Indiamart Intermesh Ltd. · NSE:INDIAMART
Indiamart Intermesh — Q3 FY2023 Earnings Presentation
127 slides from Indiamart Intermesh's earnings presentation, Jan 19, 2023
Slide 1: Cover letter to stock exchanges
January 19, 2023 To, BSE Limited National Stock Exchange of India Limited (BSE: 542726) (NSE: INDIAMART) Subject: Investor Presentation on the Audited (Standalone and Consolidated) Financial Results of the Company for the quarter and nine months ended December 31, 2022 Dear Sir/Madam, Pursuant to Re
Slide 2: Quarter Ended December 31, 2022
QUARTER ENDED DECEMBER 31, 2022 IndiaMART InterMESH Ltd. India’s largest online B2B marketplace connecting buyers with suppliers Note: Map not to scale
Slide 3: Table of Contents
Table of Contents SolarPanels Solar Panels 4 QUARTER HIGHLIGHTS – Q3FY23 9 INDIAMART BUSINESS OVERVIEW 28 APPENDIX A. ESG 29 43 B . S TA N D A L O N E O P E R AT I O N A L P E R F O R M A N C E 54 C. FINANCIAL PERFORMANCE D. BUSY INFOTECH 86 92 E . O T H E R S T R AT E G I C I N V E S T M E N T S &
Slide 4: Safe Harbour
Safe Harbour Bamboo Lithium Woods Battery This presentation and the accompanying slides (the “presentation”) contain selected information about the activities of IndiaMART InterMESH Limited Limited (the “Company”) and its subsidiaries and affiliates (together, the “Group”) as at the date of the pres
Slide 5: Quarterly Highlights Q3FY23
Turbine Quarterly Highlights Q3FY23 IndiaMART InterMESH Ltd
Slide 6: Q3 FY23 Results Overview (Consolidated)
Q3 FY23 Results Overview (Consolidated) Revenue from Operations Collections Deferred Revenue ₹ 251 Cr ₹ 283 Cr ₹ 1,015 Cr 34% 28% 29% Cash Generated from EBITDA Net Profit Operating Activities ₹ 70 Cr ₹ 113 Cr ₹ 115 Cr 10% 61% 36% 28% Margin 32% Margin 40% of Collections Cash and Treasury Balance ₹
Slide 7: Q3 FY23 Results Overview (Standalone)
Q3 FY23 Results Overview (Standalone) Revenue from Operations Collections Deferred Revenue ₹ 240 Cr ₹ 273 Cr ₹ 991 Cr 28% 24% 25% Cash Generated from EBITDA Net Profit Operating Activities ₹ 70 Cr ₹ 82 Cr ₹ 114 Cr 12% 10% 33% 29% Margin 28% Margin 42% of Collections Results are compared against Q3 F
Slide 8: Q3 FY23 Operational Performance (Standalone)
Q3 FY23 Operational Performance (Standalone) Paying Subscription Suppliers Indian Supplier Storefronts Traffic 194K 7.4 Mn 250 Mn 24% 6% 3% Annualised Revenue Per Live Product Listings Unique Business Enquiries 90 Mn 22 Mn Paying Subscriber ₹ 49,435 3% 13% 4% 6,263 paying subscription suppliers adde
Slide 9: Busy Q3 FY23 Result Overview
Busy Q3 FY23 Result Overview Revenue from Operations Billing Deferred Revenue and Advances ₹ 10.4 Cr ₹ 12.4 Cr ₹ 24.1 Cr Net Profit EBITDA Cash Generated from Operating ₹ 2.0 Cr ₹ 1.6 Cr Activities ₹ 4.3 Cr 323K License Sold till date 5K New License sold this quarter 8 IndiaMART InterMESH Ltd
Slide 10: IndiaMART Business Overview
Bamboo Woods IndiaMART Business Overview IndiaMART InterMESH Ltd
Slide 11: Traditional Marketplace to Online Marketplace
Traditional Marketplace to Online Marketplace Offline Discovery Online Discovery, Anytime, Anywhere Additional services for business enablement Conversational commerce Multiple payment options CRM – Lead Manager Accounting Tax & Invoicing Business enablement - SaaS Post RFQ 10 IndiaMART InterMESH Lt
Slide 12: India's Largest Online B2B Marketplace
India’s Largest Online B2B Marketplace B2B 2-way discovery Strong marketplace is marketplace network a growing Diversified Behavioral effects Subscription market across data driven based revenue categories and algorithmic model with geographies matchmaking negative working capital 11 IndiaMART Inter
Slide 13: Services that Empower Businesses
Services that Empower Businesses Buyers Suppliers Diverse set of products & suppliers Web storefront Multi-lingual search RFQ – BuyLead AI driven matchmaking Cloud Telephony – PNS Specifications & reviews CRM – Lead Manager Price discovery Accounting solutions Conversational commerce Business enable
Slide 14: Well Diversified Across 95,000 Categories
Well Diversified Across 95,000 Categories Industrial Plants, Construction & Packaging Material, Consumer Electronics Electrical Equipment Construction Apparel, Clothing & Industrial & Machinery & Building Raw Material Supplies & Machines & Household and Supplies Machinery, Building Garments Engineer
Slide 15: End-To-End Value Chain Discovery – Battery
End-To-End Value Chain Discovery – Battery Raw Material Machinery Components Final Product Copper Cathode Electrode Making Assembling Machine Lithium Cobalt Hydroxide plant Earthing Pipe Electrolytes Cell making and sorting machine 14 IndiaMART InterMESH Ltd
Slide 16: Well Diversified Across Geographies
