Capital Markets Day - Pelatro · ConfidentialConfidential 4 4 • Provider of customer engagement...

Confidential 1www.pelatro.com

Capital Markets DayJanuary 15, 2019

Confidential 2www.pelatro.comConfidential 22

Presentation Team

Subash MenonManaging Director

Subash co-founded Pelatro in April2013. Prior to Pelatro, Subash was theCEO and Founder of Subex – acompany he transformed from asystems integrator in telecomshardware to a global leader in telecomssoftware for business optimisation.Subash also guided Subex through asuccessful IPO in 1999 and throughseven acquisitions in the UK, US andCanada.

Nicholos HellyerFinance Director

Nic is a Chartered Accountant andformer investment banker of over 25years of experience. Nic spent themajority of his banking career at UBSand HSBC, advising on a wide range oftransactions including public takeovers,private M&A, IPOs and other equityfund raisings. Nic has also spent time inindustry as CFO of Buddi Limited andas a Partner at Opus CorporateFinance.

Customer Representative – Mr T V T Chari, Non Executive Director Dialog Axiata andNcell Axiata. Over 36 years of experience in telecom and technology with about 15 yearsout of that in C-level.


Today’s Agenda

• Pelatro by Subash Menon and Nic Hellyer

• Brief overview of Pelatro

• Pelatro's relevance and prospects

• Customer testimonial by Mr T V T Chari

• Overview of the telecom industry and its future

• Opportunities for Pelatro

• Demo of mViva by Subash Menon

• Q&A


• Provider of customer engagement software to telcos to enable relevant, contextual and personalised

interactions with subscribers to increase the telco’s revenue and reduce churn

• Headquartered and listed in the UK with offices around the world and employing about 110 people

• Currently serving 14 telco customers (up from 6 in 2017) who collectively have c350 mln subscribers

• Acquired certain assets of Danateq to expand customer base and product offering

• Strategic move resulting in entry into two large telco groups (Telenor and SingTel) and into Central

Europe

• Large pipeline and long sales cycle provides excellent visibility – currently $4.4 million for 2019

• Well positioned in a fast growth space

• Large telco groups as referenceable customers, advanced technology, high profitability, cash positive

Pelatro Overview


Mobile – Centre of the B2C World

Banking

Retail

Financial ServicesInsurance


Vision

Subscriber

Contextual Marketing

Subscriber Data

Subscriber Database

Subscriber DataTier Data

Loyalty

Tier & Redemption Data Third PartyData

Non Telco DataCampaign Response

Data Monetisation

SubscriberData Response

Campaign Response

Campaigns

Gamification

Game Results

Interactionswith Enterprise

SubscriberData Response

Games


mVivaMultichannel

Marketing Hub

ContextualMarketingSolution

Gamification

IntelligentNotification

Manager

LoyaltyManagement

Solution

EmergencyCredit Solution

DataMonetization

Platform

“A platform which orchestrates a

company's communications and

offers to customer segments across

multiple channels”

- Gartner 2018

Multichannel MarketingHub


Competitive PositioningCLM Platform Requirements Solutions

Party A Party B Party C Party D

GUI

Very easy to use intuitive graphical user interface with self explanatory navigation X √ √ √ ×

Drag and drop elements to easily draw and represent the logical flows √ √ √ √ √

Easy enough for marketers to develop and run campaigns through the platform without the need for technical skills or people; X √ X X X

Easy to read and understand campaign exploration/diagnostic reports √ √ √ √ √

Approvals &Workflow

Able to create workflows for different campaign categories to get approvals from various stakeholders √ √ X X X

To be able to edit workflows anytime during the approval process. √ √ X X X

To get notified by the platform by email of a pending campaign approval √ √ X X X

Be flexible to route to a secondary approver incase the primary approver is not available. √ √ X X X

To be able to route the campaign configuration through a review and approval process before launching to ensure QC is done √ √ X X X

Campaign Platform

To be able to easily identify and create events required for a campaign X √ √ √ √

Automatically track the events and send out offers to customer. X √ √ √ √

Automatically track the customer action taken and do the next steps like sending reminders/sending another offer after X days/hours X √ √ √ √

Able to send out automated scheduled offer reminders to customers √ √ √ √ √

Easy configuration of offers/SMS texts/Contact policies for a campaign √ √ √ √ √

Able to set global contact policies in addition to the campaign level policy. √ √ √ √ √

Able to configure and set up a campaign in minutes X √ √ √ √

Able to configure campaigns by a marketer with basic computer knowledge X √ √ √ √

Flexible enough to integrate with any data source to use the data for campaigns √ √ √ √ √

Able to maintain and retrieve campaign history for a subscriber with various parameters that may be agreed upon X √ X X X

Suggest NBO for a customer depending on machine learning and past behavior of customers X √ X X X

