BIGTINCAN HOLDINGS LIMITED ASX:BTH · Subscription revenue. $13.6m . 59%. 1H FY20 vs. 1H FY19 Comparison. Adjusted EBITDA includes adjustments for non- cash and non-recurring acquisition

1 © 2020 BIGTINCAN

BIGTINCAN HOLDINGS LIMITEDASX:BTH

1H FY20 Results Presentation27th February 2020

2 © 2020 BIGTINCAN

The technology behind successful customer facing workers in today’s digital economy.

Bigtincan: A Global Leader in Sales Enablement Automation Platforms

PARTNERS MARKET TRACTIONCUSTOMERS

• 400+ customer deployments across 3 continents

• 200,000+ user seats• Established Fortune 100/500

customers across 8 key verticals

• 28 global partners extending reach• Strategic relationship with Apple• Extended gotomarket network

• Multi Award Winning SaaS Company• Leading in AI technologies• Patented core technology

3 © 2020 BIGTINCAN3

7,1288,940 10,884

12,78015,360

20,80023,400

32,410

0

10,000

20,000

30,000

40,000

Jun-16 Dec-16 Jun-17 Dec-17 Jun-18 Dec-18 Jun-19 Dec-19

Financial HighlightsStrong Unit Economics Underpin Results

33 © 2020 BIGTINCAN

1H FY18 1H FY19 1H FY20ARR $12.8m $20.8m $32.4m

Revenue $6m $9.4m $14.3m

MRR Retention 85% 87% 89%

GM 84% 88% 86%

LTV $72m $137m $252m

LTV/CAC 3.54 4.15 4.32

Adj. EBITDA (6,373) (1,618) (1,874)

Adj. EBITDA Margin (105.6%) (17.2%) (13.5%)

ARR

$32.4m 55%

Retention

89% 2%LTV

$252m 84%

Subscription revenue

$13.6m 59%

1H FY20 vs. 1H FY19 Comparison

Adjusted EBITDA includes adjustments for non-cash and non-recurring acquisition-related items. ARR represents contracted, recurring revenue on an annualised basis. LTV calculated as: ARR * gross profit margin / (1 - MRR Retention).

ANNUALISED RECURRING REVENUE (AUD ‘000s)

4 © 2020 BIGTINCAN

1. Business Update2. Finance Update3. Growth Strategy4. Outlook5. Appendix Financial Statements6. Q&A

AGENDA

5 © 2020 BIGTINCAN

BUSINESS UPDATE

6 © 2020 BIGTINCAN

Progress

Growing Customer Presence

55%

Added

$11.6min ARR over CY19

Added

$115min LTV

Acquisitions

3adding new people, technology and opportunities for growth with existing and new customers

4World leadingretailer brands*

5

World leadinglife sciences companies*

6

World leading telcos*

7

World leading financial services companies*

*Capital IQ company screen; represents organisations worldwide with greater than 1,000 employees and $500m of revenue

Bigtincan Sales Enablement Automation Platform

7 © 2020 BIGTINCAN

EVENT EXPOSUREDreamforce

Sirius Decisions

LEAD GENERATIONInbound lead traffic increased 287%*

Winninginfluential

deals

AnalystReviews and

Endorsements

Attracting the

best peoplein the industry

GROWING MARKET

RECOGNITION

*Lead traffic measured as inbound digital promotion content and connection requests - 1H FY19 to 1H FY20.

8 © 2020 BIGTINCAN

Technology Innovation and Ongoing DevelopmentNew releases across all key platforms with key technology delivery in;

• Deeper connection and integration into enterprise systems

• Mobile OS support including new AR and content sharing capabilities

• Enhanced SDK and APIs for third party developers

• Investments in scale to support the next wave of enterprise customers

9 © 2020 BIGTINCAN

ENTERPRISEGRADE

Privacy &Security

Data from engagements

Improved models:• Recommendations• Search• Predictive ability

More customersand ongoing growth

More customerEngagement

Increasedrevenue and

retention

GROWINGDATA STREAMBuilding a data platform for the future powered by Artificial Intelligence and Data Science