Well Diversified Across Geographies Paying Subscription Buyers* % Suppliers % Metro Cities (8) Metro Delhi NCR, Mumbai, Bengaluru, Cities Hyderabad, Kolkata, Ahmedabad, Pune Metro Tier II 55% and Chennai Cities Cities 32% 25% Tier II Cities (69) Population > 500,000, excluding the cities covered und
Slide 17: 2-way Discovery Marketplace
2-way Discovery Marketplace Cloud Telephony Chat / Email CRM - Lead Manager CRM – Lead Buyer Manager Supplier Verification & Enrichment 16 IndiaMART InterMESH Ltd
Slide 18: CRM – Lead Manager & Conversational Commerce
CRM – Lead Manager & Conversational Commerce ~88mn Replies* and Callbacks** during Q3 FY23 Reviews & Ratings Ratings Call Option & Alerts Direct Buyer Callback Share Link Add Notes, Set Reminders * Total Replies via desktop, Mobile site, Email and App ** Total Callbacks via Mobile site and App AI-ba
Slide 19: How RFQ / BuyLead Works
How RFQ / BuyLead Works Buyer Supplier Buyer Submits AI-driven RFQ Selection by Interaction through Industry Specific Enrichment & Supplier CRM – Lead RFQ Matchmaking Manager 18 IndiaMART InterMESH Ltd
Slide 20: Behavioral Data Driven Algorithmic Matchmaking
Behavioral Data Driven Algorithmic Matchmaking Product Location Buyer Requirement Supplier Preferences AI/ML Algorithm Quantity Price 19 IndiaMART InterMESH Ltd
Slide 21: Key Competitive Strengths – Brand and Network Effect
Key Competitive Strengths – Brand and Network Effect • 22 Mn(2) Unique Business Enquiries • ~88mn(1) replies & callbacks • Call Responsiveness • RFQ selection Enquiries & Conversations • ~100% organic search • 7.4 Mn suppliers • 165 Mn Registered Buyers • 194K paying subscription suppliers • 53% rep
Slide 22: ROI-driven, Subscription Based Revenue Model and RFQ Quota
ROI-driven, Subscription Based Revenue Model and RFQ Quota Key Offerings Paying ARPU % of subscription (Rs.) Revenue suppliers Platinum Platinum Platinum Web Cloud Telephony Top 1% 824K 17% ~2K Storefront – PNS Gold Top 10% 226K 46% ~20K 194K 49K 100% Priority RFQ Selection Silver Listing Credits -
Slide 23: Strategic Outlook
Strategic Outlook Improve Engagement • Commerce enablement • Fintech and accounting • Business enablement SaaS Brands Strategy • Focus on large and medium enterprises Core SME Business • Keep expanding buyer and supplier network 22 IndiaMART InterMESH Ltd
Slide 24: Enterprise Solutions – Partnering Across a Wide Spectrum
Enterprise Solutions – Partnering Across a Wide Spectrum All trademarks, logos and brand names are the property of their respective owners. Use of any third-party names, trademarks and brands are for reference purposes only. 23 IndiaMART InterMESH Ltd
Slide 25: Journey Towards Commerce and Business Enablement
Journey Towards Commerce and Business Enablement Enablement of Commerce Discovery Conversation Commerce Products Specifications & Prices Buyer & Supplier Negotiations Payments Photos / Videos Customer History & Reminder Logistics / Tracking Reviews & Ratings Quotations & Invoicing Transaction Financ
Slide 26: Accounting – Strategic Fit for IndiaMART
Accounting – Strategic Fit for IndiaMART Supplier Access to New • Business Necessity Recommendations Companies • High Customer Stickiness • Large and Growing Market Invoice Discounting / Accounting Access to SKU Transaction Software Level Data • Subscription based Revenue Model Financing Accurate Ac
Slide 27: Investments in Accounting
Investments in Accounting ~ 1 Mn businesses ~ 6 Mn1 businesses on Tally Large Provide mobile and cloud Client Enterprises Served functionality to Tally users 26%* 51.1%* Medium 100%* Small 27.5%* Logistics Tracking, Mobile First Cloud Traditional On-Premise Freight Aggregation, etc. Service Delivery
Slide 28: Other Strategic Investments
Other Strategic Investments Inventory and Distribution and Shipping Operations Autonomous Supply Chain Warehouse Transport Salesforce Automation Procurement Platform Solutions Management Management Management 25% 26% 26% 26% 25% 19.5% Vertical Legal Tech Invoice Discounting Commerce Platform and Fac
Slide 29: Appendix
Waste Recycling Plant IndiaMART InterMESH Ltd
Slide 30: Environment, Social and Governance
Environment, Social and Governance IndiaMART InterMESH Ltd
Slide 31: Initiatives Impacting Environment
Initiatives Impacting Environment Driving digital enablement Promotion of green products Eco efficient operations 30 IndiaMART InterMESH Ltd
Slide 32: Digital Enablement leading Decarbonisation
Digital Enablement leading Decarbonisation Reduction in Providing travel and greener transport alternatives Paper-less digitized Online RFQs business conversation Online e-catalogue Reduces sharing wastage 31 IndiaMART InterMESH Ltd
Slide 33: Discovery and Promotion of Green Products
Discovery and Promotion of Green Products ~837K Renewable & Energy Efficient Products ~191K Eco-Friendly & Recycled Products ~82K Water/Waste Management Rooftop Solar Panel Dry Banana Leaves Cutlery Water Treatment Plant ~70K Organic/Bio Fertilizers ~26K Green Construction Material ~13K Electric Veh