Slicing and dicing of subscribers to arrive at an appropriate segment which can be exported to send campaigns X √ X X X

Ability to send personalised offer thresholds to different customers based on the customer insights X √ X X X

What-if functionality for profitability prediction X √ X X X

Ability to identify the popular/effective channel used by subscribers √ √ X X X


Competitive Positioning Contd.CLM Platform Requirements Solutions

Party A Party B Party C Party D

Quality Checking/UAT

Able to run test runs of a campaign to selected test numbers and do the complete campaign mechanics. √ √ X X X

Able to create and manage new use cases, simulate them using real data, then launch and explore the performance results. √ √ X X X

Able to generate report for the test runs conducted to validate the complete user experience √ √ X X X

Integration Capabilities

Able to integrate with multiple data sources for realtime or batch data streaming from various ecosystems √ √ X X X

Able to connect to various broadcast platforms and able to retrieve the delivery report back to the NBA platform √ √ X X X

Able to integrate, identify and target customers with geofencing location/network data √ √ X X X

Able to integrate to a Loyalty platform and generate rewards based campaigns/redemptions/points update/reward utilization insights X √ X X X

Able to read from our existing DWH or flat files to upload data for specific campaigns when needed. √ √ X X X

Analytics/Reporting

Extensive data exploration capabilities for campaign managers to drill down a segment and analyse X √ X X X

Click through data segments and do comparison between multiple segments to arrive at a campaign X √ X X X

Configurable Post campaign analysis reports with multiple tracking parameters √ √ √ √ √

Able to schedule the reports and send it out to stakeholders in email/mobile √ √ √ √ √

Ability to represent the insights or analyses in graphs with drilldown capability for easy understanding √ √ √ √ √

Ability to allow data analysts to create models or import pre-built models within the platform X √ √ √ √

Real time campaign tracking and reporting of campaign performance X √ X X X

To generate Reward/Points utilization reports for Loyalty promotions X √ X X X

Loyalty

Able to integrate with Loyaly management platform and trigger rewards based on the customer's usage or CLV matrix √ √ X X X

Able to track realtime usage or redemption of rewards/loyalty points and update the balance/redemption on loyalty platform X √ X X X

Able to notify customers after each reward fulfillment or redemption √ √ X X X

Able to track and generate reward redemption and reward fullfillment reports √ √ X X X

Special Features

Data Monetization capability X √ X X X

Information dashboard for each subscriber X √ X X X

Integration of NBA with call centre X √ X X X

Multi segment campaign grid X √ X X X

Champion Challenger campaigns X √ X X X


CMOs Focus Budget on Retaining & Growing

Source: Gartner 2018


Telco Market Opportunity – Medium Term

Total : 12Target Group : 5






North America

Latin America

Africa

Europe

Middle East

APAC

Overall market forecast to grow to US$ 2.7Bln in 2019 CAGR from 2014 to 2019: 19% Source: Markets & Markets 2016 Overall market forecast to grow to US$ 2.7Bln in 2019 CAGR from 2014 to 2019: 19% Source: Markets & Markets 2016

362


Key Financials – 2018

• Full year 2018 revenue and profit is line with expectations

• Group ended 2018 with gross cash of $2.2 million`- net cash of $1.8 million

• 2018H2 was cash positive

• Visibility for 2019 is $4.4 million

• Current pipeline is about $15 million


Post IPO Events – A Review of 2018

Jan

Apr

Aug

Sep

Sep

Sep

Sep

Oct

Oct Dec

Oct

Delivered 2017 asper the financialscommitted during

the IPO

Won the largestcontract till date from

Tele2 – US$1.7 million –achieved full visibility

for 2018 revenue

Raised £6 million

Acquired certainbusiness assets ofDanateq – inorganic

growth

Entered Central andEastern Europe

Integrated the acquiredassets with Pelatrowithin a few months

Expanded product suitethereby offering

Multichannel MarketingHub – repositioning of

Pelatro in a fastgrowing segment

Added LoyaltyManagement Solution

(LMS) to the GlobalFrameworkAgreement

with Telenor –leveraging the newlyacquired relationship

Entered South Europewith Primetel, Cyprus

win

Won a contract fromTelenor in Bangladesh(Grameenphone) for

LMS

Doubled customer baseorganically and

inorganically – from 6to 14


Looking Forward

• Large market opportunity given the dynamics of the telco industry

• Highly differentiated offering delivering significant value to telcos positions Pelatro well as avaluable partner

• Increasing proportion of recurring/repeat revenue

• Our current trading is in line with expectations and we look forward to the future with confidence

Confidential 15www.pelatro.comConfidential 15www.pelatro.com

Thank You

Capital Markets Day - Pelatro · ConfidentialConfidential 4 4 • Provider of customer engagement...

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Transcript of Capital Markets Day - Pelatro · ConfidentialConfidential 4 4 • Provider of customer engagement...