Exasol Ag · XETR:EXL
Exasol — Shareholder Meeting (June 2021)
61 slides from Exasol's shareholder meeting presentation, Jun 30, 2021
Slide 1: Exasol AGM 2021 Annual General Meeting
EXASOL AGM 2021 Annual General Meeting June 30, 2021
Slide 2: Disclaimer
DISCLAIMER Disclaimer This presentation contains future-oriented, forward-looking statements (“Forward- looking Statements”), estimates, opinions, projections and forecasts representing the current assessments and views with respect to anticipated future performance of Exasol AG. These assessments,
Slide 3: Topics for today
Topics for today 2020 & 2021 Financial Overview Growth strategy & early results Building the GTM foundation for 2021 & beyond Investing in innovation & differentiation Creating a compelling global brand Exasol
Slide 4: 2020 & 2021 Highlights
Exasol 2020 & 2021 Highlights
Slide 5: Stronger organization ready for a new era of sustainable growth
2020 HIGHLIGHTS Stronger organization ready for a new era of sustainable growth 5
Slide 6: 2020: Met financial targets
2020 HIGHLIGHTS 2020: Met financial targets +36.9% €24.1M +9.3% €23.6M ARR Revenue +67 in 2H20 +33 totaling 195 Employees Customers 6
Slide 7: Q1 2021: Solid start to FY2021
2021 OBJECTIVES Q1 2021: Solid start to FY2021 +37.3% €25.3M +26.7% €6.1M +46 269 headcount ARR Revenue Employees EUR 35M+ +45% 1. Build out go-to-market machine — 300+ employees by end of 2021 2. Rollout SaaS product to expand addressable market; ARR Outlook prepare DWH Automation for market launch
Slide 8: 2020 Financial Overview
2020 Financial Overview by Michael Konrad, CFO
Slide 9: Strong ARR growth and balance sheet going into 2021
2020 FINANCIAL OVERVIEW Strong ARR growth and balance sheet going into 2021 +36.9% (€7.4M) €69.5M 58.8% 2020 ARR growth Adjusted EBITDA Cash & cash equivalents Equity ratio 9
Slide 10: EBITDA driven by investment for future growth and one-time expenses
2020 FINANCIAL OVERVIEW EBITDA driven by investment for future growth and one- time expenses in EUR M 2020 2019 • totaled EBITDA (29.9) (11.0) • Expenses for IPO and Capital Increase 5.7 1.2 Share-based remuneration 16.8 7.9 Adjusted EBITDA (7.4) (1.9) 10
Slide 11: Annual Recurring Revenue Growth focus going in to 2021
2020 FINANCIAL OVERVIEW Annual Recurring Revenue Growth focus going in to 2021 in EUR M 2020 2019 YoY • Transition from perpetual license agreements towards Revenue 23.6 21.6 9.3% subscription-based model • Revenue figure is GAAP-based: (Realized) Recurring Revenue (Realized) Recurring Revenue 19.0
Slide 12: Why ARR is not the same as Revenue
2022 FINANCIAL OVERVIEW Why ARR is not the same as Revenue Worth $1.2M/year Or Signed in Jun 2020 Delivered in 2020 Expected delivery in 2021 $100K / month Jul-Dec 2020 $0.6M ($100K x 6) $1.2M ($100K x 12) New annual contract Delivered partial year Revenue ARR (end of 2020) 12
Slide 13: Growth strategy & early results
Growth strategy & early results
Slide 14: Beyond cloud-only hype at top US brands
RECENT WINS Beyond cloud-only hype at top US brands. Hybrid deployment remains an edge. We’re signing up global brands and winning competitive bids by selling to our core strengths. 5,500 100x 40% Tableau Users on Exasol Faster Queries Faster Predictive Apps 14
Slide 15: Showcasing performance remains strongest selling mechanism
HOW WE COMPETE + WIN Showcasing performance remains strongest selling mechanism. We go head-to-head with key competitors in our Built for Speed performance demo 29 sec 15
Slide 16: Global companies want an On Premises answer too
2020 HIGHLIGHTS Global companies want an On Premises answer too. No one else can simultaneously meet their specific needs with the performance and infrastructure choice that Exasol can offer. Driven by Data sovereignty 90% 54% Customization flexibility Higher-value infrastructure of Fortune 1000 dat
Slide 17: Competitor landscape
COMPETITION Competitor landscape LEGACY If you’ve invested millions into a solution, our competition wants you to leave it all behind. But we can extract value on legacy databases to make them more performant HYPERSCALERS NEW WAVE right away. This is unique to us, and we beat the competition on choi
Slide 18: BI performance challenges are universal, and the way we enter is unique
GROW WITH OUR CUSTOMERS BI performance challenges are universal, and the way we enter is unique. We have a unique GTM strategy for a widespread problem: poor BI performance that prohibits adoption of data and analytics. Our ability to solve for BI challenges allows us to get in the door — BI Acceler
Slide 19: Solving these places us in a position to expand into additional use cases