Slide 34: Our Environment efficient Operations
Our Environment efficient Operations Carbon Emissions intensity of 0.04 TCO2e per million rupee of turnover* 33.15M3 rainwater harvesting capacity # IGBC LEED Gold Certified Corporate Office *Calculated using GHG Protocol methodology laid down by ISO 14064-1. Scope 1 emissions 5.11 TCO2e, scope 2 em
Slide 35: Societal Impact
Societal Impact Transforming SMALL SUPPLIERS Empowering SMALL CITY BUYERS Energizing COMMUNITIES from Level up EMPLOYEES through training Corporate Social Initiatives and development 34 IndiaMART InterMESH Ltd
Slide 36: Transforming Small Suppliers
Transforming Small Suppliers Education and Assistance Business Enablement 6.9Mn served free of charge for Digital Transformation in Cost-Effective manner (>95% of the total suppliers) Note: Figures as of March 31, 2022; Figures have been rounded off 35 IndiaMART InterMESH Ltd
Slide 37: Empowering Small City Buyers
Empowering Small City Buyers 100% FREE ASSISTANCE TO BUYERS 83mn PRODUCTS TO CHOOSE FROM PRODUCT PRICE DISCOVERY * Note: Figures as of and for the year ended 31st March 22 ^Small cities includes cities with population <500,000, basis aggregate buyers who have submitted enquiries during the last 149m
Slide 38: Community Improvement – Education and Healthcare
Community Improvement – Education and Healthcare More than 1 Million lives impacted ~700K students ~300K children Developing entrepreneurial Improving literacy skills for mindsets underserved communities ~2,000 Underprivileged students ~22,000 children Infrastructure facilities to Tech Solution for
Slide 39: Nurturing People
Nurturing People IM Cricket league (ICL) 20% Employees with 5+ years ~16% of employees are covered in ESOP* ~21% Females *Employees covered under Indiamart Employee Stock Benefit Scheme 2018 Note: Figures as of December 31, 2022; Figures have been rounded off 38 IndiaMART InterMESH Ltd
Slide 40: Committed to Excellence in Corporate Governance
Committed to Excellence in Corporate Governance “Certificate of Recognition” for Diverse and excellence in Corporate Inclusive BOARD Governance at 22nd Edition of the ICSI National Awards SYSTEMS and STAKEHOLDERS Processes Management “Prateek Chandra : CA BUSINESS CFO for Emerging TRANSPARENCY ACCOU
Slide 41: Governance – Trusted Systems and Processes
Governance – Trusted Systems and Processes Board Composition Business Continuity Data Privacy 17% non- 33% executive independent directors non-executive directors Composition of Board of Directors 50% Privacy extension independent • Controller directors • Processor ISO 27001:2013 100% Board & Commit
Slide 42: Stakeholder Engagement
Stakeholder Engagement Investors Registered Buyers Listed suppliers Vendors ✓ Transparent disclosures ✓ Behaviour based ✓ Continuous Account ✓ Prompt and periodic matchmaking management pay-outs ✓ Quarterly audits ✓ Complaint redressal ✓ Educating small ✓ Code of Conduct ✓ Circulation of quarterly m
Slide 43: Awards & Recognitions
Awards & Recognitions “Certificate of Recognition” for “Certificate of Recognition” for “Certificate of Recognition” for excellence in Corporate excellence in Corporate Social cooperation with Intellectual Governance at 22nd Edition of the Responsibility at 22nd Edition of Property Right Holders by
Slide 44: Standalone Operational Performance
Waste Recycling Plant IndiaMART InterMESH Ltd
Slide 45: Traffic
Traffic (Figures in Millions) Yearly trends Quarterly trends 26% (3)% CAGR YoY 1071 261 259 260 257 960 250 723 748 553 326 262 Dec'21 Mar'22 Jun'22 Sep'22 Dec'22 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Mar'21 Mar'22 ~80% of traffic is through mobile Note: 1) Traffic is defined as the number of visits on
Slide 46: Indian Supplier Storefronts
Indian Supplier Storefronts (Figures in Millions) Yearly trends Quarterly trends 21% 6% CAGR YoY 7.1 6.5 6.0 7.4 7.3 7.2 5.5 7.1 7.0 4.7 3.2 2.3 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Mar'21 Mar'22 Dec'21 Mar'22 Jun'22 Sep'22 Dec'22 Figures have been rounded off` 45 IndiaMART InterMESH Ltd
Slide 47: Paying Subscription Suppliers
Paying Subscription Suppliers (Figures in Thousands) Yearly trends Quarterly trends 15% 24% CAGR YoY 194 169 188 147 152 179 169 130 156 108 96 72 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Mar'21 Mar'22 Dec'21 Mar'22 Jun'22 Sep'22 Dec'22 Figures have been rounded off` 46 IndiaMART InterMESH Ltd
Slide 48: Live Product Listings
Live Product Listings (Figures in Millions) Yearly trends Quarterly trends 22% 13% CAGR YoY 83 90 86 87 72 83 67 61 80 50 33 25 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Mar'21 Mar'22 Dec'21 Mar'22 Jun'22 Sep'21 Dec'22 Figures have been rounded off` 47 IndiaMART InterMESH Ltd
Slide 49: Registered Buyers
