FY15 RESULTS JOHN CROLL CHIEF EXECUTIVE OFFICER NIMESH SHAH CHIEF FINANCIAL OFFICER 21 AUGUST 2015

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1 FY15 RESULTS JOHN CROLL CHIEF EXECUTIVE OFFICER NIMESH SHAH CHIEF FINANCIAL OFFICER 21 AUGUST 2015

2 AGENDA OVERVIEW OF FY15 RESULT FY15 FINANCIAL PERFORMANCE GROWTH STRATEGY AND ACQUISITION OF KING CONTENT FY16 OUTLOOK Q&A APPENDIX - KING CONTENT SUPPLEMENTARY INFORMATION JOHN CROLL NIMESH SHAH JOHN CROLL JOHN CROLL JOHN CROLL AND NIMESH SHAH FY15 RESULTS PRESENTATION 21 AUGUST 2015

3 FY15 RESULTS OVERVIEW FY15 RESULTS PRESENTATION 21 AUGUST 2015

4 ISENTIA EXCEEDS FY15 PROSPECTUS FORECAST 15% REVENUE GROWTH 38% EBITDA GROWTH 44% NPATA GROWTH Revenue of $127.3m, 2% ahead of prospectus and growth of 15% YoY. Organic growth of 11% ANZ ARPC of $31.4k, growth of 14% YoY Strong growth in penetration of ANZ value added services EBITDA of $42.5m, 3% ahead of prospectus and growth of 38% YoY EBITDA margin expands to 33% from 28% Operating cash flow conversion of 93% Underlying NPATA of $27.4m, 1% ahead of prospectus and pro forma growth of 44% YoY Reported NPATA of $26.5m, pro forma growth of 39% YoY -- Media database to 17.3% -- Social to 13.2% -- Insights to 8.0% Asian revenue growth of 19% YoY ISENTIA DECLARES FINAL DIVIDEND OF 3.8C PER SHARE FY15 RESULTS PRESENTATION 21 AUGUST

5 FY15 RESULT VS PROSPECTUS AND VS PRIOR YEAR $ MILLION FY15 ACTUAL FY15 PROSPECTUS PROSPECTUS VARIANCE $M PROSPECTUS VARIANCE % FY14 PRO FORMA ACTUAL FY15 VS FY14 VARIANCE % Revenue % % SaaS % % VAS (0.3) (1%) % ANZ % % Asia % % Expenses (84.8) (83.1) (1.7) (2%) (79.7) (6%) EBITDA % % EBITDA margin 33% 33% 28% Underlying NPATA* % % *Underlying NPATA excludes the impact of non-recurring items of ($0.9)m FY15 RESULTS PRESENTATION 21 AUGUST

6 FY15 FINANCIAL PERFORMANCE FY15 RESULTS PRESENTATION 21 AUGUST 2015

7 STRONG FY15 REVENUE % GROWTH REVENUE BY GEOGRAPHY $M 14% 60.0 Asia ANZ % FY14 FY % 60.0 Asia ANZ FY14 FY15 KEY POINTS > > 15% group revenue growth > > 14% growth in ANZ revenue driven by: SaaS and content services growth of 12% Continued take-up of additional value-added services products by existing customer base delivering VAS growth of 31% > > 19% Asian revenue growth REVENUE BY PRODUCT/SERVICE LINE $M % % VAS SaaS % FY14 FY15 12% VAS SaaS FY14 FY15 FY15 RESULTS PRESENTATION 21 AUGUST

8 AUSTRALIA / NEW ZEALAND RESULTS EVENUE MIX (% OF TOTAL) ANZ FINANCIALS $M FY14 FY15 FY15 VARIANCE % Revenue SaaS % VAS % Total Revenue % EBITDA % EBITDA margin 41% 45% ISENTIA GROUP ANZ REVENUE MIX % OF TOTAL 11% 15% 17% 6% 20% 31% 11% 12% 14% 6% 22% 35% Copyright (pass through to publishers) Volume based mainstream media - broadcast Volume based mainstream media press Volume based online news and internet monitoring VAS Subscription (fixed fee) KEY POINTS > > EBITDA growth of 27% reflects margin increase from 41% in FY14 to 45% in FY15 due to upsell of higher margin VAS products to existing customer base and scalable platforms > > Continued transition to SaaS subscription from volume-based mainstream media. Fixed fee share of revenue to 35% in FY15 from 31% in FY14 > > SaaS revenue growth reflects investment in Mediaportal and depth of coverage. High client retention provides strong opportunity to upsell to value added services > > Value added services growth of 31% was underpinned by on-going product development and excellent client service, reflected by +27 NPS score for FY15 FY14 FY15 FY15 RESULTS PRESENTATION 21 AUGUST

