Investor Presentation | June 2020 - Equisolve
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Investor Presentation | June 2020
Included herein are certain forward-looking statements. All statements, other than statements of
historical facts, included herein that address activities, events, or development that we expect or
anticipate will or may occur in the future are forward-looking statements. Forward-looking state-
ments involve assumptions and are subject to known and unknown risks and uncertainties that
could cause actual results or performance to differ materially from those expressed or implied by
such forward-looking statements. Although we believe that the assumptions reflected in
forward-looking statements are reasonable as of the date of this presentation, we can give no
assurance that such assumptions will prove to have been correct. You should also know that
forward-looking statements are not guaranties of future performance, and are subject to risks,
uncertainties, and assumptions. Should any of these risks or uncertainties materialize, or should
any of our assumptions prove incorrect, actual results may differ materially from those included
within our forward-looking statements. These and other risks and uncertainties associated with
Disclaimer
our business are described in our public reports including our Annual Report on Form 10-K for the
year ended December 31, 2019, filed with the Securities and Exchange Commission. We do not
assume an obligation to update these forward-looking statements.
This presentation also contains statistical data, estimates, and forecasts that are based on inde-
pendent industry, government and non-government organization publications or other publicly
available information. While we believe that this third-party data is reliable, we have not verified
any of the third-party data.
This presentation contains trademarks, trade names, and service marks of other companies. We
do not intend our use or display of other companies’ trademarks, trade names, or service marks to
imply a relationship with, or endorsement or sponsorship of us by, these other companies.
02
The NEW World Order
is Driving Radical, Rapid
Digital Transformation
Overnight digital COVID-19 Is A “Businesses that once “As COVID-19 impacts
transformation: Before-And-After mapped digital strategy every aspect of our
Welcome to the year Moment In The Digital in one- to three-year work and life, we have
2025, 60 months early Transformation phases must now scale seen two years' worth
The distributors are being disrupted, and the Read More their initiatives in a of digital transforma-
rush is on to digitally transform everything,
in two weeks' time. It's time for IT profes- matter of days or weeks.” tion in two months.”
sionals to step up, urge calm, and lead
organizations through turbulent times -- – Satya Nadella, CEO
once more. Read More
03
Mobivity Accelerates Digital
Transformation for Major Brands
88%
40,000 YoY Q1 Revenue
Locations in 6 Countries Growth
Leader in Mobile
Messaging Advertising
20 Million
Unique Consumers >98% Recurring SaaS
Revenues
1 Billion+
Consumer Engagements 65% Q1 2020
Gross Margins
04One Platform that Digitally
Enables All Consumer
Touchpoints
Digital Offer Mobile
Management Messaging
Personalized
Receipt
Offers
Scan to view your receipt
Analytics & ANY COOKIE
FOR 99¢
Personalization
Expires Soon: 3/28/2020
Valid at the Subway store of issue only. No cash value. Not for sale. One coupon per customer
per visit. Additional charge for Extras. May not be combined with coupon offers or discount cards. Plus
applicable tax. Coupon must be surrendered with purchase.
© 2020 Subway. All rights reserved.
