Slide 1: Cover letter to stock exchanges
October 20, 2022 To, BSE Limited National Stock Exchange of India Limited (BSE: 542726) (NSE: INDIAMART) Subject: Investor Presentation on the Audited (Standalone and Consolidated) Financial Results of the Company for the quarter ended September 30, 2022 Dear Sir/Madam, Pursuant to Regulation 30 of
Slide 2: Quarter Ended September 30, 2022
QUARTER ENDED SEPTEMBER 30, 2022 IndiaMART InterMESH Ltd. India’s largest online B2B marketplace connecting buyers with suppliers Note: Map not to scale
Slide 3: Table of Contents
Table of Contents SolarPanels Solar Panels 04 BUSINESS OVERVIEW 31 S TA N D A L O N E O P E R AT I O N A L P E R F O R M A N C E 41 FINANCIAL PERFORMANCE 74 SUBSIDIARY – BUSY INFOTECH 81 OTHER SUBSIDIARIES 85 A S S O C I AT E S A N D O T H E R I N V E S T M E N T S 99 PRODUCT OVERVIEW 109 TEAM India
Slide 4: Safe Harbour
Safe Harbour Bamboo Lithium Woods Battery This presentation and the accompanying slides (the “presentation”) contain selected information about the activities of IndiaMART InterMESH Limited Limited (the “Company”) and its subsidiaries and affiliates (together, the “Group”) as at the date of the pres
Slide 5: Business Overview
Turbine Business Overview IndiaMART InterMESH Ltd
Slide 6: Traditional Marketplace to Online Marketplace
Traditional Marketplace to Online Marketplace Offline Discovery Online Discovery, Anytime, Anywhere Additional services for business enablement Conversational commerce Multiple payment options CRM – Lead Manager Accounting Tax & Invoicing Business enablement - SaaS Post RFQ 5 IndiaMART InterMESH Ltd
Slide 7: India's Largest Online B2B Marketplace
India’s Largest Online B2B Marketplace B2B 2-way discovery Strong marketplace is marketplace network a growing Diversified Behavioral effects Subscription market across data driven based revenue categories and algorithmic model with geographies matchmaking negative working capital 6 IndiaMART InterM
Slide 8: Services that Empower Businesses
Services that Empower Businesses Buyers Suppliers Diverse set of products & suppliers Web storefront Multi-lingual search RFQ – BuyLead AI driven matchmaking Cloud Telephony – PNS Specifications & reviews CRM – Lead Manager Price discovery Accounting solutions Conversational commerce Business enable
Slide 9: Well Diversified Across 95,000 Categories
Well Diversified Across 95,000 Categories Industrial Plants, Construction & Packaging Material, Consumer Electronics Electrical Equipment Construction Apparel, Clothing & Industrial & Machinery & Building Raw Material Supplies & Machines & Household and Supplies Machinery, Building Garments Engineer
Slide 10: End-To-End Value Chain Discovery – Solar Panel
End-To-End Value Chain Discovery – Solar Panel Raw Material Machinery Components Final Product Stringer Automatic Plastic Copper Machine Framing Machine Semi Conductor Solar Silicone Solar Cell Transparent Glass Pure Silicon Dispenser Stimulator Solar Frame 9 IndiaMART InterMESH Ltd
Slide 11: End-To-End Value Chain Discovery - Electric Car
End-To-End Value Chain Discovery - Electric Car Raw Material Machinery Components Final Product Battery Controller Plastic Steel Vehicle Material Handling Assembly Machine Equipment Tyre Car Body Lithium/Cobalt/ Aluminium Graphite Tyre Building Soldering Machine Machine Motors 10 IndiaMART InterMESH
Slide 12: End-To-End Value Chain Discovery - Shirts
End-To-End Value Chain Discovery - Shirts Raw Material Machinery Components Final Product Fabric making Cutting Machines Shirt Fabric Cotton Yarn Dye machine Button Machine Stitching Machine Collar & Cuffs Threads & Buttons Collar & Cuff Machine 11 IndiaMART InterMESH Ltd
Slide 13: Well Diversified Across Geographies
Well Diversified Across Geographies Paying Subscription Buyers* % Suppliers % Metro Cities (8) Metro Delhi NCR, Mumbai, Bengaluru, Cities Hyderabad, Kolkata, Ahmedabad, Pune Metro Tier II 55% and Chennai Cities Cities 32% 25% Tier II Cities (69) Population > 500,000, excluding the cities covered und
Slide 14: 2-way Discovery Marketplace
2-way Discovery Marketplace Cloud Telephony Chat / Email CRM - Lead Manager CRM – Lead Buyer Manager Supplier Verification & Enrichment 13 IndiaMART InterMESH Ltd
Slide 15: Cloud Telephony – Premium Number Service
