Slide 1: Earnings Call Results 2020
Earnings Call Results 2020 Aaron Auld (CEO) Michael Konrad (CFO) 2021 – May - 11
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. That assessments, v
Slide 3: 2020 highlights & 2021 objectives
Aaron Auld CEO 2020 highlights & 2021 objectives
Slide 4: Exasol MVV: Mission, Vision, Values
MISSION, VISION, VALUES Exasol MVV MISSION VISION VALUES Accelerate insights Be the analytics platform trusted by • Extraordinary Customer Experiences from the world’s data. the world’s most ambitious • All for one, one for all organizations. • Every Voice Counts • Always Learning • Bring It! • Cele
Slide 5: Q1 2021: Solid start into FY2021
2 0 2 0 A R R TA R G E T R E A C H E D A N D S O L I D S TA R T I N 2 0 2 1 Q1 2021: Solid start into FY2021 ARR Revenue Employees +37.3% to €25.3M +26.3% to €6.1M +46 to 269 FTe In 2020 financial targets achieved ARR +36.9% to €24.1M Revenue +9% to €23.6M +67 employees in 2H20 5
Slide 6: Key milestones until end of Q1 2021
KEY MILESTONES UNTIL END OF Q1 2021 Stronger organization established to enter a new era of sustainable growth €91M gross proceeds via IPO New leadership team Innovation accelerated and CSR & ISO Procedures introduced and capital increase created product improved For the first time in Exasol’s 20 Af
Slide 7: AWS: An accelerating partnership
PARTNERSHIPS: JOURNEY WITH AWS AWS: An accelerating partnership GTM Partner to Exasol, Multiple Selling Motions • Public Offer via Marketplace, Low Touch • Private Offer via Marketplace, High Touch • Joint Direct Sales, High touch Partnership growth over time • Started as a low tier partner, Exasol
Slide 8: Google Cloud: Seeds starting to germinate
PARTNERSHIPS WITH GOOGLE Google Cloud: Seeds starting to germinate GTM Channel • Limited joint sell as Public Offer via Marketplace, Low Touch mostly Self-Serve Partnership growth over time • Exploring co-sell motion with Google around legacy replacement, cloud consumption with additional options po
Slide 9: Recent customer wins
LAND AND EXPAND – Recent Customer wins Recent customer wins: Global leading enterprises trust Exasol to solve their specific & complex analytics challenges One of the largest Global Mobile Network Operators Leveraging Exasol in the technology roadmap planning team using data science models to plan t
Slide 10: Demand generation focus 2021
FOKUS AREAS IN MARKETING DEMAND GENERATION FOCUS 2021 ON (a) Overarching issue of BI Acceleration (b) Regional Differentiation (c) Verticals UK / IRELAND USA DACH / BENELUX / FRANCE Financial Services Financial Services Financial Services Retail / Digital Business Healthcare Retail / Digital Busines
Slide 11: Strategic Group-Wide Marketing Approach
BUILD GLOBAL MARKETING MACHINE – Wendy Kano Strategic Group-Wide Marketing Approach • Brand Awareness • Community and Movement • Lead Generation LEAP - global HELPP - global LOCAL - regional Leads Extracted Around Relationship Hot Enabled Leads Program Leads Obtained Collaboration Around Programs •
Slide 12: Partnership with the DFB/German national football team
MARKETING MACHINE AND ARAWARENESS: Partnership with the DFB/German national football team Leverage the partnership with the DFB/German national football team and UEFA EURO 2020 as a platform to address target groups in relevant markets Objectives Target Groups / Target markets Brand External • Incre
Slide 13: Increase awareness: Partnership with the DFB
INCREASE AWARENESS: Partnership with the DFB/German national football team 13
Slide 14: Survey results on sports marketing
