Registered Office: Route Mobile Limited routemobile 4. Dimension, 3id floor, Mind Space, Malad (West), Mumbai - 400 064, India communication simplified +91 22 4033 7676/77-99 I Fax: +91 22 4033 7650 [email protected] I www.routemobile.com CIN No: U72900MH2004PLC146323
Ref No: RML/2021RML/2021-22/80-22/80
Date: May 18, 2021
To, BSE Limited National Stock Exchange of India Limited Scrip Code: 543228 NSE Symbol: ROUTE
Dear Sir/Madam,
Sub: Investor presentation
Pursuant to Regulation 30 of the SEBI (Listing Obligations and Disclosure Requirements) Regulations, 2015, we are enclosing the investor presentation, that will be made today to the Analysts atat 5:00 P.M. (IST) in connection with the Financial Results of the Company for the year ended March 31,31, 2021.
You are requested to take the above information on record.
Yours faithfully, For Route Mobile Limited
______Rathindra Das Head Legal, Company Secretary & Compliance Officer
EnclEnd:: as above
routemobile pto communication simplified
RouteRoute Mobile Limited Annual and Quarterly UpdateUpdate as • • -– FY2021 and Q4 FY2021
• • • May18,May 18, 2021
a routemobile SafeSafe Harbour Co communication simplified
Certain statements mentioned in this presentation concerning our future growth prospects are forward looking statements (the "Forward“Forward Statements")Statements”) and are based on reasonable expectations of the management, which involves a number of risks, and uncertainties that could cause actual results to differ materially from those in such Forward Statements.Statements. The risks and uncertainties relating to these Forward Statements include, but are not limited to, risks and uncertainties regarding fluctuations in our earnings, fluctuations in foreign exchange rates, revenue and profits, our ability to generate and manage growth, competition in CPaaS globally, wage increases in India, our ability to attract and retain highly skilled professionals, time and cost overruns on fixed-price-price and fixed time frame contracts, industry segment concentration, our ability to manage our international operations, our revenues being highly dependent on clients in the United States of America, reduced demand for technology in our key focus areas, disruptions in telecommunication networks or system failures, our ability to successfully complete and integrate potential acquisitions, liability for damages on our service contracts, withdrawal of fiscal governmental incentives, political instability, adverse impact of global pandemics (including COVID-19COVID-19 impact), war, legal restrictions on raising capital or acquiring companies, unauthorized use of our intellectual property(property(ies)ies) and general economic conditions affecting our businesses and industry.industry. We may, from time to time, make additional written and oral Forward Statements .. We do not undertake to update any Forward Statements that may be made from time to time by us or on our behalf, unless required under the law.law.
Route Mobile limited 132 routemobile SnapshotSnapshot communication simplified
r 1 r
₹T1414,222 222mnmn ₹T11,756 756mnmn ₹T1,328mn1,328mn ₹T4,642mn4,642mn 131%131% FY2021 FY2021 Revenue FY2021 EBITDA FY2021 PAT Net Cash CFO/EBITDA
1 1 "1 1— r 7 Full stack A2P Analytics ₹T88,599mn88,599mn 32.3bn32.3bn 20% 7 and Firewall, SMSC and (1) Dividend Strategically Located MMSC solution deployed Market Capitalisation(')Capitalisation Transactions in FY2021 (2) recommended(2) Cloud Data Centers for MNOs globally
(Cc
