The Performance Advertising Cloud. Investor Overview. February 2015

Transcription

1 The Performance Advertising Cloud Investor Overview February 2015

2 Safe Harbor This presentation contains forward-looking statements including, among other things, statements regarding financial and other projections related to our business, growth opportunities in the digital advertising market, size of addressable market, advertising cloud trends and our growth and future plans. These forward-looking statements are subject to the safe harbor provisions created by the Private Securities Litigation Reform Act of Actual results could differ materially from those projected in the forward-looking statements as a result of certain risk factors, including but not limited to (i) adverse changes in general economic or market conditions; (ii) delays, reductions or slower growth in the amount spent on online and mobile advertising and the development of the market for cloud-based software; (iii) competitive factors, including but not limited to pricing pressures, entry of new competitors and new applications; (iv) adverse changes in our relationships with and access to publishers and advertising agencies; (v) level of usage and advertising spend managed on our platform; (vi) our ability to expand sales of our solutions in channels other than search advertising; (vii) our ability to expand our sales and marketing capabilities and manage our growth effectively; (viii) the development of the market for digital advertising or revenue acquisition management; (ix) acceptance and continued usage of our platform and services by customers and our ability to provide high-quality technical support to our customers; (x) material defects in our platform, service interruptions at our data center or breaches in our security measures; (xi) our ability to develop enhancements to our platform; (xii) our ability to protect our intellectual property; (xiii) our ability to manage risks associated with international operations; (xiv) our ability to retain and attract qualified management and technical personnel; and (xv) risks related to acquisitions, including ability to effectively integrate acquired entities, their products, personnel and technology. These forward looking statements are based on current expectations and are subject to uncertainties and changes in condition, significance, value and effect as well as other risks detailed in documents filed with the Securities and Exchange Commission, including in the section entitled Risk Factors in our most recent annual report on Form 10-K and quarterly report on Form 10-Q, and our other filings with the SEC, which are available free of charge at the Investor Center section of our website at all of which could cause actual results to differ materially from expectations set forth in the forward-looking statements. All forward-looking statements in this presentation reflect Marin s expectations as of February 5, Marin assumes no obligation to, and expressly disclaims any obligation to update any such forward-looking statements after the date of this presentation. 2

3 Marin Software Overview

4 Increasing Complexity in the Advertising Market THEN Limited Access Top Brands & Agencies Mass Market Anytime, Anywhere Access All Brands, Publishers & Channels Personalization NOW 4

5 Investment Highlights Leader in SaaS Performance Advertising Cloud Serving Large, Fast Growing Digital Advertising Market The Performance Advertising Cloud Attractive Long-Term Margin Profile 5

6 Marin At A Glance: 2014 Leading Ad Cloud enabling audiences across search, display and social $7.2 Billion Ad Spend Managed,10% of Total Spend on Google 36% of Fortune 100 use Marin #1 Ad Cloud Global leader in search, only independent vendor to combine search, display and social through synchronous audiences 29% Growth $99.4 Million in Revenue YoY Worldwide 66% US vs 34% Int l Revenue Split 67% Margin Gross Profit Up 480 bps YoY Note: Annualized spend as of December 31, 2014, based on last month of the year. Gross profit margin is Non-GAAP 6

7 Our Mission Save Time, Drive Revenue Integrating and activating proprietary data, Marin helps marketers target and convert their audiences 77

8 Independent, Open, Extensible Platform Architecture Marin delivers a single, enterprise-class platform to turn complexity into opportunity Advertiser / Agency Marin Platform Consumer Data Integration Revenue Audience Context Revenue Connect any revenue or data system Audience Marketing Suite 1 st, 2 nd & 3 rd party data integration, intent data, buying signals data Campaign Management create, manage, optimize Bidding & Optimization forecasting, revenue attribution, retargeting Reporting & Analytics automated, executive dashboards, trends Channel Connect across channels, multiple publishers, and devices Channels Search Display Social Mobile 8

9 Leading Performance Advertising Cloud Marin is the only cross-channel, independent platform for digital advertising management Audience Marketing Suite Marin Platform Campaign Management Bidding & Optimization Reporting & Analytics We manage, measure, and optimize advertising investments across Search, Display and Social channels We create high value audiences by combining 1 st, 2 nd and 3 rd party data with digital buying signals to optimize advertising across channels and devices Marin enables marketers to be smarter: invest more in programs delivering revenue and reduce or end those that are not 9

