Slide 1: Upsales Q1 2024 earnings call
Upsales Q1 2024 earnings call The presentation will begin shortly UPSALES TECHNOLOGY AB (PUBL) 1
Slide 2: Speakers
Speakers Daniel Wikberg Earnings call CEO Upsales Technology AB (publ) 2024-Q1 Elin Lundström CFO 2
Slide 3: Q&A
Q&A To submit a question, click the Q&A button at the toolbar at the bottom of the Zoom window UPSALES TECHNOLOGY AB (PUBL) 3
Slide 4: Agenda
Agenda ● This is Upsales ● Growth update ● Product update ● Financials ● Q&A
Slide 5: Introducing Upsales
Introducing Upsales UPSALES TECHNOLOGY AB (PUBL) 5
Slide 6: Sales is the top reason B2B businesses fail
Sales is the top reason B2B businesses fail In theory In reality Of companies founded 10 years ago, only 9 % have a revenue of more than 10 MSEK. Datasource: Creditsafe EARNINGS CALL Q1 2024 6
Slide 7: We give companies the tools to turn their business into a revenue engine
We give companies the tools to turn their business into a revenue engine EARNINGS CALL Q1 2024 7
Slide 8: Upsales is a SaaS company with a long track record of profitable, organic growth
Upsales is a Software-as-a-Service company with a long track record of profitable, organic growth 135.9MSEK Annual Recurring Revenue (ARR) 94% 57.7 MSEK 41.9% 28.6% Recurring revenue EBITDA margin (TTM) Net cash Management owned (TTM) EARNINGS CALL Q1 2024 8
Slide 9: Product
Product UPSALES TECHNOLOGY AB (PUBL) 9
Slide 10: Generate leads and opportunities
Generate leads and opportunities EARNINGS CALL Q1 2024
Slide 11: Win more deals, and manage pipeline
Win more deals, and manage pipeline REDEYE REDEYE SAAS SAAS DAY 2022-12-06 DAY 2022-12-06
Slide 12: Grow existing customers
Grow existing customers REDEYE SAAS DAY 2022-12-06
Slide 13: Help management make better decisions
Help management make better decisions EARNINGS CALL Q1 2024
Slide 14: Our positioning
Our positioning CLEAR NICHE SPECIFIC USE CASES NO PARTNERS Laser focused on Expert team Features that are Nordic medium focused on most relevant for sized B2B problems for our our customers organisations customers EARNINGS CALL Q1 2024
Slide 15: Why customers love Upsales
Why customers love Upsales i o n a l w a y The Upsa The tradit les way VS Months of implementation Costly and complex consulting Fast time to value projects EARNINGS CALL Q1 2024
Slide 16: Our positioning
Our positioning SPEED AND COST EFFICIENCY COMPLEXITY OF USE CASES EARNINGS CALL Q1 2024
Slide 17: Example of companies that use Upsales
4,5/5 4,5/5 “Because Steelwrist is growing at such a fast pace, new “I sincerely feel that we have been given so much more people regularly join the company. This creates a need for a than just a product. What really strikes me is that CRM that employees can learn to use quickly and with a whoever I
Slide 18: What are the growth drivers for Upsales?
What are the growth drivers for Upsales? EARNINGS CALL Q1 2024
Slide 19: Existing customers and market share
Existing customers Market share 500 MSEK SE Upsales current ARR 135.9 MSEK Estimated 3-5% EARNINGS CALL Q1 2024 19
Slide 20: How do we grow existing accounts?
How do we grow existing accounts? More seats/users Increased usage More divisions, Additional modules subsidiaries etc. Upsales current ARR 135.9 MSEK EARNINGS CALL Q1 2024 20
Slide 21: How do we add more new customers?
How do we add more new customers? Larger sales force Invest in marketing Increased market share EARNINGS CALL Q1 2024 21
Slide 22: Growth update
Q1 2024 Growth update ● ARR expected to start growing q/q in Q2 ● Continued improved retention, and lower churn rates ● Strategy with larger deal sizes is yielding results
Slide 23: Product update
Q1 2024 Product update We are investing in the product to increase our Average Contract Value (ACV) ● Released Customer Support offering ● Continued investments in Subscription billing and CPQ product ● Upsales project management released to beta customers in Q1
Slide 24: Resilience, and macro effects
Resilience, and macro effects ● We are net cash, profitable and have zero debt ● Sales effectiveness is a high priority in challenging economic times ● Platform scalability is attractive for clients not willing/able to invest in complex implementation projects required by competitors ● Still very sm
Slide 25: Financial highlights
Financial highlights
Slide 26: Q1 2024 ARR & Revenue
Q1 2024 ARR & REVENUE ARR ARR Changes Q4 135.9 MSEK - 4.5 MSEK 141.4 MSEK - 4.4 MSEK ARR Growth Net Sales - 3.9 % 37.3 MSEK + 17.4 % 36.2 MSEK Subscription revenue 91.6% 92.1 % Annual recurring revenue, last 10 quarters 26
Slide 27: Q1 2024 Profitability
Q1 2024 PROFITABILITY EBITDA Net income 8.7 MSEK 5.4 MSEK 23.2 % margin 14.4 % margin EBIT 6.5 MSEK 17.3 % margin 27
Slide 28: Q1 2024 Cash flow
Q1 2024 CASH FLOW Operating cash flow 7.9 MSEK 13.6 MSEK Net cash/net debt 57.7 MSEK 72.6 MSEK 28
Slide 29: Q&A
Q&A To submit a question, click the Q&A button at the toolbar at the bottom of the Zoom window UPSALES TECHNOLOGY AB (PUBL) 29