Tangoe Investor Overview. September 2012

Transcription

1 Tangoe Investor Overview September 2012

2 Notice to Investors This presentation contains forward-looking statements within the meaning of the U.S. federal securities laws, including, without limitation, statements regarding: the future size of the communication lifecycle management market; our long term model, including growth in billings, revenue, cashflowandprofitability, typeof revenue as apercentageof total revenue, operating expenses, operatingexpensesasapercentage of revenue, non-gaapgrossprofitmargins, nonadjusted EBITDA as a percentage of revenue; our GAAP adjusted EBITDA and non-gaap competitive advantages; expansion of our market share; prospects; plans and objectives of management; planstodevelop, improveand market our products andservices; theadvantages of our products and services as compared to those of others; our ability to attract and retain customers; our ability to establish and maintain intellectual propertyrights; ourabilityto retainand hire necessary employees and appropriately staff our operations; and our estimates regarding capital requirements and needs for additional financing. Thesestatementsaresubjectto risksand uncertainties thatcouldcauseactualresultsandevents todiffermaterially.historicalresultsandgrowth rates arenotnecessarilyindicativeoffuture results or growth rates. Adetailed discussion of these and other risks anduncertainties that couldcause actual results and events to differ materially from such forward-looking statements is included in Tangoe s public filings. You may get these public filings forfreebyvisitingedgaronthesecweb siteat forward-looking statements made in this presentation reflect theviews of Tangoe only as of the date of this presentation and Tangoe undertakes no obligation to update forward-looking statements to reflect events or circumstances occurring after the date of this presentation. 2

3 Albert Subbloie President & CEO, Founder 3

4 Tangoe Communications Lifecycle Management Technology-enabled enabled solutions that empower global enterprises to better manage their fixed & mobile communication assets & expenses Founded in 2000 Headquarters in Orange, CT 15 offices, 1,100+ employees Manage $18.6B in annual communications spend Strong history of revenue growth CLM = Telecom Expense Mgmt (TEM) + Mobile Device Mgmt (MDM) 4

5 Key Investment Highlights Large & rapidly growing market Leading global CLM provider Comprehensive ROI-driven solution Patented, on-demand technology Loyal blue chip enterprise customer base Highly visible recurring financial model 5

6 Complex Communications Environment Today s Communications Environment Growing More Complex Thousands of invoice formats, plans, & rates Smart device & tablet demand accelerating Tablets (ipad, Galaxy, ) VoIP Video Increasing demand for global management Increased security to mitigate corporate risk Smartphones (iphone, Android, Blackberry, ) Data Networks Impact of Mismanaged Communications Enterprise IT Overpayments, increased cost & bill shock Mobility Voice Data loss & brand risk Service interruption & termination Data/Text Security Inaccurate financial reporting Social Networks Wireless Lost productivity 6

7 Significant Market Opportunity Global Enterprise Telecom Spend Global Telecom Expense Mgmt (TEM) Revenue ($ in millions) $425B Global Spend $2,500 $2,000 $1,951 $1,500 $1,000 $894 $18.6B Managed by Tangoe Annual Enterprise Fixed + Mobile Telecom Spend $500 $ Source: Tangoe estimate (2011) Source: Gartner, December

8 Leading Global CLM Provider Comprehensive Integrated Global Patented, on-demand technology Fixed / Mobile Support Services TEM / MDM / rtem Technology 8

9 Tangoe Technology-Enabled Business Components Analyze Support Catalog Monitor Order Applications Provision Control Inventory Secure Dispose Optimize Contracts Pay Billing Allocate Dispute Audit 9

10 Diversified Customer Base Banking & Financial Systems Integrators & Prof. Services Healthcare Consumer & Transportation Technology Other Business Services 10

11 Case Study: Global High Tech Instrument Company Tangoe CLM Solutions Delivered Impressive First Year ROI Challenge Number of languages used in invoices Countries with operations Carrier relationships Monthly invoices received ,400+ No centralization of data Inconsistent policies & enforcement Payment processing challenges Lack of expense visibility & control Solution Result Consolidated worldwide processing to centralized location Customer Increased visibility & control of policies & expenses Reduced communications expense Direct pay function reduced late fees 11

