Route Mobile, Ltd. · NSE:ROUTE
Route Mobile — Q4 FY2022 Earnings Presentation
31 slides from Route Mobile's earnings presentation, May 18, 2022
Slide 1: Stock exchange cover letter for investor presentation
Registered & Corporate Office: Route Mobile Limited, t~~~1wi~~rJ:~ 1 ~r'.'tb'(?~T~dia •91 22 4033 7676/77-99 Fax: •91 22 4033 7650 info@routemobile.com www.routemobile.com CIN No: L72900MH200',PLC146323 Ref No: RML/2022-23/214 Date: May 18, 2022 To, BSE Limited National Stock Exchange of India Limit
Slide 2: Earnings update Q4 21-22 & FY 21-22 Investor Presentation
Earnings update Q4 21-22 & FY 21-22 Investor Presentation May 18, 2022
Slide 3: Safe Harbor
,,,,,._ routemobile Safe Harbor V communication simplified Certain statements mentioned in this presentation concerning our future growth prospects are forward looking statements (the “Forward Statements”) and are based on reasonable expectations of the management, which involves a number of risks,
Slide 4: Route Mobile - Industry Leading Global CPaaS Platform
,,,,,._ routemobile Route Mobile - Industry Leading Global CPaaS V communication simplified Platform RML offers a scalable and flexible Omnichannel CPaaS platform to enterprises across industry verticals, globally @) Strong industry tailwinds: Global CPaaS market will grow to $34.2bn in 2026, from $
Slide 5: Systematic roadmap to create sustained growth momentum
,,,,,._ routemobile Systematic roadmap to create sustained V communication simplified growth momentum Entered lucrative Won 2 Golds in Juniper Research Award for North American CPaaS Provider of the , market Year & Best SMS Firewall ,, Successfully listed on Indian Stock Exchanges Signed Business Tr
Slide 6: Global Diaspora - Footprint & Super Network
Global Diaspora - Footprint & Super Network ,,,,,._ routemob·I V Ie communlcat·ion simplified Revenue for Top 50 countries by termination (1) Europe - Americas (7l.) Direct MNO 110 ■ India Direct MNO 53 APAC 6% 5% 0 ■ Asia excl.India Employees 235 Employees 43 Direct MNO 36 8% ■ Africa FY21-22 Emplo
Slide 7: Systematic Roadmap to Create Sustained Growth Momentum
,,,,,._ routemobile Systematic Roadmap to Create Sustained V communication simplified Growth Momentum Marketing research & data capture ~ 0 Identity & verification ~ - - - - - - f'0 Payments & collections Event-driven marketing .~: ~ -'hIi- 2 Way Route ~ '<:;;.f Business process management Campaigns
Slide 8: Key Developments
Key iy ‘Developments
Slide 9: Key Developments in Q4 FY21-22
Key Developments in Q4 FY21-22 Recently signed Business Transfer Agreement with Completed the acquisition of MRM during the quarter Teledgers to acquire DLT, trusted blockchain and AI- Route Mobile (UK) Limited listed as one of the Top 3 gone by. MRM’s acquisition will help expand Route powered solu
Slide 10: IOCL improved customer communications & loyalty with SMS & Voice API Solution
IOCL improved customer communications & enhanced customer loyalty with SMS & Voice API Solution Solution: ● To enhance customer communications with regular notifications, updates, information ● Ensure seamless connectivity ● Strong solution/platform support Outcome: Resolved SMS Enabled to launch Ou
Slide 11: Fast-food retailer went paperless using the WhatsApp Business Platform