Cloud Telephony – Premium Number Service Buyers Suppliers ➢ Instant connect ➢ Missed call notification ➢ Call responsiveness ➢ Buyer profile ➢ Call back from suppliers ➢ No unsolicited calls Helps Measure ROI and Responsiveness 14 IndiaMART InterMESH Ltd
Slide 16: CRM – Lead Manager & Conversational Commerce
CRM – Lead Manager & Conversational Commerce ~86mn Replies* and Callbacks** during Q2 FY23 Reviews & Ratings Ratings Call Option & Alerts Direct Buyer Callback Share Link Add Notes, Set Reminders * Total Replies via desktop, Mobile site, Email and App ** Total Callbacks via Mobile site and App AI-ba
Slide 17: How RFQ / BuyLead Works
How RFQ / BuyLead Works Buyer Supplier Buyer Submits AI-driven RFQ Selection by Interaction through Industry Specific Enrichment & Supplier CRM – Lead RFQ Matchmaking Manager 16 IndiaMART InterMESH Ltd
Slide 18: Behavioral Data Driven Algorithmic Matchmaking
Behavioral Data Driven Algorithmic Matchmaking Product Location Buyer Requirement Supplier Preferences AI/ML Algorithm Quantity Price 17 IndiaMART InterMESH Ltd
Slide 19: Strong Network Effects
Strong Network Effects 87 Mn Product Listings ~95,000 Categories Product Discovery 7.3 Mn 160 Mn Supplier Storefronts Buyers Registered Buyers Suppliers 36% Suppliers 53% Repeat Buyers are Buyers ~100% Organic Traffic Enquiries & Conversations 23 Mn(1) Unique Business Enquiries 86 Mn(1) Replies* & C
Slide 20: ROI-driven, Subscription Based Revenue Model
ROI-driven, Subscription Based Revenue Model Key Offerings Platinum Web Cloud Telephony Gold Storefront – PNS Subscription contributes 98% + of revenue from Silver operations Priority RFQ Selection Annual / Multi Year Listing Credits - BuyLead Silver CRM – Lead Online Payment Monthly Manager Freemiu
Slide 21: Subscription Tier Wise RFQ Quota
Subscription Tier Wise RFQ Quota Daily RFQ Quota Weekly RFQ Quota Top 1% contributes ~ 18% of revenue Top 10% contributes ~ 47% of revenue (ARPU* ~ Rs. 877K) 3–4 50 – 100 (ARPU* ~ Rs. 229K) Platinum Gold 2 20 – 30 Silver 1 10 Annual / Multi Year Silver 1 7 Monthly *ARPU represents Revenue from opera
Slide 22: Nationwide Sales and Service Coverage
Nationwide Sales and Service Coverage Strong presence across the length and breadth of the country Reach to 1,000+ cities Field, Tele and Online Sales ~3,000 Own Sales Supervision & Client Servicing team (Renewal & Upsell) 100+ Channel Sales Partners Note: Figures as of Sep 30th, 2022 Note: Map not
Slide 23: Constant Innovation and Technology Focus
Constant Innovation and Technology Focus 2009 2013 2017 2019 2020 Request for Price Payment Order Supplier Quotation – Discovery Program Management Reviews & BuyLead Protection System Ratings (Pooraa) 2010 2015 2018 2019 Cloud Behavioral CRM – Lead Voice and Telephony – Matchmaking Manager Multi- PN
Slide 24: Key Competitive Strengths
Key Competitive Strengths BRAND AND NETWORK DETAILED CATALOGUE EFFECT WITH PRICING • ~100% organic search • 87 mn listed products • 53% repeat buyers • Product specifications • 36% suppliers are buyers • Pricing, photos & videos • 4.7 play store rating • Review and ratings • ~86mn(1) replies & callb
Slide 25: Strategic Outlook
Strategic Outlook Improve Engagement • Commerce enablement • Fintech and accounting • Business enablement SaaS Brands Strategy • Focus on large and medium enterprises Core SME Business • Keep expanding buyer and supplier network 24 IndiaMART InterMESH Ltd
Slide 26: Enterprise Solutions – Partnering Across a Wide Spectrum
Enterprise Solutions – Partnering Across a Wide Spectrum All trademarks, logos and brand names are the property of their respective owners. Use of any third-party names, trademarks and brands are for reference purposes only. 25 IndiaMART InterMESH Ltd
Slide 27: Enterprise Solutions – Partnering Across a Wide Spectrum
Enterprise Solutions – Partnering Across a Wide Spectrum All trademarks, logos and brand names are the property of their respective owners. Use of any third-party names, trademarks and brands are for reference purposes only. 26 IndiaMART InterMESH Ltd
Slide 28: Journey Towards Commerce and Business Enablement
Journey Towards Commerce and Business Enablement Enablement of Commerce Discovery Conversation Commerce Products Specifications & Prices Buyer & Supplier Negotiations Payments Photos / Videos Customer History & Reminder Logistics / Tracking Reviews & Ratings Quotations & Invoicing Transaction Financ
Slide 29: Accounting – Strategic Fit for IndiaMART
