Confidential & Proprietary
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Confidential & Proprietary
Investor Presentation
January 2018
Shaping Connections
Investor Presentation January 2018 1 Confidential & - - PowerPoint PPT Presentation
Shaping Connections Investor Presentation January 2018 1 Confidential & Proprietary Confidential & Proprietary Forward Looking Statements Cautionary Note Regarding Forward-Looking Statements This document contains certain
Confidential & Proprietary
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Confidential & Proprietary
January 2018
Shaping Connections
Confidential & Proprietary
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Forward Looking Statements
Cautionary Note Regarding Forward-Looking Statements
This document contains certain “forward-looking statements.” All statements other than statements of historical fact are “forward-looking” statements for purposes of the U.S. federal and state securities laws. These statements may be identified by the use of forward looking terminology such as "anticipate," "believe," "continue," "could," "estimate," "expect," "intend," "may," "might," “our vision,” "plan," "potential," "preliminary," "predict," "should," "will," or “would” or the negative thereof or other variations thereof or comparable terminology and include, but are not limited to, statements regarding, expected investment, savings and growth opportunities. The Company has based these forward-looking statements on its current expectations, assumptions, estimates and projections. While the Company believes these expectations, assumptions, estimates and projections are reasonable, such forward-looking statements are only predictions and involve known and unknown risks and uncertainties, many of which are beyond its control. These factors, including, but not limited to timing of effectiveness of our registration statement, and those risks discussed in the Company’s Registration Statement on Form 10, as amended, may cause its actual results, performance or achievements to differ materially from any future results, performance or achievements expressed or implied by these forward-looking statements. For a further list and description of such risks and uncertainties, please refer to the Company’s filings with the SEC that are available at www.sec.gov. The Company cautions you that the list of important factors included in the Company’s SEC filings may not contain all of the material factors that are important to you. In addition, in light of these risks and uncertainties, the matters referred to in the forward- looking statements contained in this report may not in fact occur. The Company undertakes no obligation to publicly update or revise any forward-looking statement as a result of new information, future events or otherwise, except as otherwise required by law. This presentation should be read in conjunction with our fourth fiscal quarter 2017 earnings press release posted on December 22, 2017. Within this presentation, we refer to certain non‐GAAP financial measures that involve adjustments to GAAP measures. Reconciliations between our non-GAAP financial measures and GAAP financial measures are included on our website at investors.avaya.com. The financial information in this presentation includes financial information that is not presented in accordance with generally accepted accounting principles (“GAAP”). We refer to these measures as “non-GAAP financial measures”. The non-GAAP financial measures may not be comparable to other similarly titled measures of other companies and have limitations as analytical tools and should not be considered in isolation
“EBITDA” in this presentation reflects Adjusted EBITDA (as defined in Company filings and earnings releases) further adjusted to exclude OCI addback and Pension/OPEB/LTD/FAS 112 expense; this adjustment is utilized to exclude the non-operational / non-cash impact of pension-related items. Based on the aforementioned definition, “EBITDA” in this presentation is analogous to the “Adjusted EBITDAP” metric as presented in the Amended Plan Disclosure Statement (Exhibit F) and Avaya’s prior 8-K filings. Certain information contained herein has been derived from sources prepared by third parties. While such information is believed to be reliable for the purposes used herein, none of the Company, its affiliates, nor its or their respective directors, offices, employees, members, partners, shareholders or agents makes any such representation or warranty with respect to the accuracy of such information. These slides, as well as current and historical financial data are available on our website at investors.avaya.com None of the information included on the website is incorporated by reference in this presentation.
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Avaya is a Leading Global Provider of Communication Software & Services
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Market Leadership Predictability, Profitability & Growth Best-in-Class Business Model
#1
Contact Center (“CC”)
#2
Unified Communications and Collaboration (“UC&C”)
$3.3bn
FY17 Revenue
56%
Recurring Revenue
25%
EBITDA Margin
78%
Software & Services
Source: Company Filings, Avaya Management, Canalys, Dell’Oro Group Note: Financials based on full-year FY2017 figures.
