PresentationMay 2021 Company
May 2021Companypresentation.
DisclaimerYou must read the following before continuing. The following applies to this presentation, the oral presentation of this information in this document by Fiverr International Ltd. (“Fiverr” or the “Company”) or any person on behalf of the Company, and anyquestion-and-answer session that follows any oral presentation. In accessing this presentation, you agree to be bound by the following terms and conditions. This presentation may not be reproduced, redistributed, published or passed on to any otherperson, directly or indirectly, in whole or in part, for any purpose. The presentation is not directed to, or intended for distribution to or use by, any person or entity that is a citizen or resident of, or located in, any locality, state, country or jurisdiction wheresuch distribution or use would be contrary to law or regulation or which would require any registration or licensing within such jurisdiction. This presentation does not constitute or form part of, and should not be construed as an offer or the solicitation of anoffer to subscribe for or purchase securities of the Company, and nothing contained therein shall form the basis or be relied on in connection with any contract or commitment whatsoever. Sales and offers to sell securities will only be made in accordancewith the U.S. Securities Act of 1933, as amended, and applicable SEC regulations, including the written prospectus requirements.This presentation contains forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995. All statements contained in this presentation that do not relate to matters of historical fact should be consideredforward-looking statements, including, without limitation, statements regarding our future results of operations and financial position, industry dynamics, business strategy and plans and our objectives for future operations, as well as statements that includethe words “expect,” “intend,” “plan,” “believe,” “project,” “forecast,” “estimate,” “may,” “should,” “anticipate” and similar statements of a future or forward-looking nature. These forward-looking statements are based on management’s current expectations.These statements are neither promises nor guarantees, but involve known and unknown risks, uncertainties and other important factors that may cause actual results, performance or achievements to be materially different from any future results,performance or achievements expressed or implied by the forward-looking statements, including, but not limited to: our ability to successfully implement our business plan during a global economic downturn caused by the COVID-19 pandemic that mayimpact the demand for our services or have a material adverse impact on our and our business partners’ financial condition and results of operations; our ability to attract and retain a large community of buyers and freelancers; our ability to achieveprofitability; our ability to maintain and enhance our brand; our dependence on the continued growth and expansion of the market for freelancers and the services they offer; our ability to maintain user engagement on our website and to maintain andimprove the quality of our platform; our dependence on the interoperability of our platform with mobile operating systems that we do not control; our ability and the ability of third parties to protect our users’ personal or other data from a security breach andto comply with laws and regulations relating to consumer data privacy and data protection; our ability to detect errors, defects or disruptions in our platform; our ability to comply with the terms of underlying licenses of open source software components onour platform; our ability to expand into markets outside the United States; our ability to achieve desired operating margins; our compliance with a wide variety of U.S. and international laws and regulations; our ability to protect our intellectual property rightsand to successfully halt the operations of copycat websites or misappropriation of data; our reliance on Amazon Web Services; our ability to mitigate payment and fraud risks; our dependence on relationships with payment partners, banks and disbursementpartners; our dependence on our senior management and our ability to attract new talent; and the other important factors discussed under the caption “Risk Factors” in our annual report on form 20-F filed with the U.S. Securities and Exchange Commission(“SEC”) on February 18, 2021, as such factors may be updated from time to time in our other filings with the SEC, which are accessible on the SEC’s website at www.sec.gov. In addition, we operate in a very competitive and rapidly changing environment.New risks emerge from time to time. It is not possible for our management to predict all risks, nor can we assess the impact of all factors on its business or the extent to which any factor, or combination of factors, may cause actual results to differ materiallyfrom those contained in any forward-looking statements that we may make. In light of these risks, uncertainties and assumptions, the forward-looking