Accounting – Strategic Fit for IndiaMART Supplier Access to New • Business Necessity Recommendations Companies • High Customer Stickiness • Large and Growing Market Invoice Discounting / Accounting Access to SKU Transaction Software Level Data • Subscription based Revenue Model Financing Accurate Ac
Slide 30: Investments in Accounting
Investments in Accounting ~ 1 Mn businesses ~ 6 Mn1 businesses on Tally Large Provide mobile and cloud Client Enterprises Served functionality to Tally users 26%* 51.1%* Medium 100%* Small 27.5%* Logistics Tracking, Mobile First Cloud Traditional On-Premise Freight Aggregation, etc. Service Delivery
Slide 31: Other Strategic Investments
Other Strategic Investments Inventory and Distribution and Autonomous Vertical Shipping Operations Warehouse Salesforce Procurement Platform Commerce Automation Management Management 17% 26% 26% 26% 26% May’20 Apr’21 Aug’21 Dec’21 Feb’22 Mar’21 Apr’21 Nov’21 Feb’22 Mar’22 Legal Tech Transport Invoic
Slide 32: Operational Metrics
Waste Recycling Plant IndiaMART InterMESH Ltd
Slide 33: Traffic
Traffic (Figures in Millions) Yearly trends Quarterly trends 26% (8)% CAGR YoY 1071 284 960 259 260 257 261 723 748 553 326 262 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Mar'21 Mar'22 Sep'21 Dec'21 Mar'22 Jun'22 Sep'22 ~80% of traffic is through mobile Note: 1) Traffic is defined as the number of visits on
Slide 34: Indian Supplier Storefronts
Indian Supplier Storefronts (Figures in Millions) Yearly trends Quarterly trends 21% 10% CAGR YoY 7.1 7.3 7.2 6.5 7.1 7.0 6.0 5.5 6.7 4.7 3.2 2.3 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Mar'21 Mar'22 Sep'21 Dec'21 Mar'22 Jun'22 Sep'22 Figures have been rounded off` 33 IndiaMART InterMESH Ltd
Slide 35: Paying Subscription Suppliers
Paying Subscription Suppliers (Figures in Thousands) Yearly trends Quarterly trends 15% 25% CAGR YoY 169 188 179 147 152 169 130 156 150 108 96 72 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Mar'21 Mar'22 Sep'21 Dec'21 Mar'22 Jun'22 Sep'22 Figures have been rounded off` 34 IndiaMART InterMESH Ltd
Slide 36: Total Products Live
Total Products Live (Figures in Millions) Yearly trends Quarterly trends 22% 15% CAGR YoY 86 87 83 83 72 80 67 61 76 50 33 25 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Mar'21 Mar'22 Sep'21 Dec'21 Mar'22 Jun'22 Sep'21 Figures have been rounded off` 35 IndiaMART InterMESH Ltd
Slide 37: Registered Buyers
Registered Buyers (Figures in Millions) Yearly trends Quarterly trends 33% 16% CAGR YoY 160 149 154 149 143 138 125 102 83 60 39 35 38 38 38 38 37 37 29 30 22 13 Mar'17 Mar'18 Mar'19 Mar'20 Mar'21 Mar'22 Sep'21 Dec'21 Mar'22 Jun'22 Sep'22 Note: 1) Active buyers indicate buyers who have submitted enq
Slide 38: Unique Business Enquiries
Unique Business Enquiries (Figures in Millions) Yearly trends Quarterly trends 27% (11)% CAGR YoY 26 96 97 23 23 23 22 73 74 53 31 23 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Mar'21 Mar'22 Sep'21 Dec'21 Mar'22 Jun'22 Sep'22 Note: 1) Buyer posting an enquiry is one unique buyer for that day. If the same bu
Slide 39: Business Enquiries Delivered
Business Enquiries Delivered (Figures in Millions) Yearly trends Quarterly trends Total to Unique 5.1 x 5.1 x 5.5 x 6.2 x 6.3 x 6.4 x 5.7 x Business 5.9 x 5.2 x 5.2 x 5.2 x 5.3 x Enquiries Ratio 610 550 151 449 464 120 122 117 115 290 157 115 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Mar'21 Mar'22 Sep'21 D
Slide 40: Annualised Revenue Per Paying Subscriber
Annualised Revenue Per Paying Subscriber (₹ and figures in ‘000s) Yearly trends Quarterly trends 5% 1% CAGR YoY 48.4 48.0 48.7 43.6 44.3 47.4 47.6 42.3 37.2 38.4 32.9 32.1 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Mar'21 Mar'22 Sep'21 Dec'21 Mar'22 Jun'22 Sep'22 Paying 72 96 108 130 147 152 169 subscriptio
Slide 41: Employees
Employees Yearly trends Quarterly trends %2 38% CAGR YoY 459 779 437 459 685 466 520 458 436 419 475 424 2,631 2,106 1,942 2,249 2,524 2,150 3,065 2,343 2,586 3,065 3,002 3,141 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q2FY22 Q3FY22 Q4FY22 Q1FY23 Q2FY23 Total 3,249 2,713 2,539 2,915 3,150 2,701 3,672 2,959
Slide 42: Consolidated Section
Fly Ash Bricks Consolidated Section IndiaMART InterMESH Ltd
Slide 43: Q2 FY23 Results Overview (Consolidated)
Q2 FY23 Results Overview (Consolidated) Total Income ₹ 287 Cr 34% Revenue from Operations EBITDA Deferred Revenue ₹ 241 Cr ₹ 67 Cr ₹ 984 Cr 32% 19 % 30% 28% Margin Cash Generated from Net Profit Cash and Investments ₹ 68 Cr ₹ 1,975 Cr Operating Activities ₹ 78 Cr Cr eat ed by popcor nar t s f r om t