_LT 91 tl 911 111 _LT 91. 111 tl .111 9119 A 4k`Alt' 1r 111 nr II 1111011 Scalable omni-channelomni-channel Serving 9 of the 20 most 265+ Team of 360+ Presence across CPaaS platform valuable Global Tech Direct MNO connect motivated 15+15+ locations deepening customer BrandsBrands((3)3) Super Network professionals globally engagement
(1)As(1) As of May 17,77, 20272021 (source: BSE India)India) (2) Dividend recommended for FY2021 as % of face value of shares (3) Source: httos:Avww.visualcaoitalist.comithe-worlds-tech-aiants-ranked/https://www.visualcapitalist.com/the-worlds-tech-giants-ranked/
Route Mobile limited 3 routemobile communication simplified Financial Highlights FY2O21FY2021 and Q4 FY2O21FY2021 routemobile FY2021 - SnapshotSnapshot communication simplified
Revenue from OperationsOperations (In ₹ mn) Gross Profit (In ₹ mn) and Gross Profit Margin (%)
Y-o-o--YY growth Y-o-o--YY growth 47% 44% • 20.1% 19.7%19.7%
■ Revenue from Gross Profit ((7₹ mn) operations ((7₹ mn) —0—GrossGross Profit %
9,563 14,062 1,921 2,771
FY2020 FY2021 FY2020 FY2021
EBITDA (In ₹ mn) and EBITDA Margin (%) Adjusted PATHPAT(1) (In ₹ mn) and Adjusted PAT Margin (%)
Y--oo--YY growth Y--oo--YY growth 76% 84% 12.5% 10.3% 10.5% 8.3% EBITDA (₹ mn) Adj. PAT ((7₹ mn) —a-EBITDAEBITDA % -0-Adj.Adj. PAT %
1,000 1,756 799 1,469
FY2020 FY2021 FY2020 FY2021
(1) PAT has been adjusted for non--cashcash amortization (incurred in FY2020 and FY2021) associated with the intangible assets added as a result of purchase purchase price allocation for Route Mobile limited acquisitions, and for oneone-time-time expenses related to payments made under Sabka Vikas Scheme (incurred in FY2020) and one-timeone-time stampstamp duty charges incurred in FY2021) 5 routemobile Financial Highlights communication simplified
For the Financial Year ended March 31, 2021 (FY2021)
•● Closed FY2021 with revenue from operations of ₹T14,062mn14,062mn compared to g9,563mn₹9,563mn in FY2020
•○ Y--oo-Y-Y growth of 47.7%47.1% inin revenue
•● Recorded Gross Profit of ₹g2,771mn2,771mn in FY2021 compared to ₹q1,921mn1,921mn in FY2020
•○ Y--oo-Y-Y growth of 44.3% inin CrossGross Profit
○o CrossGross Profit margin of 19.7%,79.7%, 20.1% inin FY2027FY2021 and FY2020 respectively
•● Recorded EBITDA of g1,756mn₹1,756mn in FY2021 compared to ₹g1,000mn1,000mn in FY2020
○o Y--oo-Y-Y growth of 75.7% inin EBITDA
○O EBITDA margin of 125%,12.5%, 10.5% inin FY2027FY2021 and FY2020 respectively
•● Recorded Profit After Tax of ₹q1,328mn1,328mn in FY2021 compared to ₹q582mn582mn in FY2020
○O Y--oo-Y-Y growth of 128.1% inin Profit AfterAfter Tax
•● Adjusted Profit After Tax of ₹q1,469mn1,469mn in FY2021 compared to q799mn₹799mn in FY2020
•○ Adjusted for non--cashcash amortization (incurred(incurred in FY2020 and FY2027)FY2021) associated with the intangible assets added as a result of purchase price allocation for acquisitions, and for one-timeone-time expenses related to payments made under Sabka Vikas Scheme (incurred in FY2020) and one-timeone-time stamp duty charges associated with earn-out-out payment related to 365squared acquisition (incurred in FY2027)FY2021)
○o AdjustedAdjusted Profit AfterAfter Tax margin of 10.3%, 8.3% inin FY2027FY2021 and FY2020 Route Mobile limited Cld6 routemobile Q4 FY2021 - Snapshot communication simplified
Quarterly Revenue from OperationsOperations (In ₹ mn) Gross Profit (In ₹ mn) and Gross Profit Margin (%)
Y-o-o--YY growth Y-o-o--YY growth 36% 69% 22.0% • • 17.7% 18.0%18.0% • Revenue from Gross Profit (7(₹ mn) operations (7(₹ mn) —O—GGross ross Profit %
2,658 3,848 3,624 470 694 796
Q4 FY2020 Q3 FY2021 Q4 FY2021 Q4 FY2020 Q3 FY2021 Q4 FY2021
EBITDA (In ₹ mn) and EBITDA Margin (%) Adjusted PATHPAT(1) (In ₹ mn) and Adjusted PAT Margin (%)
Y-o-o--YY growth Y-o-o--YY growth _ • 105% • • 127% 14.2% 10.9%10.9% • 14.2% 10.6%10.6%
