TIE Investor and Analyst Event
May 22, 2013
TIE Investor and Analyst Day
Agenda:
15:45 - 16:00
16:00 – 17:30
17:30 - 18:00
18:00 – 18:30
Welcome
Presentation Half-Year Results
Presentation Latest Development
Presentation Outlook Q3 & Q4
Q&A Session
Drinks
2
Half Year Results
Jan Sundelin
Presentation Half Year Results, Jan
Sundelin
• Achievement of Q1 and Q2
–
–
–
–
–
License Development
Consultancy Development
Maintenance Development
SaaS Development
EU Development
• 3 Years Contracted Value Projection
• Operating Expenses
– Analysis Half Year Onetimes
4
Achievement of Q1 and Q2 2013
EUR x 1,000
Total Revenue
FY 2013
FY 2012
Difference
7,497
5,814
1,683
29%
700
437
263
60%
-
Licenses
-
Maintenance & Support
1,460
1,486
(26)
(2%)
-
Consultancy
2,093
1,446
647
45%
-
SaaS
2,471
2,167
304
14%
-
EU Projects
478
290
188
65%
EBITDA
335
519
(184)
(35%)
EBIT (Operating Income)
35
190
(155)
(82%)
Net Income
(100)
79
(179)
(227%)
Total Comprehensive Income
(82)
99
(181)
(183%)
5
License development quarter by quarter
Q1 FY2007 up to Q2 FY2013
License
700
600
500
400
300
200
100
0
6
Consultants development quarter by quarter
Q1 FY2007 up to Q2 FY2013
Consultancy
1200
1000
800
600
400
200
0
7
Maintenance development quarter by quarter
Q1 FY2007 up to Q2 FY2013
Maintenance
1000
900
800
700
600
500
400
300
200
100
0
8
SaaS development quarter by quarter
Q1 FY2007 up to Q2 FY2013
SaaS
1400
1200
1000
800
600
400
200
0
9
EU development quarter by quarter
Q1 FY2007 up to Q2 FY2013
EU Projects
300
250
200
150
100
50
0
10
3 Years Contracted Value Projection
3 years Contracted Value Projection
25,000
20,000
Apr-12
15,000
Jul-12
Oct-12
10,000
Jan-13
Apr-13
5,000
SaaS
Maintenance
EU (Other
Income)
Consultancy
11
License
Total
Operating Expenses Q1and Q2 FY2013
EUR x 1,000
FY 2013
FY 2012
Employee Benefits
4,241
3,477
764
22%
Other Operating Expenses
1,451
1,297
154
12%
426
75
351
468%
6,118
4,849
1,269
26%
FY 2013
FY 2012
7,497
5,814
Onetime expenses
Total
EUR x 1,000
Total Revenue
12
Difference
Difference
1,683
29%
Analysis of onetimes in Q1 and Q2
Onetime Incomes
Q1 and Q2
Onetime Income
296
Onetime Expenses
Q1 and Q2
Professional Services
205
Termination Payments
105
Temporary Employee Costs
64
Direct Purchase Costs
44
Double Rent
8
Total
13
426
Latest Developments
Jan Sundelin / Bob Out
On our way (US):
If you have a channel, you need TIE Kinetix
• Syndication
– 6 new direct SaaS customers in first 6 months FY 2013, last
year 1 new direct customer
– New customers SaaS between 25 – 80k per customer
– Existing customers between 100k – 350k SaaS per customer
– All new customers immediately in top 25 customers
– SaaS per customer grows fast via upsell (1 customer
doubled within 4 months)
• E-Commerce
– Strong ERP pipeline for reselling volume solution
– all SaaS and self service (low consultancy)
• Integration
– 30 customers migrated or in queue to migrate to SaaS /
Managed Service in first 6 months FY 2013
15
On our way (NL):
If you have a channel, you need TIE Kinetix
• Syndication
– 4 new direct SaaS customers in first 6 months FY 2013
– New customers SaaS between 5 – 45k per customer
– New partnership Sanoma Games
• E-Commerce
– New KPN SaaS contract
– New partnership Singer de Boer
• Integration
– New and upgraded integration customers: 22
16
Recap: Actions initiated in Q1 and Q2
FY2013
• Upgrade program for Smart Bridge version 2.0 focus all hubs to be
updated before end of 2013.
• Focus on SaaS revenue first 6 months, last 6 months focus on
License revenue.
• Integrated all offices in The Netherlands in April 2013.
• Kick-off for Lewis PR communication in US and NL.
• First Investor Relations event in The Netherlands on October 22,
2012.
• In-house training DACH and France selling TIE products.
• Finalize Samar case.
• Annual Shareholders’ Meeting March 13, 2013.
• Looking into further acquisitions in Europe.
17
Update of Latest Developments
• Overview of Key Business Headlines
–
–
–
–
Social Media Syndication (SMS)
T-Mobile
Infor
E-invoicing at the government
• Developments with respect to litigation cases
– Samar case
• Developments with respect to acquisitions
– Light
– Ascention
18
Update of Latest Developments
• Developments with respect to the share price
– Share price development
– Trading volumes
19
Outlook
Bob Out
Recap: Targets 2013
• Grow E-commerce outside NL
• Build sales channels outside current markets and
regions
• Establish partner program
• Major deals “one per quarter”
• Global marketing and sales approach
• Standardized packages in Syndication, E-Commerce,
Integration
• Global operations and implementation team
• ISO 27001 certification
• Unified TIE Kinetix Total Integrated E-Commerce
solutions (and integrate Business Intelligence)
21
Outlook
• Challenges
– Sales
• EOL transitions
– Integration and Operations
– Investor Relations
• Risks and Critical Success Factors
– Sales
– Operational capacity
– Operations
22
Focus for Q3 FY2013
Focus on sales, in particular CSP
Continue with the ISO 27001 Implementation
In-house training DACH and France selling TIE products.
Further integration of TIE ascention
[R]evolution
Samar Case
Partner Program
Further standardize packages, in particular ecommerce solutions
• Perceptions management
•
•
•
•
•
•
•
•
23
Q&A