Avepoint, Inc. · NASDAQ:AVPT

Avepoint — Investor Day (2023)

168 slides from Avepoint's investor day presentation, 2023

Slide 2: A Durable Long-Term Opportunity
A Durable Long-Term Opportunity Dr. Tianyi Jiang (TJ) CEO and Co-Founder
Slide 3: Shareholder Value: Advance, Capture, Prioritize
SHAREHOLDER VALUE Advance Capture Prioritize Digital Workplace Growing Markets Profitable Growth ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 4: The New Normal of Hybrid Work
Communication & Collaboration D I G I TA L W O R K P L A C E S U C C E S S Hybrid Work Technology The New Implementation Normal of Digital Workplace Hybrid Work Information Access Improve Talent Retention Cloud Increased Security Productivity Unified Workforce ©AvePoint, Inc. All rights reserved. Co
Slide 7: Financial Highlights
D I G I TA L W O R K P L A C E S U C C E S S $201.7 million Financial Annual Recurring Revenue Highlights 46% SaaS revenue growth 32% ARR growth 82% Recurring revenue Growth metrics adjusted for the impact of FX ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoin
Slide 8: Business Expansion
D I G I TA L W O R K P L A C E S U C C E S S 17,000+ Business Customers Expansion 100+ Countries ~ 2,200 Employees 25 Global Offices ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 9: Addressable Market Opportunity
Addressable Market Opportunity $100B L o n g Te r m $72B M i d Te r m $43B Current Source: Gartner Forecast Public Cloud Services, Worldwide, 2020-2026, 4Q22 Update ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 11: How can technology positively transform collaboration?
“How can technology positively transform collaboration?” ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 12: It's about AvePoint
It’s about AvePoint INVESTOR DAY 2023
Slide 13: Where avenues merge
Where avenues merge, bringing together people, ideas and energy.
Slide 14: All avenues come together to empower everyone
All avenues come together to empower everyone in the workplace to collaborate with confidence.
Slide 17: Proliferation of software and growth of data
1 D I G I TA L W O R K P L A C E S U C C E S S What we See Proliferation of software & the growth of data
Slide 18: With growth comes challenges
On average, organizations have 4-6 data platforms D I G I TA L W O R K P L A C E S U C C E S S With growth 10% of all data comes will be produced by generative AI challenges More than 75% of organizations have a decentralized data architecture
Slide 19: Multinational Retailer
Multinational Retailer Lifecycle and information management for 16,000 employees
Slide 20: Need for business optimization
2 D I G I TA L W O R K P L A C E S U C C E S S What we See Need for business optimization
Slide 21: Investment Banking
Investment Banking Smart data inventory for the second largest investment bank in the world by revenue
Slide 22: Compliance & threat landscape
3 D I G I TA L W O R K P L A C E S U C C E S S What we See Compliance & threat landscape
Slide 23: Security Prioritized
Global Zero Trust security market $60.7 billion by 2027 D I G I TA L W O R K P L A C E S U C C E S S Security Average cost of a data breach: Prioritized $4.35 million 90% of company boards regard cybersecurity as a business risk rather than an IT problem
Slide 24: Global Recruitment
Global Recruitment Prevents Salesforce environment downtime
Slide 26: Strategic Priorities: Expand Confidence Platform offerings
1 D I G I TA L W O R K P L A C E S U C C E S S Strategic Priorities Expand Confidence Platform offerings
Slide 27: Confidence Platform
PLATFORM AvePoint INVESTOR DAY 2023
Slide 28: Strategic Priorities: Accelerate customer adoption
2 D I G I TA L W O R K P L A C E S U C C E S S Strategic Priorities Accelerate customer adoption
Slide 29: Expanding Adoption
Expanding Adoption Business Impact Value Creation
Slide 30: Strategic Priorities: Broaden our market presence
3 D I G I TA L W O R K P L A C E S U C C E S S Strategic Priorities Broaden our market presence
Slide 31: Established Markets, Growing Markets
Established Markets Growing Markets North America Western Europe ANZ Japan LATAM Middle East Korea Southeast Asia
Slide 32: Strategic Priorities: Scale channel ecosystem
4 D I G I TA L W O R K P L A C E S U C C E S S Strategic Priorities Scale channel ecosystem
Slide 33: How the Channel Ecosystem Grows & Scales with AvePoint
How the Channel Ecosystem Grows & Scales with AvePoint IP Partner Co-Creation Services Success Opportunities Plan Rebates Quarterly Sales Managed Incentives Service Product Opportunities Discounts
Slide 35: Accelerate digital transformation
