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UiPath Sales

Accelerate human achievement through intelligent automation by enabling a world where companies use automation to unlock creativity and potential in every employee

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Accelerate human achievement through intelligent automation by enabling a world where companies use automation to unlock creativity and potential in every employee

Strengths

  • PLATFORM: Complete end-to-end automation platform with advanced AI
  • LEADERSHIP: Recognized market leader with 10,000+ global customers
  • INNOVATION: Strong R&D capabilities and continuous product evolution
  • ECOSYSTEM: Robust partner network of 5,000+ implementation partners
  • COMMUNITY: Active community of 1.5M+ UiPath Academy developers

Weaknesses

  • COMPETITION: Increasing competition from Microsoft Power Automate
  • PROFITABILITY: Ongoing challenges in achieving consistent profit
  • ENTERPRISE: Over-reliance on large enterprise deals for growth
  • COMPLEXITY: Steep learning curve for full platform utilization
  • VERTICALIZATION: Limited industry-specific automation solutions

Opportunities

  • AI: Expansion of AI-powered cognitive automation capabilities
  • EXPANSION: Cross-selling potential within existing customer base
  • SMB: Untapped potential in small and mid-market segments
  • VERTICAL: Industry-specific packaged automation solutions
  • CLOUD: Accelerated migration to cloud-native platform offerings

Threats

  • COMPETITORS: Increasing competition from tech giants and startups
  • COMMODITIZATION: Core RPA features becoming commoditized
  • ECONOMY: Economic slowdown affecting IT spending and new deals
  • TALENT: Shortage of skilled RPA developers in the market
  • PERCEPTION: Market confusion about automation vs. AI capabilities

Key Priorities

  • AI INTEGRATION: Accelerate AI-powered automation offerings
  • CUSTOMER SUCCESS: Improve adoption and value realization
  • CLOUD ADOPTION: Accelerate cloud platform migration
  • VERTICAL SOLUTIONS: Develop industry-specific solutions
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Accelerate human achievement through intelligent automation by enabling a world where companies use automation to unlock creativity and potential in every employee

OWN THE AI FUTURE

Lead the market in AI-powered intelligent automation

  • PLATFORM: Launch UiPath AI Fabric 2.0 with generative AI capabilities and integration with 5 major LLM providers
  • ADOPTION: Achieve 30% of existing customers using at least one AI-powered automation feature, up from 18%
  • ENABLEMENT: Train 100% of customer-facing teams on AI automation use cases and value articulation
  • PIPELINE: Generate $50M in pipeline specifically attributed to AI-powered automation capabilities
DRIVE REAL VALUE

Accelerate customer value realization and expansion

  • ADOPTION: Increase average platform feature adoption from 42% to 60% across enterprise customers
  • NRR: Improve Dollar-Based Net Retention Rate from 121% to 128% through focused expansion programs
  • SUCCESS: Implement value realization framework for 100% of customers with ARR >$100K
  • EXPANSION: Close 50 expansion deals >$250K driven by documented automation value realization
CLOUD-FIRST FUTURE

Accelerate transition to cloud-native automation

  • MIGRATION: Convert 40% of on-premise customers to cloud platform, up from 25% currently
  • NEW BUSINESS: Achieve 85% of new customers on cloud platform, up from current 65%
  • FEATURES: Launch 5 cloud-exclusive automation capabilities driving competitive differentiation
  • PERFORMANCE: Achieve 99.99% cloud platform uptime and reduce performance incidents by 50%
SOLVE REAL PROBLEMS

Develop industry-specific automation solutions

  • SOLUTIONS: Launch 10 industry-specific automation solution packages with pre-built components
  • PARTNERS: Develop 5 strategic vertical ISV partnerships with co-selling agreements in place
  • PIPELINE: Generate $75M in pipeline from industry-specific solution packages
  • EXPERTISE: Build vertical expertise centers in Financial Services, Healthcare, and Manufacturing
METRICS
  • ARR: $1.65B by end of quarter, representing 15% YoY growth
  • NRR: 128% Dollar-Based Net Retention Rate
  • NEW LOGOS: 200 new customers with ACV >$100K
VALUES
  • Be humble
  • Be bold
  • Be immersed
  • Be fast
UiPath logo
Align the learnings

UiPath Sales Retrospective

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Accelerate human achievement through intelligent automation by enabling a world where companies use automation to unlock creativity and potential in every employee

What Went Well

  • GROWTH: ARR grew 22% YoY to $1.44 billion, exceeding market expectations
  • ENTERPRISE: Increased number of customers with $1M+ ARR by 31% to 229
  • CLOUD: Accelerated cloud adoption with 65% of new customers choosing cloud
  • RETENTION: Dollar-based net retention rate maintained at 121% in Q4 FY2024
  • PROFITABILITY: Achieved non-GAAP operating income of $97M, up 141% YoY

Not So Well

  • SALES CYCLE: Extended enterprise sales cycles affecting predictability
  • COMPETITION: Increased competitive pressure in mid-market segments
  • LINEARITY: Significant back-end loading of quarterly revenue achievement
  • INTERNATIONAL: Slower growth in EMEA region compared to Americas
  • EXPANSION: Slower than expected expansion in existing accounts

Learnings

  • VALUE: Need to better articulate automation ROI and time-to-value
  • ENABLEMENT: Sales teams require advanced AI and business value training
  • SEGMENTATION: Different go-to-market approaches needed by segment
  • PARTNERS: Strategic partner enablement critical for scale and reach
  • ADOPTION: Customer success directly impacts expansion opportunities

Action Items

  • PLAYBOOKS: Develop industry-specific value frameworks and selling guides
  • ENABLEMENT: Launch comprehensive AI automation sales training program
  • SEGMENTATION: Implement segment-specific sales motions and resources
  • SUCCESS: Create prescriptive customer adoption and expansion program
  • METRICS: Implement leading indicators for pipeline health and forecasting
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Accelerate human achievement through intelligent automation by enabling a world where companies use automation to unlock creativity and potential in every employee

Strengths

  • TECHNOLOGY: AI-powered Document Understanding capabilities
  • ACQUISITION: Strategic AI acquisitions (Cloud Elements, StepShot)
  • INNOVATION: Strong AI R&D team and continuous innovation focus
  • INTEGRATION: Seamless AI integration with RPA workflows
  • ECOSYSTEM: Strong partnerships with OpenAI, Google Cloud, Azure

Weaknesses

  • MESSAGING: Market confusion about AI vs. traditional automation
  • ADOPTION: Slow customer adoption of advanced AI capabilities
  • TALENT: Limited AI expertise across sales and customer success
  • EDUCATION: Insufficient customer education on AI use cases
  • DIFFERENTIATION: Unclear AI differentiation from competitors

Opportunities

  • GENERATIVE AI: Integrate generative AI across the platform
  • AUTOMATION: Automate the automation with AI-driven discovery
  • PREDICTIVE: Expand predictive analytics for business outcomes
  • DATA: Leverage customer data for AI-driven insights and ROI
  • COPILOT: Develop AI assistants for automation development

Threats

  • COMPETITION: Tech giants offering AI-native automation tools
  • COMPLEXITY: Growing complexity of AI implementation
  • EXPECTATIONS: Unrealistic customer expectations about AI
  • REGULATION: Increasing AI regulation and compliance concerns
  • SKILLS: Market shortage of AI-skilled automation developers

Key Priorities

  • PLATFORM: Develop AI-first automation platform approach
  • ENABLEMENT: Build comprehensive AI skills across organization
  • SOLUTIONS: Create templated AI-powered automation solutions
  • DIFFERENTIATION: Clear AI-driven value proposition messaging