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Company Presentation May 2020 Disclaimer 2 Investment highlights 1 Large market opportunity with low online penetration 2 Our unique e-commerce approach creates efficiency and transparency 3 Powerful business model with high take rate, strong cohort, and marketing efficiency 4 Growth and operating leverage 3 What is Fiverr? Fiverr is a global marketplace connecting freelancers and businesses for their digital services needs. Adam, Buyer Mandy, Seller CEO, Workhouse PR Voice over artist 2010 Fiverr was founded Fiverr at a glance Our mission is to Offices in NYC, SF, Orlando, Phoenix, change how the Global London, Berlin and HQ in Tel Aviv world works together. IPO June 13, 2019 (NYSE: FVRR) 419 Employees as of December 31, 2019 $107M 2019 revenue, up 42% y/y 5 1. Large market opportunity 6 Traditional Workplace Future of Work The world Long-term employment Experience building and freelancing is changing and the way Work from the office Work from anywhere (nomads, co-working) people work Local teams Global & remote teams is changing with it. Work offline Work digitally, leveraging collaboration tools Work full time, receive monthly salary Get paid for action and results Study young, standard profession Continuous study, gain unique expertise Stability Fulfillment 7 Large $100B market opportunity. Addressable Market 1,2 $750B+ Estimated US total freelancer income1 1 Derived based on the latest US Census Bureau Nonemployer Statistics data, which includes income data of all US businesses that have no paid employees and are subject to federal income tax. Most U.S. businesses that have no paid employees but are subject to federal income tax are self-employed individuals operating unincorporated businesses. We believe this provides a good proxy for total freelancer income in the US 2 Includes occupations most relevant to Fiverr 8 Freelancing is still an old-school business. Just like e-commerce in 1994, freelancing activity is gradually Online migrating to the online world. The majority of freelancing still happens offline. ` Source: Staffing Industry Analysts (SIA), McKinsey, US Census of Bureau 9 High friction in traditional freelancing business. Every stage of the process has traditionally been disconnected, with little consistency from person to person. Buyers From finding To collaboration To reference To negotiating The right talent and support and trust the deal during transaction Freelancers From finding To winning To payment To delivery customers jobs uncertainty and payment 10 2. Our unique e-commerce approach 11 Service-as-a-Product model To buy and sell digital services as simple as buying on Amazon with a comprehensive SKU-like service catalog. Our e-commerce On-demand No hiring process. No long-term commitment. approach to Getting businesses help when they need it. freelancing. End-to-end platform So businesses can focus on meeting deadlines and freelancers can focus on doing what they love. Global community Bringing together a global community of businesses and freelancers to shape the future of work. 12 We are not an Staffing company Fiverr online staffing company. Short/long term temporary employment Service-as-a-product (SaaP) Bidding, vetting and contract negotiation Browse, search, click to order Opaque and non-standardized Transparent timing, price scope, timing and cost and deliverables Connection only End-to-end platform Our value to buyers Our value to freelancers Transparency and certainty of price, No bidding / negotiation to win projects scope of work and quality and speed Maximize deal-flow Value for money Flexibility and control Access to an expansive catalog of digital services Frictionless payment and business support Access to a diverse pool of freelancers Credentialed storefront Trusted brand for customer service Success management and support Buyer NPS: 66 Seller NPS: 73 NPS: Net Promoter Score, as of March 31, 2020 14 More Quality Demand Our two-sided Better marketplace Cross opportunities category creates powerful Seller flywheel effects. Higher Increase growth & Higher LTV spend per retention earnings buyer More Quality Supply 15 June 2019 March 2020 Joined Fiverr, and since then Today, he’s focusing more on product bought a wide variety of services development and expanding content for his startup that provides digital offerings in order to prepare for the educational material day after COVID-19 200+ 100+ $100K Bjorn Beam, Buyer Orders completed Sellers worked with Money spent Founder and CEO of Security Squad on Fiverr Madrid, Spain “ “Thanks to Fiverr, from quarantines in Madrid, I can chat Wordpress Video Game Articles & Blog with my game developers in Russia and New Zealand. Our Development Development Posts walls may confine us, but our creativity and connectivity “liberate us.” SEO web content Scriptwriting eBook editing 16 2003 2019 Today Founded MyHeritage, a Began using Fiverr to Recently created a global platform providing enhance MyHeritage's business account and international historical offerings in innovative started onboarding its records, at-home DNA ways marketing team tests and more 90+ 20+ Gilad Japhet, Buyer Projects