©2020 Wantedly, Inc.
14 Apr, 2020
FY2020 Q2 Financial ResultsWantedly, Inc.
©2020 Wantedly, Inc. 2
Table of Contents
1. Strategy
2. FY2020 Q2 Results
3. FY2020 Guidance
4. Business Model
5. Market Opportunity
6. Appendix
©2020 Wantedly, Inc.
Strategy
3
©2020 Wantedly, Inc.
We want to provide opportunities for talents to discover their dream companies and like-minded people, while allowing companies to showcase their brand story and passion to build their dream team.
4
©2020 Wantedly, Inc.
professional social networking services
Employer branding and job matching app
Connection management app
What we do
5
©2020 Wantedly, Inc.
- Moved from the investment phase to focused synergy creation with Visit phase
- Making a solid path to monetization
- Released an employee engagement business
- More focus on marketing to diversify the client base
Strategy
6
©2020 Wantedly, Inc. 7
Released an employee engagement business
-Aimed at helping companies support and retain their employees -2020/03/17, released the beta of our employee engagement tool Wantedly Perk
©2020 Wantedly, Inc.
Lead Generation
Lead Nurturing Recruiting
Employee Success
Awa
rene
ss
Soft
Sele
ctio
n
Inte
rest
Co
nsid
era
tion
Ap
plic
atio
n
Sele
ctio
n
Hire
Eng
ag
e
8
Value proposition up until now
Up until now we focused on the lead generation and lead nurturing stages shown below
Blogs, Social, Movies, Events, PR, Ads
Delivering detailed information, Company visit, Casual meeting
Onboarding to perform and retain
Selection, Offer, Closing, Follow-up
Recruitment Marketing
©2020 Wantedly, Inc.
Lead Generation
Lead Nurturing Recruiting
Employee Success
Ap
plic
atio
n
Sele
ctio
n
Hire
Eng
ag
e
9
Wantedly Perk value proposition
In addition, we are now putting focus on the employee success stage shown below
Engagement business Wantedly Perk
Awa
rene
ss
Soft
Sele
ctio
n
Inte
rest
Co
nsid
era
tion
Blogs, Social, Movies, Events, PR, Ads
Delivering detailed information, Company visit, Casual meeting
Onboarding to perform and retain
Selection, Offer, Closing, Follow-up
Recruitment Marketing
©2020 Wantedly, Inc. 10
Wantedly Perk contribution
- The Wantedly Perk beta is free for all companies with paid subscriptions to Wantedly. - From 2021/09/01 we plan to charge an additional fee on a per-account basis - Wantedly moves to support recruitment even after hire
Hiring
Business Growth
Engagement
©2020 Wantedly, Inc.
FY2020 Q2 Results
11
©2020 Wantedly, Inc.
Overview
(¥M) F8/19Q2 F8/20Q1 F8/20Q2 YoY QoQ
Revenue 711 775 830 16.8% 7.1%
Operating Profit 93 56 132 42.6% 138.3%
(Margin) 13.1% 7.2% 15.9% - -
Recurring Profit 92 59 123 34.7% 108.4%
(Margin) 12.9% 7.6% 14.9% - -
Net Profit 46 34 63 37.9% 87.2%
(Margin) 6.4% 4.3% 7.6% - -
- YoY +16.8% in Revenue
- Limited impact of COVID-19 on Q2 earnings
* Figures less than one million yen are rounded.
12
©2020 Wantedly, Inc.
0
200
400
600
800
1,000
16/8 Q1 Q2 Q3 Q4
17/8 Q1 Q2 Q3 Q4
18/8 Q1 Q2 Q3 Q4
19/8 Q1 Q2
Q3 Q4
20/8 Q1 Q2
205195232259
253249236
211169
149139
1401227485787163
625581536497458438412372331283241206188180165147123109
SubscriptionAdd-ons & Others
(¥M)
830775769756
711687648583
500433
379346310254250225194172
YoY +36.5% in Subscription
Revenue: Quarterly Trend
* Consolidated from F8/17 Q3 (non-consolidated until then). * Figures less than one million yen are rounded.
