Intuit Overview. November 2016
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1 Intuit Overview November 2016
2 Forward-Looking Statements These presentation materials include forward-looking statements. There are a number of factors that could cause our results to differ materially from our expectations. Please see the section entitled Cautions About Forward-Looking Statements in the enclosed Appendix for information regarding forward-looking statements and related risks and uncertainties. You can also learn more about these risks in our Form 10-K for fiscal 2016 and our other SEC filings, which are available on the Investor Relations page of Intuit's website at We assume no obligation to update any forward-looking statement.
3 Intuit s strategy and addressable market
4 Mission To improve our customers financial lives so profoundly they can t imagine going back to the old way Integrity Without Compromise We Care & Give Back Values Be Bold Be Passionate Be Decisive Learn Fast Win Together Deliver Awesome True North Goals Employees Create an environment where the world s top talent can do the best work of their lives Customers Delight customers more than rivals in ways that matter most Partners Delight partners who add value to the ecosystem Shareholders Inspire confidence in our long term growth, leading to a higher stock price Be the Operating System Behind SMB Success Do the Nations Taxes Strategy Delivering Awesome Product Experiences Enabling the Contributions of Others - Network Effect Platforms Using Data to Create Delight Priorities Win worldwide with QBO Ecosystem Win with accountants who fuel SMB success Win with TurboTax Online and Mobile Technology to accelerate growth Data-driven intelligent systems Industry-wide security leadership Metrics Deliver customer benefit Grow TAM and share vs. rivals Grow customers Increase attach Improve QBO ecosystem NPS vs. rivals (NTTF, Accountants) Deliver the customer benefit Accelerate growth in # of multiservice firms Accelerate growth in QBO+3 Increase NPS vs rivals QBOA Multi-service firms Online Tax Deliver the customer benefit Grow DIY category vs. assisted methods Grow online/mobile share vs. rivals Improve conversion Increase TTO NPS vs. rivals Increase adoption of and % ready-toconsume strategic services Reduce downtime minutes & failed customer interactions Reduce contact rate Reduce developer release cycle time Increase % of developers & agents on common (fewer) tools Increase % availability of prioritized data sources (business reporting) Reduce time-to-insight Improve conversion with personalized experiences TTO QBO Reduce fraud Intuit customers & industry Uphold Intuit trust rating
5 External market shifts & strategic implications External Market Trends Social Conversational, relationships & user contribution Strategic Implications for Intuit Personalized Experiences Delight in what matters most to me D A T A Machine Learning Personal, anticipate, populate Ecosystems & Platforms Advantaged network effects Mobile & Beyond Touch Anytime, any way, any device It s Done Effortless accelerate time-to-benefit Indispensable Connections Interacting parties & interoperable products On Demand Accessibility Mobile computing & natural interfaces Privacy, Security & Cyber-Crime Prevent, detect, correct Security Is Designed Into Everything Trust, transparency & stewardship
6 Multi-Year Transformation: Product and Platform Company Leaned into the cloud Created new connections Entered new markets tangible proof points of successful business model transition Accelerating to the cloud Increasing connected services revenue Growing global customers Online customers Desktop customers 21M 33M FY CAGR 12% -1% Connected services Product $M $4,243 $4,192 $3,946 $3,663 66% 73% 63% 61% $4,694 73% FY CAGR 12% -3% QBO non-us QBO US In thousands FY CAGR 100% 36% 9M 8M 39% 37% 34% 27% 27% FY 12 FY 13 FY 14 FY 15 FY 16 FY 12 FY 13 FY 14 FY 15 FY 16 FY 12 FY 13 FY 14 FY 15 FY'16
