Full year results for the year ended 31 October 2018 Disclaimer - - PowerPoint PPT Presentation

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Full year results for the year ended 31 October 2018 Disclaimer - - PowerPoint PPT Presentation

Full year results for the year ended 31 October 2018 Disclaimer These slides (the Slides) and the accompanying verbal presentation (individually or together, the Presentation) relating to Blue Prism Group plc (the Company) are


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SLIDE 1

Full year results

for the year ended 31 October 2018

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Disclaimer

1

These slides (the “Slides”) and the accompanying verbal presentation (individually or together, the “Presentation”) relating to Blue Prism Group plc (the “Company”) are being supplied to you solely for your information. The Presentation may not, in whole or in part, be republished or reproduced or redistributed to, or discussed with, any other person, without the prior written consent of the Company. The contents of the Presentation are confidential and are subject to updating, completion, revision, further verification and amendment without notice. These Slides have been prepared by, and are the sole responsibility of the Company, in connection with a proposed placing of new ordinary shares in the Company (the “Placing Shares”) and the proposed admission of the Placing Shares to trading on the AIM market of the London Stock Exchange plc (the “Placing”). The content of the Presentation has not been approved by an authorised person within the meaning of the Financial Services and Markets Act 2000 (“FSMA”). Reliance on the Presentation for the purpose of engaging in investment activity may expose an investor to a significant risk of losing all of the property or other assets invested. Any person who is in any doubt about the investment to which the Presentation relates should consult an authorised person specialising in advising on investments of the kind referred to in the Presentation. These Slides do not constitute a prospectus prepared in accordance with section 85 of FSMA and have not been approved by the UK Financial Conduct Authority (“FCA”), London Stock Exchange plc or any other investment exchange or regulatory authority, nor is it intended that any announcement subsequently published by the Company will be approved by any such

  • person. These Slides and the oral Presentation do not constitute, or form part of, any offer or invitation to sell or issue, or any solicitation of any offer to purchase or subscribe for, any shares in the Company nor shall these Slides or any part of them, or the fact of their distribution, form the basis of, or

be relied on in connection with, or act as any inducement to enter into, any contract therefor. Recipients of these Slides and/or the oral Presentation who decide to subscribe for shares or other securities of the Company are reminded that any application so to subscribe for such shares or other securities may only be made on the basis of the information contained in the announcement to be published by the Company which may be different from the information contained in the Presentation and will contain additional information. No reliance may be placed for any purpose whatsoever

  • n the information contained in, or the opinions expressed in, the Presentation or on its completeness, accuracy or fairness, No representation or warranty, express or implied, is made or given by or on behalf of the Company, Investec Bank plc (“Investec”), their respective affiliates or any of such

persons’ directors, officers, employees, agents or advisers with respect to the information contained in, or the opinions expressed in, the Presentation or on its completeness, accuracy or fairness, and no liability is accepted by any such person for any direct or consequential loss however arising from any use of, or reliance on, the Presentation or otherwise in connection with it. Nothing in this paragraph excludes liability for fraud or fraudulent misstatement. Prospective investors should conduct their own investigations in relation to the matters referred to in the Presentation and are recommended to consult their own advisers specialising in advising on investments of the kind referred to in the Presentation. These Slides may contain unpublished inside information with regard to the Company and/or its securities. Recipients of these Slides should not deal or encourage any

  • ther any other person to deal in the securities of the Company whilst they remain in possession of such inside information and until the transaction described in these Slides is announced. Dealing in securities of the Company when in possession of inside information could result in liability under