Registered Buyers (Figures in Millions) Yearly trends Quarterly trends 30% 15% CAGR YoY 149 165 160 149 154 125 143 102 83 60 39 35 38 29 30 38 38 37 37 37 22 13 Mar'17 Mar'18 Mar'19 Mar'20 Mar'21 Mar'22 Dec'21 Mar'22 Jun'22 Sep'22 Dec'22 Note: 1) Active buyers indicate buyers who have submitted enq
Slide 50: Unique Business Enquiries
Unique Business Enquiries (Figures in Millions) Yearly trends Quarterly trends 27% (4)% CAGR YoY 23 23 23 22 22 96 97 73 74 53 31 23 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Mar'21 Mar'22 Dec'21 Mar'22 Jun'22 Sep'22 Dec'22 Note: 1) Buyer posting an enquiry is one unique buyer for that day. If the same buy
Slide 51: Business Enquiries Delivered
Business Enquiries Delivered (Figures in Millions) Yearly trends Quarterly trends Total to Unique 5.1 x 5.1 x 5.5 x 6.2 x 6.3 x 6.4 x 5.7 x Business 5.2 x 5.2 x 5.2 x 5.3 x 5.5 x Enquiries Ratio 610 122 117 120 119 550 115 449 464 290 157 115 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Mar'21 Mar'22 Dec'21 M
Slide 52: Annualised Revenue Per Paying Subscriber
Annualised Revenue Per Paying Subscriber (₹ and figures in ‘000s) Yearly trends Quarterly trends 5% 3% CAGR YoY 48.7 49.4 48.0 47.4 47.6 42.3 43.6 44.3 37.2 38.4 32.9 32.1 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Mar'21 Mar'22 Dec'21 Mar'22 Jun'22 Sep'22 Dec'22 Paying 72 96 108 130 147 152 169 subscriptio
Slide 53: Employees
Employees Yearly trends Quarterly trends %2 39% CAGR YoY 459 835 437 466 779 459 685 520 436 419 424 458 2,631 2,106 1,942 2,249 2,524 2,150 3,065 2,586 3,065 3,002 3,141 3,399 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q3FY22 Q4FY22 Q1FY23 Q2FY23 Q3FY23 Total 3,249 2,713 2,539 2,915 3,150 2,701 3,672 3,185
Slide 54: Nationwide Sales and Service Coverage
Nationwide Sales and Service Coverage Strong presence across the length and breadth of the country Reach to 1,000+ cities Field, Tele and Online Sales ~3,400 Inhouse Sales Supervision & Client Servicing team (Renewal & Upsell) ~150 Channel Sales Partners Note: Figures as of Dec 31st, 2022 Note: Map
Slide 55: Consolidated Section
Fly Ash Bricks Consolidated Section IndiaMART InterMESH Ltd
Slide 56: Financial Performance – Consolidated
Financial Performance – Consolidated (₹ in Crores) YoY QoQ Financial Metrics Q3 FY23 Q3 FY22 Q2 FY23 Change Change Revenue from Operations 251 188 34% 241 4% Other Income 102 22 367% 47 119% Total Income 354 210 68% 287 23% Manpower Cost1 101 64 58% 92 10% Outsourced Sales Cost 32 18 83% 33 -3% Othe
Slide 57: Balance Sheet - Consolidated
Balance Sheet - Consolidated (₹ in crores) FY22 FY23 As at end of FY21 Q1 Q2 Q3 Q4 FY22 Q1 Q2 Q3 Assets Fixed Assets (incl. intangible assets) 3 2 2 2 3 3 61 63 63 Goodwill* - - - - - - 456 456 456 Right-of-use assets 63 59 57 55 53 53 51 48 45 Other assets** 44 36 36 41 52 52 52 58 34 Cash, bank &
Slide 58: Cash Generation and Utilization
Cash Generation and Utilization Period FY19 FY20 FY21 FY22 9MFY23 Opening Cash and Treasury Investments 388 685 931 2,365 2,419 Cash flow from operating activities 255 261 323 402 267 Cash flow from investing activities6 5 (6) 14 (273) (383) (i) Non-Operating Income2 17 25 21 127 178 (ii) Capital ex
Slide 59: Collections from Customer - Consolidated
Collections from Customer - Consolidated (₹ in crores) Yearly trends Quarterly trends 20% 28% CAGR YoY 934 318 283 738 264 711 254 671 222 509 386 315 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 Q3 FY23 Note: Above figures have been calculated by dividing financials (in mn) by
Slide 60: Collections from Customer - Consolidated
Collections from Customer - Consolidated (₹ in crores) Quarterly trends 318 283 272 264 254 223 222 206 184 179 164 171 96 Q3 FY20 Q4 FY20 Q1 FY21 Q2 FY21 Q3 FY21 Q4 FY21 Q1 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 Q3FY23 Note: 1) Above figures have been calculated by dividing financials (in mn)
Slide 61: Cash Generated From Operating Activities - Consolidated
Cash Generated From Operating Activities - Consolidated (₹ in Crores) Yearly trends Quarterly trends 402 158 323 115 255 261 84 75 78 179 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 Q3FY23 -1 -56 % of (18%) 0% 35% 38% 35% 45% 43% 38% 50% 29% 29% 40% Collections Note: 1) Above
Slide 62: Deferred Revenue – Consolidated
Deferred Revenue – Consolidated (₹ in Crores) Yearly trends Quarterly trends 23% 29% CAGR YoY 1,015 961 984 907 907 790 726 685 586 424 325 257 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 Q3FY23 Note: 1) Above figures have been calculated by dividing financials (in mn) by 10;
Slide 63: Revenue from Operations – Consolidated
Revenue from Operations – Consolidated (₹ in Crores) Yearly trends Quarterly trends 20% 34% CAGR YoY 753 251 241 670 225 639 201 507 188 411 318 246 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 Q3FY23 Note: Above figures have been calculated by dividing financials (in mn) by 10