Short circuit actionable business intelligence Accelerate digital transformation ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 36: Realize rapid ROI
Short circuit actionable business intelligence Accelerate digital transformation Realize rapid ROI ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 37: Every business must be a tech business
Every business must be a tech business moving forward
Slide 39: Our Platform & Differentiated Technology
Our Platform & Differentiated Technology Mario Carvajal Chief Strategy Officer
Slide 40: Digital Workplace Experience
Communication & Collaboration Hybrid Work Technology Implementation Digital Workplace Information Access Experience Improve Talent Retention Increased Cloud Security Productivity Unified Workforce ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 41: Digital Workplace: Look Familiar?
LOOK FAMILIAR? Digital Share Files Send and receive emails Workplace Plan meetings Chats and and events Conversations Track Tasks Social Engagement ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 42: Digital Workplace: Look Familiar?
LOOK FAMILIAR? Digital Delays in development and implementation of content and ideas Workplace Disjointed collaboration and file sharing Unreliable version control Inefficient co-authoring and file sharing Toggling between Apps 10 times Difficult to involve an hour, costing organizations 32 outside
Slide 43: Digital Workplace: Look Familiar?
LOOK FAMILIAR? Digital Increased on-boarding time Workplace Increased IT support workload Dispersed resources Lack of centralized hub for information Employees spend 25% of their Tools used inconsistently time looking for information they across the organization need to do their jobs Source: Deloitt
Slide 44: Digital Workplace: Look Familiar?
LOOK FAMILIAR? Digital WhatsApp Dropbox Workplace Shadow IT creates security Slack concerns Evernote Knowledge workers spend 40% of their time on work about work. Google Docs Source: Deloitte Report Digital Workplace Reimagined ©AvePoint, Inc. All rights reserved. Confidential and proprietary inform
Slide 45: Digital Workplace: Connected and Intelligent
CONNECTED PERSONALIZED & LOOK FAMILIAR? INTUITIVE PEOPLE FOCUSED Digital CONTINUOUS INNOVATION PROACTIVE & Workplace INTELLIGENT WORKFORCE – CENTRIC ORGANIZATION Knowledge workers spend 40% of their time on work about work. Source: Deloitte Report Digital Workplace Reimagined ©AvePoint, Inc. All rig
Slide 46: Why We Win: Resilience, Control, Fidelity
WHY WE WIN Optimize SaaS Operations and Secure Collaboration Resilience Control Fidelity Effectively & efficiently comply with Ensure operational capacity of the Transform legacy data into modern data protection regulation, preserve digital workplace by providing a ready- SaaS platforms critical rec
Slide 47: Why We Win: Resilience, Control, Modernization
WHY WE WIN Optimize SaaS Operations and Secure Collaboration Resilience Control Modernization Effectively & efficiently comply with Ensure operational capacity of the Transform legacy data into modern data protection regulation, preserve digital workplace by providing a ready- SaaS platforms critica
Slide 48: Resilience
RESILIENCE C O N F I D E N C E P L AT F O R M
Slide 49: Building Ransomware Resiliency within Cloud Backup for Microsoft 365
Building Ransomware Resiliency within Cloud Backup for Microsoft 365 ‘Microsoft 365 Unusual Activities Analysis Report View Detals of OneDrve Our Customer Stories We had a ransomware issue with a user’s OneDrive and we discovered that Microsoft could only restore the full OneDrive at a specific date
Slide 50: Machine learning to identify ransomware signals
AvePoint uses proprietary machine learning algorithms to identify signals that may suggest you’ve been a victim of ransomware or other suspicious behavior ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 51: Proactive notifications and detailed dashboards
Proactive notifications and detailed dashboards provide insights into the health of the data you’re protecting with AvePoint ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 52: Drill-down into alert signals
Easy drill-down into the specific signals that triggered the alert for objects under protection ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 53: Outreach, investigation and recovery
Conduct outreach and investigation to mitigate false- positives, and begin the recovery process if needed ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 54: Identify last known good restore points
If recovery is needed, AvePoint helps you identify “last known good” restore points ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 55: Full-fidelity restore options