13
©2020 Wantedly, Inc.
0
200
400
600
800
1,000
16/8 Q1 Q2 Q3 Q4
17/8 Q1 Q2 Q3 Q4
18/8 Q1 Q2 Q3 Q4
19/8 Q1 Q2 Q3 Q4
20/8 Q1 Q2
160172201
172168177
151162
119
116
10291
81
7178
687762
177136
99
801058241
28
29
19
2115
15
2385112926
5276
137
65616734101256
1125023
244
20
8083867574646362
5544343131211617131122825326522720920318516112811410998757171585246
PersonnelSystem & Comm.Marketing (W People)Marketing (Others)Others
698720788
620618591
475514588
406317
257
445
206250
153171146
Expanded investment in "other advertising expenses", mainly for Wantedly Visit
SG&A: Quarterly Trend
* Consolidated from F8/17 Q3 (non-consolidated until then). * Figures less than one million yen are rounded.
* Promotion cost is included into “Marketing (W People)” and “Marketing (Others)” from F8/19 Q1
(¥M)
14
©2020 Wantedly, Inc.
-50
0
50
100
150
200
250
F8/19Q2 OP
Subscription Add-ons & Others
Personnel System & Comm.
Marketing (W People)
Marketing (Others)
Others F8/20Q2 OP
-72
-6-19
-48
+8
+9
+167
13293
-50
0
50
100
150
200
250
F8/20Q1 OP
Subscription Add-ons & Others
Personnel System & Comm.
Marketing (W People)
Marketing (Others)
Others F8/20Q2 OP
-41+12
+23+3+25
+10
+44132
56
YoY QoQ
Drivers of Changes in Operating Profit
* Figures less than one million yen are rounded.
(¥M)
15
-6
+8
+9
+10+12+3
©2020 Wantedly, Inc.
-200
-100
0
100
200
16/8 Q1 Q2 Q3 Q4
17/8 Q1 Q2 Q3 Q4
18/8 Q1 Q2 Q3 Q4
19/8 Q1 Q2 Q3 Q4
20/8 Q1 Q2
Operating Profit
132
56
-19
136
9395
173
69
-88
27
6289
-135
48
0
71
2327
-50%
-25%
0%
25%
50%
16/8 Q1 Q2 Q3 Q4
17/8 Q1 Q2 Q3 Q4
18/8 Q1 Q2 Q3 Q4
19/8 Q1 Q2 Q3 Q4
20/8 Q1 Q2
39.2%
30.0%25.0%
34.7%33.6%33.9%38.4%
34.0%39.5%
36.5%35.2%36.6%40.0%
35.8%34.1%36.7%
26.5%30.9%
15.9%
7.2%
-2.4%
18%13.1%13.9%
26.7%
11.9%
-17.6%
6.3%
16.4%
25.6%
-43.5%
18.9%
0%
31.7%
11.6%15.6%
OPM OPM (ex. Marketing Expenses)
Operating Profit & OP Margin: Quarterly Trend
* Consolidated from F8/17 Q3 (non-consolidated until then). * Figures less than one million yen are rounded.
(¥M)
16
©2020 Wantedly, Inc.
0
10
20
30
40
16/8 Q1 Q2 Q3 Q4
17/8 Q1 Q2 Q3 Q4
18/8 Q1 Q2 Q3 Q4
19/8 Q1 Q2 Q3 Q4
20/8 Q1 Q2
0
1,000
2,000
3,000
16/8 Q1 Q2 Q3 Q4
17/8 Q1 Q2 Q3 Q4
18/8 Q1 Q2 Q3 Q4
19/8 Q1 Q2 Q3 Q4
20/8 Q1 Q2
(’000)
*MAU description ended due to strategy change.
2.42M35K
Users Companies
Non-financial KPIs: Quarterly Trend
(’000)
17
©2020 Wantedly, Inc.
