/24/14 Ascentis Catalyst Investors Online payroll and human resource management software $7
11/04/14 Namely Matrix Partners, Lerer Hippeau Ventures, Bullpen Capital, True Ventures Cloud-based recruitment platform $12
09/01/14 Jobvite Catalyst Investors, CMEA Capital, ATA Ventures, Trident Capital Recruitment application that allows collaboration on hiring people $30
08/27/14 Pluralsight Insight Venture Partners, ICONIQ Capital, Sorenson Capital Partners Provider of online training courses for professional software developers $135
08/19/14 The Resumator Volition Capital, Blue Cloud Ventures, Riverfront Ventures, Rincon Ventues Applicant tracking, social recruiting and job marketing platform $15
08/12/14 Hireology Bain Capital Selection management platform for hiring employees $10
07/08/14 SilkRoad Foundation Capital, Intel Capital, Azure Capital Partners, Tenaya Capital Cloud-based recruiting management services for SMBs $14
07/01/14 Simply Hired Foundation Capital, IDG Ventures, City National Bank Search engine platform for jobs and recruitment advertising network for employers $12
06/10/14 Visier Adams Street Partners, Foundation Capital, Summit Partners Analytic applications for HR $26
06/03/14 Zenefits Andreessen Horowitz, Institutional Venture Partners, SV Angel, Hydrazine Capital Enterprise platform for managing benefits, payroll and HR tasks $67
05/19/14 Jibe SAP Ventures, Polaris Partners, DFJ, Gotham Ventures, Longworth, Thrive Capital Browser-based technology for personnel recruiting $20
05/15/14 PeopleDoc Accel Partners, Alven Capital Partners Employee document management $18
03/05/14 Guidespark NEA, Storm Ventures, IDG Ventures Provider of customized videos for employee education on HR topics $15
02/19/14 Zenpayroll General Catalyst Partners, KPCB, Y Ventures, Homebrew, Rothenberg Ventures Cloud-based payroll service $20

[b] Source: The 451 Group
Note: EV / Revenue multiples greater that 20x and EV / EBITDA multiples greater than 50x are considered to be not meaningful
Transaction Date 11/03/14 03/26/14 06/27/12 02/09/12 12/03/11
Transaction Value $400 $1,000 $1,280 $2,010 $3,400
EV / TTM Rev 10.0x 9.5x 3.5x 5.3x 10.3x
($ millions)
M&A Activity
14
Consideration Equity Enterprise EV / Revenue EV / EBITDA
Ann. date Target Acquirer % Cash % Stock value value Current yr Forward yr Current yr Forward yr
Human Capital Management
03/04/15 TimeSimplicity SwipeClock - - - - - - - -
02/26/15 HRsmart Deltek - - - - - - - -
02/19/15 Netchemia PeopleAdmin - - - - - - - -
11/19/14 Smarterer Pluralsight - - - $75 - - - -
11/03/14 bswift Aetna - - - $400 10.0x [b] - - -
10/07/14 Evolv Cornerstone OnDemand 100.0% 0.0% - $43 - - - -
08/21/14 SumTotal SkillSoft - - - - - - - -
06/17/14 nettime Solutions Paychex - - - - - - - -
04/15/14 E-Learning S.A. John Wiley & Sons 100.0% 0.0% - $175 - - - -
04/09/14 One-Page Company InterMet Resources Limited 0.0% 100.0% $9 $10 - - - -
04/02/14 Profiles International John Wiley & Sons 100.0% 0.0% - $51 1.9x - - -
03/26/14 Fieldglass SAP 100.0% [b] 0.0% [b] - $1,000 [b] 9.5x [b] - 40.0x [b] -
02/24/14 TalentBin Monster Worldwide - - - - - - - -
02/06/14 Bright Media (Bright.com) LinkedIn 73.0% 27.0% - $120 - - - -
01/08/14 PeopleAnswers Infor - - - - - [b] - - [b] -
10/22/13 TribeHR NetSuite 100.0% 0.0% - $25 - - - -
08/06/13 TrainSignal Pluralsight 100.0% 0.0% - $24 - - - -
08/27/12 Kenexa IBM 100.0% 0.0% $1,307 $1,280 3.5x 3.0x 20.9x 16.6x
07/02/12 SHL Corporate Executive Board 100.0% 0.0% - $660 3.1x - 11.6x -
03/08/12 Sonar6 Cornerstone OnDemand 92.9% 7.1% - $14 3.5x [b] - - -
02/09/12 Taleo Oracle 100.0% 0.0% $1,900 $2,010 5.3x 5.3x 28.9x 28.9x
02/06/12 OutStart Kenexa 100.0% 0.0% - $39 - - - -
12/03/11 SuccessFactors SAP 100.0% 0.0% $3,650 $3,400 10.3x 8.2x nm nm
Mean 90.4% 9.6% $1,716.6 $582.8 5.9x 5.5x 25.4x 22.8x
Median $1,603.6 $97.5 4.4x 5.3x 24.9x 22.8x