Flexible, full-fidelity restore options minimize any potential data loss ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 56: Supported platforms and services
Teams Mail Exchange Drive MICROSOFT 365 GOOGLE OneDrive WORKSPACE Calendar SharePoint Contacts DYNAMICS 365 SALESFORCE AD Power Bi Power AZURE Platform VM Power Storage Automate ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 57: Resilience: Why We Win
WHY WE WIN Resilience “AvePoint Cloud Backup offering has helped us mitigate and reduce our risk. The biggest benefit of the solution has been a nice night of sleep. I finally know that if disaster strikes, we will not lose our Microsoft 365 data.” Pierre Passin Deputy Director General, Asian Develo
Slide 58: Control
CONTROL CONFIDENCE PLATFORM
Slide 59: Ungoverned creation of Office groups and Teams
By default, anyone can create an Office 365 group. Therefore, anyone can create a team in Microsoft Teams. However, history has shown that allowing this privilege to go ungoverned can result in users creating workspaces on impulse. Such workspaces often become abandoned, because their creators fail
Slide 60: Goal: Make it easy to do the right thing
S E A M L E S S D I G I TA L W O R K P L A C E Goal Make it easy to do the right thing ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 61: Goal: Make it easy to do the right thing
Digital Workplace Success Goal Share Files Send and receive emails Make it easy to do the right thing Plan meetings Chats and and events Conversations Track Tasks Social Engagement ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 62: Curated hubs and new workspaces
Curated “hubs” bring the work to the user– not the reverse… … and when new collaborative workspaces of any type are needed, they are just a click away ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 63: Curated hubs bring work to the user
Curated “hubs” bring the work to the user– not the reverse… ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 64: Automated Workflow
Automated Workflow As simple as the Adele’s experience is, admins can easily support complex business logic required to anticipate the needs of different business units or purposes in AvePoint Cloud Governance with drag & drop simplicity ©AvePoint, Inc. All rights reserved. Confidential and propriet
Slide 65: Automated Workflow
Automated Workflow Easily account for potentially risky requirements and proactively enforce any required safeguards ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 66: Automated Workflow: auto classification
Automated Workflow Now that the business purpose is known, auto classification provides visibility and protection without end-user involvement… ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 67: Automated Workflow: policy packages
Automated Workflow … and AvePoint policy packages enforce appropriate controls across the Confidence Platform products ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 68: Automated Workflow: business context
Automated Workflow Essential business context is proactively gathered and maintained for use across the Confidence Platform ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 69: Full visibility into request status
Adele has full visibility into the status of her requests, even if they require dynamic, conditional approvals based on their level of potential risk ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 70: New collaboration space created automatically
When any required approvals are completed, Adele’s new collaboration space is created automatically, and is pre- configured with exactly the content and configurations she needs to support her business purpose ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint,
Slide 71: Goal: Make it easy to do the right thing
S E A M L E S S D I G I TA L W O R K P L A C E Goal Make it easy to do the right thing ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 72: Control: Why We Win
WHY WE WIN Control “We want to provide our users the best tools with as little friction as possible. Microsoft Teams is a great collaboration tool, and with AvePoint Cloud Governance, users can quickly request secure teams. The governance tools allow IT to automate many administrative tasks that cer
Slide 73: Modernization
MODERNIZATION C O N F I D E N C E P L A T F O R M
Slide 74: Example: Global Workforce Training