FY2020 Guidance
18
©2020 Wantedly, Inc.
Overview FY2020 Guidance
* Figures less than one million yen are rounded. * EPS is equal to net income per share.
19
- Revised Guidance to a range format
- Uncertainty over recruitment activities increases due to COVID-19
- If current conditions continue through the end of the F8/20, we expect the lower end of the range
(¥M) F8/19 Actual
F8/20 Guidance YoY
Revenue 2,922 3,070 ~ 3,450 5.1% ~ 18.1%
Operating Profit 305 260 ~ 310 -14.8% ~ 1.6%
(Margin) 10.4% 8.5% ~ 9.0% -- ~ --
Recurring Profit 295 260 ~ 310 -11.7% ~ 5.2%
(Margin) 10.1% 8.5% ~ 9.0% -- ~ --
Net Profit 146 125 ~ 150 -14.7% ~ 2.4%
(Margin) 5.0% 4.1% ~ 4.3% -- ~ --
EPS(¥) 15.9 13.4 ~ 16.3 -- ~ --
©2020 Wantedly, Inc.
0
1,000
2,000
3,000
4,000
15/8 16/8 17/8 18/8 19/8 20/8 lower
20/8 upper
993
765
474
294
3,4503,070
1,929
1,398
816544451
SubscriptionAdd-ons & Others 3,450
3,0702,922
2,163
1,290
840
451
0
1,000
2,000
3,000
4,000
15/8 16/8 17/8 18/8 19/8 20/8 lower
20/8 upper
718
548
345
285119
366
117
75
151150
330
504
337
299
225117
5727
3,1402,810
904588
353226152
PersonnelSystem & Comm.Marketing (W People)Marketing (Others)Others
3,1402,810
2,617
1,982
1,226
720449
Revenue / SG&A : Guidance
(¥M) (¥M)
* No classification of revenue in F8/15 * Consolidated from F8/17 Q3 (non-consolidated until then).
* Figures less than one million yen are rounded.
Guidance
* Consolidated from F8/17 Q3 (non-consolidated until then). * Figures less than one million yen are rounded.
* Promotion cost is included into “Marketing (W People)” and “Marketing (Others)” from F8/19 Q1
Guidance
20
©2020 Wantedly, Inc.
* Consolidated from F8/17 Q3 (non-consolidated until then). * Figures less than one million yen are rounded.
GuidanceGuidance
Operating Profit: Guidance
(¥M)
-100
0
100
200
300
400
15/8 16/8 17/8 18/8 19/8 20/8 lower
20/8 upper
Operating Profit
310
260
305
181
64
121
-3
-25%
0%
25%
50%
15/8 16/8 17/8 18/8 19/8 20/8 lower
20/8 upper
28.0%29.0%31.7%
37.1%36.8%32.4%32.8%
9.0%8.5%10.4%8.4%
5.0%
14.4%
-0.6%
OPM OPM (ex. Marketing Expenses)
©2020 Wantedly, Inc. 22
Business Model
©2020 Wantedly, Inc.
Wantedly Visit
- Matching based on shared value and mission
- No statement for salary or benefit. Amplify the company's voice regardless of the size.
- A brand new experience of 'Want to Visit' a company
- Talent meet company whose values align to discover more opportunities.
Find your dream job
23
©2020 Wantedly, Inc. 24
Employer branding and job matching platform
Talent Scouting
Applications for Jobs
Employer Branding
Social media
Organic searchManagement
UsersCompanies
Contents Viewing
Subscription + Add-ons Free of charge
HR
Non-HR employees
No success fee
Students
Office workers
Freelancers
©2020 Wantedly, Inc.