10 The Channels: Search, Display, Social 65% of online revenue comes from purchases with touch points across multiple channels 1 SEARCH is the largest digital ad segment. DISPLAY programmatic is the fastest growing display segment. SOCIAL 15% of the digital ad segment with high growth. MOBILE 47% of digital ad spend expected to be on mobile ad formats by Source: Magna Global, December 2014; Magna Global, Programmatic Forecasts, September 2014; Display includes banners, video, display 1. Google Analytics Q4 2012, The Customer Journey to Online Purchase report 10

11 Search: Core of Digital Advertising Marin collects valuable purchase intent data from search to help advertisers target their most active and profitable audiences Search is always on; 50% of the total digital advertising market and growing at a 10% CAGR 6+ billion keywords managed daily 7+ billion ad units managed 900+ million clicks per month Conversion data correlated to individual keywords Source: Magna Global, December 2014 and Marin App statistics averages for 2014 year to date as of December 31, 2014; 4-year CAGR for

12 Display: New Growth Opportunity Recent entry into the display market expands Marin s market opportunity through a powerful, easy-to-use SaaS platform to retarget audiences As the leader in search, Marin leverages powerful search intent data across channels and drives better performance Unique integration of search intent data Open, transparent, controllable SaaS platform Programmatic display functionality Perfect Audience, acquired June 2014, is a Demand Side Platform DSP for retargeting and allows buyers of digital advertising inventory to manage multiple ad exchange and data exchange accounts through one interface 12

13 Social: Web s Fastest Growing Channel Only Marin allows social advertisers to target audiences in Facebook and Twitter based on data collected from search and display Marin helps advertisers make better decisions by optimizing social ads with search and display data 1.5 million businesses buy Facebook ads 1.3 billion users globally 500 million tweets per day 60% access via mobile Announced intention to acquire SocialMoov, a France-based social advertising platform for Facebook and Twitter, on February 5, 2015 Source: Based on the latest information as of Q from Facebook, Twitter SEC filings, websites and press releases 13

14 Increased Focus on Display & Social What is Programmatic trading? What is Retargeting? Why does this matter? Media buying via automated platforms instead of traditional manual sales and insertion order process Includes real-time bidding Includes automated transactions with pre-defined inputs (e.g. price) 98% of first-time visitors to a website leave without signing up, buying, or contacting the company Retargeting is a marketer s tool to serve targeted ads to get these visitors back Digital media buying is being revolutionized by programmatic buying technologies Social inventory is already predominantly traded programmatically Programmatic growth is driven by opportunity to leverage consumer data at scale to improve efficiency of ad campaigns 14

15 Large Addressable Digital Advertising Market Digital is an increasing share of the total market Total Advertising Market 2015E $537 billion Search is $80 billion in 2015E growing to $118 billion in 2019E Addressable Market 2015E $149 billion Display + Video is $46 billion in 2015E growing to $75 billion in 2019E Social is $23 billion in 2015E growing to $51 billion in 2019E Marin Today $7 billion Source: Magna Global, Digital Media Forecasts, December 2014; Marin Today represents annualized ad spend under management as of December 31,

16 Marketing Cloud Landscape The advertising cloud is the revenue driver of the marketing cloud Data Management Services Analytics (BI) CRM Automation Advertising 16

17 # of Channels Advertising Cloud Competitive Landscape Point solutions are being replaced by integrated, cross-channel cloud offerings Business models are moving from managed services to open platforms Access to unique data (e.g. search, 1 st party, 2 nd party) in decision making is critical Point Solution Integrated 17

18 Vision: A Cross-Channel Platform United by Audience Advertisers Publishers Reporting & Analytics Optimization Bidding & Optimization Campaign Management Personalization Target Consumer 18

19 Marin s Strategy for Growth And Expansion Add Platform Modules New Products / Technologies Support New Publishers Increase Market Share Cross-Sell / Up-Sell Expand Internationally 19

20 A Global Footprint for a Global Opportunity App Support, Helpdesk, Customer Success, Sales 24 / Languages: English, German, French, Japanese, Portuguese, Simplified Chinese Offices in 9 countries Employees: 401 Americas 110 EMEA 60 APAC Headcount as of December 31,

21 Blue-Chip Advertisers and Top Digital Agencies Diversified Advertiser Base Top Digital Agencies % Revenue Retail 24% Travel / Entertainment 17% Technology 13% Finance 12% B2B 9% Education 5% Other 20% Note: Represents current customers in 2014; Other includes: Automotive 7%, Healthcare 5%, Gov t / Non-Profit 3%, Industrial / Manufacturing 3%, Real Estate 2% 21