Sellers completed worked with Founder and CEO, My Heritage Tel Aviv, Israel “ "Fiverr has become an important enabler for our Video Editing Animation Translation business... We're using Fiverr increasingly across various departments in many digital service “categories." Voice-over Content Writing Market Research 17 2014 2016 Today Joined Fiverr, initially Became a Top Rated Actively involved in our part-time as she was Seller and went full new products such as completing her MBA time on our platform Political Campaign Store degree and Fiverr Studios 5,500+ 4,000 $300K+ Jennifer Shealy, Seller Orders completed Buyers worked with Money made Graphic Designer and Digital Marketing Expert in 100 countries on Fiverr Melbourne, FL “ Thanks to Fiverr, I became the owner of an exciting business that enjoys a double-digit growth rate. Website Banner Amazon Product Social Media Design Listing Design Campaigns “ 18 2017 2018 Today Joined Fiverr and Progressed into a To date, she has over became a Rising Top Rated Seller in 230 reviews with a Talent shortly after only 8 months 5-star rating 300+ 140+ $40K+ Morgan Sliff, Seller Orders completed Buyers worked with Money made Copywriter on Fiverr Hermosa Beach, CA “ This platform is such an incredible financial opportunity - one could have the potential to work full-time, and have a Blog Posts Web Content “business managed, solely via Fiverr. 19 3. Powerful business model 20 Service A seller lists a service for $100 Catalog Under our SaaP model, sellers list their service offerings on our marketplace first. Each Gig has well defined scope of work, time of delivery, price, and other spec of the service. Millions of these gigs make up our extensive service catalog, which buyers use to search and browse to find the exact service they are looking for. How Fiverr Order The buyer pays $105 to Fiverr Once the buyer navigates through our catalog and finds the works. service he/she wants, he places the order and pays Fiverr the cost of the gig plus 5% service fee. For transactions under $40, An illustrative example of buyers pay a minimum $2 service fee. a $100 transaction on core marketplace. Fulfillment Work starts immediately upon order Upon order, Fiverr prompts the buyer to send the seller the files required in the gig description, along with a briefing document with instructions. Once received, the seller can start to work on the project immediately. They can also communicate and collaborate during the course of project through our platform. Delivery & Fiverr pays the seller $80 Payment 14 days after the delivery of the project, if no issue raised by the buyer, Fiverr makes 80% of the transaction value available for seller to withdraw. 21 How we generate revenue. Additional products: E-learning platform with proprietary course content Subscription revenue for freelancer business Core Marketplace: management software Subscription based content Transaction and service marketing platform that fees based on transaction targets medium to volume on Fiverr’s core large-sized businesses marketplace 22 Expanding take rate over time Transaction and service Increase of minimum fee, introduction Introduction of AND.CO paid Continued growth of AND.CO fees from core marketplace of Fiverr Learn and rollout of payment subscription, growth of Fiverr paid subscription, Fiverr Learn capabilities in 5 currencies Learn, acquisition of and ClearVoice ClearVoice, and expansion of additional payment capabilities Take rate is revenue for the period represented divided by GMV for the same period. 23 Active buyers (millions) Consistent and robust active buyer growth... Active buyers on any given date is defined as buyers who have ordered a Gig on Fiverr within the last 12-month period, irrespective of cancellations. 24 ...achieved without Global Horizontal Organic network effect drives majority a sales force. of new buyers. Here is our strategy. Target audience: High value Drive high LTV SMBs, or “zero to creation from with repeat and enterprise” as we transaction #1. cross-category call it. purchases. 25 Spend Per Buyer ($) Continuously going upmarket. Spend per buyer on any given date is calculated by dividing our GMV within the last 12-month period by the number of active buyers as of such date. 26 Revenue composition by annual cohort 2010-2019 Cohorts: Consistent cohort 42% New buyers in behavior on core 2019 marketplace with majority of revenue from 58% repeat buyers. Existing buyers in 2019 27 Cumulative revenue to performance marketing investment by cohort Our marketing efficiency focuses on efficient tROI and consistently increasing ROI over the long term. 28 4. Growth and operating leverage 29 Strong and consistent revenue growth Revenue ($ in millions) 44% 42% y/y y/y 30 Continued improvement in operating leverage Adjusted EBITDA Margin Note: Adjusted EBITDA is a non-GAAP metric. See the appendix to this presentation for a reconciliation against the nearest GAAP measure. 31 Revenue growth and cost efficiency drive operating leverage Adjusted (33%) (28%) (17%) (8%) EBITDA Margin Note: Adjusted EBITDA and non-GAAP operating expenses are non-GAAP metrics.
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