Slide 44: Financial Performance – Consolidated
Financial Performance – Consolidated (₹ in Crores) YoY QoQ Financial Metrics Q2 FY23 Q2 FY22 Q1 FY23 Change Change Revenue from Operations 241 182 32% 225 7% Other Income 47 31 48% 1 4553% Total Income 287 214 34% 226 27% Manpower Cost1 92 59 56% 85 8% Outsourced Sales Cost 33 14 140% 32 5% Other Op
Slide 45: Balance Sheet - Consolidated
Balance Sheet - Consolidated (₹ in crores) FY22 FY23 As at end of FY21 Q1 Q2 Q3 Q4 FY22 Q1 Q2 Assets Fixed Assets (incl. intangible assets) 3 2 2 2 3 3 61 63 Goodwill* - - - - - - 456 456 Right-of-use assets 63 59 57 55 53 53 51 48 Other assets** 44 36 36 41 52 52 52 58 Cash, bank & current investme
Slide 46: Collections from Customer - Consolidated
Collections from Customer - Consolidated (₹ in crores) Yearly trends Quarterly trends 20% 18% CAGR YoY 934 318 738 264 711 254 671 223 222 509 386 315 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 Note: Above figures have been calculated by dividing financials (in mn) by
Slide 47: Collections from Customer - Consolidated
Collections from Customer - Consolidated (₹ in crores) Quarterly trends 318 272 264 254 223 222 206 184 179 177 171 164 96 Q2 FY20 Q3 FY20 Q4 FY20 Q1 FY21 Q2 FY21 Q3 FY21 Q4 FY21 Q1 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 Note: 1) Above figures have been calculated by dividing financials (in mn
Slide 48: Cash Generated From Operating Activities - Consolidated
Cash Generated From Operating Activities - Consolidated (₹ in Crores) Yearly trends Quarterly trends 402 158 323 255 261 99 84 75 78 179 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 -1 -56 % of (18%) 0% 35% 38% 35% 45% 43% 44% 38% 50% 29% 29% Collections Note: 1) Above
Slide 49: Deferred Revenue – Consolidated
Deferred Revenue – Consolidated (₹ in Crores) Yearly trends Quarterly trends 23% 30% CAGR YoY 961 984 907 907 790 756 726 685 586 424 325 257 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 Note: 1) Above figures have been calculated by dividing financials (in mn) by 10; F
Slide 50: Revenue from Operations – Consolidated
Revenue from Operations – Consolidated (₹ in Crores) Yearly trends Quarterly trends 20% 32% CAGR YoY 753 241 225 670 639 201 507 188 182 411 318 246 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 Note: Above figures have been calculated by dividing financials (in mn) by 1
Slide 51: EBITDA - Consolidated
EBITDA - Consolidated (₹ in Crores) Yearly trends Quarterly trends 328 308 83 79 64 67 57 169 82 47 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 (54) (126) (51%) (17%) 11% 16% 26% 49% 41% EBITDA 46% 42% 28% 29% 28% Margin Note: 1) The company has adopted IND AS -116 fro
Slide 52: Adjusted EBITDA – Consolidated
Adjusted EBITDA – Consolidated (₹ in Crores) Yearly trends Quarterly trends 334 318 85 80 76 72 177 64 92 50 47 82 169 328 308 (126) FY16 (54) FY17 FY18 FY19 FY20 FY21 FY22 (56) 83 79 57 64 67 Q2FY22 Q3FY22 Q4FY22 Q1FY23 Q2FY23 (127) Adjusted (51%) (16%) 12% 18% 28% 50% 42% EBITDA 46% 42% 32% 32% 31
Slide 53: PAT - Consolidated
PAT - Consolidated (₹ in Crores) Yearly trends Quarterly trends 298 82 280 70 68 57 47 147 55 20 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 (64) (132) (52%) (19%) 13% 4% 21% 37% 34% PAT 38% 33% 25% 21% 24% Margin Note: 1) Above figures have been calculated by dividing
Slide 54: Adjusted PAT – Consolidated
Adjusted PAT – Consolidated (₹ in Crores) Yearly trends Quarterly trends 84 79 310 73 282 63 54 149 280 298 82 70 68 55 147 57 20 47 55 20 FY16 FY17 (64) FY18 FY19 FY20 FY21 FY22 (132) Q2FY22 Q3FY22 Q4FY22 Q1FY23 Q2FY23 (64) (132) Adjusted (52%) (19%) 13% 4% 21% 37% 36% PAT 39% 35% 27% 24% 28% Margi
Slide 55: Revenue – Legal Entity View
Revenue – Legal Entity View (₹ in Crore) Particulars Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 Revenue from Operations IndiaMART InterMESH Ltd 182 187 201 213 229 Busy Infotech Pvt Ltd* - - - 10.5 10.8 Pay With IndiaMART Pvt Ltd 0.7 0.6 0.6 0.7 0.7 Tolexo Online Pvt Ltd 0.3 0.3 0.3 0.3 0.3 Livekeeping
Slide 56: EBITDA – Legal Entity View
EBITDA – Legal Entity View (₹ in Crore) Particulars Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 EBITDA IndiaMART InterMESH Ltd 84.3 79.8 58.3 59.8 65.2 Busy Infotech Pvt Ltd* - - - 4.9 3.0 Pay With IndiaMART Pvt Ltd 0.0 0.1 0.1 0.1 0.1 Tolexo Online Pvt Ltd (1.1) (1.2) (1.0) (0.2) (0.1) Livekeeping Tech