22 Experienced Executive Leadership Team David A. Yovanno CEO John Kaelle EVP and CFO Chris Lien Founder and Executive Chairman Matt Ackley CMO and SVP Product Brian Kaminski Chief Customer Officer Russell Wirth Chief Sales Officer Avik Dey EVP, Technology Stephen Kim EVP and General Counsel 22

23 Financial Overview

24 Key Financial Highlights Scalable SaaS Subscription Model Strong Track Record of Growth Highly Diversified Revenue Mix by Industry and Geography Demonstrated Improvement Towards Long-Term Operating Model 24

25 Q4 and 2014 Highlights 1 67% Gross Profit Margin Attractive long-term model Adj. EBITDA Break even in Q Month average contract length 818 Active Advertisers Diversified base of agency & direct advertisers 730+ bps Improvement in Op Loss QoQ Investing for long-term growth 1. All financial highlights made as of February 5, Marin undertakes no obligation to update any projections Note: Financial metrics are non-gaap. See Appendices for reconciliation 25

26 Year-Over-Year Summary Annualized Advertising Spend Under Management ($ billions) Annual Revenue ($ millions) Revenue Retention $7.2 $ % $6.0 $ % 97% $4.7 $59.6 a New Existing Note: Annualized Ad Spend based on last month of the period All financial highlights and forecasts made as of February 5, Marin undertakes no obligation to update any forecasts 26

27 Strong Track Record of Growth 23 rd consecutive quarter of revenue growth 50 $1M+ lifetime customers Top 40 advertisers on platform an average of 40+ months 1 Quarterly Revenue ($ millions) $7.1 $8.1 $9.5 $11.4 $13.0 $14.0 $15.5 $17.1 $17.2 $18.2 $20.1 $21.8 $22.8 $23.9 $25.7 $27.0 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q Total Active Advertisers Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q Top 40 Advertisers based on December 2014 monthly revenue 27

28 Example Customer Scalable Business Model Overview Search & Social Display Activity-Based SaaS Subscription Model Based on % of Monthly Ad Spend Average Contract Length 15 months (Direct), 1-2 year (Agency) Monthly Minimum Contracted Revenue 50-70% of Projected Monthly Recurring Revenue Monthly Billing Cycles with some Annual or Quarterly Pre-Payments Activity-Based SaaS Model Premium Display I/O and Self-service CPM Pre-payments for Self-Service Offering Campaigns are prepaid on a CPM basis No Media Risk to Marin Subject to minimums, % Media Spend Weekly & Monthly Billing Cycles CPM billing is weekly, I/O is monthly Note: CPM = Cost per Thousand; I/O = Insertion Order, which is a purchase order for advertising media Premium Display refers to a more traditional digital media purchase - a pre-determined number of ad impressions is secured at a fixed price, for a set period of time 28

29 Diversified Revenue Mix: 2014 Global Mix 34% 49% 66% 51% US Direct / Agency Mix International Direct Advertisers Agencies 2014 Revenue by Industry Travel 17% Other 20% Edu 5% Finance 12% Retail 24% B2B 9% Tech 13% 36% Year over year international revenue growth 2% Largest advertiser as a % of revenue 12% Top 10 active advertisers as a % of total revenue Note: Revenue data based on 2014 results 29

30 % of Revenue Financial Profile Overview Gross Profit ($ in millions) Operating Loss ($ in millions) Adj. EBITDA ($ in millions) $66.8 $35.7 $48.2 Gross Profit $ ($16.6) ($21.5) Op Loss ($24.5) ($31.2) ($15.2) EBITDA ($18.9) ($18.8) ($26.5) Gross Profit Margin Operating Loss Margin Adj. EBITDA Margin 50% 60% 62% GP Margin % Operating Margin (25%) (36%) (40%) (42%) (46%) EBITDA Margin (32%) (34%) (19%) Note: All numbers are Non-GAAP. Adjusted EBITDA defined as GAAP Operating Loss plus stock-based comp, less capitalized R&D and intangible assets, non-cash expense related to warrants and capitalized R&D costs. See Appendices for GAAP to Non-GAAP reconciliation 30

31 Guidance as of February 5, 2015 Revenue Q1: $25.5 to $26.0 million 2015: $114.0 to $116.0 million 2015 Non-GAAP Operating Loss Non-GAAP Net Loss per Share Q1: ($7.0) to ($6.5) million 2015: ($21.0) to ($19.0) million Q1: ($0.21) to ($0.19) 2015: ($0.60) to ($0.55) Note: Guidance as of February 5, Marin undertakes no obligation to update any forecasts See Appendices for GAAP to Non-GAAP reconciliation 31