the insider dealing restrictions set out in the Criminal Justice Act 1993 or the Market Abuse Regulation (“MAR”). These Slides may contain information which is not generally available, but which, if available, would or would be likely to be regarded as relevant when deciding the terms on which transactions in the shares of the Company should be effected. Unreasonable behaviour based on such information could result in liability under the market abuse provisions of MAR. The Presentation is only directed at and being made available to persons in the United Kingdom who are qualified investors within the meaning of article 2(1)(e) of the Prospectus Directive, and also who either (a) are persons having professional experience in matters relating to investments who fall within the definition of “investment professionals” in Article 19(5) of the Financial Services and Markets Act 2000 (Financial Promotion) Order 2005 (as amended) or (b) are high net worth bodies corporate, unincorporated associations and partnerships and trustees of high value trusts as described in Article 49(2) of the Financial Services and Markets Act 2000 (Financial Promotion) Order 2005 (as amended) or to those persons whom it may otherwise be lawfully communicated (together, being “Relevant Persons”). Any investment or investment activity to which the Presentation relates will only be made available to persons in the United Kingdom who are Relevant Persons. The Presentation must not be acted on or relied on by any person in the United Kingdom who is not a Relevant Person. The information contained in the Presentation is not intended to be viewed by, or distributed or passed on (directly or indirectly) to, and should not be acted upon by any person other than Relevant Persons. Except subject to certain limited exceptions, neither the Presentation nor any copy of it should be distributed in whole or in part, directly or indirectly, by any means (including electronic transmission) to any persons with addresses in the United States of America (or any of its territories or possessions) (together, the “US”). These materials do not constitute an offer to sell, or a solicitation of an offer to buy, securities in the United States. The Placing Shares have not been and will not be registered under the United States Securities Act of 1933, as amended (the “Securities Act”), or under any securities laws of any state or other jurisdiction of the United States and may not be offered, sold or transferred, directly or indirectly, within the United States except pursuant to an exemption from, or in a transaction not subject to, the registration requirements of the Securities Act and in compliance with any applicable securities laws of any state or other jurisdiction of the United States. The Placing Shares will be offered and sold (i) in the United States only to persons that are both “qualified institutional buyers” as defined in Rule 144A under the Securities Act and Major US Institutional Investors as defined in Rule 15a-6 under the US Securities Exchange Act 1934, as amended, pursuant to an exemption from, or in a transaction not subject to, the registration requirements of the Securities Act, and (ii) outside the United States in accordance with Regulation S under the Securities Act. The Company does not intend to register any portion of the offering in the United States or conduct a public offering of securities in the United States. Neither the Presentation nor any copy of it should be distributed in whole or in part, directly or indirectly, by any means (including electronic transmission) to any persons in any other jurisdiction, including but not limited to persons with addresses in Canada, Japan, Australia, the Republic of South Africa or any other jurisdiction where to do so would be unlawful. Recipients of these Slides in any such jurisdiction should return the Slides to Investec and may not act on them. Any failure to comply with this restriction may constitute a violation of relevant local securities laws. By accepting this document, you agree to be bound by these restrictions. The Presentation and documents referred to in it contains (or may contain) forward-looking statements. These statements relate to the future prospects, developments and business strategies of the Company. Forward-looking statements are identified by the use of such terms as “aim”, “anticipate”, “believe”, “could”, “envisage”, “estimate”, “expect”, “potential”, “intend”, “may”, “plan”, “will” or variations or the negative of those, or comparable expressions, including references to assumptions. The forward-looking statements contained in the Presentation are based on current expectations and are subject to risks, uncertainties and other important factors beyond the control of the Company that could cause actual results or performance of the Company to differ materially from those expressed or implied by those forward-looking statements. If one or more of these risks or uncertainties materialises, or if underlying assumptions prove incorrect, the Company’s actual results may vary materially from those expected, estimated or projected. Given these risks and uncertainties, potential investors should not place any reliance on such forward-looking statements. Except as required by applicable law or regulation, the Company disclaims any

  • bligation or undertaking to update any such forward-looking statements in the Presentation to reflect future events or developments. You should not rely on forward-looking statements, which speak only as of the date of this Presentation. The Company’s website at www.blueprism.com, nor any