Slide 57: Historical Financial Metrics
Historical Financial Metrics (₹ in Crore Consolidated) Financial Metrics FY-16 FY-17 FY-18 FY-19 FY-20 FY-21 FY-22 Total Income 251 332 430 548 707 756 866 Revenue from Operations 246 318 411 507 639 670 753 EBITDA (126) (54) 47 82 169 328 308 EBITDA Margin (%) (51%) (17%) 11% 16% 26% 49% 41% EBIT (
Slide 58: Standalone Basis
Electric Vehicles Standalone Basis IndiaMART InterMESH Ltd
Slide 59: Q2 FY23 Results Overview (Standalone)
Q1 FY23 Results Overview (Standalone) Total Income ₹ 266 Cr 25% Revenue from Operations EBITDA Deferred Revenue ₹ 229 Cr ₹ 65 Cr ₹ 958 Cr 26% 23 % 27% 28% Margin Cash Generated from Net Profit Cash and Investments ₹ 74 Cr ₹ 1,864 Cr Operating Activities ₹ 76 Cr Cr eat ed by popcor nar t s f r om t h
Slide 60: Financial Performance – Standalone
Financial Performance – Standalone (₹ in Crores) YoY QoQ Financial Metrics Q2 FY23 Q2 FY22 Q1 FY23 Change Change Revenue from Operations 229 182 26% 213 7% Other Income 37 31 18% (3) 1450% Total Income 266 213 25% 211 26% Manpower Cost1 86 58 49% 81 7% Outsourced Sales Cost 33 14 138% 32 4% Other Op
Slide 61: Balance Sheet - Standalone
Balance Sheet - Standalone (₹ in Crores Standalone) FY22 FY23 As at end of FY21 Q1 Q2 Q3 Q4 FY22 Q1 Q2 Assets Fixed Assets (incl. intangible assets) 3 2 2 2 3 3 7 12 Right-of-use assets 63 59 58 55 53 53 50 48 Other assets 41 33 33 38 49 49 45 48 Cash, bank & other investments 2,359 2,417 2,461 2,50
Slide 62: Collections from Customer – Standalone
Collections from Customer – Standalone (₹ in crores) Yearly trends Quarterly trends 20% 13% CAGR YoY 932 318 722 707 252 661 241 223 221 502 377 306 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 Note: Above figures have been calculated by dividing financials (in mn) by 1
Slide 63: Collections from Customer - Standalone
Collections from Customer - Standalone (₹ in Crores) Quarterly trends 318 272 252 241 223 221 202 173 178 178 170 163 94 Q2FY20 Q3FY20 Q4FY20 Q1FY21 Q2FY21 Q3FY21 Q4FY21 Q1FY22 Q2FY22 Q3FY22 Q4FY22 Q1FY23 Q2FY23 Note: 1) Above figures have been calculated by dividing financials (in mn) by 10; Figure
Slide 64: Cash Generated From Operating Activities - Standalone
Cash Generated From Operating Activities - Standalone (₹ in Crores ) Yearly trends Quarterly trends 73% (24)% CAGR YoY 407 159 326 259 264 100 85 183 76 69 59 15 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 5% 16% 36% 39% 37% 46% 44% % of 45% 38% 50% 28% 30% Collections
Slide 65: Deferred Revenue - Standalone
Deferred Revenue - Standalone (₹ in Crores) Yearly trends Quarterly trends 23% 27% CAGR YoY 907 935 958 907 726 684 756 790 585 423 325 256 63% 64% 61% 62% 64% 61% Current portion 61% 62% 61% (12 Months) 63% 61% 64% FY 16 FY17 FY18 FY19 FY20 FY21 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 ~20% of
Slide 66: Revenue from Operations - Standalone
Revenue from Operations - Standalone (₹ in Crores) Yearly trends Quarterly trends 21% 26% CAGR YoY 229 751 213 665 201 624 182 187 497 404 309 81% 81% 238 79% 79% 80% FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 % of revenue recognized from opening deferred revenue ~47%
Slide 67: EBITDA - Standalone
EBITDA - Standalone (₹ in Crores) Yearly trends Quarterly trends 333 312 84 80 65 173 58 60 80 49 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 (4) (54) (23%) (1%) 12% 16% 28% 50% 42% EBITDA 46% 43% 29% 28% 28% Margin Note: 1) The company has adopted IND AS -116 from 1st
Slide 68: PAT - Standalone
PAT - Standalone (₹ in Crores) Yearly trends Quarterly trends 310 287 85 74 74 60 146 49 13 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 (13) (59) (72) (24%) (4%) (18%) 2% 21% 38% 36% PAT 40% 36% 26% 23% 28% Margin Note: 1) Above figures have been calculated by dividing
Slide 69: Margin Leverage - Standalone
Margin Leverage - Standalone (Total expenses as a % of revenue from operations Standalone) Yearly trends Quarterly trends 123% 101% 88% 71% 72% 72% 84% 72% 57% 54% 58% 50% 71% 65% 58% 56% 55% 58% 56% 52% 43% 45% 40% 38% FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 Emplo
Slide 70: Cash and Investments - Standalone
Cash and Investments* - Standalone (₹ in Crores ) Yearly trends Quarterly trends 59% (24)% CAGR YoY 2,359 2,414 2,461 2,509 2,414 1,864 1,773 920 678 384 152 176 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Mar'21 Mar'22 Sep'21 Dec'21 Mar'22 Jun'22 Sep'22 Note: 1) Refers to Cash and Cash Equivalents and inves