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Strong Financials Leader in R&D/ Innovation Excellence Largest Installed Base Market Leader Customer Support Go To Market
Largest pure-play integrated UC&C/CC player Larger than next 5 competitors New capital structure 25% EBITDA margins Balance sheet flexibility >$500mm liquidity 4,800 patents 1,800 R&D professionals $200mm+ in R&D spend 15 innovation centers worldwide 70 new product launches in FY2017 139mm UC&C lines (32% share) 5.5mm CC users (33% share) 130k customers 3mm cloud seats 4,000+ new accounts in FY2017 90% of Fortune 500 Global Reach – 100+ countries SMB, Midmarket & Enterprise 6,300 channel partners 1,800 sales professionals 1,400 customer support and 1,000 professional services & implementation employees Best-in-class net promoter scores
Source: Company Filings, Avaya Management
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Avaya Has a Predictable and Profitable Business Model and is Positioned for Growth
1
Proven Management Team Positioning Avaya for the Future
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Market Leader Delivering the Most Reliable, Mission Critical and Scalable Solutions Around the World
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End-to-End Offering for the Future of CC and UC&C
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Avaya is Poised to Benefit from Market Evolutions
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Large Market in Early Innings of Cloud Transition
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Operational & Financial Strength Support Foundation For Growth and Excellence
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Continued Track Record of Innovation and Product Development
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Strong Financial Profile and Capital Structure Support Investments for Growth
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JIM CHIRICO
President and CEO
PAT O’MALLEY
SVP and CFO
JERRY GLEMBOCKI
SVP, Operations
LAURENT PHILONENKO
SVP, Solutions and Technology
MERCER ROWE
SVP and General Manager, Cloud
NIKOS NIKOLOPOULOS
SVP, Strategy and Corporate Development
New Management Team Approach to Operating Model
Deep Industry, Execution and Transformation Experience
SHEFALI SHAH
Chief Administrative Officer, General Counsel
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Source: Company Filings, Avaya Management
1 Based on Fortune 500.10 OF THE 10
Largest Airlines
10 OF THE 10
Top Investment Services Companies
10 OF THE 10
Top Auto Manufacturers
10 OF THE 10
Top Insurance Companies
10 OF THE 10
Leading Hotel Groups¹
10 OF THE 10
Major Banks
>130k Customers >90% of the Fortune 100 Government Agencies in >40 Countries >6,300 Channel Partners
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Avaya Private Cloud
Global CC market valued at $25B growing +4% per annum
Avaya is a leader in CC Infrastructure technology (automatic call distribution & routing) CCI & Services Market: $17bn, stable / +1-2% annual growth Premise-based revenues declining -10%/annum in SMB segment as cloud deployment begins to accelerate, but Midmarket and Enterprise have not yet moved to cloud
Move to Private and Public Cloud (CCaaS) market $2.5B+ growing 25% per annum
Avaya well-positioned with private cloud solutions: ~ 500K CC seats under management (10% of CC customer seats). Migration opportunity for Avaya’s 5mm CC premise seats Digital Channels and Omni-Channel Solutions in CC Stack $3B, growing +10% Elite Multichannel, and new product introductions: Oceana (Omni-Channel, Analytics) and Breeze Products addressing high-growth segment of the market
Analytics, Automation and Intelligent Systems $2.5B growing 10%+/annum
Avaya is re-positioning investment from premise based solutions to cloud solutions focused
Chatbots) and Intelligent Systems driven by Artificial Intelligence, Machine Learning, Natural Language Processing, and IOT
Workforce Optimization Solutions