9 KEY REVENUE DRIVERS - ANZ ANNUALISED ANZ MONTHLY AVERAGE REVENUE PER CLIENT (ARPC) 32,000 31,000 29,094 30,000 32,000 29,000 31,000 27,482 29,094 30,000 28,000 29,000 27,482 27,000 28,000 25,231 26,000 25,000 27,000 23,942 24,186 25,231 26,000 24,000 25,000 23,942 24,186 23,000 24,000 FY13 H1 FY13 H2 FY14 H1 FY14 H2 FY15 H1 FY15 H2 ARPC ($) ARPC ($) 23,000 FY13 H1 FY13 H2 FY14 H1 FY14 H2 FY15 H1 FY15 H2 31,395 31,395 KEY POINTS > > ARPC for FY15 was $31.4K which is an 8% increase from FY15 H1 driven by increased take-up of VAS products > > Social media and analysis penetration increased to 13.2% in FY15 H2 from 7.0% in FY14 H2, demonstrating the continued focus on delivering quality social products and services to the client base > > Insights penetration increased to 8.0% from 4.9% in FY14 H2, reflecting future recurring revenue > > Media database penetration increased to 17.3% from 14.4% in FY 14 H2 VAS PENETRATION OF ANZ UNIQUE CUSTOMERS 20% 17.3% Penetration of ANZ unique customers Penetration of ANZ unique customers 20% 15% 15% 10% 10% 5% 5% 0% 0% 16.7% 14.9% 14.4% 17.3% 11.7% 16.7% 10.3% 14.9% 14.4% 10.0% 13.2% 11.7% 10.3% 7.0% 10.0% 5.5% 4.7% 13.2% 3.9% 7.0% 7.1% 8.0% 5.5% 4.7% 3.9% 2.9% 3.9% 4.2% 4.9% 7.1% 8.0% FY13 H12.9% FY13 3.9% H2 FY14 4.2% H1 FY14 4.9% H2 FY15 H1 FY15 H2 FY13 H1 FY13 H2 FY14 H1 FY14 H2 FY15 H1 FY15 H2 Media Database Media Database Social Monitoring + Analysis Social Monitoring + Analysis Insights reports Insights reports FY15 RESULTS PRESENTATION 21 AUGUST

10 KEY REVENUE DRIVERS - ASIA 400 ASIA FINANCIALS $M FY14 FY15 FY15 VARIANCE % Revenue SaaS % 100 VAS % Asian VAS customers Total 0Revenue % EBITDA FY13 H1 FY13 H24.0 FY14 H1 5.7 FY14 H2 FY15 H1 43% FY15 H2 EBITDA margin 20% 23% ANNUALISED ASIA MONTHLY AVERAGE REVENUE PER CLIENT (ARPC) 15,000 14,157 14,000 KEY POINTS > > 19% growth in Asia revenue was driven by: Increase in ARPC to $14.1k in FY15, 23% YoY growth VAS growth of 22% driven by 22% social revenue growth > > Asia VAS customers increased by 28% YoY which was 12% below prospectus target. However, in Q4 customers acquired were of higher contract value, particularly Greater China based multi-regional clients > > Mediaportal rollout will provide ongoing revenue growth into FY16 > > 43% growth in EBITDA represents continued margin expansion to 23% > > Hong Kong acquisition is performing ahead of expectations, with more than 95% of net customers retained, which equates to more than 96% of revenue > > Strengthened Asian management team to improve execution and deliver growth 13,000 ASIA VAS - UNIQUE CUSTOMERS ARPC ($) 12,000 11,000 10,000 9,000 9,649 FY13 11,553 FY14 FY15 Asian VAS customers FY13 H1 FY13 H2 FY14 H1 FY14 H2 FY15 H1 FY15 H2 FY15 RESULTS PRESENTATION 21 AUGUST

