Smart Connected Services
Investor Presentation
I n f o r m a t i o n a s o f A u g u s t 2 4 , 2 0 1 7
2CONFIDENTIAL AND PROPRIETARY |
Safe Harbor StatementThis presentation contains forward-looking statements. In particular, statements regarding future economic performance, finances, and expectations and objectives of management constitute forward-looking statements. Forward-looking statements can be identified by the fact that they do not relate strictly to historical facts and generally contain words such as "believes," "expects," "may," "will," "should," "seeks," "approximately," "intends," "plans," "estimates," "anticipates," and other expressions that are predictions of or indicate future events and trends and that do not relate to historical matters. Although the forward-looking statements contained in this presentation are based upon information available at the time the statements are made and reflect management's good faith beliefs, forward-looking statements inherently involve known and unknown risks, uncertainties and other factors, which may cause the actual results, performance or achievements to differ materially from anticipated future results. Important factors that could cause actual results to differ materially from expectations include, among others: inability to attract new customers on a cost-effective basis; our inability to retain customers; intense competition; our reliance on retailers and reseller partnerships to sell our products; our reliance on vendors to manufacture the on-premise appliances and end-point devices we sell; our reliance on third parties for our network connectivity and co-location facilities; our reliance on third parties for some of our software development, quality assurance and operations; our reliance on third parties to provide the majority of our customer service and support representatives; our limited operating history; and interruptions to our service. You should not place undue reliance on these forward-looking statements, which speak only as of the date hereof. We do not undertake to update or revise any forward-looking statements after they are made, whether as a result of new information, future events, or otherwise, except as required by applicable law.
The forward-looking statements contained in this presentation are also subject to other risks and uncertainties, including those more fully described in our filings with the Securities and Exchange Commission, including the risk factors contained in our quarterly filing form 10Q for the quarter ended April 30, 2017, filed with the SEC on June 6, 2017. The forward-looking statements in this presentation are based on information available to Ooma as of the date hereof, and Ooma disclaims any obligation to update any forward-looking statements, except as required by law.
3CONFIDENTIAL AND PROPRIETARY |
Productivity Automation
Infrastructure
www.ooma.com
Ooma is a cloud/SaaS
provider of
telecommunications
and other connected
services, with solutions
for business, home, and
mobile users
Portal
Network
AppAppliance
Communications
4CONFIDENTIAL AND PROPRIETARY |
Investment Highlights
Massive Connected Services Opportunity
Unique Hybrid SaaS Platform Solution
Disruptive Cloud Communications and Other Connected Services
Predictable SaaS Subscription
Business/Financial Model
Efficient Integrated Go to Market Strategy
$72$89
$105
$25 $28
FY15 FY16 FY17 2Q17 2Q18
Revenue(in millions)
Annual
1: Core users include home user accounts and office user extensions.
803
895
Core Users(in thousands)
2Q17 2Q18
Quarterly
5CONFIDENTIAL AND PROPRIETARY |
Mega Trends Drive Our Opportunity
“Traditional methods for voice are ripe for replacement.” - Macquarie
Cloud Communications
“SMBs are expanding the SaaS market opportunity for vendors.” - JPMorgan
SMB SaaS
“The Internet of Things represents huge potential … need for more … systems to deploy, manage
and make use of … devices.” - IDC
IoT
6CONFIDENTIAL AND PROPRIETARY |
Massive Market Opportunity
2.1B Users Worldwide
Home
Business32.8M Businessesin North America
(Up to 20 Employees)
77.9M Home Lines in North
America
Mobile
$19
$13
$6
$38B1
Communications
Source: U.S. Census, 2014 Non-employer Statistics; U.S. Census, 2014 County Business Patterns; 2016 County Business Patterns Industry Canada, Key Small Business Statistics; Statistics Canada – Self Employment Historical Summary 2016; Infonetics Research, VoLTE and OTT Mobile VoIP Services and Subscribers 6/23/14
Productivity
Automation
Infrastructure
AdditionalConnected
ServicesOpportunity
1: At Ooma’s Pricing
7CONFIDENTIAL AND PROPRIETARY |
Unique Hybrid SaaS Connected Services Platform
Portal
Network
AppAppliance
Multi-Tenant SaaS Platform
Linux Based Appliance, Router, USB,DECT Radio
Mobile Alerts and Control
Connected to Many Endpoint Devices
User Configurable Services
Integrated, Managed Platform Enabling Both
Communications and Other Connected Services
8CONFIDENTIAL AND PROPRIETARY |
Disruptive CloudCommunications Opportunity
Source: FCC Voice Telephone Services: Status as of December 31, 2015, CRTC Communications Monitoring Report 2016, IDC; U.S. Consumer Landline Voice
Services 2014-2018 Forecast
61M Business Lines in
North America
67%Traditional
33%Internet/
Cloud
Business
33%CAGR1
43%Traditional
57%Internet/
Cloud
78M Home Lines in
North America
Home
4%CAGR1
We Target Communications to Drive
Adoption of the Ooma Platform
1: 2012 - 2015
9CONFIDENTIAL AND PROPRIETARY |
Ooma Services for Business and Home
Home services ranking by the readers of a leading consumer research publication.