32 Concluding Remarks

33 Key Takeaways From Q Results and Earnings Call Executing on Vision for Cross-Channel Ad Management Announced Acquisition of SocialMoov - Strengthening Social Offering Made Addition of Several Key Management Team Members Out Performed Q4 Top and Bottom Line Guidance Recognized at US and UK Search Awards for Best PPC Software Note: Recognized as the Best PPC Management Software at both the US and UK Search Awards. The Search Awards honor top brands and technology providers in search marketing, celebrating the best in paid-search, SEO and digital advertising 33

34 Investment Highlights Leader in SaaS Performance Advertising Cloud Serving Large, Fast Growing Digital Advertising Market The Performance Advertising Cloud Attractive Long-Term Margin Profile 34

35 Appendix

36 GAAP to Non-GAAP Reconciliation: Yearly Year Ended December 31 ($ in millions) Gross Profit (GAAP) $34.8 $46.2 $63.7 Plus Stock-based Compensation Plus Amortization of Cap'd R&D / Intangible Assets Gross Profit (Non-GAAP) $35.7 $48.2 $66.8 Operating loss (GAAP) ($25.3) ($34.3) ($34.0) Plus Stock-based Compensation Plus Amortization of Cap'd R&D / Intangible Assets Plus Acquisition Related Expenses Less Cap d R&D Costs (1.7) (3.2) (3.1) Operating loss (Non-GAAP) ($21.5) ($31.2) ($24.5) Net Loss (GAAP) ($26.5) ($35.9) ($33.2) Plus Stock-based Compensation Plus Amortization of Cap'd R&D / Intangible Assets Plus Non-cash Expense Related to Warrants Plus Acquisition Related Expenses Less Cap d R&D Costs (1.7) (3.2) (3.1) Less Benefit from Income Taxes Related to Acquisition - - (2.3) Net Loss (Non-GAAP) ($22.2) ($32.2) ($25.9) Note: Numbers may not foot due to rounding 36

37 GAAP to Non-GAAP Reconciliation: Quarterly Quarter-over-Quarter Comparison ($ in millions) Q1 13 Q1 14 Q2 13 Q2 14 Q3 13 Q3 14 Q4 13 Q4 14 Gross Profit (GAAP) $9.8 $14.4 $10.5 $15.1 $12.2 $16.5 $13.7 $17.7 Plus Stock-based Compensation Plus Amortization of Cap'd R&D / Intangible Assets Less Cap d R&D Costs Gross Profit (Non-GAAP) $10.2 $15.1 $11.0 $15.8 $12.7 $17.4 $14.3 $18.6 Operating loss (GAAP) ($9.8) ($8.1) ($8.8) ($8.9) ($7.9) ($9.2) ($7.9) ($7.9) Plus Stock-based Compensation Plus Amortization of Cap'd R&D / Intangible Assets Plus Acquisition Related Costs Less Cap d R&D Costs (0.6) (0.6) (0.9) (0.7) (1.0) (1.0) (0.7) (0.8) Operating loss (Non-GAAP) ($9.0) ($6.7) ($8.1) ($6.8) ($7.2) ($6.3) ($6.9) ($4.6) Net Loss (GAAP) ($10.5) ($8.3) ($9.1) ($6.8) ($8.2) ($9.2) ($8.1) ($8.8) Plus Stock-based Compensation Plus Amortization of Cap'd R&D / Intangible Assets Plus Non-cash Expense Related to Warrants Plus Acquisition Related Costs Less Cap d R&D Costs (0.6) (0.6) (0.9) (0.7) (1.0) (1.0) (0.7) (0.8) Less Income Tax Benefit from Acquisition (2.6) Net Loss (Non-GAAP) ($9.4) ($6.9) ($8.4) ($7.3) ($7.4) ($6.4) ($7.0) ($5.3) Note: Numbers may not foot due to rounding 37

38 Long-Term Operating Model Key Financial Metrics Year-Over-Year Q4 13 Q4 14 Long-term Target Gross Margin 60% 62% 67% 66% 69% 73% - 75% % of Revenue Sales & Marketing 53% 54% 46% 52% 41% 28% - 30% Research & Development 25% 29% 28% 27% 28% 17% - 19% General & Administration 18% 20% 18% 18% 18% 8% Operating Income (Loss) (36%) (40%) (25%) (32%) (17%) 20% Note: Financial metrics are non-gaap and exclude stock-based compensation and amortization of capitalized R&D; amortization of intangibles, acquisition related costs; R&D includes add-back of capitalized software expense 38

39 Thank You.