Cirata Plc · LSE:CRTA

Cirata — WANdisco — H1 2021 Earnings Presentation

39 slides from Cirata's earnings presentation, Sep 30, 2021

Slide 1: H1 FY21 Results Presentation
H1 FY21 Results Presentation David Richards, Co-founder and CEO Erik Miller, CFO Daud Khan, VP Corporate Development 30 September 2021 © 2021 WANdisco PLC. All rights reserved. 1
Slide 2: Agenda
Agenda • Strategic and Financial Highlights • Adapting to Win • Winning at Scale • Systemic Market Shift • Positioned for Growth • H1FY21 Financial Results • Outlook and Summary • Q&A © 2021 WANdisco PLC. All rights reserved. 2
Slide 4: Our strategy
Our strategy Aligning to the opportunity, evolving with the market, clearer KPIs and direction set Adapting to Win Winning at Scale • Evolution to ‘Commit to Consume’ revenue model. • Minimum $1m commit to consume secured with • Aligned to customer preferred purchase approach. existing Telco custome
Slide 5: H1 Financial Summary
H1 Financial Summary Substantial cash balance provides capacity to invest and build a sustainable long-term recurring business • Revenue of $3.4 million (2020: $3.6 million). - In H1, significant progress in building a pipeline of multi-year commitment deals - Confident in the groundwork laid for ac
Slide 6: Breaking down expectations in H2
Breaking down expectations in H2 With existing deferred revenue, progress towards General Availability and ‘Commit to Consume’ pipeline, we have confidence in new targets Pipeline: With current Partnerships: Position: We will update deferred revenue and Partnership ecosystem the market for any ‘Comm
Slide 8: Pivoting to 'Commit to Consume' model
Pivoting to ‘Commit to Consume’ model An evolution, not revolution Product and Culture focused Consumption is pricing are key: on driving the true SaaS: Cloud integration lifetime value: All services in the with metering Sales cloud fabric are creates the basis compensation used on a for pivoting to
Slide 9: Focus on Customer Consumption
Focus on Customer Consumption • Data drives everything - Behavior patterns, trends, what our top performing customers are doing – predicting the future • This is about cloud services, not enterprise applications Our Our Our Our Customer KPIs Sales Team Products Marketing Success New customers, Inves
Slide 10: Commit to Consume vs. Subscription
Commit to Consume vs. Subscription “Commit to Consume” “Subscription” The Way Cloud Services are Bought Old Style Enterprise Software Enterprise Snowflake and Databricks SAP, Oracle examples Annual in advance, over term, or all Cash Payment in arrears or agreed period in advance upfront Recognised a
Slide 11: Benefits of Consumption Model Transition
Benefits of Consumption Model Transition Breaking down the barriers to land and expand Increasingly Customers Aligning our Significantly lower reliable and empowered to service to the level of discounting predictable increase models of industry vs subscription. revenue streams consumption at leaders
Slide 13: Existing Telco customer extends relationship with $1m 'Commit to Consume'
Existing Telco customers extends relationship with $1m ‘Commit to Consume’ • Advertising analytics division of existing global Telco extends relationship with minimum ‘Commit to Consume’ of $1m for 5PB of data over 5 years. • Use Case: - Migrating data from Vertica into Snowflake for Azure. - Fraud
Slide 15: Data Lakehouse – the shift to cloud analytics
Data Lakehouse – the shift to cloud analytics Use Cases NFS storage Edge computing Data Scientist e.g. sensor Data Analyst data Self-service Data Lakes Data discovery and profiling, Data Machine Cross-cloud Learning, Migration Lakehouse Predictive Hybrid Cloud Hadoop + analytics relational data Batc
Slide 16: Mapping the cloud migration opportunity
Mapping the cloud migration opportunity TAM = $50-75bn Incentivised partners - 10-20x revenue Opportunity within cloud WANdisco’s $18m FY21 Revenue plus RPO target is a $180m to $360m opportunity for FY21 partners Microsoft estimated 200-300 exabytes of on-prem analytical data based on the market fo
Slide 17: Data First Approach vs. Legacy workload migration
Data First Approach vs. Legacy workload migration VP of Data Data Scientist “if you can get the data up “As we started looking at there [cloud], not only will our application journey, we modernize the one of our first big workloads, we'll get more realizations was that it business benefits, and we'l
Slide 19: Delivering in H2
Delivering in H2 Product, Partnerships, Promotion, Priorities Product Partnerships Promotion Priorities General Availability Largest cloud From the leading Deliver on revised expected in next few platforms (AWS, cloud vendors and targets by weeks. Azure), Analytics SIs gives us instant converting ‘C
Slide 20: Product: Key Considerations
Product: Key Considerations Ease of use, remove risk and customer value Customer-Centric Remove Risk Focus on Value • Self Service / Turn- Key • Non Intrusive • Consumption Based / PAYGO / Remove • ‘Outside->In’ • Non Disruptive Complexity Prioritisation (Customer / • Cloud Agnostic Platform first)
Slide 21: Partnerships: Breadth of relationships
Partnerships: Breadth of relationships Product readiness translating into deepening commitments from customers and cloud partners providers Google Cloud Platform and Oracle Cloud – Growing Demand for LiveData. Cloud Technology Alliance System Platform Partners Integrators © 2021 WANdisco PLC. All ri
Slide 23: Financial Headlines
Financial Headlines H1 FY21 H1 FY20 (Unaudited) (Unaudited) Recognised revenue $3.4m $3.6m Cash overheads $20.1m $17.9m Adjusted EBITDA* ($14.2m) ($11.9m) 30 June 20 31 Dec 20 (Unaudited) (Unaudited) Cash balance $47.7m $33.6m © 2021 WANdisco PLC. All rights reserved. 23
Slide 24: Profit & Loss
Profit & Loss H1 FY21 H1 FY20 $m Comments $m (Unaudited) (Unaudited) change Revenue 3.4 3.6 (0.2) Progress toward multi-year commitments not included Cost of sales (0.3) (0.3) - Gross profit 3.1 3.3 (0.2) 90%+ gross margin maintained Cash overheads on plan, headcount increased Cash overheads (20.1)
Slide 25: Summary Cash Flow
Summary Cash Flow Operating cash consumption primarily due to lower revenues and a modest increase in cash overheads Offset by raise of $42.4m H1 FY21 H1 FY20 Cash flow statement ($m) (Unaudited) (Unaudited) Statutory loss (20.3) (14.0) Adjustments for non-cash items 5.9 2.1 Working capital movement
Slide 26: Summary Balance Sheet
Summary Balance Sheet Strong balance sheet provides platform to accelerate conversion of cloud opportunity 30 Jun 21 30 Jun 20 Balance sheet ($m) (Unaudited) (Unaudited) Non-current assets 9.1 10.8 − Trade and other receivables 6.0 6.6 − Cash and cash equivalents 47.7 33.6 Current assets 53.7 40.2 T
Slide 28: KPIs for 2021 and outlook
KPIs for 2021 and outlook • KPIs for the business - Consumption based revenue - Data migrated - Number of customer wins - $ Net retention rates ($dollar value of customer cohort vs. customer base in prior year) • H1 disappointment linked to the delay in timing of GA of our Azure service. This led to
Slide 32: Why customers choose WANdisco?
Why customers choose WANdisco? The only solution to migrate at petabyte scale We looked at a lot of different technologies, and what we needed was a tool that would move data reliably, at scale......So I talked about 13 petabytes of data on our data lake. There are just a lot of companies that are s
Slide 35: Azure view point: Jurgen Willis
Azure view point: Jurgen Willis General Manager of Azure Engineering/Azure Storage • “Turnkey solution for data lake migrations.” • “You begin your data lake migration in minutes and not weeks or months like you would with other solutions.” • “WANdisco LiveData Platform for Azure is our preferred so
Slide 36: Vendor Support – Azure with Hadoop migration program
Vendor Support – Azure with Hadoop migration program Azure Data and AI migration initiative recommends WANdisco Modernizing your Hadoop workloads on Microsoft Azure unlocks the benefits of cost-efficiency and provides your organization with business- critical insights, a unified experience, and unma
Slide 37: Supporting Quotes
Supporting Quotes Industry analyst and customer confirms uniqueness and simplicity of WANdisco products LiveData's ability to move petabytes of data without Gartner makes rare quote interrupting production and without risk of losing the data indicating uniqueness of midflight is something no other v
Slide 38: Landing in ADLS to Accelerate Azure Consumption Revenue
Landing in ADLS to Accelerate Azure Consumption Revenue Each $ of WANdisco translates to $10-20 ACR Last mile Data first approach accelerates the time to value for the customer and the time to consumption of services for Azure ADLS Gen2 (Storage, compute, analytics service) © 2021 WANdisco PLC. All
Slide 39: Attractive to Whole Ecosystem
Attractive to Whole Ecosystem Azure Seller Global SIs Other platform • Fastest time to value: • Fastest time to value services Accelerates ACR (Azure • Automates and de-risks • Fastest time to value Consumed Revenue) for large scale data lake • Accelerates opportunity committed customers migration a