Advisory Services and Selected Transactions
Mergers & Acquisitions
 Buy-side and sell-side M&A advisory
 Divestitures
 Restructuring
Private Placements & Capital Raising
 Late-stage venture and growth equity
 Recapitalizations
 IPO advisory
Corporate Strategy
 Corporate development advisory
 Fairness opinions
15
Selected Transactions
Shea & Company has advised on billions of dollars of software M&A and capital raise transactions
People ▪ Industry Expertise ▪ Process Excellence
Superior Outcomes
Financial advisor to Platform Computing
has been acquired by
$311,000,000
Financial advisor to Involver
Financial terms not disclosed
Financial advisor to Mimecast
has received an investment from
$62,150,000
Financial advisor to Pervasive
$161,900,000
(NASDAQ: PVSW)
Financial advisor to Ping Identity
$44,000,000
Financial advisor to Bomgar Corporation
has received a majority investment from
$132,200,000
Financial advisor to TA Associates
has acquired
Financial advisor to GrabCAD
$100,000,000
Financial advisor to Freshbooks
$30,000,000
Financial advisor to SeeWhy
Financial advisor to Ektron
Financial advisor to VersionOne
$20,000,000
About Our Firm
$200,000,000

Shea & Company Firm Overview
Introduction to Shea & Company
Focused on Clients, Impacting Their Success, Measured by Results
 Our clients are the emerging leaders in rapidly growing and highlyturbulentmarkets, and established organizationswith mature operationaland
capital structures – in the software industry each faces robust corporatedevelopmentopportunitiesand the interplayof capital investment, and
value creationversus value realization
 Shea & Company is focused on clientresults
 We achieve superior outcomes for our clientson valuationand terms in competitive and sole-bidder situations, from both strategic and
financialacquirers
 100% of Shea & Company transactionshave closed from the Term Sheet stage, and with terms consistently better than industry averages
 From inceptionin 2005, our team has advised on over $2bn of completed transactions,with clients on both coasts of the U.S., in Canada and in
Europe,as M&A advisor in both sell and buy-side capacity
 Our team embodies a level of integrity, intensityand transactioninstinct that is unsurpassedand the foundationof
our uncompromisingfocus on clients and results
 The passion of our professionalsis working with mid-market technologycompanies– no other Firm can bring
comparabletalent, senior resources and relevant experienceto bear for these clients
People
 We maintain and invest in relationshipswith the most important companiesin technology,and most successful
technologyinvestors, to provideaccess to relevantsenior executives, insightinto their strategies, and context for their
negotiationtactics
 We bring expert perspectiveand a deep understandingof the software industry to assess the trajectoryof
technologiesand market segments to most effectivelypositionand value our clients
Industry Expertise
 Our senior leaders have an averageof over 15 years working on transactionsfor execution-focusedbulgebracket
banks and the knowledge-focusedadvisory boutiques
 Firm-wide focus on rigorous preparationand driving disciplined,thoughtfuland effectiveprocess – we deliver the
resources of the firm to eachmandate, ensuringbest-in-class execution
Process Excellence
16

People ▪ Industry Expertise ▪ Process Excellence
Superior Outcomes.
Boston San Francisco
Shea & Company, LLC provides independent financial advice on mergers, acquisitions, financial restructurings, private capital raising and similar corporate finance matters. Shea & Company is not a retail broker-
dealer. The firm does not conduct underwriting activities, provide research or analyst reports or solicit or carry accounts for, or offer or sell securities products to retail customers. Shea & Company is regulated by
the Financial Industry Regulatory Authority, Inc. (”FINRA”) as a FINRA Member Firm. The information and services provided in this presentation are not provided to and may not be used by any person or entity in
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Human Capital Management Software Market Overview - 2015

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