Example: Global Workforce Training Create a global workforce training program NA EMEA APAC The structure should be globally consistent while locally relevant. Blended mix of live meeting content with follow-up and on-demand activities. Foster collaboration and interactivity with problem-based group
Slide 76: Creating a course defines the lesson plan
Creating a course defines the Lesson Each Class has their own Plan, with meeting timings and local owner for that region. activity schedules Learning & Development Each class of Learners becomes its own dedicated Team automatically in Microsoft Teams, for collaborative learning. ©AvePoint, Inc. All
Slide 77: Create the overall lesson plan
Create the overall lesson plan Learning & Development Assign lessons to different classes at different local times with local trainers ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 78: Create unique learning paths
Create unique learning paths for each lesson Learning & and/or each learning Development objective (across lessons!) based on practical activities that drive specific outcomes ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 79: Step 2: New Hire Takes the Training
Step 2: New Hire Takes the Training New Hire Foster interaction, discussion, peer-learning, and collaboration using the native Chat and Meeting features of Microsoft Teams to your audience ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 80: New Hire accesses training material in Teams
New Hire Access relevant training material for each lesson right within Teams – no need to navigate away to separate systems. Blend live and on-demand and add learning to the collaborative flow of work. ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 81: Step 3: Manager Reviews & Assesses Results
Step 3: Manager Reviews & Assess Results Department Manager ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 82: One Platform: Global Workforce Training
One Platform: Global Workforce Training Learning & Development NA EMEA APAC Class Class Class Lesson 1: Expectations Presentations Presentations Presentations Interactive Playbook PDF Download Discussions Discussions Discussions Linked External Training Lesson 2: Coaching Interactive Playbook Plan S
Slide 83: Confidence Platform
CONFIDENCE AAvePoint CONFIDENCE” PLATFORM AvePoint INVESTOR DAY 2023
Slide 84: Optimize SaaS Operations and Secure Collaboration
Optimize SaaS Operations and Secure Collaboration YOUR WORKSPACES, USERS, GROUPS, GUESTS, COMMUNITIES MODERNIZATION Data Transformation Business Apps Compliance Data Measure and Risk Ownership AUTOMATION Business INSIGHTS RESILIENCE Data Usage Context Orchestration BaaS Records Management Engine DEL
Slide 85: Auto Discovery
The Confidence Platform’s “Auto Discovery” means you’ll never need to “go find” what needs to be managed. New and existing collaboration assets are discovered automatically and brought under management
Slide 86: Logical groupings based on business context
Discovery of objects across your digital workplace landscape allows you to create logical groupings of objects based on business context that can be used for administrative delegation, policy application, etc.
Slide 87: Collecting business context
For this example, we’ll focus on collaboration spaces that house critical business applications, but how is this business context collected and kept current over time?
Slide 88: Cloud Governance collects business context
AvePoint Cloud Governance allows admins to require the collection and updating of business context
Slide 89: Context during provisioning or attestations
Collection or validation of business context can be mandating during provisioning or as part of periodic attestations required of data owners
Slide 90: Data owners validate context in MyHub
Data owners supply or validate business context right in the MyHub Teams application, where they spend the majority of their day
Slide 91: Business context leveraged across platform
With business context present and reliable, it can now be leveraged across the Confidence Platform solutions. Even by Records Managers who have no idea how this information is gathered or maintained, but have a mandate to protect critical business data
Slide 92: Records teams apply compliance protection
The RM teams can proactively apply compliance protection for all existing and future critical business data, simply by leveraging the business context provided by the AvePoint Confidence Platform
Slide 93: Platform Scalability
50M+ Unique Permissions 200k+ Distinct Daily Backups D I G I TA L W O R K P L A C E S U C C E S S 40K+ Platform Daily Processes 9M+ Scalability Workspaces 250PBs Managed Data Daily Over 200k distinct backup jobs Over 38k governance events across our customers Over 98% of those governance events comp