7 3 Expanding TAM: The Opportunity Ahead Entering New Markets Enter new markets with QuickBooks ecosystem Accelerate with Self-Employed Reasons to Believe Expanded prospect pool 6 priority countries = 150M prospects - FY 16: non-us QBO paid subs 287K growing +45% Accelerated by targeting Self-Employed /gig economy (majority of TAM) - FY 16: 85K paid subs (+3.4X YOY) just entered UK, testing in 5+ mkts in FY 17 2 Connecting the Ecosystem Increase attach / solve additional problems Facilitate new connections Attach rates of Intuit and 3 rd party solutions increase ARPC & retention - FY 16: QBO payroll penetration is 15% payments is 6% - FY 16: QBO users adopting at least one 3rd party app is 15% (vs 10% prior yr) - FY 16: attaching solutions can increase QBO retention by 10 pts 1 Growing Our Categories Accelerate shift to cloud Convert non-consumption One Intuit Ecosystem connections - FY 16: SMB & acct collaboration 640K QBO subs have linked with an acct - FY 16: Improved SMB cash flow 43M e-invoices (+48%) paid in 1/3 time - FY 16: QB Financing $450M+ SMB loans to date 70% approval in days - FY 16: QBSE to TurboTax 30% QBSE penetration avg. $4,340 tax savings Cloud and mobile adoption expanding our categories > historical rates - FY 16: QB active user base +3% QB paid users +23% QB new users +15% - FY 16: DIY tax category grew 5X faster than assisted gained >1 pt share $17B - $20B $36B - $42B $51B - $57B New customers choosing cloud & mobile solutions - FY 16: 65% new SMBs chose QBO 84% new QBO users 1 st time users - FY 16: 90% new tax filers chose TTO those who filed on mobile up 4X Cumulative Total Addressable Market Opportunity
8 Win worldwide with the QBO ecosystem
9 Our Mission Fuel Small Business Success because when they thrive, we all do Our Vision An Open Platform Indispensable Connections Personalized Experiences *As of Fiscal year 2016
10 Opportunity ahead: Large addressable base of 800M+ businesses 5M businesses, growing 1.5%, $4B revenue 50M businesses, growing 0.8%, $20B revenue 750M+ businesses, growing 3%, $90B revenue MID-MARKET ( employees) SMALL BUSINESS (2 20 employees) COUNTRY MARKET SIZE FY 16 QBO SUBS QBO SUBS GROWTH U.S. 65M 1.2M 40% Canada 3M 90K 36% U.K. 5M 71K 78% Australia 3M 53K 61% Brazil 34M 16K 106% France 4M 1K NM India 100M+ 26K -19% Rest of world 600M 31K 42% SELF-EMPLOYED (No employees) Total 800M+ 1.5M+ 41% Large opportunity among near-term prospects within the 800M+ overall TAM
11 FY 17 outlook: Online ecosystem driving franchise growth Grow to M online subscribers Grow online revenue 25 30% QB Customer Growth Paying QBO users and Desktop purchases 3.2M 3.4M Small Business Revenue $2.4B-$2.5B 2.1M 2.3M 2.8M 1.5M M QBO subscribers $2.1B $2.0B $2.2B Online Revenue 0.7M 1.1M 1.2M Desktop units/ subscribers Desktop Revenue FY'14 FY'15 FY'16 FY'17 FY'14 FY'15 FY'16 FY'17 QB Desktop QBO U.S. QB Self-Employed QBO Non-U.S. Desktop Revenue Online Revenue Our business continues to evolve, growth being driven by our QBO ecosystem
12 Long-term growth drivers One point of growth in these key drivers Yields revenue growth of Multi-year range Number of addressable SMBs ~1% 1-2% Accounting software consumption ~4% 4-6% QuickBooks share QuickBooks ARPC (Attach, Price, Mix) ~3% 1-2% ~1% 4-5% Implied Small Business Rev Growth: 10 15% Continuing focus on customer growth in FY 17, while delivering 9% to 11% revenue growth
13 Win with accountants who fuel SMB success
14 Leadership position with opportunity to capture share Total individual returns U.S./Canada (M) CAGR FY'13-'16 Intuit leads in growth categories 178 Pros 82 1% #1 Position 26M returns 31% share of returns Stores 19 (3%) Software Manual % (9%) #1 Position 45M returns 65% share of returns FY 16 #1 Position in the two growing categories of the tax prep market, DIY and Pros
15 Small businesses and accountants depend on each other % of U.S. Small Businesses/ Self-Employed using Accountants Value of Small Businesses/ Self-Employed to Accountants Registered Employers Total Number 6M % Using Bookkeeping Services 70% % Using Tax Services 95% Who accountants serve Consumer 40% Small Business 60% Sole Proprietor QBO 15M 70% 79% Where accountants make money 85% on Tax and Accounting Service Economy 44M 9% 79% Accounting 30% Tax 55% Other 15% 89% of small businesses say they are more successful when they work with an accountant
16 Strategy: Operating system behind accountant success One Online Platform THE OPERATING SYSTEM behind accountants success Grow the Business Save Time Accounting and Tax Are Done Connect SMBs and Accountants Collaborate and Get Insights Manage My Employees Grow My Practice Save Time Grow My Practice Make a Difference Transact with Customers Collaborate Ideal State Goals 1 Zero 2 100% firms achieve 3 SMB success wasted hours ideal growth rate increases 50% The Place where accountants and their clients work, grow and collaborate
