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Page 1: February 2019 Presentation Investor/media/Files/V/Vonage-IR/reports... · 2019-02-26 · This presentation contains non-GAAP financial measures (including adjusted operating income

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Investor PresentationFebruary 2019

Page 2: February 2019 Presentation Investor/media/Files/V/Vonage-IR/reports... · 2019-02-26 · This presentation contains non-GAAP financial measures (including adjusted operating income

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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.

Page 3: February 2019 Presentation Investor/media/Files/V/Vonage-IR/reports... · 2019-02-26 · This presentation contains non-GAAP financial measures (including adjusted operating income

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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

Page 4: February 2019 Presentation Investor/media/Files/V/Vonage-IR/reports... · 2019-02-26 · This presentation contains non-GAAP financial measures (including adjusted operating income

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Vonage Has Transformed Into a Business Cloud Communications Leader

($ in millions)

Page 5: February 2019 Presentation Investor/media/Files/V/Vonage-IR/reports... · 2019-02-26 · This presentation contains non-GAAP financial measures (including adjusted operating income

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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

Page 6: February 2019 Presentation Investor/media/Files/V/Vonage-IR/reports... · 2019-02-26 · This presentation contains non-GAAP financial measures (including adjusted operating income

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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

Page 7: February 2019 Presentation Investor/media/Files/V/Vonage-IR/reports... · 2019-02-26 · This presentation contains non-GAAP financial measures (including adjusted operating income

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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

Page 8: February 2019 Presentation Investor/media/Files/V/Vonage-IR/reports... · 2019-02-26 · This presentation contains non-GAAP financial measures (including adjusted operating income

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Why Does it Matter?

Unified Communications

Communication APIs

Contact Center Integrations

Integrated | Contextual | Any Channel | Any Device

Page 9: February 2019 Presentation Investor/media/Files/V/Vonage-IR/reports... · 2019-02-26 · This presentation contains non-GAAP financial measures (including adjusted operating income

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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

Page 10: February 2019 Presentation Investor/media/Files/V/Vonage-IR/reports... · 2019-02-26 · This presentation contains non-GAAP financial measures (including adjusted operating income

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One Vonage Platform Customer Benefits

Enable Digital Transformation

Meet Rising Customer Expectations

Great Employee Experience

Future Proof Platform

Page 11: February 2019 Presentation Investor/media/Files/V/Vonage-IR/reports... · 2019-02-26 · This presentation contains non-GAAP financial measures (including adjusted operating income

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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

Page 12: February 2019 Presentation Investor/media/Files/V/Vonage-IR/reports... · 2019-02-26 · This presentation contains non-GAAP financial measures (including adjusted operating income

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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

Page 13: February 2019 Presentation Investor/media/Files/V/Vonage-IR/reports... · 2019-02-26 · This presentation contains non-GAAP financial measures (including adjusted operating income

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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

Page 14: February 2019 Presentation Investor/media/Files/V/Vonage-IR/reports... · 2019-02-26 · This presentation contains non-GAAP financial measures (including adjusted operating income

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Vonage Business Go to Market

Page 15: February 2019 Presentation Investor/media/Files/V/Vonage-IR/reports... · 2019-02-26 · This presentation contains non-GAAP financial measures (including adjusted operating income

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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

Page 16: February 2019 Presentation Investor/media/Files/V/Vonage-IR/reports... · 2019-02-26 · This presentation contains non-GAAP financial measures (including adjusted operating income

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Significant Investments in Go-to-Market Efforts

Inside Sales Channel Sales Field Sales Enterprise Sales Developers

Page 17: February 2019 Presentation Investor/media/Files/V/Vonage-IR/reports... · 2019-02-26 · This presentation contains non-GAAP financial measures (including adjusted operating income

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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

Page 18: February 2019 Presentation Investor/media/Files/V/Vonage-IR/reports... · 2019-02-26 · This presentation contains non-GAAP financial measures (including adjusted operating income

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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

3

2

1

Page 19: February 2019 Presentation Investor/media/Files/V/Vonage-IR/reports... · 2019-02-26 · This presentation contains non-GAAP financial measures (including adjusted operating income

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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

Page 20: February 2019 Presentation Investor/media/Files/V/Vonage-IR/reports... · 2019-02-26 · This presentation contains non-GAAP financial measures (including adjusted operating income

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Consumer Segment Overview

Page 21: February 2019 Presentation Investor/media/Files/V/Vonage-IR/reports... · 2019-02-26 · This presentation contains non-GAAP financial measures (including adjusted operating income

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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

Page 22: February 2019 Presentation Investor/media/Files/V/Vonage-IR/reports... · 2019-02-26 · This presentation contains non-GAAP financial measures (including adjusted operating income

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Thank You

Page 23: February 2019 Presentation Investor/media/Files/V/Vonage-IR/reports... · 2019-02-26 · This presentation contains non-GAAP financial measures (including adjusted operating income

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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

Page 24: February 2019 Presentation Investor/media/Files/V/Vonage-IR/reports... · 2019-02-26 · This presentation contains non-GAAP financial measures (including adjusted operating income

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

Page 25: February 2019 Presentation Investor/media/Files/V/Vonage-IR/reports... · 2019-02-26 · This presentation contains non-GAAP financial measures (including adjusted operating income

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Non-GAAP Reconciliation

Page 26: February 2019 Presentation Investor/media/Files/V/Vonage-IR/reports... · 2019-02-26 · This presentation contains non-GAAP financial measures (including adjusted operating income

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Non-GAAP Reconciliation