Exclusive Networks SA — Q3 2022 Earnings Presentation
22 slides from Exclusive Networks SA's earnings presentation, Nov 9, 2022
Slide 1: Q3 2022 Trading update
#WeAreExclusive Q3 2022 Trading update
Slide 2: Disclaimer
Disclaimer #WeAreExclusive IMPORTANT: Please read the following before continuing. This document has been prepared by and is the responsibility of Exclusive Networks SA (the “Company”). It comprises information concerning the Company and its subsidiaries (together, the “Group”). What follows applies
Slide 3: Jesper Trolle, CEO
#WeAreExclusive Jesper Trolle CEO
Slide 4: Highlights
#WeAreExclusive HIGHLIGHTS GROWTH EXPANSION OUTLOOK €1,127m, up 42% ~€1.2bn additional SAM(1) FY 2022 Outlook in Q3-22 Reported Gross Sales opportunity through vendor expansion confirmed Continued healthy cybersecurity demand Americas overtook APAC for the first time, in environment line with the st
Slide 5: Growth drivers and incremental accelerators
#WeAreExclusive GROWTH DRIVERS INCREMENTAL ACCELERATORS 1 2 3 4 5 LEVERAGE UNDERLYING ADD NEW ENABLE NEW EXTEND PURSUE VALUE GROWTH OF EXISTING GEOGRAPHIES ON VENDORS ACROSS SERVICES ADD M&A BY ACQUIRING VENDORS IN CURRENT EXISTING VENDORS OUR FOOTPRINT OFFERING NEW OR UNDERWEIGHT GEOGRAPHIES GEOGRA
Slide 6: Cybersecurity education program
with partners #WeAreExclusive 15% combining practical focused on high level qualifications 15%1 gained access to cybersecurity education Practical, in the field : key differentiator for the program 3.5 M to contribute to diversity in the industry Certified Cyber Guards are 3.5 million1 and the ambit
Slide 7: Geographical and vendor expansion
#WeAreExclusive CONTINUED GEOGRAPHICAL EXPANSION WITH EXISTING VENDORS CONTINUED VENDOR EXPANSION INTO OUR PORTFOLIO OT, IoMT & IoT Security Full APAC Expansion into Expansion into Hong Kong, Breach Attack Simulation Globally France and Israel Singapore and Malaysia Awareness Education & Globally Ap
Slide 8: Growth for top tier cybersecurity segments in Q3 2022
GROWTH FOR TOP TIER CYBERSECURITY SEGMENTS IN Q3 2022 #WeAreExclusive 1 2 Market growth Exclusive Networks Growth 234% 51% 47% 42% 40% 29% 23% 21% 17% 17% 17% 15% 15% 13% IDENTITY ACCESS VULNERABILITY DATA WEB & EMAIL NETWORK ENDPOINT DEVSECOPS MANAGEMENT & SECURITY ANALYTICS SECURITY SECURITY SECUR
Slide 9: X-OD platform partners, transactions and cloud-based sales
#WeAreExclusive NUMBER OF PARTNERS NUMBER OF TRANSACTIONS % OF CLOUD-BASED SALES ON OUR X-OD PLATFORM ON OUR X-OD PLATFORM +50%1 / +3 p.p. +164% +384% 25% 22% Q3 2021 Q3 2022 Q3 2021 Q3 2022 Q3 2021 Q3 2022 Cloud adoption is a meaningful tailwind to security spend (1) Year-over-year growth of cloud-
Slide 10: Pierre Boccon-Liaudet, CFO
#WeAreExclusive Pierre Boccon-Liaudet CFO
Slide 11: Q3 2022 Gross Sales and by region
#WeAreExclusive Q3 2022 GROSS SALES Q3 2022 GROSS SALES BY REGION EURm EURm +42% +44% 1 127 +38% +43% 857 597 EMEA 794 Q3 2021 Q3 2022 +66% AMERICAS +45% 155 94 Q3 2021 Q3 2022 +11% 103 -0% 115 APAC Q3 2021 Q3 2022 Q3 2021 Q3 2022 % Reported % Constant Currency (1) % Reported % Constant Currency (1)
