Xref Ltd · ASX:XF1
Xref — Investor Presentation (February 2018)
20 slides from Xref's investor presentation, Feb 15, 2018
Slide 1: Investor Presentation: Key Business Metrics - February 2018
Investor Presentation For personal use only Key Business Metrics - February 2018 Using our experience and business intelligence to confidently analyse and predict trends. A focus on key business metrics that drive our global growth and profitability. CLIENT ACQUISITION CLIENT ADOPTION ARPA (Annual Rev
Slide 2: Client acquisition
Client acquisition Xref continues to double its client For personal use only SALES GROWTH & NEW CLIENT ACQUISITION base each year. New client sales* Existing client sales +128 +156 In each of the last four consecutive years, New clients New clients Xref has doubled client numbers. Between January an
Slide 3: Client adoption
Client adoption Xref currently only references 48% of For personal use only CLIENT ADOPTION OVER TIME AVAILABLE HIRES TO REFERENCE 284 clients its clients’ total annual hires. hiring 275k 25% candidates XREF CLIENT WITHIN 12 MONTHS 300000 225000 146 clients 150000 hiring 106k candidates Clients that
Slide 4: Annual revenue per account (ARPA)
Annual revenue per account (ARPA) Clients are bigger, the product is For personal use only better and $12000 adoption is faster. $8000 $9.3k ARPA $4000 Xref now has enough experience and Current Average ARPA business intelligence to confidently analyse $0 Year 1 Year 2 2 Years + and predict trends. A
Slide 5: CEO quote: Our ability to scale
For personal use only “Our ability to scale provides the opportunity to continually grow clients and revenues time and time again” LEE-MARTIN SEYMOUR CEO xref.com 5
Slide 6: Market priorities
Market priorities Large enterprise recruitment For personal use only INDUSTRY SECTOR BY REVENUE teams across HR & Recruitment eight key sectors. Healthcare & Medical 27 sectors 8 sectors provide 35% provide 65% Xref is used successfully across 35 market Government - State of revenue of revenue Retai
Slide 7: Global scale
Global scale Global means bigger clients For personal use only TARGET MARKET SIZE AND SHARE H1 FY18 REVENUE CONTRIBUTION in bigger markets. The average size of an Xref client in Australia Europe 120m 0.08% market share Australia & 86% of total employment market New Zealand revenue is 1600 employees.
Slide 8: Sales cycle efficiency
Sales cycle efficiency Acquiring twice the clients in half For personal use only the time. Q2 FY17 Q2 FY18 NEW ACCOUNTS NEW ACCOUNTS 49 91 SALES CYCLE DAYS SALES CYCLE DAYS 80 39 In July 2017 Xref launched its new sales content platform. The sales presenter brings together the traditional Demo, Propos
Slide 9: Product & Price
Product & Price For personal use only Average credit price has increased by 69% in 2 years. Product advancements allow Xref to offer more value, enable the team to deliver a tailored solution and allow the company to sell credits at a higher price for those that utilise more features of the Xref plat
Slide 10: Channel partnerships
Channel partnerships Marketplaces drive client acquisition. For personal use only Integrations increase adoption. Xref currently has 11 live integrations in place and sells via partner marketplaces all over the world. Offering users the ability to request an Xref from their platform of choice signific
Slide 11: We're still at the beginning…
We’re still at the beginning… For personal use only Increase in The beginning just ARPA keeps getting bigger. With the people, product, and resources in Increase in place in the geographical locations overall client adoption entered, Xref is positioned well to leverage the global growth opportunity.
Slide 12: With Xref, clients make smarter, more confident hiring decisions
For personal use only With Xref, clients make smarter, more confident hiring decisions. xref.com Investor and media enquiries: Ashley Rambukwella, FCR Tel: +61 (0)2 8264 1004 / +61 (0)407 231 282 a.rambukwella@fcr.com.au 12
Slide 13: The Xref story
The Xref story 700 For personal use only Xref brings ease, security and value to the candidate reference checking process. Organisations Via an online, automated platform, it delivers the data-driven candidate insights organisations need to make smart, fast and confident hiring decisions. The custome
Slide 14: Disrupting the status quo
Disrupting the status quo For personal use only Research commissioned by Xref - the Recruitment Risk Index - has provided evidence to support a primary concern: Everyone hates the traditional phone based reference checking process. Of the Australian HR managers surveyed: > 39% consider reference che
Slide 15: The solution
The solution Watch the Xref video For personal use only Xref puts candidates in the driving seat, offering them transparency and the opportunity to manage the progress of their references. This candidate-driven approach, coupled with the online nature of the solution, delivers improved efficiency, whil
Slide 16: Our business model
Our business model For personal use only 1. When Xref’s clients purchase credits (Credit Sales) to use the Xref platform, the value of their purchases is recognised as unearned income (Unearned Income). 2. When they pay for the credits, the cash is recognised as cash receipts (Cash Receipts). 3. Onc
Slide 17: Capital structure
Capital structure (at 12th Feb 2018) For personal use only 148m Quoted Shares $92m Market Capitalisation at 62c TOP 5 SHAREHOLDERS 40.7m 40.7m SQUIRREL HOLDINGS WEST RIDING INVESTMENTS AUSTRALIA PTY LTD PTY LTD Timothy Griffiths Lee-Martin Seymour 10.6m 3m 2.9m HSBC CUSTODY NOMINEES CS THIRD UBS NOMIN
Slide 18: Credit sales & usage history
Credit sales & usage history Consecutive sales and usage For personal use only records for three Credit Sold (cash receipts) Credit Used (recognised revenue) $3,000,000 years $2,500,000 Credit sales for H1 FY18 were $2.6 million, up 69% $2,000,000 from $1.5 million in the previous corresponding peri
Slide 19: Expense history and composition
Expense history and composition Controlled expenditure for For personal use only growth Gross cash outflow (trend) • Double payroll • Canadian Office • NZ KSO GST The expense composition for H1 FY18 was. • CR Costs • Annual Renewals • Staff salaries & expenses 62% • Administration & corporate 15% • Adve
Slide 20: Disclaimer
Disclaimer For personal use only This presentation has been prepared by Xref Pty Ltd (Xref). The information contained in this presentation is for information purposes only and has been prepared for use in conjunction with a verbal presentation and should be read in that context. The information con