Slide 94: Addressable Market Opportunity
Addressable Market Opportunity $100B L o n g Te r m $72B M i d Te r m $43B Current ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 95: Roadmap
Resilience Modernization • Expanding protection to SQL, AWS, and Kubernetes • Moving from “intention to outcomes” for the employee experience • Uniting formal ERM and informal information management into a • Democratizing transformative single toolset technologies for everyday work TM • AI-enabled c
Slide 97: Go-to-Market Overview
Go-to-Market Overview Tom Lin Chief Revenue Officer
Slide 99: Agenda: Go-to-Market Approach
Agenda 1 Go-to-Market Approach Customer segmentation Buyer profiles How we leverage Channel Customer buying journey 2 Go Forward Strategy ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 100: Agenda: Go Forward Strategy
Agenda 1 Go-to-Market Approach 2 Go Forward Strategy Increase Customer Success Coverage Upsell and Cross-sell Confidence Platform Grow Channel Ecosystem Geographic Expansion ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 102: Geographic Coverage
Geographic Coverage North America Europe, Middle East & Africa Asia Pacific ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 103: Customer Segmentation
Customer Segmentation Employees: 5,000+ ARR Customers: ~1,150 Enterprise 51% Enterprise Mid-Market 30% Mid-Market 19% Small and Medium Business SMB ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 104: Customer Segmentation
Customer Segmentation ARR Enterprise 51% Enterprise Employees: 500-5,000 Mid-Market Customers: ~2,000 30% Mid-Market 19% Small and Medium Business SMB ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 105: Customer Segmentation
Customer Segmentation ARR Enterprise 51% Enterprise Mid-Market 30% Mid-Market Employees: 500 or fewer 19% Small and Medium Business Customers: 14,000+ SMB ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 106: Customer Segmentation
Customer Segmentation Employees: 5,000+ ARR Customers: ~1,150 Enterprise 51% Enterprise Employees: 500-5,000 Mid-Market Customers: ~2,000 30% Mid-Market Employees: 500 or fewer 19% Small and Medium Business Customers: 14,000+ SMB ©AvePoint, Inc. All rights reserved. Confidential and proprietary info
Slide 107: Buyer Profile: Enterprise
Buyer Profile: Enterprise Buyer: CTOs, CIOs, CISOs, IT Directors/VPs Engagement: Direct Enterprise Sales Cycle: Tech Eval, Legal, Procurement Mid-Market Small and Medium Business Customer ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 108: Buyer Profile: Mid-Market
Buyer Profile: Mid-Market Enterprise Buyer: CTOs, CIOs, CISOs, IT Dir/VP Mid-Market Engagement: Direct + Indirect Partners Small and Medium Business Customers Customers ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 109: Buyer Profile: SMB
Buyer Profile: SMB Enterprise Mid-Market Buyer: Partner Small and Medium Business Engagement: Indirect ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 110: Channel Sales Integration
Channel Sales Integration Enterprise DIRECT SI, Consultants Consultants, Mid-Market Resellers, MSPs MSPs, SMB Distributors CHANNEL ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 111: Digital Transformation Challenges
Digital Transformation Challenges TRANSFORMATION cycle Getting data in from legacy systems Data protection for new system Satisfying User enablement and Strategy for day-to-day management and ops legal/compliance adoption concerns ©AvePoint, Inc. All rights reserved. Confidential and proprietary inf
Slide 112: Confidence Platform
Confidence Platform TRANSFORMATION cycle Getting data in from legacy systems Data protection for new system Merge, split, and restructure Business continuity for Managing sprawl, content mission-critical systems redundancy, & ERM ROI and business impact Ongoing audit of compliance controls Cost opti
Slide 113: Customer Buying Journey
Customer Buying Journey Business Impact $100k ARR $400k ARR Value Creation ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 114: Product Attach Rates
Product Attach Rates 2022: 48% 2022: 24% 2021: 45% 2021: 24% 2020: 42% 2020: 25% 2019: 35% 2019: 20% % Customers with % Customers with 2+ Products 4+ Products Attach rates are for customers with 500 employees or more ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of Av
Slide 115: Suite Attach Rates
Suite Attach Rates 2022: 23% 2021: 20% 2020: 18% 2019: 13% % Customers with 2+ Suites Attach rates are for customers with 500 employees or more ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 117: Increase customer success coverage