events and circumstances discussed in this presentation are inherently uncertain and may not occur, andactual results could differ materially and adversely from those anticipated or implied in the forward-looking statements. Accordingly, you should not rely upon forward-looking statements as predictions of future events. In addition, the forward-lookingstatements made in this presentation relate only to events or information as of the date on which the statements are made in this presentation. Except as required by law, we undertake no obligation to update or revise publicly any forward-lookingstatements, whether as a result of new information, future events or otherwise, after the date on which the statements are made or to reflect the occurrence of unanticipated events.Unless otherwise indicated, information contained in this presentation concerning our industry, competitive position and the markets in which we operate is based on information from independent industry and research organizations, other third-partysources and management estimates. Management estimates are derived from publicly available information released by independent industry analysts and other third-party sources, as well as data from our internal research, and are based on assumptionsmade by us upon reviewing such data, and our experience in, and knowledge of, such industry and markets, which we believe to be reasonable. In addition, projections, assumptions and estimates of the future performance of the industry in which weoperate and our future performance are necessarily subject to uncertainty and risk due to a variety of factors, including those described above. These and other factors could cause results to differ materially from those expressed in the estimates made byindependent parties and by us.This presentation, and the accompanying oral presentation, include certain financial measures and key performance measures, not presented in accordance with the generally accepted accounting principles in the United States (“GAAP”), includingnon-GAAP gross profit, non-GAAP Gross Margin, Adjusted EBITDA, Adjusted EBITDA margin, and Non-GAAP operating expense, active buyers, spend per buyer and take rate. These financial measures are not measures of financial performance inaccordance with GAAP and may exclude items that are significant in understanding and assessing the Company’s financial results. Therefore, these measures should not be considered in isolation or as an alternative to net loss or other measures ofprofitability, liquidity or performance under GAAP. You should be aware that the Company’s presentation of these measures may not be comparable to similarly titled measures used by other companies, which may be defined and calculated differently. Seethe appendix for a reconciliation of these non-GAAP measures to the most directly comparable GAAP measure.We are not able to provide a reconciliation of non-GAAP financial measures guidance for the second quarter of 2021, and the fiscal year ending December 31, 2021 to the comparable GAAP measures, because certain items that are excluded fromnon-GAAP financial measures cannot be reasonably predicted or are not in our control. In particular, we are unable to forecast the timing or magnitude of share based compensation, amortization of intangible assets, income or loss on revaluation ofcontingent consideration, convertible notes amortization of discount and issuance costs and exchange rate income or loss as applicable without unreasonable efforts, and these items could significantly impact, either individually or in the aggregate, GAAPmeasures in the future.The trademarks included herein are the property of the owners thereof and are used for reference purposes only. Such use should not be construed as an endorsement of the products or services of the Company. 2021 Fiverr Int. Ltd. All Rights Reserved. Proprietary & Confidential.2
Investmenthighlights.1Large market opportunity with lowonline penetration2Our unique e-commerce approachcreates efficiency and transparency34Powerful business model with hightake rate, strong cohort, andmarketing efficiencyGrowth and operating leverage3
meetFiverr is a global marketplace thatconnects freelancers andbusinesses for digital services.We change how the worldworks together.Place yourscreenshot here 2021 Fiverr Int. Ltd. All Rights Reserved. Proprietary & Confidential.4
2010Fiverr at a glanceOur mission is tochange how theworld works together.GlobalIPO545 68MFiverr was foundedOffices in NYC, SF,Orlando, Phoenix, London,Berlin and HQ in Tel AvivJune 13, 2019 (NYSE: FVRR)Employees as ofDecember 31, 2020Q1’21 revenue, up 100% y/y 20212020 Fiverr Int. Ltd. All Rights Reserved. Proprietary & Confidential.5
Product roadmapWe are a technology company at core.2012 20162017 201920202021PackagesLearnFiverr BusinessSubscriptionsLeveling systemFiverr ProPromoted GigsWorking not WorkingMobile AppAnd.coNon-English sitesAdded FX capabilitiesFiverr Automation Logo MakerStudiosFiverr’s ChoiceMilestonesClearvoice 2021 Fiverr Int. Ltd. All Rights Reserved. Proprietary & Confidential.6
1Large market opportunity.
