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EXFO at Cowen TMT Conference June 2016
1.
Germain Lamonde Chairman, President
& CEO June 2, 2016 COWEN AND COMPANY TMT CONFERENCE
2.
2© 2016 EXFO
Inc. All rights reserved. Certain statements in this presentation, or given in response to your questions, may constitute forward-looking statements within the meaning of the Securities Act of 1934. The Private Securities Litigation Reform Act of 1995 provides “safe-harbors” for such forward-looking statements and we intend that any forward-looking statements made today be subject to the safe harbors. We caution you that any forward-looking statements are just predictions. They are not guarantees of future performance and involve risks and uncertainties. Actual results may differ materially from those projected in forward-looking statements and we invite you to review the company’s most recent filings with the Securities and Exchange Commission or Canadian securities commissions for a discussion of the factors at risk. These forward-looking statements speak only as of the date of this presentation and, unless required by law or applicable regulations, we will not be reviewing or updating the material that is contained herein. For a reconciliation of adjusted EBITDA to net earnings, refer to the Q2 2016 press release or the “Non-IFRS Measures” section on EXFO’s website. All amounts in millions of US dollars, except otherwise noted. FORWARD-LOOKING STATEMENTS
3.
3© 2016 EXFO
Inc. All rights reserved. CORPORATE GIVING ̶ LEUCAN › Fundraiser across Quebec province for children battling cancer › Co-President of Greater Quebec City campaign for 2nd year › Raising money: having heads shaved in support of children › Target: $600,000 for region and $6 million for province › ≥75,000 shaved heads across province since 2001 › Not too late to donate: www.teterasees.com
4.
4© 2016 EXFO
Inc. All rights reserved. EXFO BY NUMBERS IN PORTABLE OPTICAL TESTING LEADER GEOGRAPHICAL SALES FOR FY 2015 DIVERSIFIED 1500EMPLOYEES IN 25 COUNTRIES GLOBAL OF TOTAL BOOKINGS IN FY 2015 WIRELESS 30% FY 2015 SALES. GLOBAL NO.2 IN PORTABLE TELECOM T&M LEADERSHIP $222M CASH RETURNED TO SHAREHOLDERS VIA SHARE REPURCHASE PLANS SHAREHOLDER VALUE $25.5M
5.
5© 2016 EXFO
Inc. All rights reserved. › MULTI -TECHNOLOGY PLATFORMS › WORLD NO. 1 IN OPTICAL TEST › SIMPLIFICATION & AUTOMATION LEADER IN PORTABLE TEST
6.
6© 2016 EXFO
Inc. All rights reserved. TESTFLOW: FIELD TEST AUTOMATION › Drives efficiency of network operator processes; M&P pushed out to platforms via Cloud › Ensures compliancy, “right the first time,” test consistency and test result integrity (no cheating) › Test results automatically stored inEXFO│Xtract › Ideal for FTTA, FTTH, small cell, DAS rollouts › Runs on all FTB test platforms and modules
7.
7© 2016 EXFO
Inc. All rights reserved. › FULL END-TO-END SOLUTION PORTFOLIO › CONVERGED & VIRTUALIZED IP SERVICES › OVER 100 DEPLOYMENTS WORLDWIDE LEADER IN SERVICE ASSURANCE
8.
8 EXFO BLUEPRINT
9.
9© 2016 EXFO
Inc. All rights reserved. CONSUMER AND BUSINESS TRENDS By 2021… COMMUNICATION SERVICES VIDEO AUGMENTED REALITY CONNECTED CARS HEALTHCARE INTERNET OF THINGS MOBILITY ⎪ BROADBAND ⎪ CLOUD Source: Ericsson Mobility Report, November 2015 ›9.1B mobile subscribers ›7.7B mobile broadband subscribers ›28B connected devices ›10X mobile data traffic growth (from 2015)
10.
10© 2016 EXFO
Inc. All rights reserved. MAJOR OPPORTUNITIES FOR EXFO FIELD AUTOMATION ›Operational efficiency ›Deploy services faster ›Reduce time-to- revenue QoE + E2E VISIBILITY ›QoE and retention ›Reduce service costs ›Prioritize and predict ›Simplify operations FIBER EVERYWHERE ›… rich in the core ›… deeper in access ›… to-the-home ›… to-the-antenna High-Speed, NFV, Cloud, Data Centers ›NFV + H/W co-exist ›Service complexity ›Operational cost ›QoE and retention ›World No.1 in portable test ›Consistent share gains ›Frost & Sullivan Market Leadership Award for 2015 ›Major new offerings ›EXFO Connect penetration ›iOLM, FIP, etc. ›TestFlow™ process automation ›Wins at tier-1 MNO … more to come Active/Passive + analytics› Both NFV + HW› -centric NFV driving active SA› Xtract› : Major wins & funnel ›NFV ready for deployment ›100G+ growth (labs & field) ›Web-scale + data centers ›Driving active/analytics opportunities TEST ORCHESTRATION AND PERFORMANCE INTELLIGENCE SOLUTIONS
11.