1 D I G I TA L W O R K P L A C E S U C C E S S Go Forward Strategy Increase customer success coverage
Slide 119: Upsell and cross-sell Confidence Platform
2 D I G I TA L W O R K P L A C E S U C C E S S Go Forward Strategy Upsell and cross-sell Confidence platform
Slide 121: Expand within IT
Expand within IT IT BUDGET $$$$$ IT BUDGET $$$ $$ $$$ Vendor X $ aa Vendor X $ Vendor Y $ Vendor Y $ Vendor Z $ Vendor Z $ ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 123: Grow channel ecosystem
3 D I G I TA L W O R K P L A C E S U C C E S S Go Forward Strategy Grow channel ecosystem
Slide 124: Channel Covers Our Entire Business
Channel Covers Our Entire Business Enterprise DIRECT SI, Consultants Consultants, Mid-Market Resellers, MSPs MSPs, SMB Distributors CHANNEL ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 125: Partner Segmentation
Partner Segmentation • Capable of leading pre/post sales efforts Depth Invested • Integrated AvePoint solutions into their GTM motion Partners • Platform expertise and lower customer acquisition costs • Allow us to profitably scale for years to come Managed Supported through automation Breadth • • L
Slide 126: Geographic expansion
4 D I G I TA L W O R K P L A C E S U C C E S S Go Forward Strategy Geographic expansion
Slide 131: Go Forward Strategy
Go Forward Strategy Increase Customer Success Coverage Upsell and Cross-sell Confidence Platform Grow Channel Network Geographic Expansion ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 132: Digital Workplace Experience
Communication & Collaboration Hybrid Work Technology Implementation Digital Workplace Information Access Experience Improve Talent Retention Increased Cloud Security Productivity Unified Workforce ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 134: Short-Term Resilient, Long-Term Durable
Short-Term Resilient, Long-Term Durable Jim Caci Chief Financial Officer
Slide 135: Agenda
AGENDA 1 Our Financial Performance 2 Capital Allocation Priorities 3 Financial Disclosures 4 Updated Financial Targets ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 137: Total ARR
Total ARR $257.0 $250M 33% $214.7 $200M CAGR $167.2 $150M $122.0 $91.9 $100M $50M $0M 2019 2020 2021 2022 2023E Includes migration products ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 138: Revenue Breakdown
Revenue Breakdown SaaS Revenue as % of Total Revenue 24% 34% 45% 50% $300M $250M $232M $192M $200M $152M $150M $116M $100M $50M $0M 2019 2020 2021 2022 SaaS Term License & Support Services Maintenance Perpetual License 71% 75% 82% 82% Recurring Revenue as % of Total Revenue ©AvePoint, Inc. All right
Slide 139: Revenue Breakdown
Revenue Breakdown SaaS Revenue as % of Total Revenue 24% 34% 45% 50% $300M $250M $232M $192M $200M $152M $150M 60% $116M SaaS Growth $100M $50M $117 $86 $52 $29 $0M 2019 2020 2021 2022 SaaS Term License & Support Services Maintenance Perpetual License 71% 75% 82% 82% Recurring Revenue as % of Total
Slide 140: Revenue Breakdown
Revenue Breakdown SaaS Revenue as % of Total Revenue 24% 34% 45% 50% $300M $250M $232M $192M $200M $152M $150M $116M $57 $51 $100M $39 $50M $27 $0M 2019 2020 2021 2022 SaaS Term License & Support Services Maintenance Perpetual License 71% 75% 82% 82% Recurring Revenue as % of Total Revenue ©AvePoint
Slide 141: Revenue Breakdown
Revenue Breakdown SaaS Revenue as % of Total Revenue 24% 34% 45% 50% $300M $250M $232M $192M $200M $41 $152M $150M $32 $116M $100M $34 $27 $50M $0M 2019 2020 2021 2022 SaaS Term License & Support Services Maintenance Perpetual License 71% 75% 82% 82% Recurring Revenue as % of Total Revenue ©AvePoint
Slide 142: Revenue Breakdown
Revenue Breakdown SaaS Revenue as % of Total Revenue 24% 34% 45% 50% $300M $257M $250M $232M $192M $200M $152M $150M $116M $100M $50M $0M 2019 2020 2021 2022 2023E SaaS Term License & Support Services Maintenance Perpetual License 71% 75% 82% 82% Recurring Revenue as % of Total Revenue ©AvePoint, In
Slide 143: Non-GAAP Operating Margin
Non-GAAP Operating Margin ~650 basis point 12.1% improvement AVPT 5.2% 3.1% -1.2% -4.4% 2019 2020 2021 2022 2023E ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 144: ARR Contribution by Customer Segment
ARR Contribution by Customer Segment 19% 17% 30% 15% 29% 13% 28% 29% 51% 54% 57% 58% 2019 2020 2021 2022 Enterprise Mid-Market SMB 2019 2020 2021 2022 # Customers > $100K ARR 185 256 363 455 # Customers > $250K ARR 42 66 98 137 Customer counts are inclusive of migration products. ©AvePoint, Inc. All
Slide 145: 2022 ARR Breakdown: Industries