12 Go to Market Model Direct Sales & Account Management SI / Outsourcer Alliances Global Carrier Alliances Canada Panama Channel Partners (20+) Reseller / OEM 12

13 Competitive Landscape Internally developed solutions Independent technology providers Large systems integrators Scalability Comprehensive Solution Domain Focus Technology Global Alliances Financial Strength 13

14 Growth Strategy Exploit the mobile device revolution Pursue strategic acquisitions Leverage strategic alliances Extend technology leadership Expand international presence Grow new & existing customers 14

15 Gary Martino Chief Financial Officer 15

16 Financial Highlights Strong revenue growth Recurring revenue model with high retention Adjusted EBITDA positive since 3Q 2008 Significant operating leverage Strong balance sheet 16

17 Financial Execution Since July 2011 IPO Actual performance vs. August 2011 guidance ($ in millions) Revenue Adjusted EBITDA ufcf $102.2 $104.9 (a) $12.2 $12.7 $9.7 $10.6 $68.5 $6.9 $ actual 2011: High end of initial management guidance range 2011 actual (b) (a) Includes $0.5 contribution from ProfitLine acquisition that was completed on December 19, 2011 and not included in guidance (b) Initial management guidance as of Q2 earnings announcement (August 23, 2011) 17

18 Strong Revenue Growth Annual Revenue Recurring Revenue (FYE December 31, $ in millions) (FYE December 31, $ in millions) $120 $100 $104.9 $100.0 $90.0 $80.0 $93.7 $80 $68.5 $70.0 $60.0 $57.7 $60 $55.9 $50.0 $46.0 $40 $20 $0 $37.5 $21.0 $ A 2007A 2008A 2009A 2010A 2011A $40.0 $30.0 $20.0 $10.0 $0.0 $27.8 $14.2 $

19 Strong EBITDA Growth & Operating Leverage Quarterly Adjusted EBITDA Cash Flow Generation & Conversion (a) ($ in thousands) 5,000 4,500 4,000 3,500 3,000 2,500 2,000 1,500 1, $1.4 1 $4.7 (FYE December 31, $ in thousands) 2009A 2010A 2011A Adj. EBITDA (a) $4,358 $6,868 $12,657 % growth 58% 84% % margin 8% 10% 12% Adj. Unlevered Free Cash Flow (b) $3,205 $5,409 $10,634 % growth 69% 97% % margin 6% 8% 10% (a) Adjusted EBITDA is defined as net income (loss) plus interest expense, income tax provision (benefit), depreciation and amortization, stock-based compensation expense, (increase) decrease in fair value of warrants for redeemable convertible preferred stock and restructuring charge less interest income and other income (b) Adjusted unlevered free cash flow is defined as net cash provided by operating activities plus net interest payments and IPO related expense payments less capital expenditures 19

20 Long Term Target Model 2008A 2009A 2010A 2011A (a) Target Model Revenue Recurring Technology & Svs 74.2% 82.3% 84.3% 89.3% 90% -92% Strategic Consulting & Other 25.8% 17.7% 15.7% 10.7% 8% -10% Gross Profit Margin (b) 52.8% 55.7% 56.3% 53.0% 61% -63% Operating Expenses (b)(c) Research & Development (b) 15.5% 14.3% 13.4% 11.1% 8% -10% Sales & Marketing (b) 20.5% 17.1% 17.3% 14.7% 17% -19% General & Administrative (b) 19.8% 16.5% 15.6% 15.1% 9% -11% Total Operating Expenses (b)(c) 55.8% 47.9% 46.3% 40.9% 34% -40% Adjusted EBITDA (b) (3.0%) 7.8% 10.0% 12.1% 24% -26% (a) Excludes restructuring charge of ~$1.5m, which consists of the fair value of the remaining rent payments for office space Tangoe ceased using, net of estimated sublease income, plus real estate commissions and office relocation costs (b) Adjusted to exclude stock based compensation charges (c) Depreciation & amortization, reflected as separate operating expense line item on income statement, excluded 20

21 Tangoe Investor Overview September 2012