11 KEY OPERATING EXPENSES DRIVERS $M PROFORMA VARIANCE FY14 FY15 $M VARIANCE % Cost of sales (including copyright) % Employee expenses % Other operating expenses (0.4) (5%) Total operating expenses % Operating expenses excluding copyright % KEY POINTS > > Operating expenses of $84.8m, an increase of 6%, driven by cost of sales growth mainly due to copyright (5% increase in operating expenses excluding copyright) and data acquisition costs > > Increased copyright expense in FY15 reflects the full year impact of prior year acquisition and SaaS and content revenue growth > > Operating expenses growth of 6% compares to 15% revenue growth, resulting in the increase in EBITDA margin to 33% in FY15 from 28% in FY14 FY15 RESULTS PRESENTATION 21 AUGUST

12 FY15 RESULTS OVERVIEW $M FY15 ACTUAL FY14 PRO FORMA VARIANCE $M VARIANCE % Revenue % SaaS % VAS % ANZ % Asia % Expenses (84.8) (79.7) (5.1) (6%) Cost of sales (including copyright fees) (23.9) (20.6) (3.3) (16%) Employee costs (52.5) (50.4) (2.1) (4%) Other operating expenses (8.4) (8.8) 0.4 5% EBITDA % EBITDA margin 33% 28% - - Depreciation and amortisation (4.3) (3.8) (0.5) (12%) EBITA % Amortisation of acquired intangibles (9.4) (8.6) (0.8) (9%) EBIT % Net finance costs/fx (2.4) (3.3) % Profit/(loss) before tax % Tax (expense)/benefit (6.0) (2.5) (3.5) (140%) Non-recurring items (0.9) 0.0 (0.9) - NPAT % Amortisation of acquired intangibles (after tax) % NPATA % Underlying NPATA* % Earnings per share (cents)** % Dividend per share (cents) NM *Non-recurring items relate to acquisition costs and IPO-related tax adjustments **EPS is based on underlying NPATA of $27.4m FY15 RESULTS PRESENTATION 21 AUGUST

13 OPERATING CASH FLOW OPERATING CASH FLOW $M KEY POINTS Operating Cash Flow FY12 FY13 FY14 FY15 > > FY15 net working capital movement impacted by growth in the business > > Operating cash flow conversion of 93% in FY15 > > A final dividend is declared of 3.8 cents per share (unfranked) for a full year dividend of 6.9 cents per share, a 50% payout of FY15 underlying NPATA > > FY15 capital expenditure in line with prospectus guidance of 5% of revenue $M FY12 FY13 FY14 FY15 EBITDA Net working capital (1.2) (2.9) Operating cash flow Conversion (%) 104% 103% 96% 93% FY15 RESULTS PRESENTATION 21 AUGUST

14 CAPITAL STRUCTURE AT JUNE 30, 2015 $M FACILITY COMMITMENT DRAWDOWN Facility A Facility B Total debt Cash and cash equivalents and prepayments 31.7 Net Debt 23.3 Leverage ratio 0.55x KEY POINTS > > Total facility of $65 million $55 million three year revolving cash advance facility (Facility A), with $55 million drawn down at Completion $10 million three year revolving multi-option facility (Facility B) > > $31.7 million cash and equivalents > > Loan covenant 3.25x providing leverage headroom of 86% > > Post acquisition of King Content net debt of $49.3m and leverage ratio less than 1x POST ACQUISITION OF KING CONTENT $M DRAWDOWN Total debt 55.0 Cash and cash equivalents and prepayments 5.7 Net Debt 49.3 Initial payment for King Content acquisition to be funded from cash and cash equivalents and prepayments FY15 RESULTS PRESENTATION 21 AUGUST