2022 ARR Breakdown Others Industries Professional & Education Administrative Services 8% 15% Energy & Utilities 3% 4% Life Sciences & Pharma 4% Finance & Information Insurance 4% Technology 14% 5% Retail 6% Healthcare 11% 7% Federal Government Construction & Engineering 9% 10% Manufacturing & State
Slide 146: 2022 ARR Breakdown: Geography
2022 ARR Breakdown Geography Asia Pacific 20% North America 45% Europe, Middle East & Africa 35% ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 147: 2022 ARR Breakdown: Direct vs Channel
2022 ARR Breakdown Direct vs Channel Direct Channel 53% 47% ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 148: 2022 ARR Breakdown: New vs Existing
2022 ARR Breakdown Incremental ARR: New vs Existing Customers Existing 42% New 58% ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 149: 2022 ARR Breakdown: Product Suites
2022 ARR Breakdown Product Suites Control 27% Resilience 58% Modernization 15% Excludes ARR from maintenance and other legacy products. ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 150: 2022 ARR Breakdown: Customer Segment
2022 ARR Breakdown Customer Segment SMB 19% Enterprise 51% Mid-Market 30% ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 151: 2022 ARR Breakdown
2022 ARR Breakdown Geography 20% 45% 35% North America 45% | EMEA 35% | APAC 20% Industries Direct vs Channel 53% 47% Direct 53% | Channel 47% New vs Existing 42% 58% New 58% | Existing 42% Product Suites 27% 58% 15% Control 27% | Modernization 15% | Resilience 58% Customer Segment 19% 51% Enterpris
Slide 152: Gross Retention Rate
Gross Retention Rate 87% 87%* 84% 83% 2019 2020 2021 2022 *Adjusted for FX Impact In the medium term we are targeting 90% for this metric ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 153: Net Retention Rate
Net Retention Rate 110% 107%* 106% 105% 2019 2020 2021 2022 *Adjusted for FX Impact In the medium term we are targeting a range of 110-115% for this metric ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 155: Uses of Capital
Uses of Capital Invest in organic growth Mergers & Acquisitions Share repurchases ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 156: Modeling Notes
Modeling Notes ITEM COMMENTS ARR Guidance $254 million to $260 million (20% y/y growth) Term license/Hybrid is ~50% upon delivery and 50% ratable over contract term Revenue Recognition SaaS continues to be fully ratable over contract term Contract Duration Ranges from 1-3 years for the vast majority
Slide 158: Updated Disclosures
Updated Disclosures METRIC CADENCE NEW DISCLOSURE Total ARR Quarterly Annual Recurring Channel vs. Direct Contribution Quarterly √ Revenues Product Suite Contribution Annual √ Net Retention Rate Quarterly # Customers > $100K ARR Quarterly Gross Retention Rate Quarterly √ Customer Metrics Total Custo
Slide 160: Long-Term Financial Targets
Long-Term Financial Targets 2023 LONG-TERM 2019 2020 2021 2022 DRIVERS GUIDANCE TARGET • Reduction of Services and SaaS costs, partially offset Gross Margin 69% 74% 74% 73% - 75%+ by increased Channel business • Improved Sales efficiency Sales & Marketing 46% 37% 44% 42% - 30%+ • Channel strategy ma
Slide 161: Headlines: Non-GAAP Profitable, Rule of 40 Company
H E A D L I NE S 2023 2025 2025 Non-GAAP Profitable Rule of 40 Company GAAP Profitable Rule of 40 equal to ARR growth plus non-GAAP operating margin ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 162: Key Takeaways
KEY TAKEAWAYS Advance Capture Prioritize Digital Workplace Growing Markets Profitable Growth ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 165: Appendix
AvePoint INVESTOR DAY 2023 Appendix
Slide 166: Appendix – ARR Composition
Appendix – ARR Composition 2019 2020 2021 2022 Direct 58% 56% 55% 53% Direct vs. Channel Channel 42% 44% 45% 47% Enterprise 58% 57% 54% 51% Customer Size Mid-Market 29% 28% 29% 30% Small Business 13% 15% 17% 19% New Customers 52% 57% 56% 58% New vs. Existing(1) Existing Customers 48% 43% 44% 42% Nor
Slide 167: Appendix – Customer Metrics
Appendix – Customer Metrics CUSTOMER COUNT 2019 2020 2021 2022 Total Customers 5,280 8,483 12,521 17,085 RETENTION RATES 2019 2020 2021 2022 Gross Retention Rate 84% 83% 87% 86% Gross Retention Rate (FX Adjusted) 84% 83% 87% 87% Net Retention Rate 106% 105% 110% 103% Net Retention Rate (FX Adjusted)
Slide 168: Appendix – 2023 Financial Guidance
Appendix – 2023 Financial Guidance ($ in mil) Q1 FY23 FY 2023 LOW HIGH LOW HIGH Annual Recurring Revenue – – $ 254.0 $ 260.0 Total Revenue $ 57.5 $ 58.5 $ 253.8 $ 260.8 Non-GAAP EBIT $ (2.0) $ (1.0) $ 12.0 $ 15.0 Non-GAAP EBIT Margin % (3.5%) (1.7%) 4.7% 5.8% Full-year ARR guidance includes migratio