• 11.6% EBITDA (₹ mn) • Adj. PAT (7(₹ mn) 9.5% 6.5% —0— EBITDAE BITDA % —O—Adj.Adj. PATP AT %
251 447 515 174174 416 394
Q4 FY2020 Q3 FY2021 Q4 FY2021 Q4 FY2020 Q3 FY2021 Q4 FY2021
(1) PAT has been adjusted for non-cash-cash amortization (incurred in FY2020 and FY2021) associated with the intangible assets added as a result of purchase purchase price allocation for Route Mobile limited acquisitions, and for oneone-time-time expenses related to payments made under Sabka Vikas Scheme (incurred in FY2020) and one-timeone-time stampstamp duty charges incurred in FY2021) 7 routemobile Financial Highlights communication simplified
For the Quarter ended March 31, 2021 (Q4 FY2021)
●• Closed Q4 FY2021 with revenue from operations of ₹q3,624mn3,624mn compared to ₹q3,848mn3,848mn in Q3 FY2021 and ₹q2,658mn2,658mn in Q4 FY2020
•○ Y-o-o-Y-Y growth of36.4%of 36.4% and sequential degrowth of 5.8% inin revenue
●• Recorded Gross Profit of ₹q796mn796mn in Q4Q4 FYFY20212021 compared to ₹q694mn694mn in Q3Q3 FYFY20212021 and ₹q470mn470mn in Q4Q4 FY2020FY2020
•○ Y-o-o-Y-Y growth of 69.4% and sequential growth of 147%14.7% inin Gross Profit
○o Gross Profit margin of 22.0%,22.0%, 18.0%78.0% and 17.7%17.7% in Q4 FY2027,FY2021, Q3 FY2027FY2021 and Q4 FY2020 respectively
●• Recorded EBITDA of ₹q515mn515mn in QQ44 FYFY20212021 compared to q447mn₹447mn in QQ33 FYFY20212021 and ₹q251mn251mn in Q4Q4 FYFY20202020
•○ Y-o-o-Y-Y growth of 104.9%704.9% and sequential growth of 75.7%15.1% inin EBITDA
○o EBITDA margin of 14.2%74.2%, 11.6%77.6% and 9.5%9.5% inin Q4 FY2027,FY2021, Q3 FY2027FY2021 and Q4 FY2020 respectively
●• Recorded Profit After Tax of ₹q355mn355mn in Q4 FY2021 compared to ₹q376mn376mn in Q3 FY2021 and ₹q148mn148mn in Q4 FY2020
•○ Y-o-o-Y-Y growth of 739.8%139.8% and sequential degrowth of 5.7% inin Profit After Tax
●• Adjusted Profit After Tax of ₹q394mn394mn in QQ44 FYFY20212021 compared to ₹q416mn416mn in Q3Q3 FYFY20212021 and ₹q174mn174mn in Q4Q4 FY2020FY2020
•○ Adjusted for non-cash-cash amortization (incurred(incurred in FY2020 and FY2027)FY2021) associated with the intangible assets added as a result of purchase price allocation for acquisitions, and for one-timeone-time expenses related to payments made under Sabka Vikas Scheme (incurred in FY2020) and one-timeone-time stamp duty charges associated with earn--outout payment related to 365squared acquisition (incurred in FY2027)FY2021)
○o Adjusted Profit After Tax margin of 10.9%70.9%,, 10.6%70.6%aandnd 6.5% in Q4 FY2027,FY2021, Q3 FY2027FY2021 and Q4 FY2020 respectively
Route Mobile limited 8 Growing Number Of Multi-Million-Million Dollar Accounts routemobile communication simplified With ImprovingImproving Client Diversification Co
Clients by Account Size 35 31 30 25 21 20 1515 1515 11 1010 7 4 1 2 2 2 3 3 5 -_ 1 -_ 11 - - > $15mn > $10mn > $5m$5mn n > $1mn • FY2018 • FY2019 • FY2020 • FY2021
Client Concentration
100%100% 86% 81% 82% 86% 80% 59% 60% 54% 54% 54% 43% 44% 45% 36% 40% 25% 23% 19%19% 15%15% 20% 6% 0% FY2018 FY2019 FY2020 FY2021 • Top 11 • Top 5 • Top 1010 • Top 50 Route Mobile limited 9 routemobile Enterprise customers contributing to growth Co communication simplified Growth trend witnessed in top 1515 enterprise customers (based on FY2021 revenue)
7,000 Customer CACRCAGR (FY2019-FY2021)(FY2019-FY2021)
6,000 Customer 11 200%
Customer 2 7% • 55,000,000 Customer 3 27% E Ny C 4,000 Customer 4 121%121% a) Customer 5 228% 3,000 C 3,000 Customer 6 57%
a) 2,000 Customer 7 46%
aRevenuein mn ₹ Customer 8 503% 1,0001,000 Customer 9 82%
