february 2019 presentation investor/media/files/v/vonage-ir/reports... · 2019-02-26 · this...
TRANSCRIPT
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Investor PresentationFebruary 2019
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Safe Harbor
Caution Concerning Forward-Looking StatementsVarious remarks that the Company makes contain forward-looking statements regarding acquisitions, acquisition integration, growth, growth priorities or plans, new products andrelated investment, revenues, adjusted OIBDA, churn, seats, lines or accounts, average revenues per user, cost of telephony services, the Company’s share repurchase plan, newproducts and related investment, capital expenditures, and other statements that are not historical facts or information constitute forward-looking statements for purposes of thesafe harbor provisions under The Private Securities Litigation Reform Act of 1995. The forward-looking statements are based on information available at the time the statementsare made and/or management's belief as of that time with respect to future events and involve risks and uncertainties that could cause actual results and outcomes to be materiallydifferent. Important factors that could cause such differences include but are not limited to: the competition we face; the expansion of competition in the cloud communicationsmarket; risks related to the acquisition or integration of businesses we have acquired; our ability to adapt to rapid changes in the cloud communications market; the nascent state ofthe cloud communications for business market; our ability to retain customers and attract new customers cost-effectively; the risk associated with developing and maintainingeffective internal sales teams and effective distribution channels; security breaches and other compromises of information security; risks associated with sales of our services tomedium-sized and enterprise customers; our reliance on third-party hardware and software; our dependence on third-party facilities, equipment, systems and services; systemdisruptions or flaws in our technology and systems; our ability to comply with data privacy and related regulatory matters; our ability to scale our business and grow efficiently; ourdependence on third party vendors; the impact of fluctuations in economic conditions, particularly on our small and medium business customers; our ability to obtain or maintainrelevant intellectual property licenses or to protect our trademarks and internally developed software; restrictions in our debt agreements that may limit our operating flexibility; ourability to obtain additional financing if required; fraudulent use of our name or services; intellectual property and other litigation that have been and may be brought against us;reliance on third parties for our 911 services; uncertainties relating to regulation of business services; risks associated with legislative, regulatory or judicial actions regarding ourbusiness products; risks associated with operating abroad; risks associated with the taxation of our business; governmental regulation and taxes in our international operations;liability under anti-corruption laws or from governmental export controls or economic sanctions; our dependence on our customers' unimpeded access to broadband connections;foreign currency exchange risk; our history of net losses and ability to achieve consistent profitability in the future; our ability to fully realize the benefits of our net operating losscarry-forwards if an ownership change occurs; certain provisions of our charter documents; and other factors that are set forth in the “Risk Factors” section and other sections ofthis Annual Report on Form 10-K, as well as in our Quarterly Reports on Form 10-Q and amendments to these reports. While the Company may elect to update forward-lookingstatements at some point in the future, the Company specifically disclaims any obligation to do so, and therefore, you should not rely on these forward-looking statements asrepresenting the Company's views as of any date subsequent to today.
Non-GAAP Financial MeasuresThis presentation contains non-GAAP financial measures (including adjusted operating income before depreciation and amortization (“adjusted OIBDA”), adjusted OIBDA minuscapex, net debt (cash), free cash flow, adjusted business revenue and adjusted business service revenue) as defined in Regulation G adopted by the SEC. The Company providesa reconciliation of these non-GAAP financial measures to the most directly comparable financial measure at the end of the presentation and in the Company's quarterly earningsreleases, which can be found on the Vonage Investor Relations website at http://ir.vonage.com.
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About Vonage
ANNUAL REVENUE
200+ PATENTS WITH 150 PENDING
DEVELOPERS WORLDWIDE USE OUR APIS
700K+$1B+COMPANY FOUNDEDHEADQUARTERS: HOLMDEL, NJ
2001EMPLOYEES WORLDWIDE
2,200+STRATEGIC ACQUISITIONS IN 5 YEARS
$1B
MINUTES & MESSAGES TERMINATED ANNUALLY
BUSINESS CUSTOMERS
+100K
20B
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Vonage Has Transformed Into a Business Cloud Communications Leader
($ in millions)
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2018: A Year of Great Strategic Progress
Improved Go-to-Market Sales Execution
Building a Communications Platform Company - One Vonage
Strategic Acquisitions of TokBox and NewVoiceMedia
ONE
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Employee to Employee Communications for
Collaboration
Business to Customer Communications for Superior
Engagement
Communication Use Cases Are Converging as Customer Expectations Grow
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Customers and employees communicate across multiple channels and devices and are increasingly mobile. They are virtual,
constantly connected, and expect a personalized experience.
Customer and employee communication needs are getting more complex and demanding.
Programmable Communications Enable Differentiated Experiences
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Why Does it Matter?