Contact Center Solutions CC Growth Drivers
Global CC market valued at $25bn growing +4% * Move to Private and Public Cloud (CCaaS) market: $2.5bn+ growing 25%* Digital and Omni-Channel Solutions in CC Stack $3bn, growing 10%+* Analytics, Automation and Intelligent Systems $2.5bn growing 10%+*
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* Source: Avaya Market Data
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Avaya Private Cloud
Premise PBX Business Declining 5% as a result of Private/ Public Cloud Shift +25% — Avaya Private Cloud: Continue private cloud momentum, 2.5mm+ private cloud UC seats as of 2017. Migration Opportunity for Avaya’s large UC premise installed base — IP Office Cloud: Wholesale Cloud Offer to Avaya Channel Partners — Avaya Cloud Direct: Public cloud solutions being launched in 2018 Endpoints growing 1-2% driven Open-SIP and cloud adoption — Avaya refreshing cloud-ready endpoints in 2018 (e.g., Vantage Tablet Desktop) Mobility Apps and Collaboration solutions market growing 10% — Equinox UC&C software suite being launched as a public cloud offering in 2018 Innovative Zang platform positions Avaya for growth in the CPaaS market
Unified Communications & Collaboration Solutions UC&C Growth Drivers
Video Conferencing
Global UC Market valued at $57B, Growing 4% Communications as a Platform (“CPaaS’) market growing at 75%/year
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* Source: Avaya Market Data
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$4.5bn¹ $3.3bn $1.2bn >$1.0bn¹ $0.5bn $0.2bn $0.2bn
Market Trends Play to Our Strengths: Heritage, Expertise, Innovation
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Source: Company Filings, Avaya Management, Gartner, IDC, Frost & Sullivan, Global Economic Data ¹ Avaya estimates. Cisco UC&C and CC revenue represents only ~10% of their total revenue. ² Based on UC&C lines and CC seats. ³ Based on full-year FY2017 figures.
Best Positioned to Help Customers in their Digital Transformation Best Positioned to Help Customers in their Digital Transformation Market Annual Growth
Scale and Focus: Largest Pure- Play Communications Company Largest Installed Base Proven Technology Leader
Customers
Installed Base
2
Already Achieved Shift to Software
Revenue of UC&C and CC Leaders (FY17)
4,800 Patents Today Software and Services Revenue3
Cloud
UC&C
CC
New Management Team Trusted Brand (50+ NPS) Focus on Cloud (all new products are cloud
native)
Leading R&D Platform (1,800 engineers)
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Services Automation Revenue / Employee ($k)
Avaya Has Proven Ability to Expand Its Best-in-Class Operational Model
56%
FY11 FY17
64%
28
50
FY11 FY17
302
376
FY11 FY17
$46
94
FY11 FY17
48 %
FY11 FY17
59%
$3.9
$2.2
FY11 FY17
19%
FY11 FY17
25% +8% +11% $(1.7)bn +6% Systems and Operational Excellence Margin Expansion
11%
FY11 FY17
96%
Increased Productivity and Quality Automation Capabilities
(Quoting, Pricing, Renewals)
Increased Discipline
$
$
Source: Company Filings, Avaya Management
EBITDA / Employee ($k) NPS Product Gross Margin Services Gross Margin Cost Structure (ICE, $bn) EBITDA Margin
$
5
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5
Positive Shift in Sales Momentum
Revenue stabilization Midmarket: Average QoQ seat growth of ~120% in FY 2017 with ~200 partners today 300,000 new private cloud seats
Focus
Insourcing services renewals driving >10% renewal rate improvement within 6 months Expanding higher value consultative offerings
Execution Underpins Success
Merged all products &
Continued attention on automation Customer focus
Source: Company Filings, Avaya Management
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% of Total Market Revenues
Source: McKinsey
% of Total Market Revenues
85% 2% 13% 70% 7% 23% UC&C On-Premise Private Cloud Public Cloud 2017 2020 88% 2% 10% 73% 7% 20% CC On-Premise Private Cloud Public Cloud 2017 2020
2017-2020 UC&C Shift Private Cloud Public Cloud