Slide 64: EBITDA - Consolidated
EBITDA - Consolidated (₹ in Crores) Yearly trends Quarterly trends 328 308 79 67 70 64 57 169 82 47 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 Q3 FY23 (54) (126) (51%) (17%) 11% 16% 26% 49% 41% EBITDA 42% 28% 29% 28% 28% Margin Note: 1) The company has adopted IND AS -116 fro
Slide 65: Adjusted EBITDA – Consolidated
Adjusted EBITDA – Consolidated (₹ in Crores) Yearly trends Quarterly trends 334 318 80 78 76 72 177 64 92 50 47 82 169 328 308 (126) FY16 (54) FY17 FY18 FY19 FY20 FY21 FY22 (56) 79 57 64 67 70 Q3FY22 Q4FY22 Q1FY23 Q2FY23 Q3FY23 (127) Adjusted (51%) (16%) 12% 18% 28% 50% 42% EBITDA 42% 32% 32% 31% 31
Slide 66: PAT - Consolidated
PAT - Consolidated (₹ in Crores) Yearly trends Quarterly trends 113 298 280 70 68 147 57 47 55 20 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 Q3FY23 (64) (132) (52%) (19%) 13% 4% 21% 37% 34% PAT 33% 25% 21% 24% 32% Margin Note: 1) Above figures have been calculated by dividing
Slide 67: Adjusted PAT – Consolidated
Adjusted PAT – Consolidated (₹ in Crores) Yearly trends Quarterly trends 140 122 120 100 310 282 79 80 73 63 60 54 149 113 280 298 40 70 68 55 147 57 20 20 47 55 20 FY16 FY17 (64) FY18 FY19 FY20 FY21 FY22 0 (132) Q3FY22 Q4FY22 Q1FY23 Q2FY23 Q3FY23 (64) (132) Adjusted (52%) (19%) 13% 4% 21% 37% 36% P
Slide 68: Revenue – Legal Entity View
Revenue – Legal Entity View (₹ in Crore) Particulars Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 Q3 FY23 Revenue from Operations IndiaMART InterMESH Ltd 187 201 213 229 240 Busy Infotech Pvt Ltd* - - 10.5 10.8 10.4 Pay With IndiaMART Pvt Ltd 0.6 0.6 0.7 0.7 0.7 Tolexo Online Pvt Ltd 0.3 0.3 0.3 0.3 0.2 Livekeep
Slide 69: EBITDA – Legal Entity View
EBITDA – Legal Entity View (₹ in Crore) Particulars Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 Q3 FY23 EBITDA IndiaMART InterMESH Ltd 79.8 58.3 59.8 65.2 69.8 Busy Infotech Pvt Ltd* - - 4.9 3.0 1.6 Pay With IndiaMART Pvt Ltd 0.1 0.1 0.1 0.1 0.1 Tolexo Online Pvt Ltd (1.2) (1.0) (0.2) (0.1) (0.0) Livekeeping Te
Slide 70: Historical Financial Metrics
Historical Financial Metrics (₹ in Crore Consolidated) Financial Metrics FY-16 FY-17 FY-18 FY-19 FY-20 FY-21 FY-22 Total Income 251 332 430 548 707 756 866 Revenue from Operations 246 318 411 507 639 670 753 EBITDA (126) (54) 47 82 169 328 308 EBITDA Margin (%) (51%) (17%) 11% 16% 26% 49% 41% EBIT (
Slide 71: Standalone Basis
Electric Vehicles Standalone Basis IndiaMART InterMESH Ltd
Slide 72: Financial Performance – Standalone
Financial Performance – Standalone (₹ in Crores) YoY QoQ Financial Metrics Q3 FY23 Q3 FY22 Q2 FY23 Change Change Revenue from Operations 240 187 28% 229 5% Other Income 47 22 115% 37 27% Total Income 287 209 37% 266 8% Manpower Cost1 94 63 51% 86 10% Outsourced Sales Cost 32 18 81% 33 -3% Other Oper
Slide 73: Balance Sheet - Standalone
Balance Sheet - Standalone (₹ in Crores Standalone) FY22 FY23 As at end of FY21 Q1 Q2 Q3 Q4 FY22 Q1 Q2 Q3 Assets Fixed Assets (incl. intangible assets) 3 2 2 2 3 3 7 12 15 Right-of-use assets 63 59 58 55 53 53 50 48 45 Other assets 41 33 33 38 49 49 45 48 24 Cash, bank & other investments 2,359 2,41
Slide 74: Collections from Customer – Standalone
Collections from Customer – Standalone (₹ in crores) Yearly trends Quarterly trends 20% 24% CAGR YoY 932 318 273 722 707 252 661 241 221 502 377 306 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 Q3FY23 Note: Above figures have been calculated by dividing financials (in mn) by 10
Slide 75: Collections from Customer - Standalone
Collections from Customer - Standalone (₹ in crores) Quarterly trends 318 272 273 252 241 223 221 202 178 178 163 170 94 Q3 FY20 Q4 FY20 Q1 FY21 Q2 FY21 Q3 FY21 Q4 FY21 Q1 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 Q3FY23 Note: 1) Above figures have been calculated by dividing financials (in mn) b
Slide 76: Cash Generated From Operating Activities - Standalone
Cash Generated From Operating Activities - Standalone (₹ in Crores ) Yearly trends Quarterly trends 73% 33% CAGR YoY 407 159 326 259 264 114 85 183 76 69 59 15 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 Q3 FY23 5% 16% 36% 39% 37% 46% 44% % of 38% 50% 28% 30% 42% Collections N
Slide 77: Deferred Revenue - Standalone
Deferred Revenue - Standalone (₹ in Crores) Yearly trends Quarterly trends 23% 25% CAGR YoY 907 991 935 958 907 726 684 790 585 423 325 256 63% 64% 64% 63% 62% 63% 61% Current portion 63% 61% (12 Months) 63% 61% 64% FY 16 FY17 FY18 FY19 FY20 FY21 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 Q3 FY23 ~20% of
Slide 78: Revenue from Operations - Standalone
Revenue from Operations - Standalone (₹ in Crores) Yearly trends Quarterly trends 21% 28% CAGR YoY 240 229 751 213 665 201 624 187 497 404 309 81% 81% 81% 238 79% 80% FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 Q3 FY23 % of revenue recognized from opening deferred revenue ~46%