TraditionalworkplaceThe world ischanging and theway people workis changing with it.Long-term employmentWork from the officeFutureof workExperience building and freelancingWork from anywhere (nomads, co-working)Local teamsGlobal & remote teamsWork offlineWork digitally, leveraging collaboration toolsWork full time, receive monthly salaryStudy young, standard professionStabilityGet paid for action and resultsContinuous study, gain unique expertiseFulfillment 2021 Fiverr Int. Ltd. All Rights Reserved. Proprietary & Confidential.8
Large market opportunity. 115BAddressable Market 1,2 815B Estimated US totalfreelancer income11Derived based on the latest US Census Bureau NonemployerStatistics data, which includes income data of all US businessesthat have no paid employees and are subject to federal incometax. Most U.S. businesses that have no paid employees but aresubject to federal income tax are self-employed individualsoperating unincorporated businesses. We believe this provides agood proxy for total freelancer income in the US2Includes occupations most relevant to Fiverr 2021 Fiverr Int. Ltd. All Rights Reserved. Proprietary & Confidential.9
Freelancing is still anold-school business.Just like e-commerce in 1994, freelancing activityis gradually migrating to the online world.OnlineThe majority offreelancing stillhappens offline.Source: Staffing Industry Analysts (SIA), McKinsey,US Census of Bureau 2021 Fiverr Int. Ltd. All Rights Reserved. Proprietary & Confidential.10
High friction in traditionalfreelancing business.Every stage of the process has traditionally beendisconnected, with little consistency from person to person.BuyersFrom findingThe right talentTo collaborationand supportduring transactionTo referenceand trustTo negotiatingthe dealFreelancersFrom findingcustomersTo winningjobsTo paymentuncertaintyTo deliveryand payment 2021 Fiverr Int. Ltd. All Rights Reserved. Proprietary & Confidential.11
2Our uniquee-commerce approach.
Service-as-a-Product modelOur e-commerceapproach tofreelancing.To buy and sell digital services as simple asbuying on Amazon with a comprehensiveSKU-like service catalog.On-demandNo hiring process. No long-term commitment.Getting businesses help when they need it.End-to-end platformSo businesses can focus on meeting deadlines andfreelancers can focus on doing what they love.Global communityBringing together a global community ofbusinesses and freelancers to shape thefuture of work. 2021 Fiverr Int. Ltd. All Rights Reserved. Proprietary & Confidential.13
We are not anonline staffingcompany.Staffing companyFiverrShort/long term temporary employmentService-as-a-product (SaaP Bidding, vetting and contract negotiationBrowse, search, click to orderOpaque and non-standardizedscope, timing and costConnection onlyTransparent timing, priceand deliverablesEnd-to-end platform 2021 Fiverr Int. Ltd. All Rights Reserved. Proprietary & Confidential.14
Our value to buyersTransparency and certainty of price,scope of work and quality and speedOur value to sellersNo bidding / negotiation to win projectsMaximize deal-flowValue for moneyFlexibility and controlAccess to an expansive catalogof digital servicesFrictionless payment and business supportAccess to a diverse pool of freelancersCredentialed storefrontTrusted brand for customer serviceBuyer NPS 68Success management and supportSeller NPS 81NPS: Net Promoter Score, as of March 31, 2021 2021 Fiverr Int. Ltd. All Rights Reserved. Proprietary & Confidential.15
MoreQualityDemandOur two-sidedmarketplacecreates powerfulflywheel ellergrowth &retentionIncreasespend perbuyerHigherearningsMoreQualitySupply 2021 Fiverr Int. Ltd. All Rights Reserved. Proprietary & Confidential.16
20192020TodayDanielle nced asurge in demand,moving tens ofthousands ofbooks a weekUsing Fiverr, implementedan inventory managementsystem to support hergrowing business andlaunched her new websitewith an updated brandDanielle Mullen, Buyer8 45KOrdersSpent onFiverrFounder and Owner of Semicolon BookstoreChicago, Illinois““Working with Fiverr has catapulted my business to the nextInventory managementBrandingPress Release“Web Developmentlevel - refreshing the bookstore’s brand and website andimplementing an inventory management system will allowus to access a smoother backend operational system, whichhelps drive sales and continued growth.”17
