Slide 1: SiteMinder 2023 Investor Day Presentation
ASX ANNOUNCEMENT October 16, 2023 SiteMinder 2023 Investor Day Presentation Attached is the presentation that will be given today, 16 October 2023, at SiteMinder’s Investor Day which is scheduled to commence at 9:00am AEDT. This ASX announcement was authorised by SiteMinder’s Board of Directors. -EN
Slide 2: Investor Day 23: Smart Platform
1 Investor Day 23 Smart Platform SiteMinder customer La Flora Group, Thailand 16 October 2023
Slide 3: Important notice and disclaimer
Important notice and disclaimer 2 This presentation is given on behalf of SiteMinder Limited (SiteMinder) (ASX: SDR) (ACN 121 931 744). By accepting, accessing or reviewing this presentation, you acknowledge and agree to the terms set out in this Important Notice and Disclaimer. Disclaimer To the ma
Slide 4: Important notice and disclaimer (continued)
Important notice and disclaimer (continued) 3 Past performance Past performance information, including past share price information, given in this presentation is given for illustrative purposes only and should not be relied upon as an indication of future performance. Future performance Forward-loo
Slide 5: Agenda
4 Agenda 9:05 - 9:20am Welcome and opening comments 9:20 - 9:35am Hotel landscape: Understanding our customers 9:35 - 9:50am Power of the Platform: Hear from a partner 9:50 - 10:05am SiteMinder Platform today 10:05 - 10:15am Break 10:15 - 11:15am Smart Platform: Sophisticated revenue management acce
Slide 6: Presenters
5 Presenters Sankar Mike Leah Trent Alex Narayan Rogers Rankin Innes Macoun CEO & Managing Co-Founder. Chief Product Chief Growth Chief of Strategic Director Chief Technology Officer Officer Operations Officer
Slide 7: Opening comments
6 Opening comments Sankar Narayan CEO & Managing Director
Slide 8: Smart Platform
7 Smart Platform Revenue Optimisation Derived rates Rate plan management Convergence of distribution, intelligence and revenue Intelligence optimisation Local and global Channel performance Competitor rates Distribution Events OTAs Pace GDS Wholesalers Booking engine Unified experience maximising ho
Slide 9: Delivering Dynamic Revenue Management
8 Delivering Dynamic Revenue Management A LOT more than pricing: Revenue Optimisation Dynamic open pricing Intelligence Dynamic rate plans Distribution Dynamic channels Dynamic inventory With speed, reliability, automation and leading proprietary global market intelligence
Slide 10: Reimagining hotel revenue management
9 Reimagining hotel revenue management An integrated multi-factor approach Dynamic open pricing Dynamic channels Setting the right price in the right channels at the Dynamically tailoring channel choices, configurations right time by factoring in seasonality, occupancy, and offerings to market condi
Slide 11: Hotel landscape
10 Hotel landscape Understanding our customers Alex Macoun Chief of Strategic Operations
Slide 12: Hotelier segmentation
11 Hotelier segmentation Segment Description Primary target products Sophisticated enterprise businesses with their SiteMinder Platform Top 12 Global Chains own in-house technology and/or central supplementing distribution reservation systems (CRS). capabilities Includes regional divisions of top ch
Slide 13: Global hotel industry: ~1m properties generating ~US$1tr of GBV
12 Global hotel industry: ~1m properties generating ~US$1 tr of GBV Global hotel industry: number (‘000) and mix of properties Sources: IBISWorld, Business Research Company, Skift, SiteMinder internal data
Slide 14: SiteMinder customer type composition
13 SiteMinder customer type composition FY23 customer base1 - strong uptake by groups Notes 1. Single Property Operator segments include both Little Hotelier and SiteMinder customers Sources: SiteMinder internal data
Slide 15: SiteMinder customer GBV composition
14 SiteMinder customer GBV composition Breakdown of SiteMinder’s $60b GBV* SiteMinder’s GBV* per property *GBV = value of bookings processed by SiteMinder. Total GBV opportunity within SiteMinder’s customer base is larger as some customers do not use SiteMinder for all of their channels.