Ranked #1 for 4 years in a row
• Virtual Receptionist
• Music-on-Hold
• Voicemail
• eFax
• Extension Dialing
• Conferencing
• Call Forwarding
• Ring Groups
Business Services
And More!
Analog Phones IP Phones Mobile Phones
OomaOffice
Ranked #1 for 5 years in a row
OomaTelo
HomeServices
• Unlimited US Calling
• Voicemail
• Multi-ring
• Ring Groups
• Blacklisting
• 911 Alerts
• Instant 2nd Line
• Google Voice Extensions
And More!
Wireless/ Bluetooth
DECT Headset
Consumer Research Leading Publication
10CONFIDENTIAL AND PROPRIETARY |
Leading Mobile Solutions
Ooma(Home)
Ooma(Business)
• Full Featured, Integrated User
Experience
• Pure Voice HD Call Quality
Mobile for Office/HomeTalkatone
• Powerful Advertising Based
Business Model
• Extends Ooma’s Customer Reach
Mobile for Everyone
11CONFIDENTIAL AND PROPRIETARY |
PureVoiceTM Voice Quality
Ooma
PureVoiceTM
• Full Router/QoS
• Advanced Codec
• Adaptive Redundancy
• HD Voice
• Encryption
“Clear and Intelligible Despite Internet
Congestion”
Adaptive Redundancy
Up to 4x Deep
• Smaller
Packet Size
• 10x More
Complex
Codec
40%
10%
3-5%
% Packet Loss
“Unintelligible”
“Artifacts inVoice”
Competitors
✗
✓
Overcoming Internet Congestion
12CONFIDENTIAL AND PROPRIETARY |
Compelling Customer Value
1: For 3 user extensions or 3 lines
2: After one-time purchase and monthly taxes/fees
3: Customer savings based on Ooma estimates
Starts as Low as $19.95/mo2
Sample Savings vs. $200 Typical Monthly Bill1
Business
$4,438
$2,892
$1,346
3 Years
2 Years
1 Year
$1,205
$771
$336
3 Years
2 Years
1 Year
Free for Basic Service2
Sample Savings vs. $40 Typical Monthly Bill
Home
>$1.5 Billion Saved for Ooma Customers!3
13CONFIDENTIAL AND PROPRIETARY |
Why We Win
Powerful Hybrid SaaS
Platform
IntegratedMobile Solutions
Unique New Services
Breakthrough Voice Quality
Compelling Customer Value
OomaTraditional Providers
CloudProviders
14CONFIDENTIAL AND PROPRIETARY |
Connected Services - Automation
BusinessProductivity
HomeControl
…and more Connected Home/IoT
Partnerships
Nest
Today
Home Monitoring
Future
Door
Sensor
Water
Sensor
Motion
Sensor
Window
Sensor
New
…(More)
Amazon Echo Philips Hue Internet Security
1 = Source: Parks Associates, 2016 – 2021, U.S. and Canada Census Data
146M Residences in
North America
Smart Home Security
15% CAGR1
95%Unserved
5%
15CONFIDENTIAL AND PROPRIETARY |
Driving Adoption and Monetization of the Platform
More IoT Partnerships in Development
✓ Strengthen Ooma Brand
Awareness
✓ Differentiate with Unique
Features
✓ Increase Ooma Retail
Presence and Customer
Adoption
✓ Monetize via Increased
Premier Take Rate
Security and Peace of Mind
Never Before Possible
+
16CONFIDENTIAL AND PROPRIETARY |
Communications