WANdisco — H1 2021 Earnings Presentation on 6ix

Cirata — WANdisco — H1 2021 Earnings Presentation

Slide 1: H1 FY21 Results Presentation

Slide 2: Agenda

Slide 3: Strategic and financial highlights

Slide 4: Our strategy

Slide 5: H1 Financial Summary

Slide 6: Breaking down expectations in H2

Slide 7: Adapting to Win

Slide 8: Pivoting to 'Commit to Consume' model

Slide 9: Focus on Customer Consumption

Slide 10: Commit to Consume vs. Subscription

Slide 11: Benefits of Consumption Model Transition

Slide 12: Winning at scale

Slide 13: Existing Telco customer extends relationship with $1m 'Commit to Consume'

Slide 14: Systemic market shift

Slide 15: Data Lakehouse – the shift to cloud analytics

Slide 16: Mapping the cloud migration opportunity

Slide 17: Data First Approach vs. Legacy workload migration

Slide 18: Positioned for growth

Slide 19: Delivering in H2

Slide 20: Product: Key Considerations

Slide 21: Partnerships: Breadth of relationships

Slide 22: H1 FY21 Financial Results

Slide 23: Financial Headlines

Slide 24: Profit & Loss

Slide 25: Summary Cash Flow

Slide 26: Summary Balance Sheet

Slide 27: Outlook and summary

Slide 28: KPIs for 2021 and outlook

Slide 29: Thank you

Slide 30: Q&A

Slide 31: Appendix

Slide 32: Why customers choose WANdisco?

Slide 33: Customer Architecture

Slide 34: Customer Architecture

Slide 35: Azure view point: Jurgen Willis

Slide 36: Vendor Support – Azure with Hadoop migration program

Slide 37: Supporting Quotes

Slide 38: Landing in ADLS to Accelerate Azure Consumption Revenue

Slide 39: Attractive to Whole Ecosystem