Slide 1: Investor Call on Preliminary Figures 2021
Investor Call on Preliminary Figures 2021 Aaron Auld (CEO), Jan-Dirk Henrich (CFO) Feb. 16, 2022 Copyright © 2022 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 FINANCIALS 2021 Outlook 2022+ (preliminary and unaudited) ARR: 30.5m€ (+29%) • Annual Recurring Revenue (ARR) of 30.5m EUR in 2021, up 29% vs 2020 on a like-for-like basis • ARR/AAC to grow to 38.5 to 40.0m EUR at constant FX in • Revised outlook for 2021 (30-31m EUR ARR) achie
Slide 5: 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 2021 (examples) + Strong upsell performance with existing customers (examples) Multinational banking Corp., UK 15bn USD rev./a Financial Multinational insurance Corp., DACH services 10bn EUR rev./a
Slide 6: Customer Structure by sector
Customer Structure by sector Financial Service Others Comments 16% 15% • >50% of customers come from 4 industries / verticals Services • Financial Services 7% 15% Retail/eCommerce • Retail / eCommerce Telecom 6% Total 212 • Software / IT / Data processing • Media / Publishing / Online 7% Platforms I
Slide 7: Exasol maintains top performance ratings across multiple independent benchmarks and reports
Exasol maintains top performance ratings across multiple independent benchmarks and reports • Remains leader for vendor credibility and customer experience in 5 consecutive years • Best in class across 20 measures • 100% customer recommendation rate Price/kQphH in USD (30 TB) Cost per kQphH – lower
Slide 8: Exasol has been awarded Tech Partner of the year by AWS
Exasol has been awarded “Tech Partner of the year” by AWS Accelerating Amazon AWS Partnership Dez’21 Apr’21 Tech Partner of the year DACH Dec’20 ISV Accelerate Private Offers (multiple / ongoing) “Exasol delivers a fast analytics database and utilizes this speed to Exasol joins the invitation-only,
Slide 9: Elastic Consumption / Planned Consumption
Elastic Consumption Pay As You Go (PAYG) Planned Consumption Prepaid Credits 9
Slide 10: Details on SaaS product
Details on SaaS product Exasol SaaS Insights in minutes • Out-of-the-box experience • Setup database cluster in minutes • Easily import data via integrated capabilities or external tools • Run queries instantly via Web-based worksheets Elastic scaling • Scale up to increase compute power (Different
Slide 11: Financial Results 2021
Financial Results 2021 (unaudited) by Jan-Dirk Henrich, CFO
Slide 12: ARR development 2021
ARR development 2021 In EUR million, # of customers Preliminary and unaudited figures +29% Comments 0.3 30.5 0.6 • Gross ARR retention rate at 125% (vs. 122% in PY) 5.9 • Net ARR retention rate at 121% (vs. 115% in PY) • ARR churn rate at 4% (vs. 7% in PY) 2.0 • Customer churn rate at 5% 23.5 * (vs.
Slide 13: ARR development – By geography
ARR development – By geography In EUR million, # of customers Preliminary and unaudited figures 1.2 30.5 0.6 Comments 1.0 0.6 0.4 • DACH region continues to be the strongest 4.8 0.6 growth driver for overall ARR increase, New supported by strong NRR rates cust. 1.0 • US and UK successfully increased
Slide 14: ARR development 2021 – By quarter
ARR development 2021– By quarter In EUR million, # of customers Preliminary and unaudited figures +29% Comments 30.5 • Quarterly development of ARR shows seasonality peaking in Q4 3.0 • After comparatively weaker Q1-Q3, more than 40% of growth occurred in Q4 1.7 • Year-end heavy pattern will persist
Slide 15: P&L Adjustments
P&L Adjustments In EUR million Preliminary and unaudited figures 2021 2020 Adjustments Adjustments 2021 2020 (rep.) (rep.) 2021 2020 (adj.) (adj.) Revenue 27.5 23.6 - - 27.5 23.6 Adjusted effects Gross Profit 26.6 22.3 - - 22.4 22.3 • Costs for IPO and equity increase in 2020 Personnel expenses -38.
