Slide 1: Investor Presentation September 2018
Investor Presentation For personal use only September 2018 An update on key business metrics that drive our global growth and profitability. HISTORY SNAPSHOT KEY METRIC UPDATE FUTURE OPPORTUNITY
Slide 2: Xref History Snapshot
The traditional task of collecting reference checks For personal use only on new hires is broken. We re-invented it. Xref History Snapshot Private Company Publicly Listed (8th Feb 2016) FY13 FY14 FY15 FY16 FY17 FY18 Total Staff 1 2 4 25 53 65 Overseas Staff 0 0 0 6 10 13 Global Offices 0 1 1 3 3 4 D
Slide 3: Key Metrics Update
Key Metrics Update Measuring 379 our success is For personal use only 224 Acquired $17.9K simple. Now 32% and into the Acquired Acquired Existing FY17 New 121 58% $9.5K 42 Acquired Acquired Acquired FY16 future. 89% Acquired FY14 FY15 FY16 FY17 FY18 FY15 Acquired FY17 Acquired FY15 Client Acquired i
Slide 4: Can revenues continue to grow without increasing costs?
For personal use only Q: Can revenues continue to grow without increasing costs? Yes. Costs Flattening Growing Sales Revenue 4
Slide 5: Focused on opportunities that will accelerate profitability
For personal use only We are focused on opportunities that will accelerate profitability. 5
Slide 6: Global means bigger clients in bigger markets
Xref heat map - 2018 2015 Global means bigger clients For personal use only NORTH AMERICA EUROPE Staff 5 Staff 8 Offices 2 - London & Oslo in bigger Offices 1 - Toronto Addressable Market 180m Workers Addressable Market 120m Workers Annual Revenue Growth 237% Annual Revenue Growth 187% FY17 Revenue
Slide 7: Innovative new services increasing ARPA and margins
For personal use only Innovative new services increasing ARPA and margins People Search Channel Growth Additional Checks Xref People Search is a standalone analytics One of Xref's key growth strategies is to enter Xref's platform offers additional checking platform that will help users search and fi
Slide 8: We land and expand
We land and expand. 78% of our clients were For personal use only Increase in ARPA acquired in the last 2 years. Increase in The majority of our clients have joined us within the last 2 overall client adoption years and present one of our largest opportunities for growth. Our ability to scale provid
Slide 9: Sales cycle progress: lead to paid
For personal use only Today we acquire new clients in an average of 42 days - from lead to paid. Q: In 2019 can we do it in 1 day? Sales Cycle Progress FY19 1 SALES CYCLE DAY FY17 FY18 Q4 FY18 Lead Generated 97 SALES CYCLE DAYS 65 SALES CYCLE DAYS 42 SALES CYCLE DAYS Lead Converted Account Provision
Slide 10: With Xref, clients make smarter hiring decisions
For personal use only With Xref, clients make smarter, more confident hiring decisions. xref.com Investor and media enquiries: Ashley Rambukwella, FCR Tel: +61 (0)2 8264 1004 / +61 (0)407 231 282 a.rambukwella@fcr.com.au 10
Slide 11: The Xref story
The Xref story 780+ Direct For personal use only Xref brings ease, security and value to the candidate reference checking process. Via Clients an online, automated platform, it delivers the data-driven candidate insights organisations need to make smart, fast and confident hiring decisions. The cust
Slide 12: The solution
The solution Watch the Xref video For personal use only Xref puts candidates in the driving seat, offering them transparency and the opportunity to manage the progress of their references. This candidate-driven approach, coupled with the online nature of the solution, delivers improved efficiency, w
Slide 13: Our business model
Our business model For personal use only 1. When Xref’s clients purchase credits (Credit Sales) to use the Xref platform, the value of their purchases is recognised as unearned income (Unearned Income). 2. When they pay for the credits, the cash is recognised as cash receipts (Cash Receipts). 3. Onc
Slide 14: Capital structure (at 31st August 2018)
Capital structure (at 31st August 2018) For personal use only 148m Quoted Shares $73m Market Capitalisation at 49c TOP 5 SHAREHOLDERS 30.9m 30.9m SQUIRREL HOLDINGS WEST RIDING INVESTMENTS AUSTRALIA PTY LTD PTY LTD Timothy Griffiths Lee-Martin Seymour 26.3m HSBC CUSTODY 5.6m 4.4m CS THIRD CitiCorp NO
Slide 15: Credit sales & usage history
Credit sales & usage history Consecutive sales and usage For personal use only Credit Sold (cash receipts) Credit Used (recognised revenue) records for three 3 years 2.5 FY18 Sales of Xref credits increased more than 70% year-on-year to a record $7.1 million in FY18, up 2 FY17 from $4.1 million in F
Slide 16: Disclaimer
Disclaimer For personal use only This presentation has been prepared by Xref Pty Ltd (Xref). The information contained in this presentation is for information purposes only and has been prepared for use in conjunction with a verbal presentation and should be read in that context. The information con