Alice Everdeen, SellerMarch 2020October 2020TodayJoined Fiverr andquickly built herreputation,earning a RisingTalent badgeRecognized as aTop Rated Seller,completing over100 ordersWorked with over500 buyers andplans to continuefull-time on Fiverr100 60K 500 OrdersEarned onFiverrBuyersVoice Over ArtistAustin, Texas““Voice Over“One of the most memorable projects I’ve completed onFiverr was with the marketing team of a Fortune 100technology company. We created a commercial for a newproduct that featured a conversation between the company’sproduct and a competitor’s product; I played the bubbly partof the company’s product, who was super positive and fun!”18
TodayJoined Fiverr to quicklyshift their multi-channelbusiness to digital inresponse to theCOVID 19 pandemicRooted enhanced theirwebsite and improvedconversion through multipletech development featuresfound on Fiverr’s marketplace9 10K OrdersMoneyspent onFiverrKay is the Co-Founder & Creative DirectorOlivia is the Senior E-commerce Manager at RootedIllustrationWeb DevelopmentUX designers““Kay Kim & Olivia Claparols, BuyersJune 2020“The fact that Fiverr has freelancers on their platformfrom all over the world is extremely enticing because itjust broadens the entire talent pool. One of the greatestthings about Fiverr is that while we are sleeping,someone is working because of the time difference.”19
Bjorn Beam, BuyerFounder and CEO of Security SquadJune 2019March 2020Joined Fiverr, and since thenbought a wide variety ofservices for his startup thatprovides digital educationalmaterialToday, he’s focusing more onproduct development andexpanding content offerings inorder to prepare for the day afterCOVID 19200 100 100KOrderscompletedSellersworked withMoney spenton FiverrMadrid, SpainVideo GameDevelopmentArticles &Blog PostsSEO web contentScriptwritingeBook editing““WordpressDevelopment“Thanks to Fiverr, from quarantines in Madrid, I can chatwith my game developers in Russia and New Zealand. Ourwalls may confine us, but our creativity and connectivityliberate us.”20
Gilad Japhet, BuyerFounder and CEO, My Heritage20032019TodayFounded MyHeritage, aglobal platformproviding internationalhistorical records,at-home DNA testsand moreBegan using Fiverrto enhanceMyHeritage'sofferings ininnovative waysRecently created abusiness account andstarted onboardingits marketing team90 20 ProjectscompletedSellersworked withTel Aviv, IsraelAnimationTranslationVoice-overContent WritingMarket Research““Video EditingFiverr has become an important enabler forour business. We're using Fiverr increasingly acrossvarious departments in many digital service categories.21
Graphic Designer and Digital Marketing Expert2016TodayJoined Fiverr, initiallypart-time as she wascompleting her MBAdegreeBecame a Top RatedSeller and went fulltime on our platformActively involved in ournew products such asPolitical CampaignStore and FiverrStudios5,500 OrderscompletedMelbourne, FLWebsite BannerDesignAmazon ProductListing DesignSocial MediaCampaigns“ 4,000Buyers worked within 100 countries 300K Moneymade onFiverr“Jennifer Shealy, Seller2014Thanks to Fiverr, I became the owner of an excitingbusiness that enjoys a double-digit growth rate.22
2017TodayJoined Fiverr as asupplement to hisfull-time workFounded his ownagency “StartupSlang”Startup Slang has ateam of 35 peoplewith annual revenueof 1M 800 15 200K ClientsCommunityevents hostedby DamianoMoneymade onFiverrFounder and CEO of Startup SlangToronto, CanadaE-commerceDevelopmentSocial MediaAdvertisingWeb Content““Damiano Raveenthian, Seller2016“Thanks to Fiverr, I was able to focus on developing myservices while the platform took care of putting my gigs infront of the right clients.I owe a huge part of my currentsuccess to those clients and to Fiverr.”23
3Powerfulbusiness model.