Slide 12: Q3 2022 drivers of growth and retention metrics
#WeAreExclusive Q3 2022 DRIVERS OF GROWTH SIGNIFICANTLY HIGHER RETENTION METRICS IN Q3 2022 Contribution to Gross Sales growth(1) Total Gross Sales Growth +42% 5% 100% 7% 140% Q3 2022 net vendors 114% in retention rate (3) Q3 2021 88% 141% Q3 2022 net customers 120% in retention rate (3) Q3 2021 (2)
Slide 13: Gross Sales breakdown by geography and deal size
Gross Sales breakdown by geography Gross Sales breakdown by Deal Size1 APAC (-3 Pts) Deals >€1m (+5 Pts) Deals <€20k (-4 Pts) 10% 16% 18% Americas (+2 Pts) 13% 11% 14% 22% 9% 12% Q3 2022 – Outer Deals €500k - €1m 10% Q3 2022 – Outer Q3 2021 – (+1 Pts) Q3 2021 – pie chart Inner pie pie chart Inner pi
Slide 14: 9 months of 2022 Gross Sales by theater
9 months of 2022 Gross Sales 9 months of 2022 Gross Sales By Theater EURm EURm #WeAreExclusive +38% +37% 3 074 +38% +34% 2 385 EMEA 1 728 2 249 9 months of 2021 9 months of 2022 +58% 355 224 +41% AMERICAS 9 months of 2021 9 months of 2022 +13% 334 296 +4% APAC 9 months of 2021 9 months of 2022 % Rep
Slide 15: Conclusion
#WeAreExclusive 1 Cybersecurity market still booming as threats continue to escalate Continued robust growth in Q3-22, driven by very strong organic 2 activity 3 Americas overtakes APAC EXN unique strategic positioning and business model 4 outperformed the market 5 FY 2022 Outlook Confirmed
Slide 16: We welcome any questions you may have
#WeAreExclusive We welcome any questions you may have
Slide 17: #WeAreExclusive
#WeAreExclusive
Slide 18: Q3 2022 Revenue and by region
#WeAreExclusive Q3 2022 REVENUE Q3 2022 REVENUE BY REGION EURm EURm +40% +43% 809 +44% +37% 630 440 EMEA 578 Q3 2021 Q3 2022 +55% AMERICAS +35% 89 57 Q3 2021 Q3 2022 +11% 81 -1% 89 Q3 2021 Q3 2022 APAC % Reported % Constant Currency (1) Q3 2021 Q3 2022 % Reported % Constant Currency (1) (1) Variatio
Slide 19: 9 months of 2022 Revenue and by region
#WeAreExclusive 9 months of 2022 REVENUE 9 months of 2022 REVENUE BY REGION EURm EURm +36% +38% +33% 2 282 +38% 1 793 1 301 EMEA 1 684 9 months of 2021 9 months of 2022 +53% +36% 232 AMERICAS 152 9 months of 2021 9 months of 2022 +11% 231 +3% 257 9 months of 2021 9 months of 2022 APAC % Reported % C
Slide 20: 9 months of 2022 drivers of growth and retention metrics
#WeAreExclusive 9 months of 2022 Drivers of Growth 9 months of 2022 Retention Metrics Contribution to Gross Sales growth(1) Total Gross Sales Growth +36% 10% 100% 133% 9 months of 2022 net 10% 113% 9 months vendors retention rate (3) of 2021 80% 131% 9 months of 2022 net 113% 9 months customers rete
Slide 21: Gross Sales breakdown by geography and deal size
Gross Sales breakdown by geography Gross Sales breakdown by Deal Size1 APAC (-2 Pts) Deals >€1m (+2 Pts) 11% 13% 20% Deals <€20k (-3Pts) Americas (+2 Pts) 13% 10% 12% Deals €500k - €1m 9% 8% 23% (+1 Pts) 10% YTD Sept 2022 – YTD Sept 2022 – YTD Sept 2021 Outer pie chart YTD Sept 2021 Outer pie chart
Slide 22: Investors & Analysts
#WeAreExclusive Investors & Analysts Hacene BOUMENDJEL , Head of IR ir@exclusive-networks.com