Subscription
Add-ons
0
200
400
600
800
1,000
16/8 Q1 Q2 Q3 Q4
17/8 Q1 Q2 Q3 Q4
18/8 Q1 Q2 Q3 Q4
19/8 Q1 Q2
Q3 Q4
20/8 Q1 Q2
205195232259
253249236
211169
149139
140122748578
7163
625581536497458438412372331283241206188180165147123109
SubscriptionAdd-ons & Others
830775769756
711687648
583500
433379346
310254250225194172
25
Subscription revenue model
Quarterly revenue trend
- ¥100k~ per item
- Mainly pay-per-use “Talent Scouting”
- Other one-off add-ons such as content creation and content promotion
- ¥45k~¥200k per month (as of July 2019) - Revised pricing plan for new company
subscription in July 2019 - 6mo/1yr/2yr term contract - Unlimited job posts & applicants - Upper plans are bundled with talent
scouting
Affordable for SMEs Higher ROI for hiring
(¥M)
* Consolidated from F8/17 Q3 (non-consolidated until then). * Figures less than one million yen are rounded.
©2020 Wantedly, Inc. 26
Users on Wantedly
Occupation Age
12%
10%
16%
17%13%
32%
DeveloperDesignerSalesMarketingDirectorCorporate
6%
17%
36%
41%20-2930-3940-4950-
Advantage in millennials and the growing Web industry.
©2020 Wantedly, Inc. 27
Companies on Wantedly
Registered companies by industry
Web & MobileConsultingSystem Integration & Packaged SoftwareMarketing & AdvertisementArchitecture & Real estateStaffing & HR & Nursing & Other ServicesRetail & DistributionMedia & PublisherFood & RestaurantsOthers
35K companies
Companies from various industries with relatively higher share of Web/mobile. Most of them are SMEs with less than 100 employees.
©2020 Wantedly, Inc.
Growth Cycle
28
More company acquisition & activation
More content publishing & sharing
More user acquisition & activation
More actions & interactions by users & companies
- Visiting companies - Talent scouting - Applications for jobs
- Organic search - Social media - Direct
- Job posts - Articles - Meetups
- Product improvement - Marketing - Partner network
More content publishing & sharing boost the growth cycle
©2020 Wantedly, Inc.
The acquisition, Churn and ARPA for companies
29
Go-to- Market
Land &
Expand
Inbound sales model Latent needs marketing
Expansion in non-Tokyo area
Partner network Upmarket
Customer Success Onboading Upselling & other add-ons
× ×
Engagement Business Wantedly Perk
New
Latent needs marketing, strengthened approach to existing companies, retention by engagement business
Acquisition ⇧ Churn⇧
ARPA ⇧
©2020 Wantedly, Inc.
Wantedly People
- Business card scanning made fast and easy
- Instantly scan and digitalize multiple business cards
- Get updates of your new connections simultaneously
- A chance to create deeper connections
Scan cards, create connections
30
©2020 Wantedly, Inc.
UPDATE SCAN CONNECT
31
Connection management app
Scan up to 10 Cards at a time Digitize them in a flash
Keep you informed of “Updates” from connections
Know more about your connections
©2020 Wantedly, Inc. 32
Users on Wantedly People
53%
3%8%
12%
4%
20%
CEO/PresidentDirectorGeneral ManagerManagerChief/Unit HeadOthers
8%
18%
28%
26%
20%
20’s30’s40’s50’sOthers
Occupation Age
* Surveyed by Wantedly
4M users including large number of executives and wide range of age groups
©2020 Wantedly, Inc.
Monetize & Generate Synergy
4MUsers
33
Monetize by ads on “Updates” Generate Synergy
* incl. non-registered users
- Exchanging users - Feeding contents - Talent scouting
(Released beta version in Aug 2019)
©2020 Wantedly, Inc. 34
Market opportunity
©2020 Wantedly, Inc. 35
Some of the factors driving changes
Fall of traditional labor system
Shift in work values
“Recruitment Marketing” is emerging
Growing importance of engagement
1
2
3
4
©2020 Wantedly, Inc.