15 GROWTH STRATEGY & OVERVIEW OF KING CONTENT FY15 RESULTS PRESENTATION 21 AUGUST 2015

16 DELIVERING ON OUR GROWTH STRATEGIES VALUE ADDED SALES TO ANZ CLIENTS ASIAN MEDIA INTELLIGENCE EXPANSION PRODUCT DEVELOPMENT AND INNOVATION STRATEGIC ACQUISITIONS 31% YoY revenue growth in value added services: --Daily Reports to high value existing clients. --Insights and Analysis dashboards and Industry Benchmarking driving higher revenue per customer. --Social Media products being extended from listening through to engagement and marketing offering being developed. Opportunities to enhance the 3,500 ANZ client relationships with marketing strategies and digital content from the King Content acquisition. 22% revenue growth in value added services in Asia with social media insights to global brands in China driving revenue. Mediaportal delivered in the Asian market with the majority of clients transferred onto the platform. Enhancements to Media Alerts and the Connect Media Database on Mediaportal will increase revenue per customer and new clients across the region. Asian Management team strengthened with strong marketing and agency experience to align with our clients needs. Mediaportal: Available across Australia, NZ, Singapore, Hong Kong, Malaysia, Thailand, Indonesia, Philippines & Vietnam. Introducing Mediaportal Connect, the first regional Media Directory and media release service, will accelerate client up-sell and attract new clients. Social Marketing Suite: Targeting a new digital/social marketing audience, Social Channels for Facebook launched. Supports social channels, advocacy, engagement and customer care and analytics. China Social Insights: A User Centred Design study completed in Beijing and Shanghai showed strong market interest in existing Isentia product lines; development to adapt Mediaportal is expected in early Horizon Scanner: Isentia s social media signal detection research and development project is complete. Strong interest from large government and corporate clients. The technology can filter into Isentia s broader product portfolio (eg. Mediaportal) in future. King Content acquisition provides the opportunity to leverage the Isentia client base, access additional marketing budgets within our client portfolio and be a market leader in the rapidly growing content marketing segment. Acquisitions in high growth markets continue to be explored. Successful completion of Hong Kong media intelligence acquisition. FY15 RESULTS PRESENTATION 21 AUGUST

17 KING CONTENT BUSINESS OVERVIEW *PQ Media Global Content Marketing forecast KEY POINTS > > Australian content marketing industry size currently $645 million and expected to grow at a CAGR of 21% to calendar 2019.* > > Specialist content marketing companies in Australia such as King Content represent 15% of the total market - $95 million. > > King Content is the largest specialist agency with 15% market share, double its market share a year ago. > > King Content is a global, digital content marketing agency with over 40 active clients and servicing brands in over 30 countries. > > Headquartered in Sydney, it was established in 2010 with offices in Melbourne, New York, London, Singapore and Hong Kong and over 60 fulltime employees. > > King Content develops and delivers comprehensive content marketing strategies and creates and distributes engaging, relevant and informative digital content that enables brands to communicate with their target audience. > > King Content has developed a proprietary SaaS platform, Communiqué, that delivers a strategic, scalable and measurable approach to content marketing. The platform allows King Content and its clients to centralise and streamline the processes around content production, distribution and measurement. > > King Content has strategic relationships with LinkedIn, Outbrain and Getty Images. > > King Content has been shortlisted in the Content Marketing Institute s global 2015 Content Marketing Awards for Project of the Year and Agency of the Year for agencies with less than 100 employees. FY15 RESULTS PRESENTATION 21 AUGUST

18 THE ISENTIA INTEGRATED COMMUNICATIONS MODEL + KING CONTENT Isentia.mediaportal Audience Analysis Competitor Analysis Strategy Development Media Distribution Sharing Public Relations Activity In-feed to Communique Insights EARNED MEDIA STRATEGY PAID MEDIA Advertising Retargeting Paid Influencers Paid Content Promotion Social Media Ads Native Partners SEO & brand content drive earned media (sharing) & traffic Your Web Properties Website Mobile site Blog site Isentia.buzz Your social media networks Social Channels Microsites OWNED MEDIA Gain more exposure to web properties with SEO* and PPC* *SEO = search engine optimisation and PPC = pay per click FY15 RESULTS PRESENTATION 21 AUGUST