website accessible by hyperlinks on the Company’s website does not form part of the Presentation, has not been subject to review or verification in respect of the Placing and no reliance may be placed by an investor on any information or opinions expressed on that website. Investec, which is authorised by the Prudential Regulation Authority and regulated in the United Kingdom by the FCA and the Prudential Regulation Authority, is acting exclusively for the Company in connection with the Placing (both directly and on an intermediated basis through its US private placement agent, Investec Securities (US) LLC, which is a registered broker dealer in the US) and will not be acting for any other person (including any recipient of the Presentation) and will not be responsible to any person other than the Company for providing the protections afforded to clients of Investec or for advising any other person in respect of the Placing. No representation or warranty, express or implied, is made by Investec as to the contents of the Presentation. By either accepting a hard copy of these Slides or attending the oral Presentation, you warrant, represent and acknowledge to the Company and Investec that you are a person to whom the Presentation may lawfully be provided in accordance with all applicable laws and you acknowledge and agree to be bound by the foregoing limitations and restrictions. Information to Distributors Solely for the purposes of the product governance requirements contained within: (a) EU Directive 2014/65/EU on markets in financial instruments, as amended (“MiFID II”); (b) Articles 9 and 10 of Commission Delegated Directive (EU) 2017/593 supplementing MiFID II; and (c) local implementing measures (together, the “Product Governance Requirements”), and disclaiming all and any liability, whether arising in tort, contract or otherwise, which any “manufacturer” (for the purposes of the Product Governance Requirements) may otherwise have with respect thereto, the Placing Shares have been subject to a product approval process, which has determined that the Placing Shares are: (i) compatible with an end target market of (a) retail investors, (b) investors who meet the criteria of professional clients and (c) eligible counterparties, each as defined in MiFID II; and (ii) eligible for distribution through all distribution channels as are permitted by MiFID II (the “Target Market Assessment”). Notwithstanding the Target Market Assessment, recipients of this Presentation should note that: the price of the Placing Shares may decline and investors could lose all or part of their investment; the Placing Shares offer no guaranteed income and no capital protection; and an investment in the Placing Shares is compatible only with investors who do not need a guaranteed income or capital protection, who (either alone or in conjunction with an appropriate financial or other adviser) are capable of evaluating the merits and risks of such an investment and who have sufficient resources to be able to bear any losses that may result therefrom. The Target Market Assessment is without prejudice to the requirements of any contractual, legal or regulatory selling restrictions in relation to the Placing. Furthermore it is noted that, notwithstanding the Target Market Assessment, Investec will only procure investors who meet the criteria of professional clients and eligible counterparties. For the avoidance of doubt, the Target Market Assessment does not constitute: (a) an assessment of suitability or appropriateness for the purposes of MiFID II; or (b) a recommendation to any investor or group of investors to invest in, or purchase, or take any other action whatsoever with respect to the Placing Shares. Each recipient of this Presentation is responsible for undertaking its own target market assessment in respect of the Placing Shares and for determining appropriate distribution channels. 16 January 2019

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2

Agenda

Introduction & highlights Financials Strategic update & conclusions Question & Answer Alastair Bathgate Ijoma Maluza Alastair Bathgate

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SLIDE 4

3

Introduction & headlines

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SLIDE 5

£100m placing to accelerate growth

4

  • Global sales & marketing
  • Thought leadership
  • Research & Development
  • Enhancing the Digital Exchange

(“DX”)

  • Customer success
  • Organisation structure
  • Strengthen balance sheet

2019 investment focus

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SLIDE 6

Financial highlights

Key financials

5 Continued strong growth, revenues increased by 125% High quality, licence based revenues Continuing to invest in future growth

24.5 55.2 2017 2018

Revenue

£55.2m

90% 94% 2017 2018

Recurring licence revenue

94%

2.8 5.6 2017 2018

Exit monthly recurring revenue*

£5.6m

  • 8.3

2017 2018

Adjusted EBITDA

£(21.6)m

16.3 50.5 2017 2018

Cash

£50.5m

(21.6) (8.3)

*Exit MRR uses the average FX rate which at the end of October 2018 was £1:$1.34

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SLIDE 7

Operational highlights

6

Customers US progress Ecosystem Reach

  • 528 new

(FY17:324)

  • 723 upsells

(FY17:264)

  • 108 renewals (FY17:21)

Customers

992

Customers

349

Partners

95

Offices in

9

  • 214 new

(FY17:109)

  • 224 upsells (FY17:63)
  • 29 renewals (FY17:3)

FY17: 477 FY17: 135

  • 42 certifications
  • 8500 accreditations
  • Digital Exchange

launched

  • Germany, France,

Singapore, Hong Kong centres opened countries

Maturity

Employees

469

  • Defined culture
  • Key senior

appointments

  • Building robust back
  • ffice

FY17: 187

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SLIDE 8

Financials

7

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SLIDE 9

Financial highlights

Revenue by type Revenue by geography

8

94% licence revenue Americas 39% of group revenue

FY16 FY17 FY18 Licence Professional services and other revenue FY16 FY17 FY18 EMEA Americas APAC

£24.5m £55.2m £9.6m £6.9m £2.7m £13.7m £9.0m £1.8m £26.8m £21.3m £7.1m

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SLIDE 10

Financial highlights

Investing in growth Monthly recurring revenue progressing

9

Investment driving long-term growth 100% growth on 2017

Revenue Adjusted EBITDA FY16 FY17 FY18

100% growth on 2017

£24.5m £55.2m £9.6m £0.9m £2.8m £5.6m

£(4.7)m £(8.3)m £(21.6)m

FY16 FY17 FY18

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Income statement

For the year ended 31 October 2018 (£m)