MEDIA
Helping brands maintain NED
OW
and grow market share
Scannable Offer
& Promo Codes Virtual
Wallets
PAID MEDI
L POS
TAI
A
RE
Leverages existing
A
investments and assets DI
EARNED ME
Data Capture
& Normalization
05Restaurant and Quick Service Industry Trends
ESTIMATED ANNUAL MARKETING SPEND ($B) TOTAL ANNUAL SYSTEM SALES IN 2019
$35
McDonald’s $ 35.8 B
$34.52
$30 Starbucks $ 13.3 B
Subway $ 11.58 B
$25 Burger King $ 9.5 B
$23.6 Taco Bell $ 8.8 B
$20 Wendy’s $ 8.5 B
Dunkin’ Donuts $ 7.6 B
$15.16
$15 Chick-fil-A $ 6.8 B
$9.56 Pizza Hut $ 5.7 B
$10 Panera Bread Mobivity’s $ 4.9 B
$4.8
$1.72
Domino’s Pizza top customers $ 4.8 B
$0 Chipotle combine for more $ 4.5 B
Sonic than $1.29B in $ 4.4 B
1970 1980 1990 2000 2016 2019 KFC estimated annual $ 4.3 B
RESTAURANT INDUSTRY INVESTS 4% - 5% OF TOTAL SALES IN MARKETING. Carl;s Jr. / Hardee’s marketing spend $ 3.7 B
Arby’s $ 3.5 B
Dairy Queen $ 3.5 B
Little Caesars $ 3.5 B
Jack in the Box $ 3.4 B
Popeye's $ 3.1 B
06Strong Initial Foothold
in Restaurant Vertical Gives
Pathway to Expansion Beyond
1 2
DEPLOYED LOCATIONS RESTAURANT AND NEW
IN THE RESTAURANT MARKET EXPANSION PLAN
VERTICAL
Growth via Direct Sales
40,000
Personal Care Sales Channels
30,000 INTERNATIONAL Hair, Fitness, Nails, Spa 8 Million US Direct Sales, Pepsi, Purina, Restaurant Link
Merchants
20,000 Retail Technology Partnerships
Sports, National Brands, Boutique, Amdocs / OpenMarket, Google
Grocery Samsung, Mavenir
10,000 1.3 Billion
Media Current Users Integrations
Streaming, Podcast, VOD, OTT TV
Adobe, POS platform, Salesforce
Oracle
$0.00
2016 2017 2018 2019
CUMULATIVE UNIT COUNTS
07Revenue Model
$
One Time
Recurring Multi-Year
Development and
Licensing Fees Contracts
Deployment Fees
08Customer Recurring
License Fees and Pricing
ANNUAL RECURRING INCREASING AARPL
LICENSE FEES AS WE GROW
$12M 8.6M 8.9M 11M $1,400 $1,200
$10M $1,200 $908
$8M $1,000 $646 $697 $949
$6M $800 $626
$4M $600 $458
$2M $400 $227 $257
$0M $200
2017 2018 2019 $0.00
2017 2018 2019
AARPL = AVERAGE ANNUAL REVENUE PER LOCATION.
AVERAGE NEW LOCATION AARPL
AARPL ( ALL CUSTOMERS EX. LARGEST )
AARPL ( ALL CUSTOMERS)
09Financial
QUARTERLY REVENUES AND GROSS MARGIN NET PROFIT/LOSS
$5M 70% $200K
$4.5M $400K
60%
$4M $600K
50%
$3.5M $800K
$3M 40% $1M
$2.5M 30% $1.2M
$2M $1.4M
20%
$1.5M $1.6M
10%
$1M $1.6M
500K 0% $1.8M
Q1 2019 Q1 2020 $2M
REVENUES Q1 2019 Q1 2020
GROSS MARGIN
10SaaS Operating Model
History and Plan
% OF REVENUE FY2018 FY2019 2020 Q1 TARGET MODEL
SaaS REVENUE 98% 99% 98% 95%
ONE TIME FEES 2% 1% 2% 5%
GROSS MARGIN 66% 43% 65% 70%
DEPARTMENT
GENERAL AND ADMINISTRATIVE 31% 35% 37%
SALES & MARKETING 30% 11% 26%
ENGINEERING, RESEARCH & DEVELOPMENT 18% 53% 32%
11Investment Highlights
DIGITAL IS THE FUTURE OF CUSTOMER RELATIONSHIPS�IN A LOW-CONTACT FUTURE
Market leading mobile Data & analytics platform Facilitate and track both Large Total Addressable Leading Enterprise Brands Levered to growth through
messaging SaaS Platform fueled by billions of online and in-store Market of 8M locations and expansion among current
reaching 20M unique transactions and consumer transactions 1.3B users customers and expansion
consumers engagements into other enterprise,
mid-size & SMB plus from
customer engagement to
order and billing
management
12Our Team
Dennis Becker Lynn Tiscareno Anthony Rossano
Chairman & Chief Executive Officer Chief Financial Officer Chief Technology Officer
With more than two decades of experience Ms. Tiscareno has served as our CFO since Anthony Rossano is a lifelong technology
building, financing, and acquiring August 2019. She previously served as our entrepreneur building businesses in Film &
enterprises redefining the way technology Controller and Vice President of Finance Animation, Computer Security, and Mobile
and business interact, Dennis Becker leads from 2015-2018. Ms. Tiscareno has served Technology. Anthony first served as Chief
Mobivity’s vision of bringing businesses as Controller for Park Place Communities, Operating Officer for Seattle security
more customers, more often through a national real estate firm based in Phoe- pioneer IOactive Corp, then as Chief