Fall of traditional labor system
More and more Japan’s junior workers tend to think about future career changes at the start of working
0%
20%
40%
60%
80%
100%
2015 2016 2017 2018 2019
16.9%16.0%14.9%14.3%13.9%
3.5%3.7%4.3%2.8%3.2%
4.2%2.9%2.7%2.7%2.2%
6.6%6.8%6.7%6.9%7.4%
18.4%16.7%15.2%
11.2%9.9%
50.4%53.8%56.2%62.0%63.4%
新卒を対象としたアンケート 出所: 株式会社ラーニングエージェンシー
1
36
Have no specific idea
Want to be stay-at-home
Want to work as a freelancer
Want to start my company someday
Want to change my job sooner or later
Want to keep working at the current workplace
©2020 Wantedly, Inc.
Purpose and career opportunity become more important at work
Shift in work values2
37
Source: Recruit Agent “Survey on job changers 2017”
Leveraging skills/experiences
Work with purpose
Expectation for self growth
Future prospects of the company
Working style
Higher salary
Location
Attractive business/products
0% 20% 40% 60% 80% 100%
What were important factors when you decided your company to join?
©2020 Wantedly, Inc.
Tighter supply-demand balance due to declining population
“Recruitment Marketing” is emerging
0.0
0.5
1.0
1.5
2.0
2000
2001
2002
2003
2004
2005
2006
2007
2008
2009
2010
2011
2012
2013
2014
2015
2016
2017
2018
2019
2020
3
38
Trends in active opening ratio
Source: Ministry of Health, Labour and Welfare
©2020 Wantedly, Inc.
Lead Generation
Lead Nurturing Recruiting
Employee Success
In addition to focusing on the apparent need, it becomes necessary to target the latent needs layer to form the preliminary candidate group
Awa
rene
ss
Soft
Sele
ctio
n
Inte
rest
Co
nsid
era
tion
Ap
plic
atio
n
Sele
ctio
n
Hire
Eng
ag
e
Recruitment Marketing
39
“Recruitment Marketing” is emerging3
Blogs, Social, Movies, Events, PR, Ads
Delivering detailed information, Company visit, Casual meeting
Onboarding to perform and retain
Selection, Offer, Closing, Follow-up
©2020 Wantedly, Inc.
Growing importance of engagement
Declining population necessitates increases in productivity
40
0
30,000
60,000
90,000
1965 1975 1985 1995 2005 2015 2025 2035 2045 2055
working-age old-age younger(K person)
Source: "Census" by the Bureau of Internal Affairs
3
©2020 Wantedly, Inc. 41
Appendix
©2020 Wantedly, Inc. 42
Septermber, 2010Founded
Akiko NakaCEO
Headquarter
MG Shirokanedai building 4F, 5-12-7, Shirokanedai, Minato-ku, Tokyo
Subsidiary
Wantedly Singapore Pte. Ltd.
Wantedly, Inc.
Company Overview
©2020 Wantedly, Inc. 4343
Listed on the TSE Mothers
Officially Started service in Hong Kong2018.06
2017.03
2017.09
Officially Started service in Singapore
2016.11 Released Wantedly People
2012.02 Officially released Wantedly (current “Wantedly Visit”)
2014.12 Won “Best App 2014” in both App Store and Google Play Store
Company History
2010.09 Akiko Naka founded Fuel, Inc. (current “Wantedly, Inc.”)
2020.03 Released Wantedly Perk
©2020 Wantedly, Inc.
Leadership - 1
44
After graduating from the Faculty of Economics, Kyoto University, entered Goldman Sachs. After retiring, participated in Facebook Japan as an early member. In September 2010, established the present Wantedly, and developed a business social media "Wantedly" utilizing Facebook. In February 2012, officially released the service.
Akiko Naka / President, CEO
After graduating from The Department of Information Science, the University of Tokyo, completed the master's course in the Department of Computer Science, Graduate School of Information Science and Technology, UOT. In 2006, entered Goldman Sachs. After serving as VP for the Technology Division, participated as CTO in the development and operation of Wantedly in April 2012. Assumed the present position in October 2013.