Slide 71: Functional P&L - Standalone
Functional P&L* - Standalone (₹ in Crores) FY22 FY23 During the period FY18 FY19 FY20 FY21 Q1 Q2 Q3 Q4 FY22 Q1 Q2 Revenue from Operations 404 497 624 665 181 182 187 201 751 213 229 Customer service cost (135) (158) (174) (122) (33) (36) (39) (52) (160) (51) (54) Surplus over customer 269 339 450 54
Slide 72: Gross Profit (Surplus over customer service cost) - Standalone
Gross Profit (Surplus over customer service cost) - Standalone (₹ in Crores) Yearly trends Quarterly trends 591 543 175 450 162 339 146 148 149 269 196 FY17 FY18 FY19 FY20 FY21 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 63% 67% 68% 72% 82% 79% Gross 80% 79% 74% 76% 77% Margin Note: 1) Refer to Not
Slide 73: Selling & Distribution costs - Standalone
Selling & Distribution costs - Standalone (₹ in Crores) Yearly trends Quarterly trends 113 110 100 90 44 46 80 41 77 27 21 FY17 FY18 FY19 FY20 FY21 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 25% 22% 20% 18% 12% 15% % to 12% 14% 21% 21% 20% revenue Note: 1) Refer to Note No. 31 in Standalone Financ
Slide 74: Technology & Content costs - Standalone
Technology & Content costs - Standalone (₹ in Crores) Yearly trends Quarterly trends 111 44 102 104 38 81 85 32 71 27 28 FY17 FY18 FY19 FY20 FY21 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 15% % to 15% 15% 16% 18% 19% 23% 20% 21% 17% 13% revenue Note: 1) Refer to Note No. 31 in Standalone Financia
Slide 75: Subsidiary – Busy Infotech
Harbour crane Subsidiary – Busy Infotech IndiaMART InterMESH Ltd
Slide 76: Busy – Business Accounting Software
Busy – Business Accounting Software Invest in Team & Awareness Accelerate Revenue growth Increase New Licenses Sold https://busy.in/ IndiaMART acquired 100% in Busy Infotech Pvt. Ltd. 75 IndiaMART InterMESH Ltd
Slide 77: Product Features
Product Features Financial Inventory Analytics/ Configurable TDS and TCS Accounting Management Reports Invoicing Production GST Scheme GST E - Way and Job Reconciliation Management Invoicing Bills Work 76 IndiaMART InterMESH Ltd
Slide 78: Growth Opportunity – Geographic Expansion
Growth Opportunity – Geographic Expansion Distribution of Businesses in India* Cumulative Busy Licenses Sold East West East West 17% South 8% 11% 21% 8% South North 25% North 73% 37% Significant penetration opportunity across regions * Based on the data of GST registered businesses (i.e. 13Mn+) acro
Slide 79: Q2 FY23 Results Overview
Q2 FY23 Results Overview Total Income ₹ 11.7 Cr Deferred Revenue and Revenue from Operations Billing Advances ₹ 10.8 Cr ₹ 11.5 Cr ₹ 25.5 Cr Cash Generated from Net Profit Cash and Investments Operating Activities ₹ 2.8 Cr ₹ 2.9Cr Cr eat ed by popcor nar t s f r om t he oun r oject ₹ 72.9 Cr 78 India
Slide 80: License Sold
License Sold (Figures in ‘000) Yearly trends Quarterly trends 10% 10% CAGR YoY 318 301 7 278 253 23 311 228 26 25 301 9 34 294 7 289 5 7 FY19 FY 20 FY21 FY 22 Q2FY22 Q3FY22 Q4FY22 Q1FY23 Q2FY23 New License sold 79 IndiaMART InterMESH Ltd
Slide 81: Billing
Billing* (₹ in Crores) Yearly trends Quarterly trends 9 % (5)% CAGR YoY 46 15 41 13 35 12 32 11 11 FY19 FY 20 FY21 FY 22 Q2FY22 Q3FY22 Q4FY22 Q1FY23 Q2FY22 *Billing indicates value of invoices, excluding GST, issued during the period 80 IndiaMART InterMESH Ltd
Slide 82: Other Subsidiaries
Biomass Plant Other Subsidiaries IndiaMART InterMESH Ltd
Slide 83: Livekeeping – Mobile Integration with Tally
Livekeeping – Mobile Integration with Tally Tally on Mobile - Integration with Tally software to provide Value Added Services with Mobile and Cloud first approach Invoicing Tally • GST compliant Invoicing • Record entries on mobile • Remote invoice and PO • Auto back-up on cloud creation Receivables
Slide 84: Pay With IndiaMART – Instant online collections and payments
Pay With IndiaMART – Instant online collections and payments Facilitates online collections via various online modes such as credit / debit cards, UPI, Netbanking etc. Robust Buyer Protection Buy Now, Pay At Ease Multiple Payment Options Strong Security EMI enabled Buy from sellers across All major
Slide 85: Pooraa – Order to Cash Management
