11/11/2019

speaker
Robert
Head of Investor Relations (Moderator)

Thank you, Kai. Good morning, ladies and gentlemen. Thank you for joining TeamViewer's earnings call for the third quarter 2019. With a quick look on the legal notices, I would immediately like to start and hand over to our CEO, Oliver Steyl. Thank you, Robert. Good morning, everybody.

speaker
Oliver Steyl
Chief Executive Officer

Welcome to our first quarterly remarks after our IPO just recently, end of September. I'm Oliver Stahl, CEO of TeamViewer. I'm together with Stefan here, CFO. Good morning. Good morning. I would like to guide you through our earnings, clearly focusing on Q3 in the first nine months. Before I do that, maybe a quick recap on our business model, some highlights. I've just discussed those with many of you, but again, important to see. We focus on delivering connectivity across devices and across the whole enterprise. We have been able to build a network of 340 million active devices by now. That's clearly important for future monetization. We're growing strongly internally and also from a market perspective. So we have a total addressable market of 10 billion last year. This is growing at 24%. This is very important. We've moved the business now to a full subscription model. It's 100% software as a service. And we do have low churn, good upsell, which leads to a net retention rate of above 100%, which is, of course, important for future growth. We have reached global scale. We have paying customers in 180 countries, more than 800 employees in 15 offices around the world. All of that supports what we believe a pretty unique economic model. We do have 430,000 paying subscriptions now. We generate gross margins of above 90%. We have a very efficient go-to-market model due to free user monetization that gets us to CLTV to CAC ratio of above 30. And all of that then translates ultimately into a very high cash conversion of above 90% and consistent EBITDA margin of above 50%. And Stefan is going to go into detail. If we combine the strong growth that we see at the moment together with the profitability, we believe this is a pretty unique business model that we have in the software space. On that backdrop, let me go to the next page, page number four, business update. Clearly, IPO not long ago, Q3 now in the books, and we're very happy to report that we're on a very good track towards our annual guidance. Q3 has shown a 63% year-over-year Billings growth. As you remember, Billings is an important KPI for us. So 63% growth. We have continuously a net retention rate above 100%. It's again 103%, which is very important for visibility for future growth. More than 430,000 subscriptions by the end of the third quarter. So very nice customer development. What is important for us is that we go into the enterprise segment. So we're really trying to address larger customers. We started that one year ago with our TensorFlow product and we see that this launch has been very successful. The number of customers that are spending more than €10,000 per year with us has grown by 60% year over year. This is a net increase of 72 customers compared to the previous quarter. So very good, successful launch of the enterprise segment. The other growth dimension, geographic expansion. We are happy to report that we grow very nicely across all regions. 41% growth in EMEA for the first nine months in our most mature markets. That's very remarkable. We see a continued penetration of the Americas. There we have 60% growth for the first nine months year over year. Hardly successful. And we continue to invest in Salesforce expansion, particularly in APEC in the enterprise segments. Third growth dimension are the use cases. We want to convince customers to use our product across enterprises for more and more use cases. Important in that context is that we introduced the second version of our augmented reality, virtual reality enabled product pilot, Pilot 2.0. We also committed to continue to invest into R&D very significantly into the new product roadmap. In order to facilitate that, we have set up a new office in Greece, which would allow us to ramp our R&D headcount even faster going forward. uh we've continued uh to have a very strong financial model uh so everything which i discussed before continues to be the case we've increased our um margin by 10 percentage points versus q3 2018 we have a three percentage point margin increased versus the first nine months in 2018 relatively stable cost base on absolute level that will allow for further scale effects, and we have a free cash flow conversion of more than 92%. So all in all, a very consistent development in the third quarter compared to the quarters that we have been reporting on before and on the clear track towards our guidance. If we deep dive a little bit into the enterprise segment, go to the next page, Just to give you some color around this segment, what's happening there, as mentioned before, we grow strongly with our enterprise client, which is evidenced by the number of customers with ACVs of more than 10K, which increased from 369 in third quarter 2018 to 590 in the third quarter 2019. Just to give you a few deals, top three deals in the third quarter. One is the renewal customer that is with us for a longer while. It's a pharmaceutical company, €250,000 renewal. They use TeamViewer for their global internal IT support, so really a global footprint. We had a significant upsell with one of the customers in the automotive sector. more than 100,000 euro. They use TeamViewer now in multiple ways. It started with using it for IT support, like in many cases, and they now expanded the use of TeamViewer to remotely connect to the production line and to remotely connect to large construction machinery. So it's clearly an IoT use case. And last but not least, a new deal with a technology customer, 79,000 euro in the Americas. who uses TeamView for internal IT support, external customer support, and to connect to product lab machinery that they sold with service contracts. So very nice examples of growth in the enterprise. Clearly continues to be a focus area, but we do see good traction there already now. Going to the next page, just a few performance indicators, billings, cash EBDA. As you know, we'd like to report and guide you on these two important metrics because this is also how we run our business operationally day to day. Stefan will also give you then revenues and EBITDA and IFRS numbers. But from my perspective, very important to note, Q3, 63% growth year-over-year. First nine months, 45% year-over-year growth on the billing side, so remarkable performance. Cash EBITDA, very nice translation into cash EBITDA growth, 24 to 46 million, which is a 95% growth in the quarter. And for the first nine months, also 54% growth from 78 million to 120 million. So clearly underlining the scalability of our business model that we have achieved. With this, I will now hand over to Stefan, who will run you through the details of the financials.

