global ad tech company for brands & …...reports filed by perion with the securities and...
TRANSCRIPT
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GLOBAL AD TECH COMPANYFOR BRANDS & PUBLISHERS
Powered by technology. Enriched by data.
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This This press release contains historical information and forward-looking statements within the meaning of The Private Securities Litigation Reform Act of1995 with respect to the business, financial condition and results of operations of Perion. The words “will”, “believe,” “expect,” “intend,” “plan,” “should” andsimilar expressions are intended to identify forward-looking statements. Such statements reflect the current views, assumptions and expectations of Perionwith respect to future events and are subject to risks and uncertainties. Many factors could cause the actual results, performance or achievements of Perion tobe materially different from any future results, performance or achievements that may be expressed or implied by such forward-looking statements, orfinancial information, including, among others, the failure to realize the anticipated benefits of companies and businesses we acquired and may acquire in thefuture, risks entailed in integrating the companies and businesses we acquire, including employee retention and customer acceptance; the risk that suchtransactions will divert management and other resources from the ongoing operations of the business or otherwise disrupt the conduct of those businesses,potential litigation associated with such transactions, and general risks associated with the business of Perion including intense and frequent changes in themarkets in which the businesses operate and in general economic and business conditions, loss of key customers, unpredictable sales cycles, competitivepressures, market acceptance of new products, inability to meet efficiency and cost reduction objectives, changes in business strategy and various other factors,whether referenced or not referenced in this press release. Various other risks and uncertainties may affect Perion and its results of operations, as described inreports filed by Perion with the Securities and Exchange Commission from time to time, including its annual report on Form 20-F for the year ended December31, 2017 filed with the SEC on March 27, 2018. Perion does not assume any obligation to update these forward-looking statements.
FORWARD LOOKING STATEMENTS
Non-GAAP financial measures, including adjusted EBITDA, consist of GAAP financial measures adjusted to exclude acquisition related expenses, other non-recurring expenses, share-based compensation expenses, accretion and gain from the reversal of acquisition related contingent consideration, impairment ofgoodwill, fair value revaluation of convertible debt and related derivative, amortization and impairment of acquired intangible assets and the related taxesthereon, as well as certain accounting entries under the business combination accounting rules that require us to recognize a legal performance obligationrelated to revenue arrangements of an acquired entity based on its fair value at the date of acquisition. The purpose of such adjustments is to give an indicationof our performance exclusive of non-cash charges and other items that are considered by management to be outside of our core operating results. These non-GAAP measures are among the primary factors management uses in planning for and forecasting future periods. Furthermore, the non-GAAP measures areregularly used internally to understand, manage and evaluate our business and make operating decisions, and we believe that they are useful to investors as aconsistent and comparable measure of the ongoing performance of our business. However, our non-GAAP financial measures are not meant to be consideredin isolation or as a substitute for comparable GAAP measures, and should be read only in conjunction with our consolidated financial statements prepared inaccordance with GAAP. Additionally, these non-GAAP financial measures may differ materially from the non-GAAP financial measures used by othercompanies.
NON-GAAP MEASURES
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Confidential
Perion Facts
• Founded in 1999
• Publicly listed 2006 (NASDAQ), 2007 (TASE)
• Reversed merger with Conduit (2014)
• Acquired Undertone in 2015
• ~400 employees with main offices in Tel Aviv and New York
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Confidential
Financial Highlights ($ M)
Q3-17 Q3-18 %
65.0 57.2 -12%
31.7 26.2 -17%
33.3 31.0 -7%
Revenue
Advertising
Search and Other
6.5 6.7 3%Adjusted EBITDA
274.0
134.5
139.5
2017
28.9
17.1 11.0 -36%Cash from Operations 36.0
Net Cash (Net Debt) (23.2)
Cash and Cash Equivalents 37.5
Debt 60.7
2018 Guidance Adjusted EBITDA 29-32 ($ M)
YTD-17 YTD-18 %
196.7 180.9 -8%
91.4 88.7 -3%
105.3 92.2 -12%
17.0 18.1 6%
28.8 28.5 -1%
(26.8) 1.2 -104%
35.5 40.9 15%
62.3 39.7 -36%
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Confidential
Turnaround - Key Priorities & Activities
Growth Factor:
Advertising
“Brand-conscious brands”
Differentiated Technology
• Campaign Intelligence
• Synchronized Digital Branding platform
• Optimized cost structure (G&A, S&M)
• Focused on profitability2018 EBITDA guidance
Cost Optimization
2017 / 2018 2017 / 2018 2019 / 2020
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Confidential
Overall decrease of $27M
Net Debt
Cash and Cash Equivalents
Debt
31.4 35.5 40.9
86.9 62.3 39.7
55.5 26.8 -1.2
Net Debt and Cost Optimization ($ M)
YTD-16 YTD-17 YTD-18
*Non-GAAP
2016 2017YTD-18
Run-rate
G&A + S&M + R&D* 102 90 75
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Confidential
Who We Are?