- Customer 1010 49% FY2019 FY2020 FY2021 Customer 11 529% • Customer 1 • Customer 2 • Customer 3 _. Customer 4 • Customer 5 • Customer 6 • Customer 7 • Customer 8 • Customer 9 • Customer 1010 Customer 12 109% • Customer 11 • Customer 12 • Customer 1313 • Customer 1414 • Customer 1515 Customer 13 New customer
Customer 1414 54%
.▶ Dedicated enterprise sales team focused on on-boarding-boarding large enterprise customers i Customer 15 8% .▶ Key accounts management team focused on deepening relationship with key customers and growing revenue contribution from the key customers
Route Mobile limited MI 10 0 routemobile StrongStrong recurring revenue communication simplified
Recurring Revenue as % of Operating Revenue
91% 85% Net revenue')revenue(1) retention of 140%140%
Zero Churn in top 50 customers in FY2021
FY2020 FY2021
Deep Customer engagement driving high recurring revenues
Recurring customers defined as customers that have been billed in each of the months over the respective period. For instance,instance, a customer billed each month over April 1, 2020 -– March 31, 2021 is a recurring customer for FY2021
(7)(1) Net revenue retention calculated based on comparison of FY2020 revenue with FY2027FY2021 revenue for top 150750 customers (accounting(accounting for 96% of FY2020 revenue)
Route Mobile limited to11 routemobile Top countries (in terms of revenue contribution) Co communication simplified Top 1010 countries (as per FY2021 revenue), in terms of A2P revenue generated by termination of communication
14,00014,000 Country CACRCAGR (FY2019-FY2021)(FY2019-FY2021) 12,00012,000 Country 1 (APAC) 57%
10,00010,000 C Country 2 (MEA) 42% E IM 8,000 C Country 3 (APAC) 149% a) 6,000 C Country 4 (APAC) 155%155% N
a) 4,000 Country 5 (APAC) 1,583%
aRevenuein mn ₹
2,000 Country 6 (MEA) 7%
- Country 7 (LatAm) -7%-7% FY2019 FY2020 FY2021 Country 8 (APAC) 29% • COUCountry ntry 11 • CouCountry ntry 2 • CouCountry ntry 3 • CouCountry ntry 4 • CouCountry ntry 5
CouCountry ntry 6 • CouCountry ntry 7 • CouCountry ntry 8 • CouCountry ntry 9 • CouCountry ntry 1010 Country 9 (M(MEA) EA) -10%-10%
Country 10 (MEA) 60% I I .▶ Geographically diversified business .▶ Domination in emerging markets -– driven by deep MMNO NO connects and deployment of firewall solutions for some of the MNOs in those countries .▶ Top 10 countries contributed 83% of the total A2P revenue in FY2021
Route Mobile limited 12 routemobile New Product Revenue Momentum COcommunication simplified
• Pandemic has led to accelerated adoption of next generation messaging channels, including enterprise voice solutions, IP basebasedd mmessagingessaging and unified communication solutions, amongst others, by enterprises
Quarterly New Product Sales (T(₹ mn)
130130
108108 89 ₹T 376mn376mn
49 Revenue from new r products in FY2021 Q1 FY2021 Q2 FY2021 Q3 FY2021 Q4 FY2021
• Continuous focus on cross selling alternative communication solutions to existing blueblue-chip-chip customer base • 41O410 and 74 new customers onboarded over FY2021 and Q4 FY2021 respectively, across all products
Route Mobile limited ®313 routemobile ImprovingImproving UnitUnit Economics Co communication simplified
Revenue from operations and Total Billable Transactions EBITDA and EBITDA Margin
32 12.5% 29% revenue CAGR 30 10.3%10.3% 10.5%10.5% 25 t o
8,447 9,563 14,06214,062 869 1,0001,000 1,7561,756
FY2019 FY2020 FY2021 FY2019 FY2020 FY2021
Revenue from operations (7(₹ mn) EBITDA (₹ mn) -O-EBITDAEBITDA % —O—TotalTotal Billable Transactions (# bn)
Revenue (in T)₹) per transaction EBITDA (in ₹T)) per transaction
0.435 ...... 0.054.Cit4
0.338 0 0.315 O 0.035 0.033
FY2019 FY2020 FY2021 FY2019 FY2020 FY2021 Route Mobile limited BODO14 routemobile RobustRobust Return Ratios and Healthy Working Capital communication simplified
