Slide 1: Investor Presentation
Investor Presentation November 2021 Collaborate with Confidence Accessible content is available upon request.
Slide 2: Disclaimer
DISCLAIMER This presentation (“Presentation”) is for informational purposes only and shall not be reproduced or distributed in whole or in part without the express written consent of AvePoint, Inc. No Reliance No representations or warranties, express or implied, are given in, or in respect of, this
Slide 3: Agenda
We are AvePoint AGENDA Today’s Challenges How We Help Market Potential How We’ll Grow The Future Financials 3 ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 4: Our Mission
OUR MISSION To enable organizations to collaborate with confidence 4 We Are AvePoint
Slide 5: Most advanced platform for SaaS and data management
AvePoint provides the most advanced platform for SaaS and data management to optimize SaaS operations and secure collaboration 5 We Are AvePoint ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 6: AvePoint (AVPT) is Firing on All Cylinders
AvePoint (AVPT) is Firing on All Cylinders TTM Q3 2021 Financial Performance Strong ARR growth driven by differentiated offering • The most advanced platform for SaaS and data management $184M • Complete SaaS solutions for transformation, governance, and compliance Revenue • Proven track record of t
Slide 7: Key Customers We Serve
Key Customers We Serve Communications Retail/Consumer Pharma & Health Financial Services Gov & Education High Technology US TREASURY DEPT US DEPT OF STATE 7 We Are AvePoint ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 8: Digital Transformation Momentum Continues
Digital Transformation Momentum Continues Of enterprises have a multi-cloud strategy, and 82% Over a year into 92% are hybrid 1 the pandemic, digital adoption curves aren’t slowing down. They’re accelerating, and it’s just the 63% Prefer hybrid or fully-remote work2 beginning. Satya Nadella (04/27/2
Slide 9: AvePoint Confidence Platform
AvePoint Confidence Platform Powered by AvePoint Online Services (AOS) Secure, Scalable Architecture Intelligence 14 deployments across global data centers Robotic Process 100+ PBs of data under management Automation 8m+ cloud users Data, user & business 99.9% availability insights FedRAMP authorize
Slide 10: Confidence Platform Industry & Role-Based Apps
BACK OFFICE Control Suite Fidelity Suite Resilience Suite for governance for transformation for data protection & compliance Confidence Platform Microsoft 365 Box Google Multi-Cloud Automation Dropbox Salesforce Slack Robotic Process Machine Automation Learning Data Orchestration Engine Insights Sel
Slide 11: Confidence Platform
Cloud Governance Migrators Cloud Backup Automate manual and repetitive operational Transform legacy content into modern Protection against ransomware, requests. Central insight over workspaces cloud SaaS platforms accidental deletions, user error, disaster • Legacy ECM Cloud Management Cloud Archiv
Slide 12: Industry & Role-Based Apps
Data Multi-Cloud Orchestration Automation Engine Insights Self Service Industry & Role-Based Apps People Process Productivity Education Case Management Optimization Learning Workflow Process ‘Self Service’ Training Examena Curricula Citizen Services Records MyHub Confide Collaborate with Confidence
Slide 13: Why We Win: Depth and Breadth of Platform
Why We Win: Depth and Breadth of Platform Platform approach benefits: Decrease customer & partner time to value of their Digital Migration & Workspace transformation #1 Transformation Enterprise scalability to support 100 or 100,000 customers Comprehensive #2 SaaS Management1 Enhances collaboration
Slide 14: Large and Growing Addressable Market
Large and Growing Addressable Market AvePoint Growth Outlook 2020 Future Microsoft 365 Users 280mm4 500mm AvePoint Share of total < 3% 10% AvePoint Users 7mm 50mm (Achievable at ~11% share of YE2020 MSFT 365 users1) $152mm ~$1bn ~$6.5bn2 ~+20% ~$33bn 2020 Revenue Revenue Target YoY by 20223 1) Based
Slide 15: Effective Global Go-to-Market
Effective Global Go-to-Market AVPT REVENUE POTENTIAL Awareness Demand Generation Channel Investment Force Multiplier Pipeline Creation Wins (Close) Customer GTM Model Success Welcome & Onboarding Direct Sales Customer/Partner Success & Expansion Force Customer/Partner Loyalty ENTERPRISE MM SMB & Adv
Slide 16: Multiple Avenues for Growth
Multiple Avenues for Growth Further Key Industry International Expand Cloud Focus Expansion Footprint AvePoint positioned to Increase SMB Purpose-built execute on all key solutions Sell More to Footprint Microsoft, Google, growth areas globally Salesforce clouds are Existing Capture SMB expanding ra