AvePoint — Investor Day (2023) on 6ix

Avepoint — Investor Day (2023)

Slide 1: ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.

Slide 2: A Durable Long-Term Opportunity

Slide 3: Shareholder Value: Advance, Capture, Prioritize

Slide 4: The New Normal of Hybrid Work

Slide 5: Why We Win

Slide 6: 2022 Recap

Slide 7: Financial Highlights

Slide 8: Business Expansion

Slide 9: Addressable Market Opportunity

Slide 10: Our Story

Slide 11: How can technology positively transform collaboration?

Slide 12: It's about AvePoint

Slide 13: Where avenues merge

Slide 14: All avenues come together to empower everyone

Slide 15: Customers & Partners

Slide 16: What we See

Slide 17: Proliferation of software and growth of data

Slide 18: With growth comes challenges

Slide 19: Multinational Retailer

Slide 20: Need for business optimization

Slide 21: Investment Banking

Slide 22: Compliance & threat landscape

Slide 23: Security Prioritized

Slide 24: Global Recruitment

Slide 25: Strategic Priorities

Slide 26: Strategic Priorities: Expand Confidence Platform offerings

Slide 27: Confidence Platform

Slide 28: Strategic Priorities: Accelerate customer adoption

Slide 29: Expanding Adoption

Slide 30: Strategic Priorities: Broaden our market presence

Slide 31: Established Markets, Growing Markets

Slide 32: Strategic Priorities: Scale channel ecosystem

Slide 33: How the Channel Ecosystem Grows & Scales with AvePoint

Slide 34: Short circuit actionable business intelligence

Slide 35: Accelerate digital transformation

Slide 36: Realize rapid ROI

Slide 37: Every business must be a tech business

Slide 38: Thank you

Slide 39: Our Platform & Differentiated Technology

Slide 40: Digital Workplace Experience

Slide 41: Digital Workplace: Look Familiar?

Slide 42: Digital Workplace: Look Familiar?

Slide 43: Digital Workplace: Look Familiar?

Slide 44: Digital Workplace: Look Familiar?

Slide 45: Digital Workplace: Connected and Intelligent

Slide 46: Why We Win: Resilience, Control, Fidelity

Slide 47: Why We Win: Resilience, Control, Modernization

Slide 48: Resilience

Slide 49: Building Ransomware Resiliency within Cloud Backup for Microsoft 365

Slide 50: Machine learning to identify ransomware signals

Slide 51: Proactive notifications and detailed dashboards

Slide 52: Drill-down into alert signals

Slide 53: Outreach, investigation and recovery

Slide 54: Identify last known good restore points

Slide 55: Full-fidelity restore options

Slide 56: Supported platforms and services

Slide 57: Resilience: Why We Win

Slide 58: Control

Slide 59: Ungoverned creation of Office groups and Teams

Slide 60: Goal: Make it easy to do the right thing

Slide 61: Goal: Make it easy to do the right thing

Slide 62: Curated hubs and new workspaces

Slide 63: Curated hubs bring work to the user

Slide 64: Automated Workflow

Slide 65: Automated Workflow

Slide 66: Automated Workflow: auto classification

Slide 67: Automated Workflow: policy packages

Slide 68: Automated Workflow: business context

Slide 69: Full visibility into request status

Slide 70: New collaboration space created automatically

Slide 71: Goal: Make it easy to do the right thing

Slide 72: Control: Why We Win

Slide 73: Modernization

Slide 74: Example: Global Workforce Training

Slide 75: Step 1: L&D Sets Up Training

Slide 76: Creating a course defines the lesson plan

Slide 77: Create the overall lesson plan

Slide 78: Create unique learning paths

Slide 79: Step 2: New Hire Takes the Training