Slide 79: EBITDA - Standalone
EBITDA - Standalone (₹ in Crores) Yearly trends Quarterly trends 333 312 80 70 65 173 58 60 80 49 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 Q3 FY23 (4) (54) (23%) (1%) 12% 16% 28% 50% 42% EBITDA 43% 29% 28% 28% 29% Margin Note: 1) The company has adopted IND AS -116 from 1st
Slide 80: PAT - Standalone
PAT - Standalone (₹ in Crores) Yearly trends Quarterly trends 310 287 82 74 74 60 146 49 13 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 Q3 FY23 (13) (59) (72) (24%) (4%) (18%) 2% 21% 38% 36% PAT 36% 26% 23% 28% 28% Margin Note: 1) Above figures have been calculated by dividing
Slide 81: Margin Leverage - Standalone
Margin Leverage - Standalone (Total expenses as a % of revenue from operations Standalone) Yearly trends Quarterly trends 123% 101% 88% 71% 72% 72% 71% 84% 72% 57% 58% 50% 71% 65% 58% 56% 55% 56% 58% 56% 52% 43% 45% 38% FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 Q3 FY23 Emplo
Slide 82: Cash and Treasury Balances - Standalone
Cash and Treasury Balances1 - Standalone (₹ in Crores ) Yearly trends Quarterly trends 59% (21)% CAGR YoY 2,359 2,414 2,509 2,414 1,980 1,864 1,773 920 678 384 152 176 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Mar'21 Mar'22 Dec'21 Mar'22 Jun'22 Sep'22 Dec'22 Note: 1) Refers to Cash and Cash Equivalents and
Slide 83: Functional P&L - Standalone
Functional P&L - Standalone (₹ in Crores) FY22 FY23 During the period FY18 FY19 FY20 FY21 Q1 Q2 Q3 Q4 FY22 Q1 Q2 Q3 Revenue from Operations 404 497 624 665 181 182 187 201 751 213 229 240 Customer service cost (135) (158) (174) (122) (33) (36) (39) (52) (160) (51) (54) (60) Surplus over customer 269
Slide 84: Gross Profit (Surplus over customer service cost) - Standalone
Gross Profit (Surplus over customer service cost) - Standalone (₹ in Crores) Yearly trends Quarterly trends 591 180 543 175 450 162 339 148 149 269 196 FY17 FY18 FY19 FY20 FY21 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 Q3 FY23 Gross 75% 63% 67% 68% 72% 82% 79% 79% 74% 76% 77% Margin Note: 1) Refer to Not
Slide 85: Selling & Distribution costs - Standalone
Selling & Distribution costs - Standalone (₹ in Crores) Yearly trends Quarterly trends 113 110 100 90 44 46 45 80 41 77 27 FY17 FY18 FY19 FY20 FY21 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 Q3 FY23 25% 22% 20% 18% 12% 15% % to 14% 21% 21% 20% 19% revenue Note: 1) Refer to Note No. 31 in Standalone Financ
Slide 86: Technology & Content costs - Standalone
Technology & Content costs - Standalone (₹ in Crores) Yearly trends Quarterly trends 44 45 111 102 104 38 81 85 32 71 28 FY17 FY18 FY19 FY20 FY21 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Q2 FY23 Q3 FY23 15% % to 15% 16% 18% 19% 19% 23% 20% 21% 17% 13% revenue Note: 1) Refer to Note No. 31 in Standalone Financia
Slide 87: Busy Infotech
Harbour crane Busy Infotech IndiaMART InterMESH Ltd
Slide 88: Busy – Business Accounting Software
Busy – Business Accounting Software Invest in Team & Awareness Accelerate Revenue growth Increase New Licenses Sold https://busy.in/ IndiaMART acquired 100% in Busy Infotech Pvt. Ltd. 87 IndiaMART InterMESH Ltd
Slide 89: Product Features
Product Features Financial Inventory Analytics/ Configurable TDS and TCS Accounting Management Reports Invoicing Production GST Scheme GST E - Way and Job Reconciliation Management Invoicing Bills Work 88 IndiaMART InterMESH Ltd
Slide 90: Growth Opportunity – Geographic Expansion
Growth Opportunity – Geographic Expansion Distribution of Businesses in India* Cumulative Busy Licenses Sold* East West East West 17% South 8% 11% 21% 8% South North 25% North 73% 37% Significant penetration opportunity across regions * Based on the data of GST registered businesses (i.e. 13Mn+) acr
Slide 91: License Sold
License Sold (Figures in ‘000) Yearly trends Quarterly trends 10% 10% CAGR YoY 301 323 278 318 23 5 253 7 228 26 25 311 34 301 9 294 7 5 FY19 FY 20 FY21 FY 22 Q3FY22 Q4FY22 Q1FY23 Q2FY23 Q3FY23 New License sold 90 IndiaMART InterMESH Ltd
Slide 92: Billing
Billing* (₹ in Crores) Yearly trends Quarterly trends 9 % 14% CAGR YoY 46 15 41 13 35 12 32 11 11 FY19 FY 20 FY21 FY 22 Q3FY22 Q4FY22 Q1FY23 Q2FY22 Q3FY23 *Billing indicates value of invoices, excluding GST, issued during the period 91 IndiaMART InterMESH Ltd
Slide 93: Other Strategic Investments & Subsidiaries
CT Scan Machine Other Strategic Investments & Subsidiaries IndiaMART InterMESH Ltd
Slide 94: Livekeeping – Mobile Integration with Tally
Livekeeping – Mobile Integration with Tally Tally on Mobile - Integration with Tally software to provide Value Added Services with Mobile and Cloud first approach Invoicing Tally • GST compliant Invoicing • Record entries on mobile • Remote invoice and PO • Auto back-up on cloud creation Receivables