Slide 16: Adjusted P&L FY and Q4
Adjusted P&L FY and Q4 In EUR million, in percent Preliminary and unaudited figures Q4 2021 Q4 2020 Δ% FY 2021 FY 2020 Δ% Comments Revenue 8.1 5.9 37.2 27.5 23.6 16.6 • Gross Profit slightly increased in thereof recurring 6.7 5.3 26.7 24.8 19.0 30.3 2021 remaining on a high level thereof non-recurri
Slide 17: Quarter-by-quarter cost and EBITDA
Quarter-by-quarter cost and EBITDA In EUR million, in percent Preliminary and unaudited figures Q1 2021 Q2 2021 Q3 2021 Q4 2021 FY 2021 FY 2020 Δ% Revenue 6.1 6.9 6.3 8.1 27.5 23.6 16.6 Gross Profit 6.4 6.1 6.4 7.7 26.6 22.3 19.5 Personnel expenses (adj.) -6.6 -10.6 -9.7 -10.5 -37.4 -21.7 72.4 Train
Slide 18: Headcount development by quarter
Headcount development by quarter In # of people Preliminary and unaudited figures By function By location Comments -13% +12% +29% • Ramp up of the organization 281 284 281 284 mainly in Q1 and Q2 2021 264 264 56 55 247 56 58 247 • Reorganization in Q4 led to a 53 43 20 decline of 13% in headcount 22
Slide 19: EBITDA to cashflow reconciliation
EBITDA to cashflow reconciliation In EUR million Preliminary and unaudited figures EBITDA Adj. EBITDA Deferred Change in 2021 (rep.) XO effects 2021 revenue Capex Others adj. FCF XO effects liquid funds 25.0 30.9 34.7 42.3 5.9 2.4 4.7 1.5 7.6 Pre IPO stock programs Thereof capitalized (non-cash chan
Slide 20: Change in Liquid Funds by quarter
Change in Liquid Funds by quarter In EUR million Preliminary and unaudited figures Liquid Funds* Changes in liquid funds excluding XO** -12.9 -10.0 -13.2 -6.1 -7.6 -7.8 69.5 -6.2 -13.2 56.6 46.6 33.4 27.2 End 2020 Q1 2021 Q2 2021 Q3 2021 End 2021 Q1 2021 Q2 2021 Q3 2021 Q4 2021 * incl. short term fi
Slide 21: Outlook 2022
Outlook 2022 by Aaron Auld, CEO and Jan-Dirk Henrich, CFO
Slide 22: Key USPs at core of vision
VISION Key USPs at core of vision • Industry-leading performance Grow to 100m EUR ARR/AAC in the course • Infrastructure cost efficiencies of 2025 by becoming • Platform independence (multiple Cloud platforms the preferred analytics & on-premise) database in the high • Superior user concurrency perf
Slide 23: 2022 will see significant progress in completing the USP at the core of our vision
2022 will see significant progress in completing the USP at the core of our vision Q1 ‘22 Q2 ‘22 Q3 ‘22 Q4 ‘22 SaaS Offering Expanded (AWS based) features Adoption & ease- of-use Autonomous Insights AWS Usage based GCP pricing in cloud Azure Usage based On-prem pricing on-prem 23
Slide 24: Where Exasol's strength matters
Where Exasol’s strength matters Retail / E-Commerce Healthcare/Pharma Healthcare/Pharma > 50k employees; >14bn EUR sales > 3k employees; >6bn EUR sales > 100k employees; >17bn EUR sales • 50% cost savings • 70% reduced loading time • 1000’s of concurrent users without • Packet assembling reduced fro
Slide 25: Clear business priorities resting on three pillars
Clear business priorities resting on three pillars… R O W Revenue growth Operational efficiency Workforce health Accelerate new Pave the way to positive Nurture the ability to customer acquisition cashflow in the course attract, develop and and deepen existing of 2023 with internal motivate talent i
Slide 26: Supported by specific initiatives and actions
…supported by specific initiatives and actions R O W Revenue growth Operational efficiency Workforce health • Sales ops • Winning the customer • Values & Culture New regional heads supported End-to-end ownership; Diversity & inclusion; clarity on by global ops; redesigned streamlined sales process p
Slide 27: Financial outlook 2022: Stable growth at significantly improved operating leverage
Financial outlook 2022: Stable growth at significantly improved operating leverage 2021 2022 2023-25 38.5 to 40.0 m€ • 100m EUR ARR/AAC* in ARR/AAC* 30.5 m€ (at constant currency) the course of 2025 without further equity injection • Stable growth in Adj. EBITDA** -30.9 m€ -14 to -16 m€ 2022/23 with
Slide 28: Financial calendar 2022
Financial calendar 2022 February 16 FY 2021 Preliminary Results (unaudited) Webcast & Roadshow May 18 FY 2021 (audited) & Q1 2022 trading update Webcast & Roadshow July 6 Annual General Meeting 2022 August 17 H1 2022 report Webcast & Roadshow November 16 Q3 2022 trading update Webcast & Roadshow Spr
Slide 29: Q&A
Exasol Q&A
Slide 30: Thank You
Thank You Copyright © 2021 Exasol. All rights reserved.