Adj. PAT, Adj. PAT Margin and ROE(ROE(1)1) Working Capital Trend(Trend(2)2)
131% 35.4% 30.8% ID 30.2%
• 94%
10.3% 8.8% 8.3% 229%' • • •
55 744 799 1,4691,469 52 49 66 73 55 80
FY2019 FY2020 FY2021 FY2019 FY2020 FY2021
Adj. PAT ((₹₹ mn) .—O—.Adj.Adj. PAT Margin (%) ROEPOE (%) Days Sales Outstanding Days Payable CFO /EBITDA/ EBITDA
●• NonNon-linear-linear revenue model, creates significant operating leverage
●• Robust EBITDA to Cash Flow from Operations conversion rate
(1) PAT has been adjusted for non-cash-cash amortization (incurred in FY2020 and FY2021) associated with the intangible assets added as a result of purchasepurchase price allocation for acquisitions, and for oneone-time-time expenses related to payments made under Sabka Vikas Scheme (incurred in FY2020) and one-timeone-time stamp duty charges incurred in FY2027);FY2021); ROE calculated using average Equity and Adj. PAT (2) Trade Payables include Outstanding expenses Route Mobile limited 15 15 routemobile High Operating Leverage Co communication simplified
EBITDA as % of Gross Profit -– Quarterly Analysis EBITDA as % of Gross Profit -– AnnualAnnual Analysis
64.5% 64.7% 63.4%
53.5% 52.0%
Q4 FY2020 Q3 FY2021 Q4 FY2021 FY2020 FY2021
►▶ EBITDA/Gross profit demonstrates the operating leverage of thethe business
►▶ Volume growth does not require proportionate increase in operating expenses
Route Mobile limited DODO16 routemobile Accounts Receivable Analysis Co communication simplified
Trend in Accounts Receivable Ageing analysis of Accounts Receivable as on
66 March 31, 2021 55
52 • 3% 4% 5%
■ < 3 months • 3 - 6 months ■ 6 --12 12 months ■ >12> 12 months
88% 1,4471,447 2,037 2,173
FY2019 FY2020 FY2021
Accounts Receivable (7(₹ mn) —0—DaysDays Sales Outstanding (# of days)
Route Mobile limited DODO17 routemobile Trade Payables Analysis Co communication simplified
Trend in Trade Payables(Payables(1)1) Ageing analysis of Trade Payables as on
80 March 31, 2021
73
16%16%
31% 4;49 ■ Not due 12%12% ■ <<1 1 month • 1 - 2 months • 2 - 3 months ■ > 3 months
20% 21% 909 2,156 2,767
FY2019 FY2020 FY2021
Trade Payables (7(₹ mn) Trade payables as days of CoGS (# of days)
(1) Trade Payables include Outstanding expenses
Route Mobile limited IMMO18 routemobile IncomeIncome StatementStatement communication simplified
Quarter ended 12 months ended Y-o-o-Y-Y Profit & Loss Statement (in ₹ mn) Y-o-o-Y-Y growth Mar 31, 2021 Dec 31, 2020 Mar 31, 2019 Mar 31, 2021 Mar 31, 2020 growth
I I.Total revenue from operations 3,624 3,848 2,658 36.4% 14,06214,062 9,563 47.1%
Expenses
-Purchases-Purchases of messaging services 2,829 3,155 2,188 29.3% 11,290 7,642 47.8%
-Employee-Employee benefits expense 170170 169 143143 18.6% 615 582 5.7%
-Other-Other expenses 111 78 75 47.6% 400 339 17.8%
EBITDA 515 447 251 104.9% 1,7561,756 1,000 75.7%
Finance costs 4 4 1515 -69.5%-69.5% 28 49 -43.4%-43.4%
Depreciation and amortisation expense 64 65 61 4.2% 258 227 13.6%
Other income (excl. gain/loss rel. to foreign exchange) 39 36 21 85.0% 131131 118118 10.8%
Profit before tax (before exceptional items) 440 464 176176 150.3% 1,6311,631 84.3843 93.6%
Exceptional items(1) 16 - 11 1616 149
Profit before tax 425 464 175175 143.2% 1,6151,615 694 132.9%
Tax expense 70 88 27 288 112112
Profit After Tax (as reported) 355 376 148148 139.9% 1,328 582 128.1%/28.196 Amortization resulting from intangibles added on account purchase price allocation for acquisitions and exceptional 40 40 26 141 217 items Adjusted Profit After Tax(~)Tax(2) 394 416 174 127.2% 1,469 799 83.8%