A seller lists a service for 100ServiceCatalogUnder our SaaP model, sellers list their service offerings on ourmarketplace first. Each Gig has well defined scope of work, timeof delivery, price, and other spec of the service. Millions of thesegigs make up our extensive service catalog, which buyers use tosearch and browse to find the exact service they are looking for.The buyer pays 105.50 to FiverrHow Fiverr works.OrderAn illustrative example of a 100transaction on core marketplace.Once the buyer navigates through our catalog and finds theservice they want, they place the order and pay Fiverr the cost ofthe gig plus the service fee, which is 5.5% of the purchaseamount. For purchases under 50, buyers pay an additional 2small order fee.Work starts immediately upon orderFulfillmentDelivery &PaymentUpon order, Fiverr prompts the buyer to send the seller the filesrequired in the gig description, along with a briefing documentwith instructions. Once received, the seller can start to work onthe project immediately. They can also communicate andcollaborate during the course of project through our platform.Fiverr pays the seller 8014 days after the delivery of the project, if no issue raised bythe buyer, Fiverr makes 80% of the transaction valueavailable for seller to withdraw. 2021 Fiverr Int. Ltd. All Rights Reserved. Proprietary & Confidential.25
How we generate revenue.Additional products:E-learning platformwith proprietarycourse contentSubscription revenue forfreelancer businessmanagement softwareCore Marketplace:Subscription basedcontent marketingplatform that targetsmedium to large-sizedbusinessesTransaction and servicefees based on transactionvolume on Fiverr’s coremarketplacePromotedGigsCPC-based advertisingproduct that allowssellers to promotethemselves on Fiverr 2021 Fiverr Int. Ltd. All Rights Reserved. Proprietary & Confidential.26
Active buyers (millions)Consistent androbust activebuyer growth. 2021 Fiverr Int. Ltd. All Rights Reserved. Proprietary & Confidential.27
.achievedwithout asales force.GlobalHorizontalOrganic networkeffect drives majorityof new buyersTarget audience:SMBs, or “zeroto enterprise”as we call itHigh valuecreation fromtransaction #1Drive high LTVwith repeat andcross-categorypurchasesHere is our strategy. 2021 Fiverr Int. Ltd. All Rights Reserved. Proprietary & Confidential.28
Spend Per Buyer ( )Continuouslygoing upmarket.Spend per buyer on any given date is calculated bydividing our GMV within the last 12-month period bythe number of active buyers as of such date. 2021 Fiverr Int. Ltd. All Rights Reserved. Proprietary & Confidential.29
Revenue composition by annual cohort 2010 2020Consistent cohortbehavior on coremarketplace withmajority ofrevenue fromrepeat buyers.Cohorts:45% Newbuyers in202055%Existingbuyers in2020 2021 Fiverr Int. Ltd. All Rights Reserved. Proprietary & Confidential.30
Cumulative revenue to performancemarketing investment by cohortOur marketingefficiency focuseson efficient tROIand consistentlyincreasing ROI overthe long term.tROI: Refers to time to return on investment forperformance marketing investment. 2021 Fiverr Int. Ltd. All Rights Reserved. Proprietary & Confidential.31
4Growth andoperating leverage.
Strong and consistentrevenue growthRevenue (in millions)100%y/y77%y/y 2021 Fiverr Int. Ltd. All Rights Reserved. Proprietary & Confidential.33
Continued improvementin operating leverageAdjusted EBITDA MarginNote: Adjusted EBITDA margin is a non-GAAP metric. See the appendix to this presentation for a reconciliation against the nearest GAAP measure. 2021 Fiverr Int. Ltd. All Rights Reserved. Proprietary & Confidential.34
Revenue growth and costefficiency drive operating leverage 28% 17% 5% 1% Adjusted EBITDA MarginNote: Adjusted EBITDA margin and non-GAAP operating expenses are non-GAAP metrics. See the appendix to this presentation for a reconciliation against the nearestGAAP measure. Some amounts in this presentation may not total due to rounding. All percentages have been calculated using unrounded amounts. 2021 Fiverr Int. Ltd. All Rights Reserved. Proprietary & Confidential.35
Multiple levers to drivelong-term growthEncompassing every aspect of the future of workExpandgeographicfootprintExpand ourGig catalogMove up-market forbuyers & sellersBring new buyersonto the platformInnovate technology& services 2021 Fiverr Int. Ltd. All Rights Reserved. Proprietary & Confidential.36
A dedicated environment for business buyersto transact and collaborate on Fiverr.White-gloveCSM service Budget approval Curated supply Share favoritesellers"The tight deadlines we've all sufferedfrom are a thing of the past. We can sharea presentation design brief late at nightand have a fully-designed, high-qualitypresentation ready in the morning, andthe price is more than just convenient."Yael BrandtCustomer Development, UnileverCollaborationtools 2021 Fiverr Int. Ltd. All Rights Reserved. Proprietary & Confidential.37
International ExpansionExpanding Fiverr’s footprint to unlock growth potentialin non-English speaking countriesFiverr.comavailable in: 2021 Fiverr Int. Ltd. All Rights Reserved. Proprietary & Confidential.38
Promoted GigsCPC-based advertising platform that allows sellersto promote themselves on Fiverr.x3monthlyincome withPromoted GigsThe increased order flow allowed Christy to growfrom a Level 1 Seller to a Top Rated Seller in lessthan a month, which in turn drove more organictraffic to her gigs as well. 2021 Fiverr Int. Ltd. All Rights Reserved. Proprietary & Confidential.39
Appendix 2021 Fiverr Int. Ltd. All Rights Reserved. Proprietary & Confidential.