Enterprise 1000+ Seats 3% - 5% 4% - 10% Mid-Market 100-1000 Seats 3% - 10% 3% - 12% SMB <100 Seats 1% - 4% 24% - 45%
2017-2020 CC Shift Private Cloud Public Cloud
Enterprise 1000+ Seats 3% - 9% 2% - 7% Mid-Market 100-1000 Seats 2% - 7% 7% - 20% SMB <100 Seats 1% - 3% 21% - 40% Enterprises & Midmarket more deliberate in move to cloud
UC&C Shift to Cloud 2017-2020 UC&C Shift to Cloud 2017-2020 CC Shift to Cloud 2017-2020 CC Shift to Cloud 2017-2020
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Source: Gartner (June 2017)
60% 48% 52% 31% 40% 40% 9% 11% 8% Small (20-99) Midsize (100-999) Large (1,000+) Premises-based (Internally Owned) Private Cloud (Dedicated) Cloud (Multi-tenant)
Survey Question: What do you expect the primary deployment model for the following applications will be by year-end 2018? UC&C
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Percentage of Respondents
In 2018, Move to Cloud is Accelerating, but On-Premise and Private Cloud Still Highly Relevant
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Avaya’s Cloud Strategy Provides Ideal Transition Path as Large Companies Move From On-Premise to Off-Premise Implementations
Illustrative Cloud Value Creation
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$975 ~$2,500 Current Average 3 Year Revenue / Seat Cloud Average 3 Year Revenue / Seat
2 – 3x
Source: Company Filings, Avaya Management Note: On-premise and cloud opportunity numbers are illustrative.
Early Innings Our Existing Solutions Our Solutions
Cloud represents only
~12 - 15%
Cloud Deployed CPaaS Meeting Online ~200 Partners >20k Seats Deployed
Continue to drive on-premise to cloud transformation Focus on migrating large existing customers and installed base (300k new private cloud seats in FY2017) — Migration drives organic growth: e.g., cloud revenue uplift (2x to 3x) vs trending revenue because customer is
— Cloud retention rates (95%+) higher than on-premise retention (85%)
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PATENTS FILED SINCE 2016
NEW PRODUCT LAUNCHES IN 2017
Source: Avaya Management
Analytics and AI – driving actionable intelligence Mobility and collaboration innovation Multichannel and omni-channel solutions Open platform / app development Native cloud solutions
Recent Product Launches: Focus on multichannel & cloud Recent Product Launches: Focus on multichannel & cloud
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¹ Upgrade Advantage (UA) is an upgrade subscription plan providing customers access to upgrades as they become available within their contract term.
Recurring Software and Services
Professional Services
software revenue, Upgrade Advantage1, maintenance, and APCS revenues
Services (APS) includes installation services as well as project-based deployment, design, and
Hardware
Non-Recurring Software
% of FY17 Revenue
license sales
endpoint solution Vantage
product sales
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$226 $188 $193 $215 26 % 23 % 24 % 27 % Q1 FY17 Q2 FY17 Q3 FY17 Q4 FY17 $875 $804 $803 $790 Q1 FY17 Q2 FY17 Q3 FY17 Q4 FY17
Source: Company filings, Avaya Management
FY17 Quarterly Revenue FY17 Quarterly EBITDA and Margin (%)
Pre-Chapter 11
Momentum in FY17 Resulted in Stabilization of Revenue and Budget Beats
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59% 62% Total GM%
71% 78% % Revenue from Software & Services 21% 25% EBITDA Margin 47% 56% % Recurring Revenue
FY14 Today (FY17)
3.1% 1.8% Capex % of Revenue
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Source: Avaya Management Note: Includes Networking.
1 Unlevered free cash flow calculated as cash from operations (excluding cash interest) less capex.Cumulative EBITDA over the last 4 years
Cumulative unlevered free cash flow1 over the last 4 years 21% 22% 24% 25%
FY14A FY15A FY16A FY17A
EBITDA Margin (%)
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Source: Company Filings, Avaya Management Note: Leverage based on net debt of $2,575mm (excludes pension and OPEB liabilities) and FY2017 EBITDA of $822mm.