(1) OneOne-time-time expenses related to payments made under Sabka Vikas Scheme (in FY2020) and stamp duty charges associated with earn-out-out payment related to 365squared acquisition (in FY2021) (2) Adjusted profit calculated as profit after tax + exceptional items (excluding tax shield) + amortization resulting from intangiblesintangibles added on account of acquisitions
Route Mobile limited 19 routemobile Financial Statements – Balance SheetSheet communication simplified
Balance Sheet, as on (in(in 7₹ mn)mn) Mar 31, 2021 Mar 31, 2020
Non-current-current assets Property, plant and equipment 211 224 Right--ofof-use-use asset 157157 97 Goodwill & Other intangible assets 1,5601,560 1,4351,435 Other non-current-current assets 607 458
Trade receivables 2,173 2,037 Cash and bank balances 4,677 1,0261,026 Other current assets 836 977 Total assets 10,22110,221 6,255 Equity & Liabilities Shareholders Net Worth 6,495 2,672
Non-current-current liabilities Borrowings 34 37 Other non-current-current liabilities & provisions 142142 84 Current liabilities Borrowings - 374 Trade payablespayables(')(1) 2,767 2,156 Other financial liabilities 521 839 Other current liabilities & provisions 262 94 Total equity and liabilities 10,22110,221 6,255 (1)(7) Trade Payables include Outstanding Expenses reported as part of Other Financial Liabilities Route Mobile limited 20 20 routemobile Financial Statements: Cash Flow StatementStatement communication simplified
1212 months ended Cash Flow Statement (in(in ₹ mn)mn) Mar 31, 2021 Mar 31, 2020 A Cash Flow from Operating Activities AIL Profit before tax 1,6151,615 694 Adjustments for non Cash and Non-Operating-Operating items 225 212 Operating profit before working capital changes 1,840 905 Adjustments for working capital: (Increase)/decrease in trade receivables (152) (570) (Increase)/decrease in financial assets and other assets (14) (424) Increase/(decrease) in trade payables, provisions and other liabilities 793 1,252 Cash generated from/(used in) operating activities j 2,468 1,1641,164 Direct taxes paid (net) (173) (179) Net cash generated from/(used in) operating activities 2,294 985 B Cash Flow from Investing Activities Purchase/ (Sale) of PPE and intangible assets (77)(77) (72) Proceeds from fixed deposits matured/(placed) (1,590) 251 Payment for acquisition of subsidiaries (646) (197) Interest received 52 21 Net cash (used in) investing activities (2,261) 2 C Cash Flow from Financing Activities Borrowings/ (Repaid) (377) (359) Interest paid (21) (28) Proceeds from and securities premium on issue of equity shares (net of share issue expense) 2,578 (50) Lease liabilities paid (principal + interest) (70) (71) Dividend paid (including DDT) - (165)(165) Net cash (used in)/generated from financing activities 2,110 (674)
D Currency flfluctuationsuctuations arising on consolidation (73) 8 Net increase/(decrease) in cash and cash equivalents ( A+B+C+D) 2,071 321 Opening balance of cash and cash equivalents 615 294 Effect of currency fluctuations on cash and cash equivalents 14 - I Closing balance of cash and cash equivalents 2,700 615 Route Mobile limited 21 21 routemobile Human Resource Capital Co communication simplified
Location wise breakbreak-ups')-up(1) Function wise break-ups')break-up(1)
14 25 ■ Sales 32 28 99 • Technology ■ Tech Support
■ India 42 FirewallFirewa II 366366 42 • GeneraGeneral I & AdmAdmin in ■ InternatInternational ional ■ Finance & Accounting 36 70 ■ Marketing
■ Corporate 334 52
Tenure with Route MobileMobile(1)(1) Attrition analysis
16% 27% • < 1 year ■1-21 -2 years 7%
• 2 - 5 years 5 - 7 years
■ 7+ years 25% 26% 19% 11%
FY2020 FY2021
• Attrition