We are a globaldiverse workforce

We attract great talent and grow our teams to have the diversity and

locations that deliver to global customers anywhere anytime

We believe what we domakes a difference

Our values will make us successful in realising our vision

Performance is measured not just on what is achieved but how it is achieved

Enabling delivery to our customers of the best

solutions

We invest in the development of our people

and partners

Our global team makes the difference

OUR PEOPLE

Diversity and Flexibilityin Our Workforce

Clear Vision and Values & Culture

Growing, Learningand Sharing


Innovation Focus 50% of the global team dedicated to innovation

North America

47.9%

EMEA

6.4% Asia/Pac

2.1%

Australia

43.6%

PER REGION

PER ROLE

P&E44.2%

S&M44.2%

G&A5.8%

CoS5.8%

P&E47.8%

S&M39.7%

G&A6.6%

CoS5.9%

December 2018 December 2019


Market Development

Customer-Facing Services Inside and Outside the EnterpriseSales EnablementSales Ops

$6b TAM1 $6b TAM2 $67b TAM3

RevenueEnablement

DocumentAutomation

SalesCollateral

Skills Training & Coaching

Data stream growing with the use case

Source: Market size estimates from Aragon Research 1) The Aragon Research Visual Forecast for Sales

Engagement Platforms 4/10/2018. $6b by 20212) The Aragon Research Visual Forecast for Digital

Transaction Management (DTM), 8/10/2018. $6b by 2024

3) Aragon Forecast for Customer Relationship Management. 2020. $67b by 2024NB. Chart not to scale.


FINANCE UPDATE

14 © 2020 BIGTINCAN14 © 2020 BIGTINCAN

Growing Revenue and ARR


1H FY2018 1H FY2019 1H FY2020

Operating Revenue (m) $6.0 $9.4 $14.3

ARR (m) $12.8 $20.9 $32.4

Revenue CAGRLast three years CAGR

6.09.4

14.312.8

20.9

32.4

0.0

5.0

10.0

15.0

20.0

25.0

30.0

35.0

1H FY2018 1H FY2019 1H FY2020

OPERATING REVENUE AND ARR ($’000s)

ARR

55% vs. PcP

Revenue

51% vs. PcP

Revenue CAGR

54%Over last three

periods

15 © 2020 BIGTINCAN15 © 2020 BIGTINCAN1515 © 2020 BIGTINCAN

Strong Unit EconomicsPowering LTV*

1H FY18 2H FY18 1H FY19 2H FY19 1H FY20

ARR (m) $12.8 $15.4 $20.8 $23.4 $32.4

LTV (m) $72 $100 $137 $158 $252

72100

137158

252

0

50

100

150

200

250


LTV GROWTH ($m)

Added

$115min LTV in CY1984% growth vs. PcP

*LTV is LifeTime Value of subscription customers measured as ARR at a period, multiplied by gross margin and divided by the inverse of the retention rate.


OperatingLeverage

Increasing effectivenessin business operations

6% improvementvs. PCP

1H FY18 1H FY19 1H FY20

Total Operating Costsas a % of Revenue 149% 118% 112%

OPERATING LEVERAGE ($‘000s) 1H FY2020


6,036

9,431

14,259

5,016

5,744

8,308

3,0173,030

4,797

9502,355

2,9042,000

4,000

6,000

8,000

10,000

12,000

14,000

16,000

1H FY2018 1H FY2019 1H FY2020

Operating Revenue

Sales and Marketing

Product Development

General and Administration


Strong Organic Growth + M&A


$20.8mDec 2018

$7.2m Organic

$4.4mAcquisition

ARR Dec18 $20.8m

Organic ARR net add CY19 $7.2m

Acquisition ARR 1H FY20 $4.4m

ARR 1H FY20 $32.4m

Organic ARR Growth 35% in CY19, 19.5% organic ARR growth in 1H FY20

ARR CONTRIBUTION

Total Growth

55% YoY

Organic Growth

35% YoY

1H FY20 ARR

$32.4m


ARR Land & Expand*


ARR expansion demonstrates long term growth opportunities

ARR EXPANSION IN TOP 50 CUSTOMERS

*ARR land and expand is ARR Value of customer expansion measured as ARR % change in a period. Top 20 and 21-50 represents top customers by ARR size. i.e. Top 50 customers in CY19 that expanded grew ARR 72.31% during CY19 year.

