2. Tuck-in acquisitions and product development: Scott shared the impact of recent acquisitions and product improvements on our overall opportunity and detailed how these enhancements provide new capabilities that help grow existing customer relationships, TAM and average selling price: • Interactive texting and Textizen: This acquisition builds on GovDelivery’s texting capabilities by delivering a higher level of interactivity that can better drive real behavior change. This additional capability fused with the volume and usage that GovDelivery brings has already seen a positive reaction from the market. In the few months since the acquisition, we have already closed a deal that is greater than Textizen’s total revenue last year, a direct result of our ability to bring scale and contacts at the federal level. •Open Data and NuCivic: This tuck-in capitalizes on very important trends around transparency and access by providing an open data capability built on top of Drupal (an open source, content management system for government). Open data capabilities publish data online so that citizens and developers can access it, use it, and build upon it. Scott shared that since this deal closed in December 2014, the team has had a great year, closing new international, federal and state clients, including Health.Data.gov, which is the federal health portal. •Learning and GovLoop: GovLoop was acquired by GovDelivery in 2009 and has since become a very large, very robust community of more than 200,000 government professionals. Scott explained that while there’s a lot of investment in learning and training, this is a space that’s “being very disrupted in government.” He described how GovLoop has been running online trainings for some time, building its experience and credibility and, ultimately, a great brand for training and learning in the market. That brand coupled with online training’s natural connection to our core expertise of communications, provides additional opportunity. “Last year, we started testing whether our clients would buy training from us. It has gone extraordinarily well.” Scott described how the team built out a light learning management system to fuse a strong technology component with services. He shared that we’ve seen a very strong response from the market, closing more than 20 deals in 2015 that average six figures and above. |