(1) As on March 31,2021 Route Mobile limited Employee information excludes Call2Connect MUM22 routemobile communication simplified Business Overview
nii routemobile RouteRoute Mobile – AA Leading CPaaS Solution ProviderProvider communication simplified
Systematic approach towards creating sustained growth momentum
Strong differentiation created through global reach and Strong Industry Recognition comprehensive product 3 4 capabilities
• • • • Established Leader In 44 Clearly defined, focused Global CPaaS Space 2 5Jr ; growth strategy
Key player in the CPaaS value chain, creating significant 1 6 Robust financial metrics value add for enterprises • • •
Route Mobile limited 24 Systematic roadmap to create sustained routemobile communication simplified growth momentum Entered lucrative North American market Won 2 Gold in Juniper Research Award for CPaaS Provider of the Year & Best SMS Firewall Successfully listed on Indian Stock Exchanges On boarded marquee 020 dientsclients across industry verticals including new age Developed Next Gen tech, banking & financial services like RBM services and travel and and OTT messaging -o transport, amongst others -b Ae Acquired Phonon to rr a expand Enterprise Voice solution capabilities (subject to 1 Became hubbing Stage 1 closing conditions) Successful transition from an partners with top aggregator model to a direct telecom operators Bootstrapping to enterprise model globally Hosted SMSCs in India & UK Full messaging technology stack through TeleDNA Started as an 014 acquisition Stage 4 aggregator of traffic to gain MNO access - Stage 2 ___ __ Embarking on a 0 O CXPaaS journey
Boot strapped the Opened offices in Europe, Onboarded several company with Middle East, Africa and blue chip customers including Global 7₹ 1,00,000 South--EastEast Asia Ramped Consummated Fortune enterprises up sales team in global acquisition of markets 365squared, Cellent Technologies, Start Corp India and 1.004 ae Call2Connect r Spa Stage 3 0 Omni-channel-channel Stack Hosted SMSCs in Marquee Clients India and UK Stage 2 Blockbuster IPO Sep'20Sep’20
Transition to an Enterprise Business, Global Expansion with differentiated Started operations in India to cater to the acquisitions global market
Route Mobile limited 25 routemobile Omni-Channel-Channel DigitalDigital Communication PlatformPlatform il> communication simplified
Route Mobile offers reliable, unified digitaldigital communicationcommunication solutionssolutions thatthat enableenable enterprisesenterprises provide a superior customer experience globally
a In Messaging •
Omnichannel Identity CPaaS
Brand LT: =0 ws Branded Branded Verified RCS Business IP Voice Message Call Messages Messaging Messaging
cZ.D-1"411 Operator User CO' Outbound Interactive Voice Missed Call Dialer Response (IVR) A2P 2-Way Acculynci Messaging Messaging Phone Authorization Auto number form fill verification 0 Route Shield Route Hub Instant Virtual C r 2 I Email (Firewall) Numbers (IVN) Call Patching 4iClick2Call Call Center Number Sense
Route OTP Route Mail2SMS rEk, Connector A 25 SMSC Platform as a Active arid as a HIR MNP solution Service - Operator Inactive JJ WASZCall Route Mailer
26 Route Mobile limited DODO routemobile Critical role inin DigitalDigital Communication and communication simplified Customer Experience ValueValue Chain
Enabling Customer Communication Lifecycle
--
♦• RML • • Platform • te Unified opi
I
1 ► 000 <1; I Enterprise O 000 OO SMS Voice Erne° Contact center Banking & Financial Services, Aviation, 00 000 00 Retail, E-commerce, Logistics, Healthcare, D 000 O Hospitality, Media & Entertainment, D 00 Customer Pharmaceuticals & Telecom. 00 00 n Business RCS - Brand Loyalty I Messaging Messaging - Retention - Increased Interaction - Enhanced Engagement ; 1 Developer O O Program I I I ► ► Transaction, Promotion, Notification, I/ Feedback Update, Customer Care, •• Tracking OTP, Reminders Reviews, • Suggestions, 2FA