World’s leading fast-food multinational retailer went paperless to reduce their carbon footprint, attain efficiency and better CX using the WhatsApp Business Platform Solution: ● Omnichannel integration for processing digital bills ● Sharing order details and bills via WhatsApp & SMS ● Replacing pap
Slide 12: Electronics brand increased sales using RCS Business Messages
Southeast Asian multinational electronics brand increased sales using RCS Business Messages Solution: ● Broadcasting promotional messages to customers ● Carousels used to promote new mobile devices with new features and offers ● Call-to-action buttons such as URL for redirection to the website pages
Slide 13: Financial Highlights
. Financial iy Highlights
Slide 14: Q4 FY21-22 – Snapshot
Q4 FY21-22 – Snapshot Revenue from Operations (in ₹ mn) Gross Profit (In ₹ mn) and Gross Profit Margin (%) 21.1% 21.1% 73% Y-o-Y growth 66% Y-o-Y growth 11% Q-o-Q growth 11% Q-o-Q growth 22.0% Gross Profit (₹ mn) Revenue from Gross Profit % operations (₹ mn) 796 1,185 1,318 3,624 5,628 6,261 Q4 20-2
Slide 15: Financial Highlights for Q4 FY21-22
Financial Highlights for Q4 FY21-22 • Closed Q4 FY21-22 with revenue from operations of ₹6,261mn compared to ₹5,628mn in Q3 FY21-22 and ₹3,624mn in Q4 FY20-21 • Y-o-Y growth of 72.7% and sequential growth of 11.2% in revenue • Recorded Gross Profit of ₹1,318mn in Q4 FY21-22 compared to ₹1,185mn in Q
Slide 16: Inorganic initiatives in FY 21-22
Inorganic initiatives in FY 21-22 • Acquired 100% stake in M R Messaging FZE (“MRM”) for an equity value of EUR 38 mn (₹ 3,192 mn), subject to revision based on the EBITDA achieved by MRM for FYE March 31, 2023, FYE March 31, 2024 and FYE March 31, 2025 • MRM’s acquisition will expand Route Mobile’s
Slide 17: FY 21-22 – Snapshot
FY 21-22 – Snapshot Revenue from Operations (In ₹ mn) Gross Profit (In ₹ mn) and Gross Profit Margin (%) Y-o-Y growth 21.0% Y-o-Y growth 42% 51% 19.7% Gross Profit (₹ mn) Revenue from operations (₹ mn) Gross Profit % 14,062 20,020 2,771 4,195 FY 20-21 FY 21-22 FY 20-21 FY 21-22 EBITDA(1) (In ₹ mn) a
Slide 18: Financial Highlights for FY21-22
Financial Highlights for FY21-22 • Closed FY21-22 with revenue from operations of ₹20,020mn compared to ₹14,062mn in FY20-21 • Y-o-Y growth of 42.4% in revenue • Recorded Gross Profit of ₹4,195mn in FY21-22 compared to ₹2,771mn in FY20-21 • Y-o-Y growth of 51.4% in Gross Profit • Gross Profit margin
Slide 19: EBITDA and Adjusted PAT – Non GAAP
EBITDA and Adjusted PAT – Non GAAP Quarter Ended Year Ended Particulars (In ₹ mn) 31.03.2022 31.12.2021 31.03.2021 31.03.2022 31.03.2021 Profit before tax (Ind AS) 468.1 550.9 424.6 1,952.2 1,615.5 (-) Other income 84.1 47.3 (6.1) 200.6 159.8 (+) Finance costs 33.9 6.2 4.4 51.6 27.5 EBIT 417.9 509.8
Slide 20: Diverse customer base
Diverse customer base Revenue contribution from select industries in FY21-22 Social/ Internet; Edtech and Revenue for Top 50 countries by termination (1) Digital native Technology companies 20% 5% India 6% Increasing use of communication 8% Asia excl.India Ecommerce APIs to drive customer engagement
Slide 21: Growing number of Multi-million dollar accounts with Improving Client Diversification