0%

10%

20%

30%

40%

50%

60%

70%

80%

CY17 CY18 CY1921-50 Top 20

58% 57%

72%

44%

14%

38%

19%

40%

32%


GROWTH STRATEGY


GTM Partner and Field Execution

ExpandedUse Cases

VerticalStrategy

GlobalExpansion

Strategic M&A to Accelerate Roadmap

• Document automation adding new use cases and expansion possibilities

• Ultimate+ launched at $65/u/m

• Expanded Financial Services offering launched

• Wins in retail demonstrate leadership

• Solution now available in 24 languages across 50 countries

• Expanded sales, customer care and engineering in the UK

• Events exposure• New channel partner

Fortech added in North America

• Improving LTV/CAC demonstrates field execution

• Three acquisitions completed

• Advanced integration program

• Strong pipeline of opportunities

1H FY20 Progress


Power the future and support growing customer base

Investments for the Future

Databrickspartnership

Global redundant cloud infrastructure

CustomerCare

Growing long term engineering investment

AI, Machine Learningand Data Science

Extended investment with redundant systems in the

USA, Europe and Asia

Dedicated resources focussed on driving

customer value

Building for the future to provide long term value

BENEFITS• Building on leadership in data

science and AI• Creating a Machine Learning

platform to leverage increased data stream

BENEFITS• Infrastructure to provide step

change in capabilities to support growing customer base

BENEFITS• Increased retention and expansion

opportunities

BENEFITS• Long term focus for market

leadership


• Acquisitions of Asdeq, Veelo and XINN completed in 1H FY20• Accelerated progress of acquisition integration

M&A added key technology, people and market capability

Veelo Asdeq XINN

Branding Completed Completed Complete end FY20

Teams Completed Completed Complete end FY20

Product integration Completed Phase 1, 2H FY20 Phase 1 complete

Channel/gotomarket enablement Completed In progress Completed

Infrastructure In progress, complete end FY20 Completed In progress,

complete end FY20

Integration into BTH product Editions Completed Completed Completed


FY20 OUTLOOK


FY20: Executing on a Strategy for Planned Growth

Strengthening market leading solutions

Encouraging third party development programs

Expanding relationships with channels

Expanding sales and marketing capability


• Market growth tailwinds

• Technology leadership

• Experienced executive team

• Distribution channel in execution mode

• Core North American market understood

• Strong unit economics underpinning business model

• Strong pipeline of new customers and expansion

• Growing sales opportunities outside US markets

• Opportunity for accretive M&A to accelerate technology roadmap

Outlook for FY20

Bigtincan is on track to deliver 30-40% organic revenue growth, with stable retention in FY20 as demonstrated by new wins and ongoing market execution.


investor.bigtincan.comVisit our Investor Centre to learn more



APPENDIX MATERIALS

28 © 2020 BIGTINCAN28

Customer Challenges How Bigtincan Delivers Real World ROI

65% of sales reps can’t findcontent to send to prospects

Smart system to recommend the right content to the right sales person to share as needed/permissioned

13 hours each week looking for and creating marketing collateral

Easy to use, mobile first designed platform to help find and create the right content

65% of content is unused by salesMarketing knows what / why content is / isn’t being used - can create better content with a positive feedback loop

37% of sales reps time spend sellingAutomation of processes like updating CRM done by the system – freeing time to be spent with customers

87% of training content is forgotten within 30 days

Integration of learning content inside the sales content system ensures that learning is ongoing and relevant

57% of sales people achieving quota Sales people achieve better results by being better prepared - more time on the customer relationship

ASX:BTH Delivering Real World ROI for Customers


Cash Position Ongoing focus on cash management


Closing Cash

$27.1mStrong balance sheet position with no debt

CASH RECEIPTS PER HALF

7,365 7,909

10,888

14,367

2,0004,0006,0008,000

10,00012,00014,00016,00018,00020,000

2H FY2018 1H FY2019 2H FY2019 1H FY2020

1H FY2019 1H FY2020 % CHANGE

Operating Cash Inflow 8,817 14,541 65%

Operating Cash Outflow (14,267) (17,538) 23%

Net Operating Cash (5,450) (2,997) (45%)