17 Win with TurboTax online and mobile
18 Well-positioned: Processing ~40% of all individual tax returns Total individual returns U.S./Canada (M) CAGR FY'13-'16 Intuit leads in growth categories 178 Pros 82 1% #1 Position 26M returns 31% share of returns Stores 19 (3%) Software Manual % (9%) #1 Position 45M returns 65% share of returns FY 16 #1 Position in the two growing categories of the tax prep market, DIY and Pros
19 U.S. Market opportunity: room for growth DIY category growth outpacing all others Still many simple filers not willing to try it Strong progress disrupting tax stores Opportunities to reimagine the Pro experience Tax Store NPS: 42 Pros NPS: 39 DIY NPS: 49 Manual NPS: (45) COMPLEX SIMPLE TOTALS 8M 8M 16M 46M 23M 69M 26M 34M 60M 2M 3M 5M 5-YEAR TREND -4% CAGR +0% CAGR +5% CAGR -9% CAGR % 57% 15% 11% 47% 46% FY07 FY08 FY09 FY10 FY11 FY12 FY13 FY14 FY15 FY16 Tax Store Pros While DIY continues to disrupt stores and has 40% unit share, the category captures less than 10% share of spend Over 30M simple returns still being processed through pros and tax stores at higher ARPC and lower NPS
20 Well-positioned: DIY software category continues to expand Returns (M) U.S. Only % 61% 60% 60% 60% 60% 59% 58% 57% 57% Assisted (Pro/Tax Store) 80 DIY Software DIY Manual % 28% 30% 32% 34% 35% 36% 37% 39% 40% % FY 07 10% FY 08 9% FY 09 8% FY 10 6% FY 11 5% FY 12 5% 4% 4% 4% FY 13 FY 14 FY 15 FY 16
21 Well-positioned: Our share of DIY continues to expand CAGR FY'13-'16 Total Individual Returns U.S. (M) #1 Share Position in U.S. with 65% 40M Returns Processed in FY % 9% 9% 8% Other 1% Pros 69 18% 17% 17% 15% 14% 13% 13% 11% Competitor 1 Competitor 2 (4%) Stores 16 5% Software 60 59% 61% 62% 65% (8%) Manual 5 FY 16 FY 13 FY 14 FY 15 FY 16
22 Maintaining ARPC through business model transformation Average Revenue Per U.S. TurboTax Return Tax Act Launches Free Fed Edition TTO Free Fed Edition rolled out broadly TTO Value Tier Promo TTO Absolute Zero Promo Expanded Absolute Zero Promo $50 $40 $30 $29 $34 $38 $38 $39 $42 $43 $46 $47 $47 $49 $49 $20 $10 $ Continuing to drive share through free while maintaining or improving revenue per customer As we build a large free customer base, we need to continue to add incremental value that they ll pay for Nearly 50M simple returns still using alternative providers in DIY or methods such as an assisted experience
23 Long-term growth drivers One point of growth in these key drivers Yields revenue growth of Multi-year range IRS returns Category share Total TurboTax share Revenue per return ~1% 0-2% ~3% 3-5% ~1.5% 1-2% ~1% ~1% With operating margins of 60%+ In our core DIY business, we anticipate revenue growth ranging between 5-10%
24 Intuit financial perspectives
25 Financial principles remain enduring Grow organic revenue double digits Sustain small business online ecosystem growth 25-30%; win every tax season Grow revenue faster than expenses Margins expanding as we invest for growth Deploy cash to the highest-yield opportunities Investing in organic growth drivers (R&D, infrastructure, sales & marketing) Use acquisitions to accelerate growth in talent and technology Return cash to shareholders via dividend and share repurchase Maintain a strong balance sheet Net cash position at the end of FY
26 Online revenue driving growth, desktop remains important FY 14 FY 19 revenue trends SBG Online TT Online Desktop 60% 1. Online is the engine... ~60% of our revenues by FY Small business online ecosystem revenue accelerating 37% 3. Steady desktop revenue base 63% 40% FY 14 FY 15 FY 16 FY 17 FY 18 FY 19
27 Disciplined and consistent capital allocation Returning cash to shareholders Balance share repurchases and dividends subject to the same disciplined return on investment we apply to all uses of cash Increased dividend from $0.60 in FY 12 to $1.36 for FY 17 Maintain investment-grade credit rating Generate strong free cash flow; returned ~130% to shareholders over last 5 years