Slide 16: Product suite tailored to segments
15 Product suite tailored to segments Segment Primary Growth Driver Secondary Growth Driver Our Primary Brand ARPU expansion through Property growth with the best Small independents incremental transaction product and easiest hotel management (<20 room hotels) usage and penetration, and Smart system
Slide 17: Power of the Platform
16 Power of the Platform Hear from a partner Trent Innes Chief Growth Officer
Slide 18: The power of SiteMinder today: Inventory and yield management
17 The power of SiteMinder today: Inventory and yield management in platform driving outperformance “The enhanced features of “We were able to increase SiteMinder’s channel manager RevPAR by more than 30% by have significantly streamlined executing yield management on our rate and inventory the plat
Slide 19: The power of SiteMinder today: Optimise up to the last minute
18 The power of SiteMinder today: Ability to optimise up to the last minute "Everyone expects everything to “SiteMinder is so reliable and be better and faster. fast I am able to make last minute changes. Ultimately SiteMinder is lightning fast and increasing my occupancy and more powerful than any
Slide 20: The power of SiteMinder today: Speed and reliability
19 The power of SiteMinder today: Speed and reliability driving outperformance “If I had to describe SiteMinder “As I handle different PMS’ with in one word it would be different rate structures, reliability. The team loves SiteMinder helped me connect SiteMinder because it is a tool all of them, an
Slide 21: Our presenters
20 Our presenters Trent Innes Tamie Matthews Chief Growth CEO & Founder of Officer RevenYou
Slide 22: SiteMinder Platform today
21 SiteMinder Platform today Mike Rogers Leah Rankin Co-Founder. Chief Product Chief Technology Officer Officer
Slide 23: SiteMinder Platform today
22 SiteMinder Platform today An evolution from a suite of products to a fully realised unified platform experience Simplified intuitive user experience My Apps Centralised data with one source of truth Seamless connectivity to our open ecosystem of partners Our platform provides the foundation for m
Slide 24: SiteMinder Platform today: Smart, nimble and powerful
23 SiteMinder Platform today Smart, nimble and powerful Full product suite and add-on capabilities visible to hoteliers to drive upsell and adoption Provides a snapshot of hotel performance & ability to troubleshoot 450 channels available
Slide 25: SiteMinder Platform today: Helping hoteliers make informed decisions
24 SiteMinder Platform today Helping hoteliers make informed decisions SiteMinder’s Competitor Rates Report provides hoteliers with real-time rate intelligence on their competitors The Competitor Rates Report allows hoteliers to compare their rates against 10 competitors of their choice Hoteliers ca
Slide 26: SiteMinder Platform today: Rate plan creation
25 SiteMinder Platform today Speed and flexibility to create and modify rate plans Allows hoteliers to create an unlimited number of rate (pricing) plans to ensure they’re charging the right rates at all times across all their channels including their Booking Engine Self-guided rate plan Derived rat
Slide 27: SiteMinder Platform today: React quickly
26 SiteMinder Platform today Designed to help hoteliers react quickly Changes to rates and inventory communicated to partners instantly Rate management up to two years into the future, with data held by SiteMinder. Derived rates architecture allows hoteliers to adjust rates quickly and accurately
Slide 28: Our architecture is the foundation of the most dynamic platform
27 SiteMinder Platform today Our architecture is the foundation delivering the industry’s most dynamic platform Centralised data store Flexible configuration engine Industry benchmark for speed and reliability Up to 24 months of forward inventory Enables us to support a large number of stored within
Slide 29: Smart Platform
28 Smart Platform Sophisticated revenue management accessible to every hotel in the world Mike Rogers Leah Rankin Co-Founder. Chief Product Chief Technology Officer Officer
Slide 30: Today's dynamic landscape creates many challenges for hoteliers
29 Today’s dynamic landscape creates many challenges for hoteliers Fragmented, complex approach Critical to be able to respond to to set up and manage rates, real-time market demands revenue and distribution Time-sensitive, disparate data Important to attract the right sources that need to be stitch
Slide 31: These challenges are validated by our customers
30 These challenges are validated by our customers Small Independents Large Independents Groups and Chains Owner Operator, Director of Sales, Group Revenue UK USA Manager, South Africa “Being a hotelier is very stressful. “It is hard. Travel is such a “It can take a week to get the If you get just a
Slide 32: Smart Platform helps address key pain points
31 Smart Platform helps address key pain points Our first two cornerstones: Dynamic Revenue Plus Dynamic revenue management combined with advanced market and business intelligence Channels Plus A new low effort connectivity initiative allowing hoteliers to connect directly with more distribution cha
Slide 33: Dynamic Revenue Plus
32 Dynamic Revenue Plus SiteMinder customer Palladium Hotel Group
Slide 34: What is Dynamic Revenue Plus?