Growing number of Multi-million dollar accounts with Improving Client Diversification Clients by Account Size 50 41 40 31 30 21 16 20 7 9 10 2 2 4 2 3 5 3 4 1 1 - > $15mn > $10mn > $5mn > $1mn FY18-19 FY19-20 FY20-21 FY21-22 (1) Client Concentration 100% 81% 82% 86% 80% 54% 54% 59% 52% 43% 44% 45% 4
Slide 22: Strong Recurring Revenue
Strong Recurring Revenue Recurring Revenue(1) as % of Operating Revenue 91% 88% 85% 134% Net revenue retention(2) Deep Customer engagement driving high recurring revenues FY19-20 FY20-21 FY21-22 (1) Recurring customers defined as customers that have been billed in each of the months over the respect
Slide 23: Unit Economics – Revenue
Unit Economics – Revenue Revenue from operations and Total Billable Transaction 52 30 32 Robust growth momentum 42% Y-o-Y growth in FY21-22 34% CAGR over past 5 years (FY16-17 to FY21-22) 9,563 14,062 20,020 FY19-20 FY20-21 FY21-22 Revenue from operations (₹ mn) Total Billable Transactions (# bn) Re
Slide 24: Unit Economics – EBITDA
Unit Economics – EBITDA EBITDA (In ₹ mn) and EBITDA Margin (%) 12.5% 12.9% 12.5% 10.5% EBITDA (₹ mn) EBITDA % 1,000 1,756 2,576 Non-linear business model creates FY 19-20 FY 20-21 FY 21-22 high operating leverage EBITDA (In ₹) per transaction EBITDA as % of Gross Profit increased from 52% in FY19-20
Slide 25: Robust Return Ratios & Healthy Working Capital
Robust Return Ratios & Healthy Working Capital Adj. PAT, Adj. PAT Margin and ROE (1) Working Capital Trend(2) 77.3% 126% 2,085 94% 48.4% 1,483 47.2% 52% 799 8.3% 10.6% 10.4% 66 73 55 80 57 86 FY 19-20 FY 20-21 FY 21-22 FY 19-20 FY 20-21 FY 21-22 Adj. PAT (₹ mn) Adj. PAT Margin (%) ROE (%) Days Sales
Slide 26: Accounts Receivable Analysis
Accounts Receivable Analysis Ageing analysis of Accounts Receivable (1) Trend in Accounts Receivable (1) as on Mar 31, 2022 66 55 57 3% 2% 6% Not due 6% < 1 month 1 - 2 months 58% 2 - 3 months 25% 3 - 4 months > 4 months 2,037 2,173 3,662 FY 19-20 FY 20-21 FY 21-22 Accounts Receivable (₹ mn) Days Sa
Slide 27: Trade Payables Analysis
Trade Payables Analysis Ageing analysis of Trade Trend in Trade Payables (1) Payables (1) as on Mar 31, 2022 86 80 15% 27% Not due 73 < 1 month 12% 1 - 2 months 1% 2 - 3 months 13% 32% 3 - 4 months > 4 months 2,156 2,767 4,273 FY 19-20 FY 20-21 FY 21-22 Trade Payables (₹ mn) Trade payables as days o
Slide 28: New Product Revenue Momentum across Geographies
New Product Revenue Momentum across Geographies Quarterly New Product Sales (₹ mn) Turkey India Colombia & 277 296 Peru Kuwait Saudi Arabia Bangladesh 166 130 113 UAE Sri Lanka Philippines Nigeria Q4 FY20-21 Q1 FY21-22 Q2 FY21-22 Q3 FY21-22 Q3 FY21-22 Indonesia Q4 FY21-22 growth ✓ 128% Y-o-Y ✓ 7% Q-
Slide 29: Human Resource Capital
Human Resource Capital Location wise Function wise Attrition break-up(1) break-up(1) analysis (2) Tech & Tech Support 51 22 Sales & Marketing 60 Firewall & other operator 310 India 30 293 11% 21% 728 solutions 418 International General & Admin FY20-21 FY21-22 Strategy, Accounts & 272 Finance Annuali
Slide 30: Glossary
Glossary 2FA Two-Factor Authentication MNO Mobile Network Operator A2P Application to Person OBD Out-Bound Dialling API Application Programming Interface rapid Route Mobile API developer AI / ML Artificial Intelligence / Machine Learning RBM RCS Business Messaging CPaaS Communication Platform as a S
Slide 31: Thank You
Thank You www.routemobile.com