28 Cautions about Forward-Looking Statements This presentation includes "forward-looking statements" which are subject to safe harbors created under the U.S. federal securities laws. All statements included in this presentation that address activities, events or developments that Intuit expects, believes or anticipates will or may occur in the future are forward looking statements, including: our expected market, customer and share growth; our goals, our ability to achieve them, and their impact on our business; our opportunities and strategies to grow our business; our expected revenue results and growth; our expectations regarding future dividends, share repurchases and ROIC improvements; our expectations for our product and service offerings and cross-sell opportunities; and future market trends. Because these forward-looking statements involve risks and uncertainties, there are important factors that could cause our actual results to differ materially from the expectations expressed in the forward-looking statements. These factors include, without limitation, the following: inherent difficulty in predicting consumer behavior; difficulties in receiving, processing, or filing customer tax submissions; consumers may not respond as we expected to our advertising and promotional activities; the competitive environment; governmental encroachment in our tax businesses or other governmental activities or public policy affecting the preparation and filing of tax returns; our ability to innovate and adapt to technological change; availability of our products and services could be impacted by business interruption or failure of our information technology and communication systems; any problems with implementing upgrades to our customer facing applications and supporting information technology infrastructure; any failure to properly use and protect personal customer information and data; our ability to develop, manage and maintain critical third-party business relationships; increases in or changes to government regulation of our businesses; any failure to process transactions effectively or to adequately protect against potential fraudulent activities; any loss of confidence in using our software as a result of publicity regarding such fraudulent activity; any significant product accuracy or quality problems or delays; any lost revenue opportunities or cannibalization of our traditional paid franchise due to our participation in the Free File Alliance; the global economic environment may impact consumer and small business spending, financial institutions and tax filings; changes in the total number of tax filings that are submitted to government agencies due to economic conditions or otherwise; the seasonal and unpredictable nature of our revenue; our ability to attract, retain and develop highly skilled employees; increased risks associated with international operations; unanticipated changes in our income tax rates; changes in the amounts or frequency of share repurchases or dividends; we may issue additional shares in an acquisition causing our number of outstanding shares to grow; our inability to adequately protect our intellectual property rights may weaken our competitive position; disruptions, expenses and risks associated with our acquisitions and divestitures; amortization of acquired intangible assets and impairment charges; our use of significant amounts of debt to finance acquisitions or other activities; and the cost of, and potential adverse results in, litigation involving intellectual property, antitrust, shareholder and other matters. More details about these and other risks that may impact our business are included in our Form 10-K for fiscal 2016 and in our other SEC filings. You can locate these reports through our website at Fiscal 2017 guidance speaks only as of the date it was publicly issued by Intuit. Other forward-looking statements represent the judgment of the management of Intuit as of the date of this presentation. We do not undertake any duty to update any forward-looking statement or other information in this presentation. only as of the date it was publicly issued by Intuit. Other forward-looking statements represent the judgment of the management of Intuit as of the date of this presentation. We do not undertake any duty to update any forward-looking statement or other in
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