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Needham Annual Growth Conference - Germain Lamonde
1.
Needham Annual Growth
Conference Germain Lamonde Chairman, President & CEO January 14, 2014
2.
Forward-Looking Statements 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. Annual financial data in this presentation is prepared in accordance with international financial reporting standards (IFRS) and Canadian generally accepted accounting principles (GAAP). Quarterly financial data is prepared in accordance with IFRS. For a reconciliation of adjusted EBITDA to net earnings (loss), refer to the Q1 2014 press release or the “Non-IFRS Measures” section on EXFO’s website. © 2014 EXFO Inc. All rights reserved. 2
3.
EXFO at a
Glance Who We Are What We’ve Done Where We’re Going › No.2 supplier in portable telecom testing and innovation leader in IP service assurance › Gained market share year-in and year-out for past 28 years › Increase wireless presence › Enabling network operators and equipment manufacturers to design, deploy and monitor IP fixed and mobile networks › Ten-year sales CAGR of 17.4% › Difficult markets in FY 2012-13 › Sales down 3% in FY’13 › Cost savings of $9 M in FY’13 › Adjusted EBITDA1 margin flat year-over-year at 7.2% EBITDA represents net earnings before interest, income taxes, depreciation and amortization, restructuring charges, stock-based compensation costs and foreign exchange gain. › Enable network operators to reduce operating expenses › Expand share of wallet with Tier-1 operators › Accelerate profitability through execution 1Adjusted © 2014 EXFO Inc. All rights reserved. 3
4.
Global Organization › No.
1 in portable optical testing › ~1600 employees in 25 countries Americas › FY 2013 Sales: $128.1 M › Growth YoY: -2.3% › Sales Split: 53% EMEA › FY 2013 Sales: $67.0 M › Growth YoY: -6.0% › Sales Split: 28% Asia-Pacific › FY 2013 Sales: $47.0 M › Growth YoY: -1.0% › Sales Split: 19% © 2014 EXFO Inc. All rights reserved. reserved.. 4
5.
Bandwidth Demand Global IP
traffic Up 3X from 2012-2017 Mobile IP traffic Up 13X from 2012-2017 (Cisco) STRONG FUNDAMENTAL DRIVERS, MARKED BY INCREASED MOBILE TRAFFIC AND VIDEO © 2014 EXFO Inc. All rights reserved. © 2014 EXFO Inc. All rights reserved. 5 5
6.
Headwinds & Tailwinds Headwinds ›Uncertain
economic conditions ›Challenging end-markets ›Some carrier investments in 2013 were delayed (especially in the Americas) Tailwinds ›3G, 4G/LTE deployments ›Small cells and network density initiatives (DAS, RRH) ›Mobile backhaul upgrades ›100G network rollouts ›Pair bonding and vectoring on copper links (100 Mbit/s) © 2014 EXFO Inc. All rights reserved. 6
7.
Global Mobile Devices
Forecast 7,000 3G 6,000 4,000 2G 3,000 2,000 4G 1,000 0 2012 2013 2014 2015 2016 Source: Cisco VNI Mobile Forecast, 2013 Millions 5,000 2017 4G/LTE: 10% OF CONNECTIONS BUT 45% OF TRAFFIC IN 2017 © 2014 EXFO Inc. All rights reserved. 7
8.
Growth Strategy Increase Wireless Presence Enable
Operators to Reduce OPEX Expand Share of Wallet with Tier-1 Operators Accelerate Profitability Sales to wireless customers on the rise (~28% of sales in FY’13) Key productivity differentiator: EXFO Connect Doing business with ~80 of top-100 operators worldwide Combining revenue growth with a tight control on expenses STAY THE COURSE AND EXECUTE FLAWLESSLY © 2014 EXFO Inc. All rights reserved. 8
9.
(Optical & Access) PHYSICAL PROTOCOL (Wireless,
Serv. Assurance, Transport & Datacom) Telecom Market TAM* $820 M $3.8 B SAM* $685 M $1.8 B 0-5% 10-15% $140.9 M $100.8 M Sales growth ― FY ’13/’12 4.3% -11.3% Five-year sales CAGR 2.7% 24.5% Gross margin profile 55-60% 70-75% JDSU, Anritsu JDSU, IXIA, Tektronix Annual growth rate Sales ― FY 2013 Major competitors *Total available market (TAM) and serviceable available market (SAM) were raised in 2013 due to more accurate market intelligence, not necessarily because these markets increased in size. PROTOCOL TO DRIVE REVENUE & EARNINGS GROWTH © 2014 EXFO Inc. All rights reserved. 9
10.
