Enero Group Limited · ASX:EGG
Enero — Investor Presentation (October 2022)
44 slides from Enero's investor presentation, Oct 12, 2022
Slide 1: ASX Announcement: Enero Investor Event: Performance Marketing
Enero Group Limited ABN 97 091 524 515 Level 2, 100 Harris Street Pyrmont NSW 2009 Australia ASX ANNOUNCEMENT Enero Investor Event: Performance Marketing 12 October 2022: Enero Group Limited (ASX: EGG) (the “Company”) is pleased to invite investors today to a webinar on the role of Performance Marke
Slide 2: Enero Group Performance Marketing Webinar
Enero Group Performance Marketing Webinar 12 October 2022 1
Slide 3: Agenda
Agenda — • Enero Group’s growth strategy • Hotwire Transformation • ROI DNA: US leader in revenue acceleration services • GetIT: APAC’s leading B2B tech marketing agency • Q&A 2
Slide 4: Today's speakers
Today’s speakers Brent Scrimshaw Heather Kernahan Matt Quirie Anol Bhattacharya Enero Group CEO Hotwire Global CEO ROI·DNA Founder GetIT Group CEO and Co-CEO 3
Slide 5: Enero Group's growth strategy
Enero Group’s growth strategy — Brent Scrimshaw CEO 4
Slide 6: Enero's global operating model
Enero’s global operating model WHO WE ARE A CREATIVE TECHNOLOGY COMPANY BRAND TRANSFORMATION CREATIVE TECH & DATA PORTFOLIO PRIORITY VERTICALS TECHNOLOGY HEALTHCARE CONSUMER CENTRES OF PEOPLE AND FINANCE TECHNOLOGY M&A LEGAL EXCELLENCE CULTURE 5
Slide 7: Enero's strategy: integrated services with deep vertical expertise
Enero’s strategy is to provide relevant and integrated services with deep vertical expertise Clients want integrated support … Our FY23-FY25 strategy: Integrated experts in the verticals that count • Client roles/buyers are merging (CMO=CRO) • Communications specialties no longer work in siloes • Mu
Slide 8: ROI DNA and GetIT Transaction Summary
ROI DNA and GetIT Transaction Summary (acquired 1st July 2022) (acquired 1st July 2022) Consideration Implied Implied Revenue Implied Implied Revenue & Consideration (US$m) EV/ EV/ & EBITDA Consideration (SG$m) EV/ EV/ EBIT EBIT basis Revenue EBITDA basis Revenue Upfront 33 2.1x 12.9x CY21 12m to Up
Slide 9: Hotwire transformation
Hotwire transformation — Heather Kernahan Global CEO, Hotwire 8
Slide 10: Hotwire Global is now an integrated tech communications & marketing powerhouse
Hotwire Global is now an integrated global tech communications & marketing powerhouse THE REPUTATION RELATIONSHIP REVENUE Drive Reputation Grow Relationships Deliver Revenue OPPORTUNITY Brand strategy, narrative Develop relationships with media, Support revenue generation development, awareness infl
Slide 11: Key revenue service – Account Based Marketing
Key revenue service – Account Based Marketing Acquisitions have added Account Based Marketing capabilities to Hotwire’s communications capabilities, to improve clients’ marketing ROI ABM has a role to play across the sales cycle – building reputation to revenue Our modern ABM demand generation appro
Slide 12: Hotwire's footprint creates options for global growth
Hotwire’s footprint creates options for global growth Europe & Middle East 500+ North America London Amsterdam Asia Pacific Frankfurt Dubai Singapore San Francisco Employees Madrid Copenhagen Malaysia New York Milan Helsinki Tokyo Minneapolis Munich Istanbul Bangalore Mexico City Paris Oslo Beijing
Slide 13: Complementary client portfolios provide synergy
Complementary client portfolios provide synergy Limited shared client base Example Global Clients ecommerce brand Jointly won by Hotwire AU and GetIT Synergies Cross-sell of PR/comms into ROI DNA and GetIT Cross-sell of ABM into Hotwire Integrated offer to new ‘local’ / regional clients Participatio
Slide 14: Acquisitions materially change the mix and growth of Hotwire