Slide 17: Experienced and Proven Leadership Team
Experienced and Proven Leadership Team Dr. Tianyi (“TJ”) Jiang Xunkai (“Kai”) Gong Brian Brown Jim Caci Chief Executive Officer Executive Chairman Chief Legal and Compliance Chief Financial Officer Officer 20+ Years Industry Exp. 35+ Years Industry Exp. 20+ Years Industry Exp. 25+ Years Industry Exp
Slide 18: Overview Q3 FY21 | Business Highlights
Overview Q3 FY21 | Business Highlights AvePoint launched its first global partner program, designed to support the unique needs of different types of channel partners as they build services around digital collaboration. AvePoint was awarded a $37 million SGD ($27.5 million USD) contract from lead ag
Slide 19: Overview Q3 FY21
Overview Q3 FY21 Revenue Non-GAAP Gross Margin $60 M $53.9M $39.9M $60 M $41.2M $29.8M $0.6M Revenue $53.9M $50 M $5.3M $50 M Total ARR $147.5M $8.1M $0.5M $0.6M $40 M $40 M $5.0M TTM Net Retention $6.1M $0.9M 110% $17.5M $17.3M $0.6M $30 M $30 M $10.9M $5.8M GAAP Operating Loss $28.7M $4.4M (53.2)%
Slide 20: TTM Revenue & Recurring Business
TTM Revenue & Recurring Business SaaS Revenue as % of Total Revenue 15% 24% 34% 42% Recurring Revenue as a percentage of overall Revenue revenue continues to $200 M increase ahead of initial projections. $180 M $184.2M $160 M Initial Recurring Revenue Mix Projection for 2021E $140 M $151.5M 81% $120
Slide 21: Non-GAAP Operational Expenses
Non-GAAP Operational Expenses OPEX - Breakout OPEX – As % of Revenue $25 M 80% $23.0M 70% $20 M 8.5% 60% 17.1% 7.4% 50% $15 M $13.9M 13.2% 40% 42.7% $10 M $9.2M 35.0% 30% Successfully investing in talent $5.3M 20% to take advantage $5 M $4.6M of market $3.0M 10% opportunities and invest to support $
Slide 22: Other Highlights
Other Highlights FY2021 YEAR END Q3 FY21 Q3 FY20 2020 2019 2018 Company Metrics Total ARR ($ in mil) $ 148 $ 112 $ 119 $ 92 $ 73 YoY% 32% 29% 26% Accounts above $100,000 in ARR 316 231 247 184 136 YoY% 37% 34% 35% Average Core ARR per account ($ actual) $36,464 $ 28,781 $32,872 $25,669 $20,410 YoY%
Slide 23: Quarterly Total ARR
Quarterly Total ARR $148M $139M $129M $119M $112M $104M $97M $92M $86M $79M $75M Q1 FY19 Q2 FY19 Q3 FY19 Q4 FY19 Q1 FY20 Q2 FY20 Q3 FY20 Q4 FY20 Q1 FY21 Q2 FY21 Q3 FY21 18% 20% 27% 29% 27% 32% 30% 29% 33% 33% 32% % YoY ARR Growth 23 Financials ©AvePoint, Inc. All rights reserved. Confidential and pr
Slide 24: TTM Net Retention Rate
TTM Net Retention Rate +18pp Constantly innovating and 111% expanding end-to-end data 110% 110% management software suite driving customer loyalty and 107% stickiness 104% 103% Increasing focus on customer 92% success resulting in a reduction of down-sell and increase in up-sell / cross-sell booking
Slide 25: GAAP to Non-GAAP Reconciliation
GAAP to Non-GAAP Reconciliation For the Three Months Ended Sep 30, For the Nine Months Ended Sep 30, 2021 2020 2021 2020 ($ in millions) GAAP gross profit $ 38,705 $ 29,538 $ 100,351 $ 75,715 Stock-based compensation expense 2,428 214 2,790 316 Non-GAAP gross profit $ 41,133 $ 29,752 $ 103,141 $ 76,
Slide 26: Select Definitions
Select Definitions Total ARR AvePoint calculates annual recurring revenue (“ARR”) at the end of a particular period as the annualized sum of contractually obligated Annual Contract Value (“ACV”) from SaaS, term license and support and maintenance revenue sources, with the exception of migration prod
Slide 27: Q4 FY21 & FY21 Non-GAAP Guidance
Q4 FY21 & FY21 Non-GAAP Guidance Q4 FY21 FY 2021 Low High Low High Revenue $ 56.4 $ 58.4 $ 194.4 $ 196.4 Non-GAAP Operating Income $ 0.0 $ 1.5 $ 4.7 $ 6.2 27 Financials ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 28: Long-Term Targets
Long-Term Targets 2019 2020 TTM Q3 FY21 Long-Term Target Gross Margin 69% 73% 75% 75%+ S&M as % of Revenue 46% 37% 41% 30%+ R&D as % of Revenue 9% 8% 9% ~10% G&A as % of Revenue 17% 16% 19% ~10% EBIT Margin (Non-GAAP)1 (4%) 12% 6% 25%+ Source: AvePoint Management. 1) See "GAAP to Non-GAAP Reconcilia
Slide 29: Appendix
AVEPOINT INVESTOR BRIEFING Appendix
Slide 30: Our History of Product Innovation
Our History of Product Innovation RiskIntel - Compliance AvePoint Migration Records v1 Guardian v4 Platform supports DocAve Online (GRC) MSFT (BPOS-D - Cloud Records SharePoint) Meetings - AvePoint - - Partner Portal Founded Perimeter Content Shield (AOS for Partners) - Total Revenue ($ in mm) (Firs
Slide 31: Thank you
AvePoint Gracias Hvala Ahsante Cam on Hear) ait nmin EVXAPLOTW Obrigado Tesekkiirler mei K6sz6ném Tack ec l Danke Kiitos a S few Terima Kasih HVBED CRWET Multumesc AAKytO Salamat Po Dank u Wel JALIATUATL cnacu60 Dakujem 6narogapa Tak aa Dékuji Dziekuje Merci Yada