We deliver data-driven online
advertising and search solutions
to brands and publishers
Awareness
Consideration
Intent
Buy
Measurement by Clicks
Measurement by Impressions
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Perion Advertising
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Confidential
Perion Addressable Market Accelerated Growth
US Digital Ad Spending, by Format (USD, B)
5
6
28
51
24
41
48
84
2018
2022
Rich Media Video Standard Display Search Other
Global Digital Ad Spend 2018:
$273B
Global Digital Ad Spend 2022:
$427B
Source: eMarketer, October 2017
111
188
CAGR 4% 16% 14% 15% 14%
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Confidential
Perion Mastering Reserved Programmatic
33 39
46
78%
82%
84%
-
10
20
30
40
50
2017 2018 2019
74%
76%
78%
80%
82%
84%
86%
US Programmatic Digital Ad Spending (USD, B),% Of Total Digital Display Ad Spending
Source: eMarketer, September 2017
56% is Programmatic Reserved
Question 1:Is inventory being
auctioned?
Programmatic Direct
Real-time Bidding (RTB)
Question 3:Is inventory guaranteed?
Question 2:Is it a public
auction?
Programmatic Guaranteed
Preferred Deal
Open Exchange
Private Marketplace
Source: eMarketer
YES NO
YES NO YES NO
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Confidential
• Fraud and unviewable impressions -
$7.4B loss in 2016
• Quality concern
• Siloed channel buying
• Disconnected technology
• Poor creative execution
Brand Challenges
Source: Forrester Data: Online Display Advertising Forecast, 2016 To 2021 (US), Q3 2016 Updates;Forrester Data: Social Media Advertising Forecast, 2017 To 2022; and Forrester Data: AD Fraud And Viewability Forecast, 2016 To 2021 (US)
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Confidential
Avoiding the 'Crap Trap’ in Advertising
“We emphasized the importance of consistency in brand building.
Focusing less on volume of advertising [and] more on quality [to] make sure
it’s consistently seen as your brand across the wide variety of mediums to
get people to turn toward it.”
(Procter & Gamble's Chief Brand Officer, Marc Pritchard, Forbes, October 2016)
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Confidential
Undertone Offering Perfectly Meets Market Trends
Market Trends• Higher scale & pace of targeted audiences• Innovative creative formats
• Brand safety across quality sites• Contextual relevancy
• ROI of media spent• Optimization based on clients’ KPIs
• Fewer but better partners• Cross platforms & screens
• High-impact ads in all platforms• Platforms are synced to generate optimization
Our OfferingProprietary Ad builder system
Dynamic tagsWhite-listed pubs
Campaign to campaign Machine Learning (ML)
Holistic end-to-end solution
Across all touchpoints
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Confidential
Deliver Synchronized Digital Branding Across All Channels so That It Is Connected,
Relevant and Consistent with the Customer Stage in His or Her Life Cycle
Undertone Narrative
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Confidential
We are focusing on “brand-conscious brands” that
are not interested in dilutive, low-value programmatic advertising which
neither builds reputations nor creates one-to-one intimacy.