33 What is Dynamic Revenue Plus? Real-time Effortless execution Usable intelligence recommendation engine allowing hoteliers to supporting hoteliers in helping identify optimal work in the way they their decision-making commercial actions prefer Dynamic Open Pricing Automated Advanced Business Intel
Slide 35: Dynamic Revenue Plus: Data-driven decisions
34 Dynamic Revenue Plus: Data-driven decisions Recommendation engine Recommended actions Identifies trigger event or change Real-time notifications via mobile or desktop Identifies areas for optimisation: rate plan setup, channel Recommendations to augment configuration, etc inventory, rate plans, r
Slide 36: Select use cases for Dynamic Revenue Plus
35 Select use cases for Dynamic Revenue Plus Local event-driven 1 outcomes Helping hoteliers respond quickly to changes in demand in the local market 2 Competitive response Giving hoteliers confidence in pricing vs their peers in market Regional traveller 3 booking response Connecting hoteliers to t
Slide 37: Scenario 1: Local event-driven outcomes
36 Scenario 1: Local event-driven outcomes A global popstar announced a concert Hotel 1 reacted in Melbourne on 21 June 2023, quickly to the and presale tickets sold out within concert and raised prices by 110%... ~2 hours of release. Located close to the venue, the reaction of two large 5-star prop
Slide 38: Scenario 1: Local event-driven outcomes
Scenario 1: Local event-driven outcomes 37 Step 1 Step 2 Step 3 Event notification sent to mobile Summary of the event - More context provided, when, where, impact including market response *Product design subject to change ahead of formal product release
Slide 39: Scenario 1: Local event-driven outcomes
Scenario 1: Local event-driven outcomes 38 Step 4 Step 5 Step 6 Actionable recommendations Confirmation of changes Back to Dashboard to explore more *Product design subject to change ahead of formal product release
Slide 40: Scenario 2: Competitive response
39 Scenario 2: Competitive response A competitor hotel is hosting an undisclosed ‘celebrity wedding’. Their entire hotel is now booked €630 out. Guests and staff for the wedding are booking €320 overflow rooms at properties nearby. €320 €377 Hotel 1 was notified that other hotels in their market wer
Slide 41: Scenario 2: Competitive response
Scenario 2: Competitive response 40 Step 1 Step 2 Step 3 Price surge notification Summary of pricing surge - More context provided, sent to mobile when, where, impact including competitor pricing *Product design subject to change ahead of formal product release
Slide 42: Scenario 2: Competitive response
Scenario 2: Competitive response 41 Step 4 Step 5 Step 6 Actionable recommendations Confirmation of changes Option to review changes on the Inventory Grid *Product design subject to change ahead of formal product release
Slide 43: Scenario 3: Regional traveller booking response
42 Scenario 3: Regional traveller booking response A major Indian airline has expanded its flight offerings, leading to a surge in demand for destination accommodations. A leading Hotel 1 is integrated with the OTA in online travel agency (OTA) in India is capturing most of this India. Recognising t
Slide 44: Scenario 3: Regional traveller booking response
Scenario 3: Regional traveller booking response 43 Step 1 Step 2 Step 3 High-performing market alert Summary of high-performing market More context provided *Product design subject to change ahead of formal product release
Slide 45: Scenario 3: Regional traveller booking response
Scenario 3: Regional traveller booking response 44 Step 4 Step 5 Step 6 Actionable recommendations Confirmation of changes Back to Dashboard to explore more *Product design subject to change ahead of formal product release
Slide 46: Scenario 4: Continuous distribution optimisation
45 Scenario 4: Continuous distribution optimisation As Oktoberfest approaches, Munich sees a 24% spike in search volumes, prominently led by Australian travellers. Hotel 1 prioritises conversion and SEO, updating their website with Oktoberfest-themed descriptions, images, blogs and packages targetin
Slide 47: Scenario 4: Continuous distribution optimisation