30 © 2020 BIGTINCAN30 © 2020 BIGTINCAN3030 © 2020 BIGTINCAN

CASH FLOW MOVEMENT

Cash Flow Movements

1H FY20Cash Movements

Inflows Outflows

27,136


Subscription Revenue Growth


Subscription Revenue 95% of Total Revenue

SUBSCRIPTION REVENUE GROWTH (‘000s)

(‘000s) 1H FY2017

1H FY2018

1H FY2019

1H FY2020

Subscription Revenue $3,865 $5,553 $8,559 $13,607

Cost of Revenue $784 $638 $1,175 $2,067

59% vs. PcP

3,865 5,553

8,559

13,607

784 638 1,175 2,067 5,000

10,000

15,000

20,000

1H FY2017 1H FY2018 1H FY2019 1H FY2020


Deferred Revenue


$14.8m$9.1m

$2.9m

$0.5m

DEC 2018 DEC 2019

CY18 CY19 IncreaseCurrent portion 9,111 14,733 5,622

Non current portion

499 2,891 2,392

Total deferred revenue

9,610 17,624 8,014

Deferred Revenue

Revenue to be earned in future periods (CY20-CY23)

83% to

$17.6mat 31 December 2019

83%


Gross Margin and Retention



GM 84% 82% 88% 88% 86%

Retention 85% 85% 87% 87% 89%

$5,098 $5,798 $8,256 $9,200 $12,195

Investments in Customer Care driving increases in retention

5,098 5,7988,256 9,200

12,19584% 82%

88% 88%

86%85% 85% 87% 87%

89%

78%

80%

82%

84%

86%

88%

90%

0

2,000

4,000

6,000

8,000

10,000

12,000

14,000


Gross Profit Margin and MRR Retention Rate

Gross Margin includes costs from acquisitions as they are integrated into Bigtincan, including acquisition-related hosting costs that are expected to reduce in future periods.Retention excludes acquisitions.

Gross Profit (‘000s)


Revenue Sources


Acquisitions:• Xinnovation Inc.

• Asdeq Labs

• Veelo Inc.

88.4%

11.6%

REVENUE 1H FY20

1H FY2020 REVENUE % OF TOTAL REVENUE

Organic Revenue 12,600 88.4%

Acquisition 1,659 11.6%

Total Revenue 14,259

Organic revenue growth engine with strategic M&A drives 51% overall revenue growth PcP


P&L Statement

35

Note31 December

201931 December

2018$000 $000

Revenue 4(a) 14,259 9,431Cost of revenues (2,067) (1,175)Gross Profit 12,192 8,256

Other income 4(b) 990 822

Sales and marketing expenses (8,308) (5,744)Product development expenses (5,940) (3,030)General and administration expenses (2,904) (2,355)Operating loss (3,970) (2,051)

Finance income 232 469Finance expenses (208) (372)Net finance income / (expense) 24 97

Loss before income tax (3,946) (1,954)

Income tax expense (50) (41)Loss for the year after tax (3,996) (1,995)

Other comprehensive incomeItems that are or may be reclassified subsequently to profit or lossForeign operations – foreign currency translation differences (80) (33)Total other comprehensive loss, net of tax (80) (33)

Total comprehensive loss (4,076) (2,028)

CONSOLIDATED STATEMENT OF PROFIT OR LOSS AND OTHER COMPREHENSIVE INCOMEFor the half-year ended 31 December 2019