Acquisitions materially change the mix and growth of Hotwire B2B Tech marketing Acquisitions materially change is a growth business Hotwire’s business Hotwire pro-forma FY22 business mix (% of net revenue) Overall digital marketing market (local growing 10-15% p.a. currency) (now ) Note: Historic no
Slide 15: ROI DNA
ROI DNA — Matt Quirie CEO & Founder, ROI DNA 14
Slide 16: Our vision
OUR VISION. To be the BEST DAMN digital partner in the universe 15
Slide 17: Who we are
Who we are. Leader in revenue acceleration services for B2B Tech companies Top agency partner Established 2009 for Google, 6sense 55 active clients and Drift FY22 Net Revenue 5+ year average 144 employees US$18.3m client lifecycle 16
Slide 18: Our Exec team
Our Exec team. Matt Quirie Michelle Harburn Co-CEO & Founder Co-CEO & COO - 15 years digital marketing - Former Bear Sterns, HSBC & Symantec prior to ROI·DNA - Operational guru behind all key client - Leads sales and marketing offerings - Drives partnerships and - Drives internal company alignment,
Slide 19: Old vs new approach
Old vs new approach From … … To • Sales Development Reps (SDRs) • Fully automated tooling systems that Dialling for Dollars allow SDRs to focus on key clients • Salesforce as really the only tool • Automated conversational marketing and intent data on potential clients • Thousands of leads to sort t
Slide 20: Our bespoke ABM approach
OUR 01. Go-to-Market Strategy Development BESPOKE 02. Persona Based ABM Communication Match 03. Asset & Tech Stack Analysis APPROACH. 04. IMPLEMENTATION, LAUNCH & MANAGEMENT 19
Slide 21: Performance Marketing Services – ABM across all
Performance Marketing Services – ABM across all DIGITAL DIGITAL DIGITAL DESIGN, DEV STRATEGY ANALYTICS MEDIA AND CREATIVE Go-To-Market Strategy Analytics Architecture Search Engine Marketing Creative Services ABM Strategy Reporting Automation Search Engine Optimization Branding CRO Strategy Insights
Slide 22: An ABM program in action
An ABM program in action. SET UP EXECUTE TEST OPTIMIZE SCALE Review digital Drive integrated digital Determine, strategize, & execute “Always On” campaigns for all paid channels ecosystem & strategy for target capabilities accounts Find new media channels, beta programs, & incremental opportunities
Slide 23: Our competitive differentiation
Our competitive differentiation. End-to-end digital lifecycle Culture as a competitive Unmatched reputation offering edge • 100% focused on B2B Tech • Top agency in Google’s • Market-leading DEIB culture digital marketing exclusive International and programs Growth program • Deep cross-channel • Sig
Slide 24: Who we work with
Who we work with. amazon BlueJeans ———T by Verizon Gigamon’ EIS Malwarebytes DRIFT 3£loom Model N enero Se elastic [FLEXENTIAL ® productboard servicenow. salesforce RE Liaquest? ® ABACUS DATA SYSTEMS homebase @ BeyondTrust ®MarkLogic: yw BetterCloud NeXT
Slide 25: BeyondTrust generated 32% more high-intent leads
WHAT WE DID BeyondTrust ditched lead totals and generated 32% more high-intent leads OUR FOCUS GTM Strategy ABM Digital Advertising SEO 6sense 24
Slide 26: BeyondTrust marketing-attributable growth with zero spend increase
KEY TAKEAWAYS FOR OUR CLIENT With zero increase in marketing spend, BeyondTrust was able to drive massive marketing-attributable growth: 1. ↑ 32% high-intent leads 2. ↑ 55% marketing-sourced pipeline $$ 3. ↑ 27% marketing-sourced in deal size 4. ↑ 28% increase in marketing-sourced closed/won 5. ↑ 62
Slide 27: BeyondTrust case study testimonial
BEYOND TRUST CASE STUDY “Working with the ROI·DNA team enables us to move a lot faster than we normally would. Having a fully supportive team with expertise in our tools and platforms has driven game- changing results.” — Ryan Haygood Director of Demand Generation, BeyondTrust 26