Reconciliation of GAAP to Non-GAAP Gross Profit In thousands, except gross margin data) 2021 Fiverr Int. Ltd. All Rights Reserved. Proprietary & Confidential.41
Reconciliation of GAAP Net Loss to Adjusted EBITDA In thousands, except Adjusted EBITDA margin data) 2021 Fiverr Int. Ltd. All Rights Reserved. Proprietary & Confidential.42
Reconciliation of GAAP to Non-GAAP Operating Expenses In thousands) 2021 Fiverr Int. Ltd. All Rights Reserved. Proprietary & Confidential.43
Welcome to thefuture of work.April Inez, Influencer and MusicianKevin Yong-MoonDavidMawhinney,Lee,FurnitureMusic ProducerDesignerand Marketer 2021 Fiverr Int. Ltd. All Rights Reserved. Proprietary & Confidential.
You must read the following before continuing. The following applies to this presentation, the oral presentation of this information in this document by Fiverr International Ltd. (“Fiverr” or the “Company”) or any person on behalf of the Company, and any question-and-answer session that follows any oral presentation.
August 2, 2021 15 August 2, 2021 16 August 2, 2021 17 August 3, 2021 18 August 4, 2021 19 August 5, 2021 20 August 6, 2021 21 August 9, 2021 22 August 9, 2021 23 August 9, 2021 24 August 10, 2021 25 August 11, 2021 26 August 12, 2021 27 August 13, 2021 28 August 16, 2021 29 August 16, 2021 30 August 16, 2021 31
1ST STAGE RESULT 2ND STAGE RESULT PAINTING 9th –20 THOCT, 2021 25 THOCT, 2021 (International Artist Day) 30 OCT –7 NOV, 2021 14TH NOV, 2021 (FINAL RESULTS) WRITING 9th –20TH OCT, 2021 25TH OCT, 2021 (International Artist Day) 30TH OCT –7TH NOV, 2021 14TH NOV, 2021 (FINAL RESULTS) LYRICS, SINGING AND MUSIC 4TH NOV (To be
Spring HT Holiday 2021 Sat 13th Feb 2021 Mon 22nd Feb 2021 Teacher Training Day Spring Term b (6 weeks) Tue 23rd Feb 2021 Thurs 1st April 2021 Easter Holidays 2021 Fri 2nd April 2021 Sun 18th April 2021 Summer Term a (6 weeks) Mon 19th April 2021 Fri 28th May 2021 There is a May Bank
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A company would be a holding company in relation to another company if it possesses control over the other company. Sec 4(4) states that a company shall be deemed to be the holding company of another if, but only if, that other is its subsidiary. 2. Subsidiary company. Sec. 4(1) describes a subsidiary company as follows:
Senior Jazz Combo Wild and unpredictable band of senior musicians in years 10 to 13 for whom anything goes! (Grade 5 with a focus on improvisation). Senior Vocal Group Run by 6th form students for 6th form students, this is an acappella group of mixed voices with high standards of singing. St Bartholomew’s School Orchestra (SBSO) All instrumentalists are expected to perform in the school .