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Pre-Chapter 11 Post-Emergence Change
Debt $6.1bn1 $2.9bn ($3.2bn) Net Pension & OPEB Liabilities $2.0bn1 $1.0bn ($1.0bn) Total $8.1bn $3.9bn ($4.2bn)
Pre-Chapter 11 Post-Emergence Change
Annual Cash Interest Expense $428mm1 $195mm2 ($233mm) Annual Pension & OPEB Contribution $161mm1 $93mm3 ($68mm) Total $589mm $288mm ($301mm)
Source: Company Filings, Avaya Management
1 FY16 Actual. 2 FY18 expected cash interest expense assuming floating rate debt is swapped to fixed at current swap rates. 3 FY18 estimate.Confidential & Proprietary
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Operational Excellence Streamlined Product Portfolio Evolution of Business Model to Software
2018- Beyond 2011- 2017 2017
Grow
New Leadership Financial Stability Innovation
Reenergize Optimize
Major Product Launches Lead into Upgrade Cycle Operational Excellence and Financial Strength Provide Foundation for Growth Cloud and Next Generation Product Investments Go to Market Initiatives Driving Customer Wins and New Logos
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Liquidity = Cash plus availability under our revolving credit facility Leverage = Net Debt to EBITDA Excluding Pension & OPEB Payments Cash Flow Savings = Savings from Lower Cash Interest and Pension and OPEB Payments Unlevered Free Cash Flow = Cash from Operations (Excluding cash interest) Less Capex “EBITDA” in this presentation reflects Adjusted EBITDA (as defined in Company filings and earnings releases) further adjusted to exclude OCI addback and Pension/OPEB/LTD/FAS 112 expense; this adjustment is utilized to exclude the non-operational / non-cash impact of pension-related items. Based on the aforementioned definition, “EBITDA” in this presentation is analogous to the “Adjusted EBITDAP” metric as presented in the Amended Plan Disclosure Statement (Exhibit F) and Avaya’s prior 8-K filings.
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2018- Beyond 2011- 2017
Grow Reenergize Optimize
(In millions) 2017 2016 2015 2014 Net loss (income)
(1)
(182) $ (730) $ (168) $ (315) $ Interest expense 246 471 452 459 Interest income (4) (1) (1) (2) Provision for (benefit from) for income taxes (16) 11 70 51 Depreciation and amortization 326 374 371 434 EBITDA 370 125 724 627 Restructuring charges, net 30 105 62 165 Sponsors’ and other advisory fees 85 43 7 7 Acquisition and integration-related costs 1 2 4 7 Divestiture-related costs
Third-party sales transformation costs
98
5 Third-party fees expensed in connection with the debt modification
2 Non-cash share-based and other compensation 11 19 19 25 (Gain) loss on sale of long-lived assets, net
(1)
(2)
Change in certain tax indemnifications
4 Impairment of indefinite-lived intangible assets 65 100
52 442
3
24 22 Securities registration fees
64 106
(Gain) loss on foreign currency transactions (2) (10) (14) (16) Pension/OPEB/nonretirement postemployment benefits and long- term disability costs 90 63 69 51 Other 1
3 Adjusted EBITDA 866 $ 940 $ 900 $ 898 $ Pension/OPEB/LTD/FAS112 46 29 72 86 Pension/OPEB/nonretirement postemployment benefits and long- term disability costs (90) (63) (69) (51) Adjusted EBITDAP 822 $ 906 $ 903 $ 933 $ Fiscal years ended September 30, (1) "Net (loss) income" for FY15-FY17; "(Loss) income from continuing operations" for FY14 and all periods that contain FY14 in a comparative presentation.