Slide 28: Continued momentum into FY23
Continued momentum into FY23. From … … To • Unable to participate in global RFPs • Pursue global opportunities with Hotwire and GetIT • Partnerships with 6Sense, Drift and Google established but not fully • Fully leverage partnerships utilised • Outbound marketing and sales team • 100% inbound sales
Slide 29: GetIT
GetIT — Anol Bhattacharya Group CEO 28
Slide 30: Marketing Solutions For B2B IT & Telco Companies
Marketing Solutions For B2B IT & TELCO Companies 29
Slide 31: Who we are
Who we are APAC’s leading marketing agency for B2B technology and telco companies 4 countries: Established 1997 Singapore, India, 14 active clients Malaysia, Japan FY22 Net Revenue ~4 years average 30 FTEs SG$3.1m client tenure 30
Slide 32: GetIT leadership team
Anol Bhattacharya Asuthosh Nair Jaspreet Sidhu Group CEO Managing Partner Group Operations Director • Leads key account • Responsible for select key • Oversees and manages development, sales accounts, business Operations, Finance, HR, education and guidance, development, marketing Legal and Admin ov
Slide 33: Revenue Marketing Services
REVENUE MARKETING SERVICES STRATEGY CAMPAIGN CONSULTING ACTIVATION PLATFORMS • ABM • Lead Generation & • Unlock DX • Positioning & GTM Nurturing • XSecure • Insight Reports (Industry, Account, Competitor) • Content & Creative • GetIT – IDC Advanced • Content Marketing • Media Management Customer Eng
Slide 34: Our competitive advantage
Our competitive advantage Deep B2B Regional presence Powerful One-to- The leading technology and across APAC, and One Account content team in telco vertical now able to Based Marketing APAC, delivering expertise leverage Hotwire techniques to the highest quality global footprint deliver highly tech
Slide 35: We make it matter
WE MAKE IT MATTER FOR SLIDE/ 34 SLIDE/ 34
Slide 36: Case study: TM ONE Integrated Marketing
CASE STUDY TM ONE Integrated Marketing SLIDE/ 35
Slide 37: Account, Industry, Competitor & Analyst Insights
Account, Industry, Competitor & Analyst Insights Account Insights Industry Insights Competitor Insights Technographic Data SLIDE/ 36
Slide 38: SLIDE/ 37
SLIDE/ 37
Slide 39: SLIDE/ 38
ew cloud Ol : Cloud OL GYoEC Cloud Services ona @ =>. ‘With arange of cloud platforms and deployment models complete (tect and data restency. TM ONE Cloud @'s Break Barriers with Cloud The efficient way to see business results, faster ‘TM ONE CYDEC prc oer eect ae ca nec : thinevourtomtematon ora =>
Slide 40: SLIDE/ 39
MEET SHAILESH GROVER AN ‘ IMPORTANT DIGITAL DRIVER ATA MALAYSIAN BANK w r | Malaysia Oil and Gas: The State of Cybersecurity Infographic Download Infographic Malaysian Leader's Guide to Becoming a Data-Driven Organisation SLIDE/ 39
Slide 41: SLIDE/ 40
OUTREACH MEDIA : API INTEGRATORS DATA WAREHOUSE amazon ene REDSHIFT MARKETING AUTOMATION | salesforce seneeee DASHBOARD Google Data Studio
Slide 42: TM ONE campaign results
Results as of 9 months to Dec 2021 KPIs that were used to measure 578% the success of its campaign are: Increase in YoY marketing attributed contract revenue for Cloud Services Newsletter RM 49.7 mil 17% open rate 64% Growth in website traffic Marketing attributed contract revenue 5.8% click rate Ma
Slide 43: Q&A
Q&A — 42
Slide 44: Disclaimer
Disclaimer This document has been prepared by Enero Group Limited Except for any statutory liability which cannot be excluded, (Enero) and comprises written materials/slides for a each of Enero, its related companies and their respective presentation concerning Enero. This is not a prospectus, offic