19 KING CONTENT STRATEGIC RATIONALE Isentia is the Asia-Pacific market leader in media intelligence, King Content is the leading content marketing agency in Australia with a global reach. The Isentia/King Content combination provides a unique service across earned, owned and paid media that will further diversify Isentia s revenue streams in another high growth market segment and extend the services through: COMMUNICATIONS STRATEGY CONTENT CREATION DISTRIBUTION EARNED, OWNED & PAID MONITORING ANALYSIS & INSIGHTS King Content s services will access Isentia s larger sales force in Australia and New Zealand. VALUE ADDED SALES TO ANZ CLIENTS Ability to cross-sell King Content s services across Isentia s existing 3,500+ clients, broadening the range of relationships from PR into marketing, and strengthening existing digital relationships within clients. Isentia s strong relationship with government clients will open a new client category for King Content. Extension of our current social media offering provided by TwoSocial ASIAN MEDIA INTELLIGENCE EXPANSION Isentia s presence in seven Asian countries can assist in the expansion of King Content s current presence in Singapore and Hong Kong. Isentia current profile in Asia is largely global marketing clients and with King Content the services will extend to Strategy Content Social Native Influencers PR Monitoring - Analytics and Insights. PRODUCT DEVELOPMENT AND INNOVATION A unique offering in the marketplace; differentiated against competitors and a strong argument for clients to consolidate suppliers. Communique and Mediaportal can use analytics and reporting modules from each platform to deliver full communications measurement. FY15 RESULTS PRESENTATION 21 AUGUST

20 KING CONTENT FINANCIAL METRICS > > Total expected purchase price of $48m based on the current forecast over a 2 year earn-out period Initial payment of 60% of the business valuation will be fully cash funded Two earnout payments making up the remaining 40% of the consideration at the end of FY16 and FY17 > > King Content is expected to contribute an increase of circa 10% to Isentia s consolidated FY16 revenue and be EPS accretive in the high single digit range > > The business is expected to operate with high teens EBITDA margins > > Valuation represents an EBITDA multiple of 10x > > Key management locked in FY15 RESULTS PRESENTATION 21 AUGUST

21 FY16 OUTLOOK FY15 RESULTS PRESENTATION 21 AUGUST 2015

22 FY16 OUTLOOK > > High single digit organic revenue growth > > Mid-teens organic EBITDA growth > > King Content is expected to contribute an increase of circa 10% to Isentia s consolidated FY16 revenue and be EPS accretive in the high single digit range FY15 RESULTS PRESENTATION 21 AUGUST

23 Q&A FY15 RESULTS PRESENTATION 21 AUGUST 2015

24 APPENDIX KING CONTENT SUPPLEMENTARY INFORMATION FY15 RESULTS PRESENTATION 21 AUGUST 2015

25 KING CONTENT - POINTS OF DIFFERENCE STRATEGY Positioning strategy as an essential first step in content marketing. GLOBAL CAPABILITIES Using our global presence to help brands implement global strategy at a local level. FULL-SERVICE CONTENT MARKETING We have the capabilities to manage every aspect of the content marketing process - from strategy to measurement and optimisation. OUTSOURCED CONTENT CREATION Drawing on an extensive network of expert contributors to create high-value, cost-effective content. COMMUNIQUÉ Our platform allows us to manage content programs more effectively than our competitors and clients. King Content Offices Network of specialist content producers, influencers and publisher partners FY15 RESULTS PRESENTATION 21 AUGUST

26 KING CONTENT LEADERSHIP TEAM CRAIG HODGES CEO Founder Edge Custom Publishing 20 years experience across content, print and digital PAUL FORD GLOBAL COMMERCIAL DIRECTOR Decide Interactive Founder 20 years experience in technology & digital Extensive experience in commercial strategy and digital LEANNE BRINKIES HEAD OF NATIVE ADVERTISING Former Managing Director - Zenith Optimedia Award-winning digital media and marketing specialist Over 15 years experience leading successful campaigns for Australia s largest brands CAMERON UPSHALL DIRECTOR, MELBOURNE Former Head of Professional Services (Asia Pacific) - Salesforce ExactTarget Leadership positions in Fortune 500 technology firms including Dell & HP TODD WHEATLAND GLOBAL HEAD OF STRATEGY VP of Marketing, Kelly Services Content Marketer of the Year, Finalist Fierce CMO s 15 CMOs to Watch List FY15 RESULTS PRESENTATION 21 AUGUST