“Access to quality inventory outside of the open exchange. Marketers and agencies continue to
call into question the value of digital and, more specifically, the quality of inventory available on
the open exchanges (programmatic unreserved). ”
(Richard Joyce and Samantha Merlivat, Forrester, May 2017)
Our Mission
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Confidential
Serving the World’s Best Brands Across All Verticals
TelecomCarConsumer Products
PharmaceuticalFinance Retail
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Confidential
Organic & Paid Social
Study Case - Synchronized Digital Branding
Retargeting & Sequential ContentHigh Impact & Video
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Confidential
Intent: Enhanced StandardAwareness: Page Grabber Consideration: Brand Reveal
DEMO DEMO DEMO
Using High-Impact Ad Units
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Confidential
Awareness
Consideration
Intent
Buy
To Drive Users Down the Funnel
Funnel Activity (Impressions) Cost per Activity
8,504,276 Awareness Activities $0.10 Cost per Awareness
986,661 Consideration Activities $0.80 Cost per Consideration
12,395 Intent Activities $63.44 Cost per Intent
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Confidential
Engaging Video Storytelling Drives Purchase Intent for Puffs
10%Lift in Purchase Intent
CTR 36X Industry Rich Media Benchmark
Sexy, But Simple Car Imagery Sells 11,000 + Cars for BMW
11,310 Vehicles Purchased
21 seconds Interaction Time
Source: Sizmek
Delivering Strong Business Outcomes …
Fun, Unexpected Creative Drives Site Visits for Garmin
635% Lift in Unique Site Visitors
389% Lift in Number of Site Visits
173%Lift in Store Visits
178% Lift in Site Visits
Appealing Image Gallery Drives Consumers to Raymour & Flanigan
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Confidential
Engagement
…Through High Performing Metrics and Efficiency
1.19%
24.81%$0.60
$0.08 0.27%
1.93%
CTR Attention*(Cost Per Second)
*CPAT: Cost per Second of Attention. Undertone: Cost/Interaction Time (Seconds). TV based on average cost, viewership and attention assumptions. Sources: Undertone 2018 benchmarks, Sizmek 2017 benchmarks, Ad Age
Industry Undertone Industry Undertone Industry Undertone
Sizmek RM/Undertone HI
Sizmek RM/Undertone HI
30sec National TV/Undertone HI
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Confidential
Undertone Growth Strategy
Short-term Long-term
Artificial Intelligence to better optimize campaign performance,
by delivering to a targeted audience a coherent brand message across all
media platforms & screens
Innovative technology that enables advertisers to manage their brand
awareness campaigns with a holistic, scalable & profitable solution
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Confidential
OFFICIAL PARTNER SINCE
2010 2014 2015 2017
Make Me Reach
• Self or full-service SaaS platform to manage all
Social accounts
• Easy management of thousands of campaigns
for multiple accounts
• Automatic optimization based on pre-set
objectives
• Customized reporting tools and formats
• Increase campaign performance by an average
of 30% compared to native social tools
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2018
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Perion Search
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Confidential
CodeFuel Monetization – User Flow
Extension installation through the browser
1
Changing homepage & default search engine
to Bing
2
A) A search leads the user to Bing search results pageOR
B) Customized search results page –CodeFuel proprietary
3 BA
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Confidential
Leading Search Syndication Player
An extended agreement through 2020, is bolstering the relationship with Bing and expanding Perion’s reach within the Search ecosystem
Attractive stable monetization for
publishers
Fully compliant with market regulations
Generating strong
cash flowCoverage in top
performing leading countries
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ConfidentialSource: Mary Meeker “Internet Trends 2017”
Search - Internet Usage
While Mobile usage is on the rise,
Desktop usage has remained consistent
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Confidential
The Search Market
34%Bing Ads Search Share
in US (PC)
136MBing Unique Searches
5.4BBing Monthly Searches
Source: eMarketer, September 2017Source: Microsoft, August 2017
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Confidential
Search Future Plans
Expand product offerings through Bing
Diversify the
publishers pool
Develop internal
offerings (O&O, D2S)
Long-term relationship with Bing that drives expansion into joint adjacent products
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Confidential
Smilebox
Mission
Transform the way people share
life’s moments, by empowering them to
connect in fresh and creative ways.