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2018- Beyond 2011- 2017
Grow Reenergize Optimize
(In millions) Q117 Q217 Q317 Q417 Net loss (income)
(1)
(103) $ (8) $ (98) $ 27 $ Interest expense 174 38 17 17 Interest income
(1) (2) Provision for (benefit from) for income taxes 3 (19) (6) 6 Depreciation and amortization 90 88 85 63 EBITDA 164 98 (3) 111 Restructuring charges, net 10 4 8 8 Sponsors’ and other advisory fees 51 14 17 3 Acquisition and integration-related costs
35 21 Loss on extinguishment of debt
2 4 4 1 (Gain) loss on sale of long-lived assets, net
Gain on sale of TBU business
(Gain) loss on foreign currency transactions (11) 12 (2) (1) Pension/OPEB/nonretirement postemployment benefits and long- term disability costs 21 25 24 20 Other 1
$ 238 $ 199 $ 204 $ 225 Pension/OPEB/LTD/FAS112 9 14 13 10 Pension/OPEB/nonretirement postemployment benefits and long- term disability costs (21) (25) (24) (20) Adjusted EBITDAP 226 $ 188 $ 193 $ 215 $ (1) "Net (loss) income" for FY15-FY17; "(Loss) income from continuing operations" for FY14 and all periods that contain FY14 in a comparative presentation.
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2018- Beyond 2011- 2017
Grow Reenergize Optimize
June 30
2016 2016 2017 2017 2017 Gross Profit 583 $ 533 $ 481 $ 490 $ 495 $ Gross Margin 60.9% 60.9% 59.8% 61.0% 62.7% Items excluded: Amortization of acquired technology intangible assets 8 5 6 5 4 Share-based compensation 1
592 $ 538 $ 487 $ 495 $ 499 $ Non-GAAP Gross Margin 61.8% 61.5% 60.6% 61.6% 63.2% Reconciliation of Non-GAAP Operating Income Operating (Loss) Income (425) $ 64 $ 64 $ (55) $ 64 $ Percentage of Revenue
7.3% 8.0%
8.1% Items excluded: Amortization of acquired intangible assets 64 62 62 62 38 Restructuring charges, net 17 10 4 8 8 Impairment charges 542
27 48 14 18 3 Share-based compensation 7 2 4 4 1 Costs in connection with certain legal matters
Non-GAAP Operating Income 232 $ 186 $ 148 $ 157 $ 178 $ Non-GAAP Operating Margin 24.2% 21.3% 18.4% 19.6% 22.5% Reconciliation of Non-GAAP Gross Profit and Non-GAAP Gross Margin Three Months Ended Avaya Holdings Corp. (Debtor-in-possession) Supplemental Schedules of Non-GAAP Reconciliations (Unaudited; in millions)
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2018- Beyond 2011- 2017
Grow Reenergize Optimize
June 30,
2016 2016 2017 2017 2017 Revenue 469 $ 401 $ 348 $ 345 $ 343 $ Costs 169 146 127 122 105 Amortization of acquired technology intangible assets 8 5 6 5 4 GAAP Gross Profit 292 250 215 218 234 GAAP Gross Margin 62.3% 62.3% 61.8% 63.2% 68.2% Items excluded: Amortization of acquired technology intangible assets 8 5 6 5 4 Non-GAAP Gross Profit 300 $ 255 $ 221 $ 223 $ 238 $ Non-GAAP Gross Margin 64.0% 63.6% 63.5% 64.6% 69.4% Revenue 489 $ 474 $ 456 $ 458 $ 447 $ Costs 198 191 190 186 186 GAAP Gross Profit 291 283 266 272 261 GAAP Gross Margin 59.5% 59.7% 58.3% 59.4% 58.4% Items excluded: Share-based and other compensation 1
292 $ 283 $ 266 $ 272 $ 261 $ Non-GAAP Gross Margin 59.7% 59.7% 58.3% 59.4% 58.4% Reconciliation of Non-GAAP Gross Profit and Non-GAAP Gross Margin - Products Reconciliation of Non-GAAP Gross Profit and Non-GAAP Gross Margin - Services Three Months Ended Avaya Holdings Corp. (Debtor-in-possession) Supplemental Schedules of Non-GAAP Reconciliation of Gross Profit and Gross Margin by Portfolio (Unaudited; in millions)