disruptive technologies. An inventor of nix, Arizona. Ms. Tiscareno served as Chief Technology Officer of mobile messaging
several patents, Becker’s background also Financial Officer of Spindle, Inc., a provider innovator Mogreet Inc from the funding
includes awards as founder of Frontieric of software-based commerce solutions for stage, through growth to a successful exit
Corporation and CEO of Bexel merchants of all sizes. Ms. Tiscareno has in 2015. Anthony then built a startup
Technologies. Prior to Mobivity, Dennis over 18 years of accounting experience, computer security consultancy named
studied Computer Science at the University including experience in public and Secure Senses Inc where he served as
of Oregon and served in the USAF. non-public companies and has functioned COO. Anthony joined Mobivity in 2017 as
in roles with take public and take private for Senior VP of Engineering, Research and
those companies, including Universal Development, and became Chief
Technical Institute, Rural Metro and Technology Officer of Mobivity in 2019.
Petsmart. She also spent two years with Anthony received an Undergraduate degree
the International accounting firm Pricewa- in Psychology from the University of
terhouseCoopers. Ms. Tiscareno received Washington and an MBA in 2015 from the
her undergraduate degree from the WP Albers School of Economics at Seattle
Carey School of Business at Arizona State University. Anthony is the author of several
University, where she graduated Magna books on 3D animation, has a few film
Cum Laude. Ms. Tiscareno also received an credits on IMDB, and was awarded two
MBA from the University of Phoenix. Ms. patents on MMS mobile messaging
Tiscareno is a licensed certified public technology.
accountant with the State of Arizona.
13Jeff Griffith Chuck Moxley Jeff Michaels
EVP Product Management and Engineering Senior Vice President, Marketing Vice President, Global Sales
Jeff Griffith leads all aspects of the Chuck Moxley is a marketing leader with With more than 17 years of sales leader-
company’s customer-focused platform 25+ years' experience serving numerous ship experience, Jeff Michaels has been
innovation. Jeff previously worked for B2B/SaaS companies and consumer building and leading both, inside and
Alcatel-Lucent where he led the Wireless brands, including Lee Jeans, Sears, Sprint, enterprise sales organizations, from
Professional Services division, in addition CITGO, Chick-fil-A, Whitehall Jewelers, start-ups to multi-national, multi-billion
to other senior product and engineering Cellular One Royal Oak Charcoal and dollar companies. His experience includes
roles during his tenure. Over his more than Michigan Bulb. Most recently, he was Chief working across a variety of industries, 9
25 years in the industry, Jeff has held Marketing Officer for 4INFO, a leader in years of which were spent growing retail-
product and engineering leadership roles in digital identity and mobile engagement. er's and brand's in-store and online sales
several global companies including: AG Chuck has co-founded five technology through predictive data, analytics, and
Communication Systems; and Honeywell companies during the course of his career, personalization software.
Aerospace. Jeff also served as a professor including SaaS solutions for athletics and
at Grand Canyon University College of school fundraising and for human
Science and Technology. resources and benefits. At Mobivity, he
leads marketing strategy, demand
generation, product marketing and
corporate communications.
14Brands struggle to manage customer connections in a digital world. Mobivity provides a platform to connect national restaurants, retailers, personal care brands, and their partners with customers to increase retention, visits, and spend. Mobivity’s Recurrency suite of prod- ucts increases customer engagement and frequency by capturing details POS transaction records, analyzing customer habits, and motivating customers and employees through data-driven messaging applications and rewards. Chandler Arizona • Halifax, Nova Scotia (877) 282-7660 mobivity.com Mobivity © 2011 - 2020
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