Pooraa – Order to Cash Management Pooraa brings a simple & easy-to-use system that helps manage business better while offering quality experience to customers Inventory Management Customer Management Analytics & Reports Tally Pricing Integration Management Order Management Catalog Payment Management
Slide 86: Associates & Other Investments
CT Scan Machine Associates & Other Investments IndiaMART InterMESH Ltd
Slide 87: RealBooks – Online Accounting Software
RealBooks – Online Accounting Software A cloud-based GST compliant accounting-inventory-payroll software that helps users take better financial decisions GST Multiple Location Access Integrated Tax Fully Automated Compliances Branch Accounting Dashboard Dashboard && Analytics Analytics Works on Work
Slide 88: AERCHAIN – AI-Driven Procurement Platform
AERCHAIN – AI-Driven Procurement Platform Aerchain is a Next Gen Source to Pay platform helping enterprises optimize their procurement by leveraging Artificial Intelligence Strategic Tail Spend Aerchain Pay Procure to Pay Sourcing Automation Automation Automation • E-Sourcing using RFXs • Right sour
Slide 89: EasyEcom – Inventory and Warehouse Management
EasyEcom – Inventory and Warehouse Management Easy Ecom offers SaaS based commerce enablement solutions to merchants for inventory management Warehouse and Inventory Management Accounting Automation • Supplier & PoS Management • Real time ERP integration • Automated PO Generation • Automated Tax Rep
Slide 90: IB Monotaro – B2B Commerce Platform
IB Monotaro – B2B Commerce Platform Industrial B2B E-Commerce marketplace with exclusive range of utility products MRO Category Commerce • Partnership with MonotaRo - Japanese B2B E-commerce leader • 6 Lakh + SKUs across 40+ categories https://www.industrybuying.com/ IndiaMART Holding: 26% in IB Mon
Slide 91: Shipway – All-in-One Shipping solution for eCommerce
Shipway – All-in-One Shipping solution for eCommerce SaaS solutions for automating shipping workflows https://shipway.com/ IndiaMART Holding: 26% in Shipway Technology Pvt Ltd. 90 IndiaMART InterMESH Ltd
Slide 92: Fleetx – Logistics Automation & Visibility Platform
Fleetx – Logistics Automation & Visibility Platform Freight and fleet management platform which helps businesses digitize their logistics operations and provides real-time actionable insights Inbound Logistics Fleet Operations • Real time vendor • Digitise operations & Collaboration workflows • Risk
Slide 93: Legistify – Legal Tech Platform
Legistify – Legal Tech Platform Legal tech platform that helps businesses to manage and resolve legal disputes Litigation Legal Notices SaaS enabled Lawyer IP Contract Tracking Management marketplace Performance Management Management Track existing Track & Discover, hire Based on Patent/ Contract e-
Slide 94: Bizom – Distribution and Salesforce Management
Bizom – Distribution and Salesforce Management Bizom is an integrated platform for distribution and salesforce management of businesses Retailer Automation Distributor Automation Advance Analytics Sales and Financial Salesforce Automation Backoffice Management Integration An integrated platform for
Slide 95: M1xchange – Invoice Discounting & Factoring
M1xchange – Invoice Discounting & Factoring M1xchange is a TReDS platform with RBI license offering online trade invoice discounting solutions to SMEs T+1 Settlement Collateral Free 24 hours Basis Buyer’s Disbursal past track record MSMEs Buyers Large Corporates/ PSUs Financier Approve the Invoice C
Slide 96: Vyapar – DIY Business Accounting
Vyapar – DIY Business Accounting A mobile-based business accounting software for small businesses Customised Stock/Inventory Auto data Critical business GST professional GST Management backup reports and status Invoices Paperless with Vyapar Receivable/ E-Way Bill Online Software Payable Generation
Slide 97: Tentimes – Events Discovery and Management
Tentimes – Events Discovery and Management Used by millions every year to decide which events to go to, in many cities across several countries 10 Times Floor Leading B2B Virtual Software to Event Discovery Platform host live events Smart Event Unique Recommendation Engine Engagament Tools Global Ev
Slide 98: SuperProcure – Simplified Transport Management
SuperProcure – Simplified Transport Management SaaS TMS for digitising freight e-sourcing & end to end transportation management. Freight Sourcing Dedicated Fleet 01 For procuring vehicles For managing dedicated vehicles 06 02 Indent Allocation For indent against contract Freight Accounting For seam