Unified Communications
Communication APIs
Contact Center Integrations
Integrated | Contextual | Any Channel | Any Device
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Unified Communications
Programmable Communications
Contact Center
Powered by One Vonage, we own the IP and roadmap across the entire communications stack.
Our Programmable Communications Platform is the innovation engine across all of the Vonage solutions stack, providing:
● Personalized, immediate and intuitive experiences
● Contextual communications to business critical applications
● APIs for messaging, voice, verification and insights
Our Innovation Engine
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One Vonage Platform Customer Benefits
Enable Digital Transformation
Meet Rising Customer Expectations
Great Employee Experience
Future Proof Platform
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One Vonage: An Integrated Fully Programmable Communications Software Platform That Delivers Intelligent Interactions
Unified Communications
Programmable Communications
Contact Center
Vonage Global Carrier Network
Public Cloud Infrastructure
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Vonage Addresses the Entire Cloud Communications TAM
The Cloud Communications TAM is expected
to grow by 60% over the next 5 years
$79B
2022
$18BProgrammable
Communications
$50BUCaaS
$11BCCaaS
Source: Vonage, Industry Research
$38BUCaaS
$38BUCaaS
$50B
2018
$3BProgrammable
Communications
$9BCCaaS
$38BUCaaS
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At Scale, Industry Leader in Business Cloud Communications
Single Cloud Platform, One Vonage, delivering a broad portfolio of Communications solutions
Go-to-market through Applications and API Platform groups
Large scale network terminating billions of minutes and messages
Leveraging cash flows from Consumer segment and strong balance sheet to drive growth
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Vonage Business Go to Market
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Proven Solutions For All of a Customers’ Communication Needs
Programmable APIsVonage Business Cloud Contact Center
NewVoiceMedia CX Cloud Express
And many more...
Voice | Chat | Messages | VideoSIP Trunking | SMS | Verify
Number Insight | Workflows | Analytics
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Significant Investments in Go-to-Market Efforts
Inside Sales Channel Sales Field Sales Enterprise Sales Developers
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Go-to-Market Initiatives
Increase Sales From MME Customers
Drive Sales of Integrated UCaaS/CCaaS/CPaaS
Products
Grow the Long-tail Customer Base
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Q4’18 Go-to-Market Highlights: Business Service Revenues from Customers with $10,000+ in Monthly Revenue Increased 40% Year-over-Year in the Fourth Quarter
Applications
• Signed seven deals in the fourth quarter with TCV greater than $1 million, and most included programmable solutions
• Channel bookings grew 60% in the fourth quarter, and six of the top ten deals originated from the Channel
Key New Customer Wins
1,000 seat win due to:
UCaaS Contact Center API Platform
14,000 seat win due to: A Fortune 500
Financial Services
Firm
A Fortune 100
Athletic Apparel Brand
UCaaS Verify API SmartWAN
Won due to: A World Leading
Pizza Restaurant
Chain
Verify API UCaaS
API Platform
• Revenues from new API use case only customers added in the fourth quarter increased 82% year-over-year
• Revenues from long-tail customers increased 90% year-over-year in the fourth quarter, and we ended the year with 735,000 developers
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2019 Growth Priorities
Strengthen Omni-Channel Sales Execution
Accelerate One Vonage Platform Development
to Broaden Portfolio
Focus on High Value, Long-tail and US API
Penetration
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Consumer Segment Overview
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Consumer Segment($ in millions, except ARPU)
Prod. & USFService
Quarterly Revenues
Annual Revenues
Consumer ARPU
Consumer Customer Churn
Stable ARPU
Improved Churn
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Thank You
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Product Highlights: Vonage Business Cloud Gaining Significant Traction
Vonage Business Cloud (VBC)
~100K CustomersON VBC PLATFORM
85% OF Q4 NEW BOOKINGSON VBC PLATFORM
45% IN Q4 MESSAGING ON VONAGE FLOW
30% IN MOBILE APP USAGE
AI & ChatbotsUSED TO IMPROVE CUSTOMER ONBOARDING AND EXPERIENCE
25% IN 2018 CUSTOMER CARE CALLS
242018 Vonage Analyst Event
Travel Solution - Cancelled Flight Alert
Contact CenterRepresentative
Cancelled flight sends SMS alert to travelers...
TRAVEL ALERT: Flight 42 from London (LHR) to NYC (JFK) has been cancelled.
Call this number and a travel representative will help you book another flight and hotel, if needed.
BOT: Hi Lisa, John is calling regarding his cancelled flight from LHR to JFK. He needs help booking another flight and hotel.
LISA: Hi John, happy to help!
Nexmo SMS Messaging
Nexmo Voice connects call to InContact and provides context
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Non-GAAP Reconciliation
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Non-GAAP Reconciliation