Slide 95: Pay With IndiaMART – Instant online collections and payments
Pay With IndiaMART – Instant online collections and payments Facilitates online collections via various online modes such as credit / debit cards, UPI, Netbanking etc. Robust Buyer Protection Buy Now, Pay At Ease Multiple Payment Options Strong Security EMI enabled Buy from sellers across All major
Slide 96: Pooraa – Order to Cash Management
Pooraa – Order to Cash Management Pooraa brings a simple & easy-to-use system that helps manage business better while offering quality experience to customers Inventory Management Customer Management Analytics & Reports Tally Pricing Integration Management Order Management Catalog Payment Management
Slide 97: RealBooks – Online Accounting Software
RealBooks – Online Accounting Software A cloud-based GST compliant accounting-inventory-payroll software that helps users take better financial decisions GST Multiple Location Access Integrated Tax Fully Automated Compliances Branch Accounting Dashboard Dashboard && Analytics Analytics Works on Work
Slide 98: AERCHAIN – AI-Driven Procurement Platform
AERCHAIN – AI-Driven Procurement Platform Aerchain is a Next Gen Source to Pay platform helping enterprises optimize their procurement by leveraging Artificial Intelligence Strategic Tail Spend Aerchain Pay Procure to Pay Sourcing Automation Automation Automation • E-Sourcing using RFXs • Right sour
Slide 99: EasyEcom – Inventory and Warehouse Management
EasyEcom – Inventory and Warehouse Management Easy Ecom offers SaaS based commerce enablement solutions to merchants for inventory management Warehouse and Inventory Management Accounting Automation • Supplier & PoS Management • Real time ERP integration • Automated PO Generation • Automated Tax Rep
Slide 100: IB Monotaro – B2B Commerce Platform
IB Monotaro – B2B Commerce Platform Industrial B2B E-Commerce marketplace with exclusive range of utility products MRO Category Commerce • Partnership with MonotaRo - Japanese B2B E-commerce leader • 6 Lakh + SKUs across 40+ categories https://www.industrybuying.com/ IndiaMART Holding: 26% in IB Mon
Slide 101: Shipway – All-in-One Shipping solution for eCommerce
Shipway – All-in-One Shipping solution for eCommerce SaaS solutions for automating shipping workflows https://shipway.com/ IndiaMART Holding: 26% in Shipway Technology Pvt Ltd. 100 IndiaMART InterMESH Ltd
Slide 102: Fleetx – Logistics Automation & Visibility Platform
Fleetx – Logistics Automation & Visibility Platform Freight and fleet management platform which helps businesses digitize their logistics operations and provides real-time actionable insights Inbound Logistics Fleet Operations • Real time vendor • Digitise operations & Collaboration workflows • Risk
Slide 103: ProcMart – Supply Chain Solutions
ProcMart – Supply Chain Solutions Provides End to End Procurement Solutions in MRO Category for Enterprise Customers Vendor Inventory & Cost Analytics & Easy ERP Consolidation Optimization Reporting Integration IndiaMART Holding: 19.5% in Instant Procurement Services Pvt. Ltd. https://www.procmart.c
Slide 104: Legistify – Legal Tech Platform
Legistify – Legal Tech Platform Legal tech platform that helps businesses to manage and resolve legal disputes Litigation Legal Notices SaaS enabled Lawyer IP Contract Tracking Management marketplace Performance Management Management Track existing Track & Discover, hire Based on Patent/ Contract e-
Slide 105: Bizom – Distribution and Salesforce Management
Bizom – Distribution and Salesforce Management Bizom is an integrated platform for distribution and salesforce management of businesses Retailer Automation Distributor Automation Advance Analytics Sales and Financial Salesforce Automation Backoffice Management Integration An integrated platform for
Slide 106: M1xchange – Invoice Discounting & Factoring
M1xchange – Invoice Discounting & Factoring M1xchange is a TReDS platform with RBI license offering online trade invoice discounting solutions to SMEs T+1 Settlement Collateral Free 24 hours Basis Buyer’s Disbursal past track record MSMEs Buyers Large Corporates/ PSUs Financier Approve the Invoice C
Slide 107: Vyapar – DIY Business Accounting
Vyapar – DIY Business Accounting A mobile-based business accounting software for small businesses Customised Stock/Inventory Auto data Critical business GST professional GST Management backup reports and status Invoices Paperless with Vyapar Receivable/ E-Way Bill Online Software Payable Generation
Slide 108: Tentimes – Events Discovery and Management
Tentimes – Events Discovery and Management Used by millions every year to decide which events to go to, in many cities across several countries 10 Times Floor Leading B2B Virtual Software to Event Discovery Platform host live events Smart Event Unique Recommendation Engine Engagament Tools Global Ev