11© 2016 EXFO
Inc. All rights reserved. GROWTH STRATEGY TOP-LINE DRIVEN: BOLSTER SALES AND GROSS MARGIN TRANSFORM Into a solutions partner. Customers seeking E2E solutions to enhance network performance and service experience quality. EXPAND Share of wallet with tier-1 network operators. Top-15 operators account for lion’s share of capital spending. ACCELERATE Penetration of data center, Cloud and web-scale operator markets. Web-scale operators spending at a faster rate than network operators. INCREASE Wireless presence. Bookings to wireless customers reached 30-32% of total bookings in FY 2015.
12.
12© 2016 EXFO
Inc. All rights reserved. PROTOCOL (Wireless, T&D, SA, Analytics) PHYSICAL (Optical & Access) TELECOM MARKET TAM SAM Major competitors Market growth rate Sales ― FY 2015 Gross margin profile $815 M $495 M Viavi, Anritsu 0-5% $144.1 M 55-60% $4.3 B $2.4 B Viavi, IXIA, Netscout 10-15% $80.6 M 70-75% PROTOCOL TO DRIVE REVENUE AND EARNINGS GROWTH *Excludes losses on FX contracts. $5.1 B $2.9 B Single-digit $224.7 M* 63%-65% TOTAL
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13© 2016 EXFO
Inc. All rights reserved. PHYSICAL-LAYER SOLUTIONS COPPER ACCESS › Most advanced product portfolio for high-speed copper links › MaxTestersecured contract wins with several tier-1 operators › Supports pair bonding, vectoring and G.fast (up to 1 Gbit/s) PORTABLE OPTICAL › No. 1 player with >34% market share › Market dominance in OTDR testing › Key differentiator: iOLM software › Market leader in dispersion testing › Unmatched product breadth & depth
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14© 2016 EXFO
Inc. All rights reserved. PROTOCOL-LAYER SOLUTIONS SERVICE ASSURANCE & ANALYTICS SOFTWARE › Probe-based systems targeted at medium to large network operators › E2E solutions with fully integrated active/passive monitoring and infrastructure polling to assure SLAs › Real-time analytics for unmatched network performance and service experience visibility TRANSPORT AND DATACOM › Multi-service analyzers for SONET/SDH, OTN and Ethernet rates from 10M to 100G › Comprehensive portfolio for wireless backhaul and fronthaul › Pioneered new standard for Ethernet testing (EtherSam) WIRELESS › Network simulators: Large-scale emulation of IMS, WebRTC subscriber sessions to test routers, gateways and session border controllers
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15© 2016 EXFO
Inc. All rights reserved. MID-YEAR PROGRESS REPORT › Bookings up in every region and product group (B/B ratio: 1.09 YTD) › Strong Adj. EBITDA progress on as yet modest revenue growth › Second half expected to be stronger $107.7 $108.9 $4.4 $108.8 $118.2 $10.6 $0 $20 $40 $60 $80 $100 $120 $140 Sales Bookings Adj. EBITDA H1 2015 H1 2016 +1% +9% +140% InmillionsofUSdollars UP 200 BASIS POINTS 64.1% GROSS MARGIN
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16© 2016 EXFO
Inc. All rights reserved. PROFITABILITY TARGET FOR FY 2016 Raised by ≥ $2M ~60% Growth YoY 1 Adjusted EBITDA represents net earnings before interest, income taxes, depreciation and amortization, stock-based compensation costs and foreign exchange gain or loss. Richer Protocol Mix Driving Margin Expansion Adj. EBITDA Growing Faster than Revenues – Model Leverage $20MIn ADJUSTED EBITDA1 Positioned For Sustainable Growth $ 100G CSPs, Web 2.0 & DC High Speed Investment Cycle
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17© 2016 EXFO
Inc. All rights reserved. Q2 2016 HIGHLIGHTS › Sales increased 5.1% YoY to $53.6 M › Bookings improved 9.2% YoY to $59.7 M, B/B ratio of 1.11 › Gross margin1 reached 64.7%, highest level in 4 years › Adjusted EBITDA2 amounted to $5.3 M, 9.9% of sales › Cash flows from operating activities totaled $15.3 M › Cash position attained $44.4 M and no debt 1Gross margin before depreciation and amortization is a non-IFRS measure and represents sales less cost of sales, excluding depreciation and amortization. 2Adjusted EBITDA represents net earnings before interest, income taxes, depreciation and amortization, stock-based compensation costs and foreign exchange gain.
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18© 2016 EXFO
Inc. All rights reserved. STRONG VALUE PROPOSITION WHY INVEST? 1.History of market-share gains Captured market share in growth and downward markets 2.Well positioned for key growth drivers 3G, 4G/LTE, wireless backhaul, small cells, DAS, RRH, FTTx, 100G 3.Balancing sales growth and profitability Raised adjusted EBITDA target of $20 M by ≥$2 M for FY 2016 4.Solid balance sheet Cash position of $44.4 M and no debt — as at Feb. 29, 2016 5.Experienced and disciplined management team Averaging >15 years of experience in sales, marketing, R&D, manufacturing, finance, HR 1Adjusted EBITDA represents net earnings before interest, income taxes, depreciation and amortization, stock-based compensation costs and foreign exchange gain or loss.
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