Slide 99: Zimyo
Zimyo A unified HR and Payroll Software that automates HR processes, eliminate payroll errors and foster positive employee experiences Core HR Engagement Performance Payroll Recruitment Employee management Employee Self Service Performance reviews Statutory Compliances Hiring Workflow Leave & Attend
Slide 100: Product Overview
mW) indiamart Product Overview 2 IndiaMART InterMESH Ltd
Slide 101: Platform Engagement
Platform Engagement (1) ~100% Organic traffic (1) 80% Total traffic through mobile (2) 4.7 Rating for the app on Google Play store Note: Figures have been rounded off (1) For the quarter ending Sep 30, 2022 (2) As of Sep 30, 2022 100 IndiaMART InterMESH Ltd
Slide 102: Buyer Journey
Buyer Journey Voice Search Search Text Search Auto-Suggest Results Search Post Requirement Product & Company Details Call & Chat 101 IndiaMART InterMESH Ltd
Slide 103: Buyer Journey
Buyer Journey Enter Product Requirement Share Details Name Posted Search Post Requirement Product & Company Details Call & Chat 102 IndiaMART InterMESH Ltd
Slide 104: Buyer Journey
Buyer Journey Search Product Company Page Page Page Search Post Requirement Product & Company Details Call & Chat 103 IndiaMART InterMESH Ltd
Slide 105: Buyer Journey
Buyer Journey Product Follow-up via Conversation Page Call or Chat Search Post Requirement Product & Company Details Call & Chat 104 IndiaMART InterMESH Ltd
Slide 106: Seller Journey
Seller Journey Online Store Management BuyLeads Lead Manager Pay With IndiaMART Easy store Add details to your management Quickly add products in easy options products steps 105 IndiaMART InterMESH Ltd
Slide 107: Seller Journey
Seller Journey Online Store Management BuyLeads Lead Manager Pay With IndiaMART Details of Buyer available to Select Buy leads from View available Buyer build credibility multiple categories Contact Details 106 IndiaMART InterMESH Ltd
Slide 108: Seller Journey
Seller Journey Online Store Management Reviews & Ratings Ratings BuyLeads Lead Manager Call Option & Alerts Pay With IndiaMART Add Notes, Set Reminders Share Link Direct Buyer Callback AI-based Smart Reply 107 IndiaMART InterMESH Ltd
Slide 109: Seller Journey
Seller Journey Online Store Management BuyLeads Lead Manager Pay With IndiaMART Seller can send payment Seller can check past and Buyers can pay through link to collect payments pending payments at one multiple payment options from buyers place 108 IndiaMART InterMESH Ltd
Slide 110: Team
Geo-Thermal Heater Team IndiaMART InterMESH Ltd
Slide 111: Senior Management Team
Senior Management Team Name Qualification Previous Experience Dinesh Agarwal B.Tech(HBTI),Kanpur Founder(IndiaMART),HCL America, C-Dot,CMC CEO Brijesh Agarwal BMS Lucknow University, PGDBM NIILM, Delhi Co-Founder, IndiaMART, Miebach Logistics India Pvt .Ltd. Whole time Director Prateek Chandra CA, B
Slide 112: Independent and Non-Executive Directors
Independent and Non-Executive Directors Rajesh Sawhney Vivek Narayan Gour Pallavi Dinodia Gupta Dhruv Prakash Elizabeth Lucy Chapman Independent Director Independent Director Independent Director Non-executive Director Independent Director (Onboarded w.e.f. 20th October 2022) (Resigned w.e.f. 7th Oc
Slide 113: Stronger Together
Stronger Together 4,088* Employees 21% Employees with 5+ years ~ 22% Females *Employees for IndiaMART standalone business as on 30th Sept 2022 112 IndiaMART InterMESH Ltd
Slide 114: Shareholding Pattern
Shareholding Pattern Institutional investors holding greater than 1% of the total number of shares Total Equity Shares Outstanding as on Sep 30, 2022 – 30,614,574 • Arisaig Asia Consumer Fund Limited 17% • Westbridge Crossover Fund, LLC 5% • Arisaig Global Emerging Markets Consumer Fund (Singapore)
Slide 115: Awards & Recognitions
Awards & Recognitions “Most Promising ‘Bada Aasaan Hai’ received “Certificate of Company of the the ‘Best Video Content in a Recognition” for Year” at the CNBC B2B Marketing Campaign cooperation with Awaaz CEO Awards Award’ at the Video Media Intellectual Property Right Awards & Summit, 2020 Holders
Slide 116: Corporate Office
Corporate Office Tower 2, Assotech Business Cresterra, Floor No.6, Plot No.22, Sec 135, Noida-201305, U.P. Registered Office: 1st Floor, 29-Daryaganj, Netaji Subash Marg, Delhi – 110002. For any queries, please contact: investors@IndiaMART.com CIN :L74899DL1999PLC101534