Slide 109: SuperProcure – Simplified Transport Management
SuperProcure – Simplified Transport Management SaaS TMS for digitising freight e-sourcing & end to end transportation management. Freight Sourcing Dedicated Fleet 01 For procuring vehicles For managing dedicated vehicles 06 02 Indent Allocation For indent against contract Freight Accounting For seam
Slide 110: Zimyo
Zimyo A unified HR and Payroll Software that automates HR processes, eliminate payroll errors and foster positive employee experiences Core HR Engagement Performance Payroll Recruitment Employee management Employee Self Service Performance reviews Statutory Compliances Hiring Workflow Leave & Attend
Slide 111: Product Overview
mW) indiamart Product Overview 2 IndiaMART InterMESH Ltd
Slide 112: Platform Engagement
Platform Engagement (1) ~100% Organic traffic (1) 80% Total traffic through mobile (2) 4.7 Rating for the app on Google Play store Note: Figures have been rounded off (1) For the quarter ending Dec 31, 2022 (2) As of Dec 31, 2022 111 IndiaMART InterMESH Ltd
Slide 113: Constant Innovation and Technology Focus
Constant Innovation and Technology Focus 2009 2013 2017 2019 2020 Request for Price Payment Order Supplier Quotation – Discovery Program Management Reviews & BuyLead Protection System Ratings (Pooraa) 2010 2015 2018 2019 Cloud Behavioral CRM – Lead Voice and Telephony – Matchmaking Manager Multi- PN
Slide 114: Cloud Telephony – Premium Number Service
Cloud Telephony – Premium Number Service Buyers Suppliers ➢ Instant connect ➢ Missed call notification ➢ Call responsiveness ➢ Buyer profile ➢ Call back from suppliers ➢ No unsolicited calls Helps Measure ROI and Responsiveness 113 IndiaMART InterMESH Ltd
Slide 115: Buyer Journey
Buyer Journey Voice Search Search Text Search Auto-Suggest Results Search Post Requirement Product & Company Details Call & Chat 114 IndiaMART InterMESH Ltd
Slide 116: Buyer Journey
Buyer Journey Enter Product Requirement Share Details Name Posted Search Post Requirement Product & Company Details Call & Chat 115 IndiaMART InterMESH Ltd
Slide 117: Buyer Journey
Buyer Journey Search Product Company Page Page Page Search Post Requirement Product & Company Details Call & Chat 116 IndiaMART InterMESH Ltd
Slide 118: Buyer Journey
Buyer Journey Product Follow-up via Page Conversation Call or Chat Search Post Requirement Product & Company Details Call & Chat 117 IndiaMART InterMESH Ltd
Slide 119: Seller Journey
Seller Journey Online Store Management BuyLeads Lead Manager Pay With IndiaMART Easy store Add details to your management Quickly add products in easy options products steps 118 IndiaMART InterMESH Ltd
Slide 120: Seller Journey
Seller Journey Online Store Management BuyLeads Lead Manager Pay With IndiaMART Details of Buyer available to Select Buy leads from View available Buyer build credibility multiple categories Contact Details 119 IndiaMART InterMESH Ltd
Slide 121: Seller Journey
Seller Journey Online Store Management Reviews & Ratings Ratings BuyLeads Lead Manager Call Option & Alerts Pay With IndiaMART Add Notes, Set Reminders Share Link Direct Buyer Callback AI-based Smart Reply 120 IndiaMART InterMESH Ltd
Slide 122: Seller Journey
Seller Journey Online Store Management BuyLeads Lead Manager Pay With IndiaMART Seller can send payment Seller can check past and Buyers can pay through link to collect payments pending payments at one multiple payment options from buyers place 121 IndiaMART InterMESH Ltd
Slide 123: Shareholders and Team
Geo-Thermal Heater Shareholders and Team IndiaMART InterMESH Ltd
Slide 124: Shareholding Pattern
Shareholding Pattern Institutional investors holding greater than 1% of the total number of shares Total Equity Shares Outstanding as on Dec 31, 2022 – 30,614,574 • Arisaig Partners • UTI Asset Management Company 16% • Westbridge Capital 6% • First State Stewart Investors 49% • Artisan Partners • IC
Slide 125: Independent and Non-Executive Directors
Independent and Non-Executive Directors Rajesh Sawhney Vivek Narayan Gour Pallavi Dinodia Gupta Dhruv Prakash Independent Director Independent Director Independent Director Non-executive Director Education Education Education Education • Bachelor’s degree in • Bachelor’s degree from • Chartered Acco
Slide 126: Senior Management Team
Senior Management Team Name Qualification Previous Experience Dinesh Agarwal B.Tech(HBTI),Kanpur Founder(IndiaMART),HCL America, C-Dot,CMC CEO Brijesh Agarwal BMS Lucknow University, PGDBM NIILM, Delhi Co-Founder, IndiaMART, Miebach Logistics India Pvt .Ltd. Whole time Director Prateek Chandra CA, B
Slide 127: For any queries, please contact us
For any queries, please contact us at investors@indiamart.com To know more, visit us at https://www.indiamart.com/ https://investor.indiamart.com/
IndiaMART InterMESH — Q3 FY2023 Earnings Presentation on 6ix