Yoshinori Kawasaki / Director, CTO
Launched Business Corp Inc. (present Benefit One Inc.) while working at Mitsubishi Corporation, and was engaged in the startup of various businesses utilizing the Internet in its very early days in Japan. Has mainly undertaken service planning and operation design, funding, etc. Has also leveraged experience in broad areas, including security analysis, corporate planning, and internal audit. In April 2014, took office as Full-time Auditor of Wantedly. In November 2015, took office as Outside Director (Audit and Supervisory Committee Member) of Wantedly.
Akiko Takahara / External Director
Representative Director and President of Muuseo Inc. After working for Deloitte Touche Tohmatsu LLC, was expatriated to the Listed Unit, Tokyo Stock Exchange, and undertook the establishment of listing rules and the application of actions based on the listing rules. From 2007, established the management structure as Executive CFO at Cookpad, and led its listing in Tosho Mothers. In March 2012, retired for the purpose of startup. At present, focuses on the management of online services, and also supports startups as angel investor and/or outside executive officer. In November 2015, took office as Outside Director (Audit and Supervisory Committee Member) of Wantedly.
Jun Narimatsu / External Director
Serves as partner for STW & Partners. After registering as lawyer in the Daini Tokyo Bar Association in 2000, served as partner for Mori Hamada & Matsumoto from 2009. In October 2011, took office as Outside Auditor of enish, Inc. In January 2015, entered STW & Partners. In November 2015, took office as Outside Director (Audit and Supervisory Committee Member) of Wantedly.
Shinichiro Yoshiba / External Director
©2020 Wantedly, Inc. 45
Leadership - 2
Naoki Aoyama / Executive Officer, CDOAfter graduating from the Faculty of Crafts, Department of Modeling Engineering at Kyoto Institute of Technology, and completed masters at the Graduate School of Media and Governance at Keio University, entered Fujitsu Limited and was involved in UI design and art direction for Android devices. Entered Wantedly in June 2015 and assumed the present position in September 2019.
Kento Moriwaki / Executive OfficerWorked as a freelance engineer while enrolled in the Department of Environment and Energy Engineering at Osaka University. After graduating from the university, entered Wantedly as a new graduate in 2015 and was assigned to the development team for Wantedly Visit. Led projects that focus on development of new functions, such as Wantedly Feed, and renovation of existing functions. Assumed the present position in September 2019.
After graduating from Waseda University, engaged in the management of competitive swimmers. In 2007, entered Recruit Agent (present Recruit Career). Has experienced corporate sales and launch of new businesses in the consumer segment, and has served as manager in the business development division. After working for HR Tech in Singapore, entered Wantedly in October 2017, and assumed the present position in September 2018.
Kaori Kawaguchi / Executive Officer
After graduating from the Faculty of Economics, the University of Tokyo, worked for Softbank, and subsequently entered Oisix in 2001. After serving as the General Manager of Logistics, undertook HR from 2005. Entered Wantedly in August 2014, and undertook HR and other corporate operations. Assumed the present position in June 2016.
Akitsugu Otani / Executive Officer
Toshitsugu Kanehira / Executive OfficerAfter graduating from the Faculty of Law and Economics at Chiba University, entered Honda Motor Co., Ltd., experienced dealing with accounting finance and management planning. After working at J.Score, established by Mizuho Bank and Softbank, entered Wantedly in January 2019, and been in charge of accounting, finance, management planning and IR. Assumed the present position in September 2019.
©2020 Wantedly, Inc. 46
Disclaimer
This material contains forward-looking statements that reflect views and assumptions of
management at Wantedly, Inc., in light of information currently available with respect to
certain future events, including, but not limited to financial projections and business strategies.
These forward-looking statements are subject to certain risks and uncertainties, and may differ
from actual business performance or results. These results of such forward-looking assumptions
cannot be assured.
This material does not intend to solicit the sale or purchase of the shares of the company. Your
investment decisions should be made at your discretion.
This material is the sole property of Wantedly, Inc., and no part of this material may be
reproduced or transferred by whatever means, electronic or otherwise, without prior consent.
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