SURVEY RESULTS ON SPORTS MARKETING ONE8Y, a sports marketing agency created a survey and asked soccer-interested people about Exasol • 527 people participated in the poll • 70% of the participants are either business users or decision-makers for data analytics Which of the following names have you W
Slide 15: Validated by the market: BARC and Dresner
VALIDATED BY THE MARKET BARC Data Management Survey 2020 Dresner 2021 Analytical Data #1 ranked in 18 Categories plus leadership in 4 Infrastructure (ADI) Market Study categories in peer groups Best in class for reliability of technology, product robustness and technical support 15
Slide 16: Data Breakthrough Award 2021 and Forrester Wave
VALIDATED BY THE MARKET DATA BREAKTHROUGH AWARD 2021: Exasol received the award in the category “Overall Data Analytics Company of the year” DATA BREAKTHROUGH AWARD is part of Tech Breakthrough which is a leading market intelligence and recognition platform. The breakthrough program is devoted to ho
Slide 17: Corporate Social Responsibility Initiatives
CORPORATE SOCIAL RESPONSIBILITY INITIATVES Exasol reached climate neutrality by offsetting ist carbon footprint Environmental Policy • The Environmental Policy defines the company’s commitment to improve Exasol’s carbon footprint and to reduce environmental impact • Environmental Officer has been ap
Slide 18: 2021 Objectives
OBJECTIVES FOR 2021 2021 Objectives Continue to build a stronger organization and enter a new era of growth ARR OUTLOOK KEY AREAS 2021 > +45% • Increase headcount to 300+ by end of 2021 > EUR 35M • Step-by-step rollout of our SaaS product • Build out our go-to-market machine • Create compelling bran
Slide 19: 2024 Objective
2024 Objective Exasol projects to exceed ARR of EUR 100m in the course of 2024 19
Slide 20: 2020 Financial Overview
Michael Konrad CFO 2020 Financial Overview
Slide 21: P&L impacted by business model shift and extraordinary expenses
P & L I M PA C T E D B Y B U S I N E S S M O D E L S H I F H T A N D E X T R A O R D I N A R Y E X P E N S E S in EUR m 2020 2019 change • ARR growth: Driven by existing customers (40% share) and Annual Recurring Revenue 24.1 17.6 36.9% new customer wins (60%) Group Revenue 23.6 21.6 9.3% • 2020 ARR
Slide 22: EBITDA Bridge
EBITDA BRIDGE in EUR m 2020 2019 change • Related to Exasol’s share price performance, share-based Personnel Expenses 37.3 24.3 53.5% remuneration expenses stood at EUR 16.8m Share-bsaed remuneration 16.8 7.9 112.7% • Exasol holds 596k own shares with hidden reserves of EUR Adjusted Personnel Expens
Slide 23: Substantially improved balance sheet quality
S U B S TA N T I A L I M P R O V E D B A L A N C E S H E E T Q U A L I T Y EUR m 2020 2019 • Total Assets increased by +159.8% to EUR 82.1m – mainly Total Assets 82.1 31.6 related to IPO an capital increase proceeds. • Cash and cash equivalents were at EUR 69.5m by year-end, Cash and cash equivalent
Slide 24: Financial KPI
FINANCIAL KPI 2020 2019 • Net Revenue Retention Rate (NRR) was at a relatively low Annual Recurring Revenue (EUR m) 24.1 17.6 ratio of 113%. Before the IPO, Exasol were constraint with upselling because of its limited sales resources. Net Revenue Retention Rate 113% 109% • Customer Churn increased -
Slide 25: Update on employee growth
UPDATE ON EMPLOYEE GROWTH TARGETING A 300+ FTE organization: In Q1 2021 +46 people reaching 266 employees by end of March Employee split by function Employee split by region 35, 13% 38, 14% 38, 14% 116, 44% 65, 24% 50, 19% 190, 72% Sales & Marketing R&D Professional Services Admin USA DACH UK 25
Slide 26: Thank You for listening Q&A
Thank You for listening Q&A