GROW WITH OUR CUSTOMERS Solving these places us in a position to expand into additional use cases. Operationalize AI/ML Extract Value from Data Lake Modernize Data We help our customers move up the Warehouse Analytics Maturity Model. Accelerate BI ti on • Value expansion mapped to analytics Start wi
Slide 20: Customer Success team maps out an analytic maturity roadmap
GROW WITH OUR CUSTOMERS Our Customer Success team then jointly maps out an analytic maturity roadmap. o u rne y We’re building out a world-class J to me r Customer Success motion. Cus Use Case Use Case X Use Case 3 Use Case Use Case 1 2 0 Onboarding Adoption Retention Expansion Advocacy Strategic Ad
Slide 21: This has been a proven strategy with existing customers
EXPAND WINS This has been a proven strategy with existing customers. DACH UK US 21
Slide 22: Structured coaching for sales to engage strategically
GROW WITH OUR CUSTOMERS Structured coaching for sales to engage strategically. Sales academy. Monday school. Sales portal. 22
Slide 23: Building the GTM foundation for 2021 & beyond
Building the GTM foundation for 2021 & beyond
Slide 24: Clarified positioning & brand refresh
CLARIFIED POSITIONING Clarified positioning & brand refresh New messaging consistent across all customer touchpoints, starting with our website, which re-launched in March 2021. 24
Slide 25: Seamless journey from awareness to adoption
ENGAGEMENT MODELS Seamless journey from awareness to adoption Awareness Attract Try Adopt Digital presence & influencer coverage 25
Slide 26: Solidifying market position via analyst validation
DIFFERENTIATED PRODUCT AWARENESS Awareness Solidifying market position via analyst validation Maintained market position with Dresner and BARC, improved positions with Forrester, G2, and Gartner. 26
Slide 27: Confidence
DIFFERENTIATED PRODUCT AWARENESS Awareness Best in class, Dresner 2021 report. Top-ranked in 2020 Barc study Confidence Value 27
Slide 28: Earned brand credibility through thought leadership
DIFFERENTIATED BRAND AWARENESS Awareness Earned brand credibility through thought leadership. 63% increase in tier-1 business press coverage. 28
Slide 29: Thought-leading via fostering the data community
DIFFERENTIATED BRAND AWARENESS Awareness Thought-leading via fostering the data community New brand platform launched in March. 29
Slide 30: Framing the data future narrative
DIFFERENTIATED BRAND AWARENESS Awareness Framing the data future narrative 30
Slide 31: Seamless journey from awareness to adoption
ENGAGEMENT MODELS Seamless journey from awareness to adoption Awareness Attract Try Adopt Digital-first demand generation 31
Slide 32: 71% of B2B buyers start online
MORE LAND Attract 71% of B2B buyers start online According to Google B2B Marketing Maturity Study 20% 30% 2x Higher revenue in average More cost effective than Digital investments vs sales delivered by digital marketing other marketing methods team investments ROI 32
Slide 33: A strong foundation: web ads tech stack
MORE LAND Attract A strong foundation: web ads tech stack Adserver Data repository (Exasol) Search console Google analytics Demand platform LiveRamp 33
Slide 34: Multi-pronged demand-gen strategy
MORE LAND Attract Multi-pronged demand-gen strategy Unique activity 1- 1 • Digital • ABM Cluster activity • Roundtables • SDRs ew 1- F Scale cluster activity Man y 1 - 34
Slide 35: More roundtables with thought leaders
MORE LAND Attract More roundtables with thought leaders Thought-leader roundtable series led by our very own Chief Data Officer, Peter Jackson. 35
Slide 36: Deliver leads now and build to scale in FY2022
MORE LAND Attract Deliver leads now and build to scale in FY2022 Building to scale Phase Phase Phase 1 2 3 Build global marketing Rev up and tune the operational Full steam ahead in 2022 foundation (80%) marketing engine (WIP) (kickoff in Q4) Delivering leads now Evergreen + focused campaigns (BI Ac
Slide 37: Seamless journey from awareness to adoption
ENGAGEMENT MODELS Seamless journey from awareness to adoption Awareness Attract Try Adopt Free Trial & Onboarding 37
Slide 38: Product-led growth fuels self-serve activation
ENGAGEMENT MODELS Product-led growth fuels self- serve activation ACTIVATION Awareness Attract Try Adopt Shortened try-to-buy cycles. Can target low MRR accounts with no conflict with the sales-led account development. Free trials let sales supercharge their pipeline via product-qualified leads. 38
Slide 39: Product-led growth fuels self-serve activation
ENGAGEMENT MODELS Product-led growth fuels self- serve activation ACTIVATION Awareness Attract Try Adopt Adoption of the core value proposition leads to easy buy decision either through enterprise sales motions or self serve conversion. 39
Slide 40: Product-led growth fuels self-serve activation
ENGAGEMENT MODELS Product-led growth fuels self-serve activation ACTIVATION Awareness Attract Try Adopt Industry Success Stories 40