Scenario 4: Continuous distribution optimisation 46 Step 1 Step 2 Step 3 Optimisation recommendation Summary of opportunity More context provided *Product design subject to change ahead of formal product release
Slide 48: Scenario 4: Continuous distribution optimisation
Scenario 4: Continuous distribution optimisation 47 Step 4 Step 5 Step 6 Actionable recommendations Confirmation of actions scheduled Deep link to relevant dates on for customer approval inventory grid *Product design subject to change ahead of formal product release
Slide 49: Scenario 5: Forward market insights
48 Scenario 5: Forward market insights Forward visibility of localised market demand Reporting capabilities Ability to compare property to market using SiteMinder’s proprietary data Country, state and custom radius view for property Incorporating AI and ML in the future to provide real-time insights
Slide 50: Dynamic Revenue Plus: Loved by small independents
49 Dynamic Revenue Plus Loved by small independents Small independent Owner Operator, UK “Please know you have my full support to produce this app and I would definitely be interested in purchasing, subscribing or, you know, selling a kidney for it.”
Slide 51: Dynamic Revenue Plus: Loved by large independents
50 Dynamic Revenue Plus Loved by large independents Large independent Director of Sales, USA “Absolutely love it! Love how easy it was to have the software raise the price by just picking 20% or 30% instead of having to get an alert and log into a separate system to actually implement the increase.”
Slide 52: Dynamic Revenue Plus: Loved by groups and chains
51 Dynamic Revenue Plus Loved by groups and chains Multi-property Large group Group Revenue Group Manager, Manager, UK South Africa “Now this is great, this is “This is a game changer great. These notifications 100%. So I would like to are very much required in put this in the hand of our industry.
Slide 53: Dynamic Revenue Plus V1 and V2
52 Dynamic Revenue Plus V1 Dynamic Revenue Plus V2 Mid-2024 12-18 months post-V1 Targeted notifications and actionable Targeted actionable recommendations leveraging recommendations to adjust price, update rate plans, artificial intelligence (AI) and machine learning (ML) policies and restrictions R
Slide 54: Smart Platform built on SiteMinder's high fidelity data assets
53 Smart Platform built on SiteMinder’s high fidelity data assets 2-year forward rates Bookings Pace data Global perspective and plans 100m+ p.a. 40k hotels Serving hoteliers in 40k hotels (others: 90 days) 40k hotels YoY bookings tracker 150 countries Scalable rate engine Platform tracking data Com
Slide 55: Leveraging existing architecture and platform capability
Leveraging existing architecture and platform capability 54 SiteMinder Customer Platform SiteMinder Data Platform Reservations Rooms & rates Existing Inventory Data lake Configuration Audit history Tracking Business intelligence Third-party data (events, airlines) New Build Notifications Data analys
Slide 56: Channels Plus
55 55 Channels Plus SiteMinder customer Shinta Mani Wild, Cambodia
Slide 57: Friction in distribution is a real world challenge
56 Friction in distribution is a real world challenge For properties Shared challenges Adding new channels takes effort Complexity and volume of commercial agreements Each partner follows a different process, with Every connected property and partner pairing needs its properties having to map rates
Slide 58: Replacing the challenge of today
57 Replacing the challenge of today.... Distribution Properties channels Many connections, agreements, configurations
Slide 59: With the ease and simplicity of 'one' tomorrow
58 …. with the ease and simplicity of ‘one’ tomorrow Distribution Properties channels effortlessly expand effortlessly access more distribution inventory and up-to-date content One connection, agreement, configuration
Slide 60: Our value proposition: Simply reducing friction in distribution
59 Our value proposition: Simply reducing friction in distribution Partners and properties automatically Partner joins Property joins connected on Channels Plus as they sign Channels Plus (API) Channels Plus up to the program. Content changes reflected immediately in API replies, ensuring partners a
Slide 61: Highlighting partner-generated campaigns