FY18 FY17* % change Licence revenue 51.7 22.3 132 Professional services & training 3.0 2.0 50 Other revenues 0.5 0.2 150 Total revenue 55.2 24.5 125 Staff costs (53.4) (23.7) 125 Other expenses (23.8) (9.0) 164 Adjusted loss from operations (22.0) (8.4) 162 Depreciation and amortisation 0.4 0.1 300 Adjusted EBITDA (21.6) (8.3) 160 Adjustments Share based payments (4.0) (1.7) 135 Total adjustments (4.0) (1.7) 135 EBITDA post adjustments (25.6) (10.0) 156

  • Licence revenue growth

ahead of total revenue growth at 132%

  • EBITDA loss driven by:
  • Investment in growth
  • £16.4m sales commissions

(2017: £8.3m)

  • Continued share ownership

incentives for all employees

10

*Restated

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SLIDE 12

Cash flow

For the year ended 31 October 2018 (£m)

FY18 FY17* EBITDA post adjustments (25.6) (10.0) Share based payments 3.0 1.1 Adjusted EBITDA (22.6) (8.9) Increase in trade and other receivables (13.1) (9.3) Increase in trade and other payables 9.7 5.7 Increase in deferred revenue 20.6 16.9 Net cash flows from operating activities (5.4) 4.4 Purchase of property, plant & equipment (1.1) (0.4) Issue of ordinary shares (net of issue costs) 40.6 0.4 Net increase in cash and cash equivalents 34.1 4.4 Cash and cash equivalents at the beginning of the year 16.3 11.8 Effect of foreign exchange on cash and cash equivalents 0.1 0.1 Cash and cash equivalents at the end of the year 50.5 16.3

  • Strong cash generative

model underwrote the investments in the business

  • Financing driven by

proceeds raised in January 2018

11

*Restated

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Balance sheet

For the year ended 31 October 2018 (£m)

FY18 FY17* Non-current assets 1.1 0.4 Trade and other receivables 28.1 14.9 Cash and cash equivalents 50.5 16.3 Current assets 78.6 31.2 Total assets 79.7 31.6 Deferred revenue (47.9) (27.3) Trade and other payables (20.0) (9.1) Total liabilities (67.9) (36.4) Net assets 11.8 (4.8) Share capital & premium 51.9 11.3 Share based payment reserve 4.2 1.3 Other reserves

  • 0.7

Retained losses (44.3) (18.1) Equity attributable to shareholders 11.8 (4.8)

  • Impact of £39.0m placing

(net of fees) strengthened balance sheet

  • Increase in sales activity at

the end of the year drives:

  • Increase in receivables
  • Increase in deferred

revenue

  • Increase in accruals

relating to the sales commissions payable

12

*Restated

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SLIDE 14

IFRS 15 impact on 2019

13

  • Revenue recognition
  • A small portion of revenues must be recognised at the point in time a licence is issued to a

customer

  • The impact is expected to be small, in 2018 the impact would have been around a £1-2m

uplift to revenues

  • Accounting for commission on sales
  • We will recognise commission across the length of the contract as signed
  • In 2018 this would have reduced commissions expense by £8-10m
  • The combined effect of these impacts would have reduced the operating loss by £9-12m in 2018
  • Additionally, an asset will be created on the balance sheet related to capitalisation of
  • commissions. At the end of the year this would have been in the range of £14-16m
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SLIDE 15

14

Strategic update

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A significant market to win

Industry analyst market estimates Our survey of RPA users demonstrates the upsell potential

15 Market continues to grow in size and attractiveness Competition for both customers & resources Forrester

$2.9bn

Deloitte

78% 92% 43%

by 2021 RPA users surveyed plan to increase their investment

  • ver the next three years

Sources: Forrester Wave: Robotic Process Automation, Q2 2018 – 26th June 2018 Deloitte ‘The robots are ready, are you?’ 2017 Blue Prism survey undertaken by Sapio in 2018

  • f business leaders plan to

extend use cases of RPA across their business decision makers have encouraged other departments to automate

  • n over 5 occasions

There is potential for growth in new customers and upsells

76%

agree RPA offers more than just time and cost savings

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SLIDE 17

Using a range of skills to intelligently respond to invoice queries, providing 24/7 support