speaker
Stefan Gohmann
Chief Financial Officer

Thank you. Good morning, everyone, and especially a warm welcome to those dining in for the US. So let me run you through the Q3 financials. Dearly, as you can see from the numbers, our billings growth has nicely accelerated, also in line with what we announced in the prospectus when we saw most of you again or the last time in mid of September. So our year-to-date billings numbers now amount to 224 million. which represents a 45 percentage point increase versus the Q3, sorry, versus the nine months in 2018. Q3 billings was very strong with a 60% growth quarter over quarter. Let me give you some details regarding the strong growth here and the key drivers behind it. As Oliver mentioned, we saw a continued strong renewal dynamics with a net retention rate of 103%. That means our gross churn continues to be more than compensated by a cross and upsell. clearly underlining the stickiness of our customer base driven by our strong product portfolio and attractive pricing levels. Additionally, we clearly saw a very strong subscriber growth in Q3. We have now more than 430,000 subscribers at the end of September. And this basically combined the new subscriber growth combined with the strong net retention rates are the key drivers behind this very strong Q3 performance. Let's take a look at the next slide, slide number nine, the regional breakdown. Actually, very nicely balanced picture, very strong growth across all regions. Actually, America is continuing to grow at the fastest pace, 60% year-to-date and 75% in Q3. primarily a result of early investment in 2018 into significantly larger sales and marketing operations in the Americas, and also very nice and strong execution by the local team. And also EMEA, a very strong growth here across all major territories, including the larger home markets like Germany, Austria, Switzerland, also UK and Southern Europe, all of those countries performed pretty nicely. We also continue to add sales resources in EMEA with an increased global footprint now mainly for the enterprise and general business across a variety of larger territories in Europe. APEC Billings growth is mainly driven by the increased penetration of the local markets. We talked quite extensively during the roadshow about our expanded footprint with new offices in China, Japan and India. I think we are particularly pleased with a few early strategic wins in the enterprise space, both in Japan and China. So that clearly confirms the long-term market potential in those markets, but clearly we are still in a ramp-up phase there in the APEC region. Maybe our next slide. Cash EBITDA development, year-to-date in Q3. The strong bidding growth coupled with the scale effects and our very efficient go-to-market model then also led to a very strong growth in cash EBITDA, which is now up to 120 million compared to the 78 million we had in 2018, representing an increase of 54%. This is basically due to a couple of factors. Our GP margins improved significantly by more than two percentage points to now 92%. This is driven by scale effects within our customer support and infrastructure team and also supported by accounting changes, the implementation of IOS 16, which leads to capitalization of previous operating expenses. As you can see from our P&L, we continue to invest in all key growth initiatives. We significantly expanded our sales force and marketing resources, so you can see sales and marketing spans in absolute terms substantially increased in those regions. We also added much more R&D resources to accelerate the use case expansion through our product offerings, especially around IoT. And then within G&A, I think we've been quite clear that we continue to invest into our infrastructure and also ramped up some investments now needed as a public listed entity. But despite all of those significant investments, our total SG&A is now at 39% of billings. slightly less compared to the 40% in the comparable period. And if you combine this with the GP margin improvement, this leads in this nice increase in our overall cash EBDA and cash EBDA margins, which are now at 53% versus 50% in the prior year. Moving on to cash flow and leverage, very strong cash flows. Clearly, our asset-light business model helps us here on this highly scalable platform. Most of our cash EBDA converts very nicely into cash flow pre-tax-free cash flow, which we define as cash EBDA minus the changes in net working capital minus capex. This pre-tax cash flow amounted to $47.8 million in Q3 and nearly $110 million for year-to-date for the three quarters. And both of those metrics imply a cash conversion of more than 90% and very much in line with our guidance. CapEx was slightly above 8 million year to date. And therefore, we confirmed the full year guidance of 10 to 50 million, but most likely towards the upper end of that range. Then 2020, CapEx is expected to remain at those levels due to a pending headquarter move. But afterwards, after 2020, CapEx should be in the mid to high single digit Euro million amount per year. Then leverage, as mentioned during the IPO and the roadshow, We expect to significantly