60 Highlighting partner-generated campaigns Partners Properties Generate new campaigns with a click Review and accept offered campaigns *Product design subject to change ahead of formal product release
Slide 62: Channels Plus
61 Direct relationships Channels Plus A new connectivity initiative that helps distribution channels Instant connect with more properties supply Piloting in mid-2024 Exclusive rates
Slide 63: Power of the Platform
62 Power of the Platform Hear from a customer Trent Innes Chief Growth Officer
Slide 64: Our presenters
63 Our presenters Kannaphon (Big) Trent Innes Phienlumleart Chief Growth Senior Director of Distribution Officer at Minor Hotels
Slide 65: Commercial opportunity
64 Commercial opportunity Sankar Narayan CEO & Managing Director
Slide 66: SiteMinder's current commercial model
65 SiteMinder’s current commercial model SiteMinder shares in <1% of hotelier sales & marketing TAM across transaction and subscription products Platform fees Fixed fee, approx. <0.2% of GBV SiteMinder Pay AUD Variable fee, approx. 2.5% of GBV2 GDS 0.25% Fixed and variable fee, approx. 4% of GBV2 GB
Slide 67: Dynamic Revenue Management: A hypothetical hotelier's experience
66 Dynamic Revenue Management: A hypothetical hotelier’s experience Conservative illustrative benefit for a hotel using DR+ (% of base revenue) Revenue Additional revenue (generated through SiteMinder1) >15% improvement of 15%1+ Less: incremental variable costs2 (4%) Improve rates, New value created
Slide 68: The opportunity within our existing customer base
67 The opportunity within our existing customer base >$6b of potential value creation1, 2, 3 Every 1% monetisation of Delivering potential >10x ROI4 to for our existing customers FY23 GBV is ~$600m hotels at 1% monetisation 1% GBV monetisation of FY23 GBV worth ~600m FY23 $60b GBV SiteMinder opportu
Slide 69: User and customer profiles within SiteMinder
68 User and customer profiles within SiteMinder Operator type SiteMinder’s FY23 SiteMinder’s strategy customer base1,2 and value proposition GBV Properties (k) (A$b) No revenue management Fully integrated and automated 26 22 All aspects of Dynamic function/team solution ‘in a box’ Revenue Management
Slide 70: SiteMinder's proposed future commercial model
69 SiteMinder’s proposed future commercial model NEW SiteMinder Plus From SiteMinder DR+ TBC % Pricing model details of Upsell from SiteMinder Platform fee $46 Upsell from SiteMinder Platform fee GBV Dynamic Revenue Plus and Channels Plus to be finalised AUD per month AUD per month closer to launch
Slide 71: Closing comments
70 Closing comments Sankar Narayan CEO & Managing Director
Slide 72: Our sustainable competitive advantage
71 Our sustainable competitive advantage One of the richest hotel Most dynamic data sources architecture 100m+ reservations p.a. Designed for speed, reliability and scale Broadest connectivity Largest global GTM Most trusted platform 1,800 hotel systems, distribution channels footprint Trusted by 40
Slide 73: Guidance reiterated
72 Guidance reiterated SiteMinder’s growth guidance is unchanged and continues to target organic revenue growth of 30% in the medium term. The Company expects to be underlying EBITDA profitable and underlying free cash flow positive for H2FY24. SiteMinder customer Al Jabal Al Akhdar Resort
Slide 74: Key takeaways
73 Key takeaways Revenue management in the hotel industry is well behind other industries. Smart Platform and Dynamic Revenue Management address adoption challenges, to provide the most comprehensive and integrated revenue solution for hotels. SiteMinder is uniquely placed to drive this industry tra
Slide 75: Q&A
74 Q&A
Slide 76: Glossary
75 Glossary ARPU | Average Revenue per User [Customer], the average revenue earned per SiteMinder customer across all products/services. CRS | Central Reservation System, a software platform that allows hotels to manage their reservations and inventory across multiple distribution channels (e.g. Syn
Slide 77: Contact
76 Contact Investor Relations Media enquiries Paul Wong Maria Cricchiola investor.relations@siteminder.com media@siteminder.com
Slide 78: www.siteminder.com/investor-relations
77 www.siteminder.com/investor-relations