Banking Insurance Financial services Professional services Software Telecoms Utilities Capital Goods Technology hardware Energy

Blue Prism is used across a range of sectors, over a variety of processes

16

Saved $400k a year by automating processes it wasn’t economic for people to do Orders previously left for days automated immediately – e.g. generating PIN codes

Revenue per top 10 sector

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SLIDE 18

Our point of view: connected-RPA

17

Problem: Digital entrepreneur gap makes you vulnerable Solution: Empower your ‘makers’ with connected-RPA Result: A connected entrepreneur enterprise

  • We see two types of RPA in the market
  • Desktop RPA
  • Unattended ‘enterprise’ RPA
  • We increasingly view our role as providing ‘connected-RPA’
  • More than automation, becomes transformative to
  • rganizational culture and competitiveness
  • This will drive our messaging going forward, providing a simple

and clear narrative

  • It will also guide our product roadmap, and we are planning to

announce a range of product and R&D initiatives (including AI & ML) reinforcing and supporting our point of view

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SLIDE 19

Our strategy: investing to grow

18

Scalable sales & delivery

Building scalable channels to market, as well as processes and structures to support international growth

Seize the US opportunity

The US drives market trends and is the single largest market in its own right

Strategic upselling

Working with customers and partners to drive Blue Prism adoption across their organization

Use market leadership to drive adoption

As a market leader we have an

  • pportunity to drive our customer

base

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SLIDE 20

Our 2018 investment strategy

In January 2018 we raised £39m (net of fees) to deliver several focus areas that moved our strategy forward

19

Focused on…

  • Expanding sales and marketing & delivering customer value
  • Partner management
  • Investing in our product
  • Linking our technology partnerships and the customer via

the Digital Exchange

  • Building a framework for a far larger business
  • Strengthen our balance sheet
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SLIDE 21

Expanding sales and marketing: Our approach

20 Alliance manager Channel manager Pre sales Alliance partner End-user sales Channel partner

Customers FY18 528 new (FY17: 324) 67 countries

Account management

  • Prof. services

Customer success Product updates Digital exchange

New customers sales Existing customers sales 723 upsells

Advocacy 247 support Education Technology partner Partner certification

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SLIDE 22

Delivering customer value

21

The Customer Success function is designed to help customers unlock value Drive satisfaction, keep renewal rates high and encourage upsells

Drive customer outcomes Connect to a customer’s business, understand what it takes to make them successful Be visionary

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SLIDE 23

Investing in our product

22

Six Intelligent Automation Skills to deliver true operational agility

Knowledge & Insight Visual Perception Learning Planning & Sequencing Problem Solving Collaboration

Achieved by in-house product development and

  • ur technology partner ecosystem

In house product development

  • Identify core features and build functionality
  • v6.4 integrating digital exchange and improving user interfaces

Technology Alliance Affiliate Partners

  • Bring assets & ideas to

customers & partners

  • Hundreds of developers

generating brand recognition Technology Alliance Premier Partners

  • Strategic relationships
  • Provide digital worker skills

most critical to customers

  • Joint marketing investments
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SLIDE 24

Connecting our technology partnerships and the customer – the DX

23

Our ‘app store’ brings together the digital workforce with our ecosystem of partner driven capabilities and improving its intelligence

  • Increases the speed of delivery –

downloaded AI solutions appear as skills in the studio

  • Opens the range of opportunities to the full

customer base

  • Accelerates the product roadmap
  • 79 assets on site currently, up over 30%

from launch in November

  • Over 1000 users
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SLIDE 25

People, process & infrastructure: building a framework for a far larger business

24

Systems Processes Framework for a larger business People

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SLIDE 26

Conclusions and outlook

  • Another year of significant progress
  • Successful execution of the priorities set out in January 2018
  • Growth in revenue and customers
  • Clear and significant market opportunity available
  • Digital exchange a significant enabler to platform approach
  • Investments made in FY19 will start benefitting financial performance in 2020

25

‘the anticipated net proceeds of the placement will be invested in initiatives to support future growth and to ensure the Group retains its position as a market leader in a rapidly growing

  • marketplace. These investments will increase the EBITDA loss ahead of the levels guided to in the

November trading update. It is expected that these investments should start benefitting the Group’s financial performance in the next financial year with revenue for FY2020 now expected to be at the top end of the current analysts range’

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SLIDE 27

http://www.blueprism.com/

Contact Details

Q&A