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(1 de 9)
O PF assume uma forte expanso internacional quer no segmento Corporate, quer no segmento PME a partir de 2015:
Clientes
% internacional - Corporate % internacional PMEs
2013
50%
2014
75%
2015
90% 98%
2016
95% 98%
2017
98% 98%
2018
98% 98%
salesforceone.blogspot.com
(2 de 9)
2011
7,8 2,7 0,7 0,3 0,3 0,0
2015e
13,9 4,9 1,4 0,7 0,6 0,6
2012
1.500 1.000 500 500 700
2015
1.736 1.158 579 579 810
Total
Grow CAGR (2012-2015)
11,9
14,5
18%
22,1
52%
Total
CAGR (2012-2015) Sales Force Reps
4.200
4.862 5%
15% 2011
16% 1% 10%
Assumptions
SFA as % of SaaS (2) GDP Portugal as % of WE (3) SFA Telco as % SFA (4)
2012e
16% 1% 10%
2015e
15% 1% 10%
2012
6 12
20%
2015
7 13
30%
2012e
2.386
2015e
3.333
M
Two Scenarios
Telco
Portugal
196
4,9
239
5,8
333
8,0
Telco 0,49 0,58 CAGR (2012-2015) Worldwide CAGR (2012-2015) Sales Force One Forecast Worldwide CAGR (2016-2018)
(1) Source: Ga rtner, 27 Ma rch, 2012 (2) Source: Morga n Standl ey, 2011 (3) Source: CIA, Worl d Fa ct Book (4) Source: Sa l es Force One Foreca s t (5) 1 = 1,3$, s ource BPI, 27/4/2012
Telco - conservative Telco - agressive CAGR (2012-2015) - conservative Telco CAGR (2016-2018)
salesforceone.blogspot.com
(3 de 9)
2013
2.667 0,004% 589 0,02% 0,413 14%
2014
2.982 0,009% 658 0,04% 0,459 15%
2015
3.333 0,024% 736 0,11% 0,510 11%
2016
3.600 0,043% 794 0,20% 0,550 11%
2017
3.888 0,067% 858 0,31% 0,595 9%
2018
4.199 0,080% 927 0,36% 0,642 10%
salesforceone.blogspot.com
(4 de 9)
2013 2
2014 4
100%
2015 8
100%
2016 12
50%
2017 12
0%
2018 12
0%
1
8%
1
4%
2
6%
2
5%
6
200%
13
117%
24
85%
34
42%
44
29%
Segmento PMEs
Operational Product Variations (Free, Smart, Power and Super)
YoY grow
2013
2014
2015 2 3.000 8%
Number of Downloads
YoY grow
% of Paid Downloads
YoY grow pp
salesforceone.blogspot.com
(5 de 9)
2014 42
2%
2015 43
2%
2016 43
1%
2017 44
1%
2018 44
1%
Gross Margin
YoY grow
59%
-1%
58%
-1%
57%
-1%
55%
-2%
53%
-2%
1.133
3%
1.167
3%
1.202
3%
1.238
3%
1.275
3%
47.382
5%
49.780
5%
51.786
4%
53.873
4%
56.044
4%
5 70%
200
5
2%
5
2%
5
1%
5
1%
5
1%
Gross Margin
YoY grow
69%
-1% 210 5%
68%
-1% 221 5%
67%
-1% 232 5%
65%
-2% 243 5%
63%
-2% 255 5%
Segmento PMEs
Financials
% of Paid Downloads
YoY grow pp
2013
2014
2015
8% 10 10
2016
8% 0% 11 10% 10 0%
2017
8% 0% 12 9% 15 50%
2018
8% 0% 13 8% 15 0%
salesforceone.blogspot.com
(6 de 9)
2017
2018
5% 2% 3% 2%
10% 3% 3% 2%
10% 4% 3% 2%
10% 5% 3% 2%
10% 5% 3% 2%
10% 5% 3% 2%
salesforceone.blogspot.com
(7 de 9)
2017 14 1,00%
2018 14 1,00%
Quadro de Pessoal Administrao / Direco Administrativ a Financeira Comercial / Marketing Produo / Operacional Qualidade Manuteno Aprov isionamento Inv estigao & Desenv olv imento Outros
2013 1 1 1 1 1
2014 1 1 1 1 1
2015 1 1 1 1 1
2016 1 1 1 1 1
2017 1 2 2 2 2
2018 1 2 3 2 2
TOTAL
10
Remunerao base mensal Administrao / Direco Administrativ a Financeira Comercial / Marketing Produo / Operacional Qualidade
(8 de 9)
salesforceone.blogspot.com
(9 de 9)
Beta mdio do sector de Computer Software = 1.04 nos EUA. Fonte: Aswash Damodaran, Jan 2012 Taxa de Risco de Mercado = 15%, tendo em conta a conjuntura econmica do pas.
Tax a de juro de activ os sem risco - Rf Prmio de risco de mercado - (Rm-Rf)* ou p Beta empresas equiv alentes Tax a de crescimento dos cash flow s na perpetuidade * Rendimento esperado de mercado 1,60% 15,00% 104,00% 0,00 NOTA: Quando no se aplica Beta , colocar: - O prmio de risco (p) adequado ao projecto - Beta = 100% ==> R(Tx actualizao) = Rf + p
salesforceone.blogspot.com