• B2C and B2B
• Desktop and Mobile
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An Attractive Investment Opportunity in a Fast-Growing Market
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Confidential
Summary
A new management committed to improving revenue and profit through innovative technology and lower cost structure
Strong cash flow and coverage ratios (Solid Net Debt to EBITDA ratio), enable continuous investment in Undertone
Long-term collaboration with Bing and other Advertising industry leaders
Our advanced technology combines Ad creative platform and AI capabilities, that deliver on-moment and on-target messages across the entire consumer journey
Undertone’s Synchronized Digital Branding platform provides the perfect solution to the siloed Ads that brand-conscious brands are facing
Every day more brands are waking up and realizing that Undertone is the perfect solution to the “perfect storm” 33
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Appendix
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Confidential
Income Statement ($ M)
P&L 2017 YTD-17 YTD-18 Q3-17 Q3-18
Search 139.5 105.3 92.2 33.3 31.0
Advertising and other 134.5 91.4 88.7 31.7 26.2
Total Revenues 274.0 196.7 180.9 65.0 57.2
Cost of revenues (24.7) (17.0) (17.3) (5.7) (5.5)
Customer acquisition costs (130.9) (95.8) (91.8) (32.0) (28.8)
Research and development (17.2) (13.6) (14.6) (4.1) (4.3)
Selling and marketing (52.7) (38.4) (28.3) (11.8) (8.6)
General and administrative (21.9) (16.6) (13.1) (5.4) (3.9)
Depreciation and amortization (16.6) (13.3) (7.1) (3.5) (2.6)
Restructuring charges 0.0 0.0 (2.1) 0.0 0.0
Impairment, net change in fair value of contingent consideration (85.7) (43.8) 0.0 0.0 0.0
EBIT (75.7) (41.8) 6.6 2.5 3.5
% Revenue -27.6% -21.3% 3.6% 3.8% 6.1%
Financial expense, net (5.9) (4.2) (3.1) (0.6) (1.2)
Taxes on income 8.8 10.5 (0.3) 0.7 (0.1)
Net Income (Loss) (72.8) (35.5) 3.2 2.6 2.2
% Revenue -26.6% -18.0% 1.8% 4.0% 3.8%
Net Income Non GAAP 17.4 11.1 12.0 4.1 4.3
% Revenue 6.4% 5.6% 6.6% 6.3% 7.5%
Adjusted EBITDA 28.9 17.0 18.1 6.5 6.7
% Revenue 10.6% 8.6% 10.0% 10.0% 11.7%
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Confidential
Non-GAAP adjustments ($ M)
Reconciliation of GAAP to NON-GAAP Results 2017 YTD-17 YTD-18 Q3-17 Q3-18
CAAP Net Income (loss) from continuing operations (72.8) (35.5) 3.2 2.6 2.2
Share based compensation 2.1 1.7 2.1 0.5 0.6
Amortization of acquired intangible assets 13.0 10.7 3.6 2.6 1.3
Restructuring costs 0.0 0.0 2.1 0.0 0.0
Non-recurring Legal fees 0.2 0.0 0.2 0.0 0.0
Impairment of goodwill and intangible assets 85.7 43.8 0.0 0.0 0.0
Fair value revaluation of convertible debt and related derivative 1.1 0.6 1.1 (0.8) 0.2
Accretion of payment obligation related to acquisition 0.0 0.0 0.0 0.0 0.0
Taxes on the above items (11.9) (10.2) (0.3) (0.8) 0.0
Non-GAAP Net Income from continuing operations 17.4 11.1 12.0 4.1 4.3
Taxes on income 3.2 (0.3) 0.6 0.1 0.1
Financial expense, net 4.7 3.6 2.0 1.4 1.0
Depreciation 3.6 2.6 3.5 0.9 1.3
Adjusted EBITDA 28.9 17.0 18.1 6.5 6.7
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Confidential
Balance Sheet Overview as of 30.09.2018 ($ M)
Current Assets Current Liabilities
Cash and cash equivalents & Short term bank deposit 40.9 Current maturities of long-term loans 13.5
Accounts receivable, net 43.2 Accounts payable 36.2
Prepaid expenses and other current assets 8.6 Accrued expenses and other liabilities 13.8
92.7 Deferred revenues 3.9
Payment obligation related to acquisitions 3.4
70.8
Non Current Assets Long-Term Liabilities
Property and equipment, net 16.2 Long-term Debt 26.2
Intangible assets, net 7.6 Other long-term liabilities 6.4
Goodwill 125.1 32.6
Deferred taxes & Other assets 5.2
154.1 Shareholders' Equity
143.4
Total Assets 246.8 Total Liabilities and Shareholders' Equity 246.8
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Confidential
Financial Debt and Free Cash Flow Evolution ($ M)
2016 2017 2018 Q1 2018 Q2 2018 Q3
Cash Flow from Operating activities 30.5 36.0 14.6 2.9 11.0
Investment in Equipment and Capitalization cost (5.9) (7.4) (0.8) (0.4) (1.6)
Free Cash Flow 24.5 28.7 13.8 2.5 9.4
Q3’2018 –First Quarter Achieving Positive Net Cash Position for the First Time in Four Years
37
3944 42
56
4542 42
2723
8 6
-1
9992
86 87
78
65 64 62 61
50
41 40
-10
10
30
50
70
90
110
2015 Q4 2016 Q1 2016 Q2 2016 Q3 2016 Q4 2017 Q1 2017 Q2 2017 Q3 2017 Q4 2018 Q1 2018 Q2 2018 Q3
Net Debt Gross Debt