27 KING CONTENT - COMMUNIQUÉ CONTRIBUTOR DATABASE EDITORIAL MANAGEMENT PUBLISHING INTEGRATION REPORTING & ANALYTICS Search Functionality Editorial Calendar CMS Integration Consumption Contributor Experience, Expertise & Portfolios Contributor Ratings Rates & Availability Contributor Briefing Reviews & Approvals Custom Workflow Social Amplification Translate Media Stockphoto Integration Engagement Conversion FY15 RESULTS PRESENTATION 21 AUGUST

28 DISCLAIMER This presentation contains general information about the activities of Isentia s Holdings Pty Limited (ACN ) (Isentia or Company) which is current as at 21 August It is in summary form and does not purport to be complete. It presents financial information on both a statutory basis (prepared in accordance with Australian accounting standards which comply with the International Financial Reporting Standards (IFRS) as well as information provided on a non-ifrs basis. This presentation is not a recommendation or advice in relation to Isentia or any product or service offered by Isentia s subsidiaries. It is not intended to be relied upon as advice to investors or potential investors, and does not contain all information relevant or necessary for an investment decision. It should be read in conjunction with Isentia s other periodic and continuous disclosure announcements filed with the Australian Securities Exchange, and in particular the Full Year Results for the period to 30 June These are also available at No representation or warranty, express or implied, is made as to the accuracy, adequacy or reliability of any statements, estimates or opinions or other information contained in this presentation. To the maximum extent permitted by law, Isentia, its subsidiaries and their respective directors, officers, employees and agents disclaim all liability and responsibility for any direct or indirect loss or damage which may be suffered by any recipient through use of or reliance on anything contained in or omitted with this presentation. No recommendation is made as to how investors should make an investment decision. Investors must rely on their own examination of Isentia, including the merits and risks involved. Investors should consult with their own professional advisors in connection with any acquisition or securities. The information in this presentation is for general information only. To the extent that certain statements contained in this presentation may constitute forward-looking statements or statements about future matters, the information reflects Isentia s intent, belief, or expectations at the date of this presentation. Subject to any continuing obligations under applicable law or any relevant listing rules of the Australian Securities Exchange, Isentia disclaims any obligation or undertakings to disseminate any updates or revisions to this information over time. Any forward-looking statements, including projections, guidance on future revenues, earnings and estimates, are provided as a general guide only and should not be relied upon as an indication or guarantee of future performance. Forward-looking statements involve known and unknown risks, uncertainties and other factors that may cause Isentia s actual results, performance or achievements to differ materially from any future results, performance or achievements expressed or implied by these forward-looking statements. Any forward-looking statements, opinions and estimates in this presentation are based on assumptions and contingencies which are subject to change without notice, as are statements about market and industry trends, which are based on interpretations of current market conditions. For example, the factors that are likely to affect the results of Isentia include, but are not limited to, general economic conditions in Australia and Asia, exchange rates, competition in the markets in which Isentia will operate and the inherent regulatory risks in the business of Isentia. Neither Isentia, nor any other person, gives any representation, assurance or guarantee that the occurrence of the events expressed or implied in any forward-looking statements in this presentation will actually occur. In addition, please note that past performance is no guarantee or indication of future performance. This presentation does not constitute an offer to issue or sell, or solicitation of an offer to buy, any securities or other financial products in any jurisdiction. The distribution of this presentation outside Australia may be restricted by law. Any recipient of this presentation outside Australia must seek advice on and observe any such restrictions. This presentation may not be reproduced or published, in whole or in part, for any purpose without the prior written permission of Isentia. All amounts are in Australian dollars. All references starting with FY refer to the financial period ended 30 June. For example, FY 15 refers to the period ended 30 June FY15 RESULTS PRESENTATION 21 AUGUST

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