Business Marketing & Promotion
CustomerRelationship
Management
ContactCenter
…and more
Connected Services - Infrastructure
• Protect all home devices from
internet threats
• Filter unwanted websites
• Threat database updated up to
100,000 times a day in real time
from the cloud
• Monthly subscription Model
HomeAutomation
NetworkingInfrastructure
Ooma Internet SecurityPowered by ZScaler
17CONFIDENTIAL AND PROPRIETARY |
Integrated Growth Strategy
TV / Traditional Media
• Broad Reach
• Low Cost
• Builds Brand Image
Efficient Marketing
Word of Mouth
68% Net PromoterScore1
Online
Targeted Campaigns
• Directly
• Through Retailers
1: PC Magazine, 2016, for Ooma’s Small Business Solution
Cost-Effective Sales
Leading Retailers
Direct Sales
Resellers
Digital Agencies
OEM
18CONFIDENTIAL AND PROPRIETARY |
Investment Highlights
Massive Connected Services Opportunity
Unique Hybrid SaaS Platform Solution
Disruptive Cloud Communications and Other Connected Services
Predictable SaaS Subscription Business/Financial Model
Efficient Integrated Go to Market Strategy
Financial Overview
20CONFIDENTIAL AND PROPRIETARY |
$72.2
$88.8
$104.5
FY 2015 FY 2016 FY 2017
$ Millions
Annual Revenue Quarterly Revenue
Consistent Revenue Growth
$21.1
$25.5
$28.2
2Q16 2Q17 2Q18
21CONFIDENTIAL AND PROPRIETARY |
$4.8
$10.0
$16.2
FY 2015 FY 2016 FY 2017
$ Millions
Annual Revenue Quarterly Revenue
Strong Office Revenue Growth
$2.3
$3.8
$6.0
2Q16 2Q17 2Q18
22CONFIDENTIAL AND PROPRIETARY |
$61.0
$68.0
$75.4
FY 2015 FY 2016 FY 2017
Annual Revenue Quarterly Revenue
Residential Growth Continues
$16.1
$18.4 $19.9
2Q16 2Q17 2Q18
$ Millions
23CONFIDENTIAL AND PROPRIETARY |
$55
$71
$85
FY 2015 FY 2016 FY 2017
Annualized Exit Recurring Revenue
$60
$78
$92
2Q16 2Q17 2Q18
$ Millions, excluding Business Promoter and Talkatone
24CONFIDENTIAL AND PROPRIETARY |
Annual Quarterly
Expanding Subscription & Services Revenue
$ Millions, % of Total Subscription & Service Revenue, excluding Business Promoter
Office
Residential
Other
FY15 FY16 FY17
6%
12%
17%
90% 79% 75%
2Q17 2Q18
22%16%
76% 72%
$49
$69
$86
$24
$21
25CONFIDENTIAL AND PROPRIETARY |
FY16 FY17
746,000
858,000
Core Users
42%
58%
44%
56%
Premium Users
Basic Users
Core users include home user accounts and office user extensions. Excludes Business Promoter and Talkatone.
Premium users include Office customers and Premier subscribers.
56%
Strong Customer Growth
55%
45%
2Q18
895,000
Office users
2Q18 Office user growth of 38% yr./yr.
60%
40%
FY15
619,000
26CONFIDENTIAL AND PROPRIETARY |
$7.67
$8.14 $8.13
$7.41
$8.06
$8.61
FY 2015 FY 2016 FY 2017 2Q16 2Q17 2Q18
ARPU is blended monthly average subscription & services revenue per core user. Excludes Business Promoter and Talkatone.