Please refer to Half Year Financial Report and Appendix 4D for further detail


Balance Sheet

36

Note 31 December2019

30 June2019

$000 $000AssetsCurrent assetsCash and cash equivalents 27,136 25,127Trade and other receivables 12,371 5,103Other assets 3,260 2,496Total current assets 42,767 32,726Non-current assetsProperty, plant and equipment 1,163 200Intangible assets - goodwill 7(a) 16,599 7,497Intangible assets - other 7(b) 11,962 5,405Other non-current assets 385 331Total non-current assets 30,109 13,433Total assets 72,876 46,159LiabilitiesCurrent liabilitiesTrade and other payables 2,979 1,555Deferred revenue 14,962 9,111Provisions 634 488Other current liabilities 5,307 3,074Total current liabilities 23,882 14,228Non-current liabilitiesDeferred tax liabilities 985 985Deferred revenue 2,891 499Provisions 59 64Other non-current liabilities 10 1,807Total non-current liabilities 3,945 3,355Total liabilities 27,827 17,583Net assets 45,049 28,576

EquityShare capital 85,484 65,279Share-based payment reserve 4,756 4,412Accumulated losses (45,122) (41,126)Foreign currency translation reserve (69) 11Total shareholders’ equity 45,049 28,576

CONSOLIDATED STATEMENT OF FINANCIAL POSITIONAs at 31 December 2019



AdjustedEBITDA

37

Calculation of EBITDA and Adjusted EBITDA Dec 2019 Dec 2018

$000 $000

Loss before taxation (3,946) (1,954)

Adjusted for the removal of interest, depreciation and amortisation:Net Interest 29 (126)

Amortisation and depreciation relating to acquisitions 397Depreciation - PPE 69 49

Depreciation - leases 445Sub total 940 (77)

EBITDA (3,006) (2,031)

Adjusted for the removal of various non-cash and acquisition related items:

Bargain purchase price adjustment (876)

Remuneration from business combination adjustment 1,143Costs relating to acquisitions 545 225Foreign currency (gains) / losses (24) 29Share based payments 344 159Sub total 1,132 413

Adjusted EBITDA (1,874) (1,618)

FOR THE HALF YEAR ENDED 31 December 2019



Table Of Terms

Term Definition

ARR Annualised Recurring Revenue. This is the monthly recurring revenue times 12.

LTV Lifetime value. ARR times Gross margin divided by the inverse of retention.

CAC Customer acquisition costs (60% of S&M and Acquisition costs).

MRR Retention The 12-month trailing churn dollar total subtracted from the ending MRR dollar position divided by the ending dollar MRR position. This excludes acquisitions.

CAGR Compound Annual Growth Rate

PcP Prior Corresponding Period

TCV Total Contract Value


In 1H FY20, our technology was used for millions of interactions across hundreds of implementations, empowering thousands of people to be more confident and competent in how they work.

The technology behind successful customer facing workers in today’s digital economy.

Bigtincan: A Global Leader in Sales Enablement Automation Platforms

Sales Enablement is one of the fastest-growing sectors in enterprise software globally, predicted to be a multi-billion-dollarmarket in 2021, and providing the basis for ongoing expansion into the future.

Established SAAS Leader Large and Growing Market

Market size calculation from Aragon Research Sales Enablement and Sales Coaching and Learning Report.


This presentation is provided by Bigtincan Holdings Limited ACN 154 944 797 (Bigtincan) to provide summary information about Bigtincan and its subsidiaries (the Group). Statements in this presentation are made only as at 27 February 2020 and the information in this presentation remains subject to change without notice. The information in this presentation is of a general nature and does not purport to be complete, is provided solely for information purposes and should not be relied upon by the recipient.

This presentation is not, and does not constitute, or form any part of, an offer to sell or issue, or the solicitation, invitation or recommendation to purchase any securities.

No representation or warranty, express or implied, is made as to the fairness, accuracy, completeness or correctness of the information, opinions and conclusions contained in this presentation. This presentation does not purport to summarise all information that a recipient should consider when making an investment decision and should not form the basis of any decision by a recipient.

Recipients should carry out their own investigations and analysis of the Group and verify the accuracy, reliability and completeness of the information contained in this presentation or any other form of communication to which the recipient is permitted access in the course of evaluating an investment in Bigtincan.

No liabilityTo the maximum extent permitted by law, none of Bigtincan or its respective affiliates or related bodies corporate or any of their respective officers, directors, employees and agents (Related Parties), nor any other person, accepts any responsibility or liability for, and makes no recommendation, representation or warranty concerning, the content of this presentation, Bigtincan, the Group or Bigtincan securities including, without limitation, any liability arising from fault or negligence, for any loss arising from the use of or reliance on any of the information contained in this presentation or otherwise arising in connection with it.