Slide 41: Expand via robust partner ecosystem
HOW WE COMPETE + WIN Expand via robust partner ecosystem 41
Slide 42: Growing technology alliance ecosystem
HOW WE COMPETE + WIN Growing technology alliance ecosystem 42
Slide 43: Strong GTM collaboration with select alliances
HOW WE COMPETE + WIN Strong GTM collaboration with select alliances 43
Slide 44: Cloud alliances
HOW WE COMPETE + WIN Cloud alliances Hybrid deployment demand fueling stronger AWS-Exasol partnership, and legacy migration success on GCP. AWS 44
Slide 45: System integrators
HOW WE COMPETE + WIN System integrators +40% New ARR in FY21 100+ local and global collaborative GTM Solution Partners scale demand gen with repeatable assets that can be leveraged easily. BENELUX/ US UK GLOBAL DACH/CEE FRANCE/SPAIN CIS/MEA NORDICS 45
Slide 46: Solution partners
HOW WE COMPETE + WIN Solution partners Solution partners using Exasol to deliver innovative high-performance analytics solutions. 46
Slide 47: Investing in product innovation & differentiation
Investing in product innovation & differentiation
Slide 48: Fastest analytics database …again
CLARIFIED POSITIONING Fastest analytics Query per hour Performance (30 TB) database …again Higher is better performance TPC-H 2021 (V3) RESULT for 10 TB, 30 TB, 100 TB showed breaking results for all benchmark sizes. The more data you have, the more performance matters. 1.4M 16M 22M Microsoft SQL Oc
Slide 49: Fastest analytics database…again (price/performance)
CLARIFIED POSITIONING Fastest analytics Price/kQphH in USD (30 TB) database…again Cost per kQphH – lower is better Comparison holds up even when you look at cost. With SQL Server, you need to spend 9x the money to get 1/10 performance. $744 $711* $85 Microsoft SQL OceanBase V3.2 Exasol 7.1 Server 20
Slide 50: Faster. Matters. Investing in innovation.
PRODUCT INNOVATION Faster. Matters. Investing in innovation. GPU vs. CPU as part of NVIDIA inception program As the TPC-H results showed, we’re leading on performance and cost/performance ratios by a huge margin thanks to continuous optimization. 10x potential performance increase 50
Slide 51: SaaS launching in Q3. Exasol… accelerated.
VALUE PROPOSITION SaaS launching in Q3. Exasol… accelerated. We’re building the best possible experience for our customers. Key innovations include decoupled compute, and insights in minutes after signing up. Decoupled compute Elastic scaling Insights in minutes 51
Slide 52: Expand addressable market. Flexible pricing options.
PRODUCT INNOVATION Expand addressable market. Flexible pricing options. Lower time to value and cost to manage. As data becomes “always on,” organizations save Lower SaaS Consumption-based money by using data only in part. But that’s not a pricing sustainable core data strategy. It all comes comes C
Slide 53: Expand addressable market. Flexible pricing options.
PRODUCT INNOVATION Expand addressable market. Flexible pricing options. Can offer consumption-based pricing when needed, expanding our addressable market. Self-tenant On-Prem SaaS cloud Expand Land 53
Slide 54: Accelerate data warehouses with new automation product
PRODUCT INNOVATION Accelerate data warehouses with new Time to value Months automation product Extend value advantage & expand use cases First solution on market to fully automate creation of a data warehouse. Minutes Manual Fully development automated 54
Slide 55: Technology investment areas to extend platform capabilities
PRODUCT INNOVATION Technology investment areas to extend the capabilities of our analytics platform Data Machine Data Integration Learning Governance Extend data integration & Change Native Integration with Data cataloging, lineage, IAM tools Data Capture tool support Machine Learning platforms to d
Slide 56: One Team. One Company.
Exasol One Team. One Company.
Slide 57: Leadership Team
ONE TEAM. ONE COMPANY. Leadership Team Mathias Golombek Rishi Diwan Deborah Thomas Jan-Dirk Henrich Wendy Kano Peter Jackson Thomas Siekmann CTO CPO CCO CFO CMO CDO CIO 57
Slide 58: Stay true to our vision, mission, & values
ONE TEAM. ONE COMPANY. Stay true to our vision, mission, Extraordinary Customer All for One, One For All & values Experiences MISSION Accelerate insights from the world’s data Every Voice Counts Always Learning VISION Be the analytics platform trusted by the world’s most ambitious organizations Brin
Slide 59: Corporate Social Responsibility
ONE TEAM. ONE COMPANY. Corporate Social Responsibility We want to continue to attract talent who have the same passions we do. • Green Team • 2019 Carbon Neutrality stamp • Diversity & Inclusion Team • D&I trainings for all staff • Updated Code of Conduct 59
Slide 60: Faster. Wins.
Faster. Wins.
Slide 61: Thank you
Exasol Thank you