Slide 1: Investor Call on Q3 Trading Update
Investor Call on Q3 Trading Update Aaron Auld (CEO), Jan-Dirk Henrich (CFO/COO) Nov 4, 2021 Copyright © 2021 Exasol. All rights reserved.
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: Aaron Auld, CEO and Jan-Dirk Henrich, CFO/COO
Aaron Auld, CEO Jan-Dirk Henrich, CFO/COO • CEO at Exasol AG since July 2013 • CFO/COO at Exasol AG since September 2021 • Responsible for the strategic direction of the • Responsible for finance related departments company, communications as well as key including Accounting, Controlling, business r
Slide 4: Summary of key points
Summary of key points • Annual Recurring Revenue (ARR) of 28.2m EUR at end Q3, up 31% vs same quarter 2020 • Management now projecting 30-31m EUR ARR by end 2021 (vs. more than 35m EUR) and 100m EUR ARR by 2025 (vs. 2024) • Key changes initiated to address lower than expected growth momentum o Revis
Slide 5: Topics for today
Topics for today 1. Q3 trading update and guidance 2. Key learnings 2021 and initiated changes 3. Financial calendar 4. Q&A 5
Slide 6: Q3 trading update and guidance
Q3 trading update and guidance Jan-Dirk Henrich (CFO/COO) 6
Slide 7: ARR development vs same quarter PY – By type
ARR development vs same quarter PY – By type In EUR million, # of customers Comments 35.0 +31% • Strong and improving net upsell 0.3 28.2 performance from existing customers 0.3 o Gross ARR retention rate at 123% (vs. 122% in PY) 5.0 o Net ARR retention rate at 120% (vs. 113% in PY) o Customer churn
Slide 8: ARR development vs same quarter PY – By geography
ARR development vs same quarter PY – By geography In EUR million, # of customers Comments +31% 35.0 0.8 28.2 • Unbroken strong momentum in core market DACH, supported by strong and 0.9 increasing NRR rates 5.0 • US and UK likewise with similarly strong upsell performance NRR • Lower than anticipated
Slide 9: Continued ability to convert and upsell large-scale data players in key verticals
Continued ability to convert and upsell large-scale data players in key verticals New customers since H1 2021 (examples) + Strong upsell performance of existing customers (examples) Multinational banking Corp., UK 15bn USD rev./a Financial Multinational insurance Corp., DACH services 10bn EUR rev./a
Slide 10: ARR development in 2021 & revised guidance
ARR development in 2021 & revised guidance In EUR million 100 > +45% > 35 25.3 26.5 28.2 Comments Previous 24.1 guidance • New logo acquisition not yet with desired momentum, particularly in US/UK • Several larger new client or upsell projects delayed into 2022 • Lower momentum coming out of 2021 10
Slide 11: Development of liquid funds
Development of liquid funds In EUR million -12.9 69.5 -10.0 Focus moving forward 56.6 • Review and re-allocation of non- -13.2 performing investments 46.6 • Manage towards favourable growth/invest ratio in 2022 33.4 • Re-organization measures 24-26 implemented in October with payback in 2021 and con
Slide 12: Development of headcount
Development of headcount In # of employees By function By geography +29% +1% Comments 288 291 288 291 • Headcount stable vs H1 2021 +23% • Re-organization measures taken 223 223 +61% in October leading to overall reduction and structural shift to 181 181 EMEA, lowering average Admin US personnel cos
Slide 13: Key learnings 2021 and initiated changes
Key learnings 2021 and initiated changes Aaron Auld (CEO) 13
Slide 14: Learnings, initiated changes & strategic strengths
Learnings, initiated changes & strategic strengths Learnings Changes made and initiated Enduring strategic strengths GTM org missing end-to-end Executive leadership extended with end-to- experienced ownership end sales & marketing leadership under new • Recognized global leader for 1 Organization Re
Slide 15: Exasol maintains top performance ratings across multiple independent benchmarks and reports
Exasol maintains top performance ratings across multiple independent benchmarks and reports • Leader for vendor credibility and customer experience • Best in class across a range of measures • 100% customer recommendation rate Price/kQphH in USD (30 TB) • Increased number of top-rankings from 18 Cos
Slide 16: New Org-structure focused on end-to-end ownership
1 New Org-structure focused on end-to-end ownership CEO CCO CTO CFO & COO Aaron Auld Don Kaye Mathias Golombek Jan-Dirk Henrich Strategy Regional Sales Marketing R&D Finance / IR Sales Support & Channel & Tech Product Strategic Comms Legal Customer Success Alliances Management Business Strategic All
Slide 17: CCO appointed to extended leadership team
2 CCO appointed to extended leadership team Donald (Don) Kaye, CCO • CCO at Exasol AG since mid October 2021 • End-to-end responsibility for Marketing, Global Sales & Pre-Sales, Channel/Strategic Partners and Alliances, Customer Success • Extensive experience in leading go-to-market activities in so
Slide 18: Clear go-to-market focus
2 Clear go-to-market focus • High-impact, real-time business analytics where deep granularity and time to value analysis matters When we • For data strategies where hybrid deployment models continue to deliver value… dominate • Phased replacement of legacy on-prem systems End-to-end focus • Build &
Slide 19: Be the analytics platform trusted by the world's most ambitious organizations
VISION EXASOL VISION Be the analytics platform trusted by the world’s most ambitious organizations
Slide 20: Unique value proposition
3 Unique value proposition The Analytics Platform Democratizing Data Analytics Versatile analytics platform to enable enterprise analytics Bridge to the Cloud Self-service data analytics for across evolving hybrid business users to create real-time environments and unify Data data insights from dist
Slide 21: Product milestones 2021/2022
3 Product milestones 2021/2022 Alpha Preview/Beta General Availability SaaS Offering Jun 21 Oct 21 Dec 21 Version 8.0 2020 2021 Q1/22 AWS Elasticity * Mar 21 Q4 21 Q1 22 GCP Elasticity * Q4/21 Q1/22 Q2/22 Azure Elasticity * Q1/22 Q2/22 Q3/22 Autonomous Insights Q1/22 Q2/22 Q3 22 Prototype that Featu
Slide 22: Financial calendar
Financial calendar Jan-Dirk Henrich (CFO/COO) 22
Slide 23: Financial calendar – increased cadence & immediacy
Financial calendar – increased cadence & immediacy 2021 2022 Nov 4-12 Q3 Trading Update Mid February FY2021 results update (unaudited figures) Webcast & Roadshow Webcast & Roadshow Nov 24 Deutsche Börse Equity Forum Early May Q1 trading update & FY 2021 (audited) Conference Webcast & Roadshow Early
Slide 24: Thank You
Thank You Copyright © 2021 Exasol. All rights reserved.
Slide 25: Q&A
Q&A Exasol