delurge over time, and that's exactly what happened. Our net leverage is now down to 3.7 times as at the end of September 2019. Financial debt, gross debt is 6.21, which includes 8 million of operating lease obligations. And as you know, together with the IPO, we also refinanced the existing debt facilities. We significantly reduced the weighted interest, which is now down to 4.2%, so therefore significantly decreasing the interest charge going forward. And we continue to pursue our deleveraging target to be around 3.0 times or 3.1 times at the end of 2019, and then less than two times leveraged by end of 2020. A few technical accounting topics, deferred revenues amounted to, IFRS revenues amounted to 283 million. Why is that? We continue to see perpetual deferred revenue being rolled off the balance sheet after the transition to subscription has been completed. As you know, this trend will continue for quite some time, while at the same time the deferred revenues from subscription continue to increase in our balance sheet. So all of this means that our revenues in 2019 continue to be significantly higher than billings and our guidance for full year revenues is 386 to 391 million in IFRS revenues for 2019. For 2020, then, we expect this accounting gap to close and revenues to be on a pretty similar level as billings, and then afterwards, billings will then, as for all other subscription companies, will exceed revenues in the medium term, and revenues will roughly then be 90% of billings going forward. On page 14, I'd like to cover a few specific accounting topics on top of the default revenue. First, the IFRS 2 charge, share-based compensation of 26 million in Q3. This relates to the incentive structure which was put in place by the selling shareholder by Permira for about 80 employees, roughly 80 employees. I think it's very important to understand that this incentive structure is fully financed and paid for by the selling shareholder and therefore resides in no cash outflow and also has no dilution impact on EPS. Our share count is 200 million, and that's the diluted share count as well as the nominal share count. So no dilution impact for new shareholders. Second, as we announced together with the IPO, we had some IPO-related charges, primarily consisting of an IPO bonus payment, which was paid out in October to all employees, to all employees which were not part of another incentive scheme. This amounted to roughly $7 million, and then roughly $1 million of other IPO-related costs. Both positions are one-off positions and have cash impact, but are backed out when we calculate our cash EBITDA numbers for the quarter. And the remaining one-offs are primarily related to external consulting costs for GDPR and compliance implementation, as well as some non-recurring internal reorganization and refinancing-related costs. So all of those charges amounting to a total of $38 million are actually more than offset by the recognition of a deferred tax asset. or 59 million, which relates to tax losses carried forward, which we have now capitalized on our balance sheet. So wrapping this up and taking a look at our guidance, clearly with those Q3 numbers now in the bank, we feel very comfortable about our full year guidance. As you can see on slide 15 on the left-hand side, you can see that the fourth quarter is typically our strongest quarter. We typically generate more than 30% of billings in the last quarter. And also just to remind ourselves, in Q4 2018, we had already completed our transition to a subscription business. And as such, nearly all of those 75 million of billings in Q4 2018 are now subject to renewal. And if you then take a look at the right-hand side of that chart, uh at the 19 2019 buildings breakdown we feel pretty comfortable with our full year guidance which basically requires us to achieve 85 to 95 million in q4 buildings and if you combine our strong historic net retention rate above 100 and expected new buildings we are actually targeting the upper end of the buildings guidance but at the same time we continue to continue to invest into the growth of our ecosystem and actually want to boost reality with our new product releases and therefore increasing the monetization potential for the future. So given the significantly higher contribution from renewal billings in Q4 compared to other quarters, year-over-year growth on a relative level will of course be lower than the very strong growth in Q3. And then turning to cash EBITDA guidance on page 16, Clearly with this strong billings contribution in Q4, we also expect Q4 cash EBDA to be the strongest contributor, pretty much in line with prior years. We clearly continue to invest in our future growth potential through additional investments into sales and marketing, and therefore we are targeting the mid-range of our cash EBDA guidance. So bottom line on page 17, we fully confirm the 2019 guidance on billings and targeting the upper end of the billings guidance. confirming the revenue guidance and confirming the cash EBITDA level guidance for 2019. I think with that we would open it up for Q&A.

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