Competition OVERVIEW There are ways in which Rippling wins or loses going head to head against any individual one of these As mentioned previously, Rippling is a hybrid of three competitors (for what it’s worth, on the HR side, we di昀昀erent software categories: believe our product is superior to every other system on the market). • An all-in-one payroll, bene昀椀ts, and HRIS system But the larger dynamic is that each of these competi- • An “identity” / access management system tors thinks of themselves far more narrowly than Rippling does: they make HR software, or Identity • An endpoint device management system software, or device management software. It’s em- bedded in their culture and mission statements and This also means that Rippling competes with three taglines. These companies are going to stay in their very di昀昀erent types of companies. Not every deal in- swim lanes. volves all three components — some deals are IT only, some deals are HR-only and of course many deals are They might partner — but these partnership will both. always be thin tethers connecting otherwise unrelated systems. COMPETITOR BREAKDOWN • On the payroll and HR side, we compete against Gusto, Zene昀椀ts, Namely, ADP, Paychex, and other similar companies. If a client chooses to use Rippling on the payroll and HR side, we are almost always replacing one of these systems. • On the identity side, we compete against Okta, OneLogin, LastPass, OnePassword, and similar companies. We’re much less likely to be replac- ing one of these systems — most companies we sell to haven’t purchased them yet. • On the device management side, we compete against JAMF (for mac), Microsoft (for PC man- agement), and a few newer, but smaller, com- petitors. As with Identity systems, we’re much less likely to be replacing one of these systems — most companies we sell to haven’t purchased them yet. 7 Rippling Memo