Blended Average Revenue Per User
27CONFIDENTIAL AND PROPRIETARY |
Increasing Gross Margin
49%
54%58% 58%
60%
66% 66%69% 68%
70%
FY15 FY16 FY17 2Q17 2Q18
• Mix of SMB Increases
• Upselling Premium
Services
• Introduction of New
Services
• Scale Efficiencies
Growth Drivers
Subscription/Services
Total
Long-Term Target
65%
70%
75%
80%
Low High
28CONFIDENTIAL AND PROPRIETARY |
Improving Adjusted EBITDAA
dju
ste
d E
BIT
DA
($'0
00
)
Adjusted EBITDA represents the net loss before interest and other income, depreciation and amortization and other non-GAAP expenses.
(2,000)
(1,500)
(1,000)
(500)
0
500
2Q16 3Q16 4Q16 1Q17 2Q17 3Q17 4Q17 1Q18 2Q18
29CONFIDENTIAL AND PROPRIETARY |
Strong Financial Position
($ millions)FY17 2Q18
Cash and Short-Term Investments, No Debt $53.2 $53.8
Adjusted EBITDA ($1.4) ($0.1)
Cash Flow from Operations $0.4 $1.3
Capital Spending $1.6 $0.5
30CONFIDENTIAL AND PROPRIETARY |
Long-Term Target Model (Non-GAAP)
% REVENUE FY16 FY17 2Q17 2Q18TARGETRANGE
Subscription & Services
Gross Margin66% 69% 68% 70% 75% - 80%
Total
Gross Margin54% 58% 58% 60% 65% - 70%
Sales & marketing 31% 31% 32% 31% 20% - 25%
Research & development 19% 20% 20% 22% 12% - 15%
General & administrative 12% 10% 10% 10% 6% - 8%
Adjusted EBITDA (7%) (1%) (2%) (0%) 20% - 25%
Note: Non-GAAP Excludes amortization of Intangibles and stock based compensation expenses
Thank you
32CONFIDENTIAL AND PROPRIETARY |
GAAP to Non-GAAP Reconciliation
$ Thousands FY2014 FY2015 FY 2016 FY 2017 2Q17 2Q18
GAAP Gross Profit $22,198 $35,477 $46,910 $59,329 $14,549 $16,581
Add : Stock-based compensation expense and
related taxes 7 36 437 1,038 243 348
Amortization of Intangibles - 122 163 162 42 40
Non-GAAP Gross Profit $22,205 $35,635 $47,510 $60,529 $14,834 $16,969
GAAP Sales and Marketing $13,192 $22,276 $28,534 $33,768 $8,578 $9,245
Stock-based compensation expense and related
taxes (6) (41) (611) (1,455) (355) (500)
Non-GAAP Sales and Marketing $13,186 $22,235 $27,923 $32,313 $8,223 $8,745
GAAP Research and Development $7,888 $12,290 $18,502 $24,239 $5,839 $7,263
Stock-based compensation expense and related
taxes (26) (169) (1,683) (3,619) (863) (1,158)
Amortization of Intangibles (5) (5) (6) (7) (2) (2)
Non-GAAP Research and Development $7,857 $12,116 $16,813 $20,613 $4,974 $6,103
GAAP General and Administrative $2,573 $6,650 $12,561 $14,598 $3,545 $3,865
Stock-based compensation expense and related
taxes (33) (180) (1,922) (3,754) (938) (1,140)
Amortization of Intangibles (146) (179) (224) (179) (41) (39)
Change in fair value of acquisition-related
contingent consideration - (656) 281 - - -
Non-GAAP General and Administrative $2,394 $5,635 $10,696 $10,665 $2,566 $2,686
GAAP Operating (loss) ($1,455) ($5,739) ($12,687) ($13,276) ($3,413) ($3,792)
Stock-based compensation expense and related
taxes 72 426 4,653 9,866 2,399 3,146
Amortization of Intangibles 151 306 393 348 85 81
Change in fair value of acquisition-related
contingent consideration - 656 (281) - - -
Non-GAAP Operating Loss ($1,232) ($4,351) ($7,922) ($3,062) ($929) ($565)