This presentation is not, and does not constitute, or form any part of, an offer to sell or the solicitation, invitation or recommendation to purchase any securities in the United States and neither this presentation nor anything contained herein shall form the basis of any contract or commitment. This presentation may not be distributed or released in the United States. Securities may not be offered or sold in the United States unless such securities are registered under the U.S. Securities Act of 1933, as amended (U.S. Securities Act) or in a transaction exempt from, or not subject to, the registration requirements of the U.S. Securities Act and any other applicable securities laws. Any public offering of securities in the United States would be made by means of a prospectus that would be obtained from the issuer or selling security holder and that would contain detailed information regarding the company and management, as well as financial statements. Each institution or person that reviews this presentation will be deemed to represent that each such institution or person is not in the United States.

The distribution of this presentation may be restricted by law. Persons who come into possession of this presentation should seek advice and observe any such restrictions. Any failure to comply with such restrictions may constitute a violation of applicable securities laws.

Not financial product adviceReliance should not be placed on the information or opinions contained in this presentation. This presentation is for informational purposes only and is not a financial product or investment advice or recommendation to acquire Bigtincan securities and does not take into consideration the investment objectives, financial situation or particular needs of any particular investor.

You should make your own assessment of an investment in Bigtincan and should not rely on this presentation. In all cases, you should conduct your own research of Bigtincan and the Group and analysis of the financial condition, assets and liabilities, financial position and performance, profits and losses, prospects and business affairs of Bigtincan, the Group and its business, and the contents of this presentation. You should seek legal, financial, tax and other advice appropriate to your jurisdiction.

Past performancePast performance information given in this presentation is given for illustrative purposes only and should not be relied upon as (and is not) an indication of future performance.

Future performanceThis presentation contains certain forward-looking statements with respect to the financial condition, operations and business of the Group and certain plans and objectives of the management of Bigtincan. Forward-looking statements can be identified by the use of forward-looking terminology, including, without limitation, the terms “believes”, “estimates”, “anticipates”, “expects, “predicts”, “intends”, “plans”, “goals”, “targets”, “aims”, “outlook”, “guidance”, “forecasts”, “may”, “will”, “would”, “could” or “should” or, in each case, their negative or other variations or comparable terminology. These forward-looking statements include all matters that are not historical facts.

Such forward looking statements involve known and unknown risks, uncertainties and other factors which because of their nature may cause the actual results or performance of the Group to be materially different from the results or performance expressed or implied by such forward looking statements. Such forward looking statements are based on numerous assumptions regarding the Group’s present and future business strategies and the political and economic environment in which the Group will operate in the future, which may not be reasonable, and are not guarantees or predictions of future performance. No representation is made that any of these statements or forecasts will come to pass or that any forecast result will be achieved, or that there is a reasonable basis for any of these statements or forecasts.

Forward-looking statements speak only as at the date of this presentation and to the full extent permitted by law, Bigtincan, the Lead Manager and their respective affiliates and related bodies corporate and each of their respective Related Parties and intermediaries disclaim any obligation or undertaking to release any updates or revisions to information to reflect any change in any of the information contained in this presentation (including, but not limited to, any assumptions or expectations set out in the presentation).

Financial dataAll figures in the presentation are A$ unless stated otherwise.

Financial InformationAny pro forma and forecast financial information provided in this presentation is for illustrative purposes only and do not represent a forecast or expectation as to the Group’s future financial condition and/or performance. This document has been prepared at a time where the review of financial information contained in this presentation has not been completed and accordingly, you should only rely on any forecast or expectation as to the Group’s future financial condition and/or performance that is contained in a prospectus or other offering document which may be issued by Bigtincan in connection with any offer of Bigtincan securities.

40

Important Notice and Disclaimer

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BIGTINCAN HOLDINGS LIMITED ASX:BTH · Subscription revenue. $13.6m . 59%. 1H FY20 vs. 1H FY19 Comparison. Adjusted EBITDA includes adjustments for non- cash and non-recurring acquisition