• ... CPaaS
Route Mobile limited 27 Route Mobile IsIs AnAn Established Leader InIn routemobile co communication simplified Global CPaaS Space
Disruptors & Emulators Leading Challengers Established Leaders
Route Mobile CM.com Infobip Extensive Breadth, Depth Kaleyra SSinchinch Plivo iMImobileiMlmobile
Position Comviva Mid-market-market or Segment OpenMarket Syniverse and focused Soprano Design Product Product Position and GMS Worldwide Interop Technologies Niche mGage Twilio Mitto
®JUNIPER Aspiring Developing Expansive RESEARCH
Capability and Capacity
Source: Juniper Research, CPAAS Deep Dive Strategy & Competition 2O2O-2O252020-2025
Route M..,...... wwMobile limited 028 routemobile DifferentiationDifferentiation through Technology Expertise & communication simplified Geographical Reach
Capacity & Capability Product & Positioning
Future Business Size of Operations Experience in CPAAS Geographical Reach Service Innovation Industry Coverage Products
routemobile Co communication simplified •
infob►p k_ •
syniverse. •
IMImobileo
High Low
Source: Juniper Research, CPAAS Deep Dive Strategy & Competition 2020-20252020-2025
29 Route11.6.14 ,1.G MobileI•MYYIIG limitedIII I IIII.GY MI 29 0 routemobile StrongStrong Recognition by IndustryIndustry Experts communication simplified
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Route Mobile limited 30 routemobile Key Growth Drivers and FutureFuture Growth StrategyStrategy Co communication simplified
Key Growth Drivers Growth Strategy
tailwinds Strong industry tailwinds I Farm existing customer relations ▶ Accelerated adoption of digital communication ► ▶ Increase share of wallet from existing customers by solutions by enterprises ► serving them in larger number of destinations, and up- ▶ Multiplying use cases for digital communication ► sell / cross--sellsell new product offerings solutions
Omni--channelchannel platform capabilities Focus on Creating the "CXPaaS"”CXPaaS” layer
▶► Organically and/or inorganically augment existing ▶► Foresight and preparedness of leadership team to Sustainable growth create omni-channelomni-channel communication capabilities CPaaS platform with capabilities to offer customer within the platform momentum experience management solutions to enterprises and momentum enhance value add
Flexible engagement model Land and Grab
▶► Continuously focus on on-boarding-boarding large global ▶► Extensive experience and capability of technology and support teams to offer on-premise-premise / over the cloud / enterprises managed service / bespoke development solutions to ▶► Enter new geographies and strategically expand enterprises, depending upon the requirements market share in new regions, organically and/or inorganically
Route Mobile limited } CI31 ,routemobile InvestmentInvestment Proposition - Competitive advantage L communication simplified
.O. M C Omni--channelchannel Global Scalable delivery Experienced cloud connectivity platform Promoters and communication through supported by leadership team platform established robust ® provider with relationships infrastructure diversified MNO focused with MNOs f Diversified and Continuous service offerings suite of products global client focus on for enterprises to help MNOs base across product optimize industries expansion and i monetization serviced locally enhancements to create deeper ® customer J engagement
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