Physical-Layer Solutions PORTABLE OPTICAL › › › › › No.
1 player with >35% market share Market dominance in OTDR testing Key differentiator: iOLM software Market leader in dispersion testing Unmatched product breadth & depth COPPER ACCESS › Most advanced product portfolio for high-speed copper links › New MaxTester secured contract wins with several tier-1 operators › Supports pair bonding & vectoring (100 Mb/s) © 2014 EXFO Inc. All rights reserved. 10
11.
Protocol-Layer Solutions TRANSPORT AND
DATACOM › Multi-service analyzers for SONET/SDH, OTN and Ethernet rates from 10M to 100G › Comprehensive portfolio for wireless backhaul › Pioneered new standard for Ethernet testing (EtherSam) WIRELESS › › Protocol analyzers: 4G/LTE and 3G test solutions for deployment and troubleshooting applications Network simulators: Large-scale emulation of subscriber sessions to test routers, gateways and session border controllers SERVICE ASSURANCE › Probe-based systems targeted at medium to large network operators › Primary focus on active testing to validate service-level agreements › Monitoring multi-play services with a single platform is key differentiator © 2014 EXFO Inc. All rights reserved. 11
12.
Innovation That Makes
A Difference TravelHawk Pro 4G/LTE troubleshooting tool selected by three of top-5 LTE operators FTB-88100NGE Portable, multiservice test solution supports transmission rates from 10M to 100G Brix Mobile Agent Software application transforms Android phone into mobile probe to monitor QoE issues ENABLING NETWORK OPERATORS TO REDUCE OPEX © 2014 EXFO Inc. All rights reserved. 12
13.
EXFO Connect EXFO Apps
Store › › › › › › › Contains: S/W releases & updates, new applications, training material, productivity tools, etc FTB Ecosystem (20+ optical, transport, datacom and copper acces test modules) Download applications and configurations onto platform Search and request custom configuration Load configuration and immediately start testing Automatically upload test results Test Equipment Manager Test Data Manager GPS/route optimization Work ticket management License sharing or rental Training management Etc. (from EXFO or 3rd parties) Automatically close job ticket Pass results Corporate OSS Notification Billing Signature Next work order › Etc. › › › › REDUCES OPEX for Operators & NEMs › Established base of ~40,000 compliant platforms © 2014 EXFO Inc. All rights reserved. 13
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Financial Snapshot Revenue › $242.2
M in FY’13 › Challenging end-markets in FY’12-13 › FY’14: Targeting growth $300 70% 60% $250 Gross Margin 50% Sales CAGR of 17.4% over last 10 Years $200 › 61.8% in FY’13 › Up 8X in last 10 years › FY’14-15: Expected to rise 40% 30% $150 Adjusted EBITDA Margin In US$ Millions $100 10% 36% $50 2004 34% 21% 24% -6% 32% 33% -7% -3% 2005 2006 2007 2008 2009 2010 2011 2012 Percentage of Sales 20% › 7.2% in FY’13 (flat YoY) › Cost savings of $9 M YoY › Targeting 15% 2013 Revenue Gross Margin Adjusted EBITDA Margin 0% © 2014 EXFO Inc. All rights reserved. 14
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Annual Financial Results 1 (in
US$ millions, except gross margin) Sales Gross Margin3 SG&A Expenses Net Earnings/Loss2 Net R&D Expenses Adjusted EBITDA4 1 All financial results from continuing operations, except net earnings/loss and adjusted EBITDA. 2 Fiscal 2011-2013 financial results according to IFRS; prior years according to Canadian GAAP. 3 Gross margin is a non-IFRS financial measure and represents sales less cost of sales, excluding depreciation and amortization. 4 Adjusted EBITDA represents net earnings (loss) before interest, income taxes, depreciation and amortization, restructuring charges, R&D tax credits recovery, changes in the fair value of the cash contingent consideration, impairment of goodwill, stock-based compensation costs, gain from the disposal of discontinued operations and foreign exchange gain or loss. © 2014 EXFO Inc. All rights reserved. 15
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Q1 2014 Highlights ›
Sales totaled $56.0 M (book-to-bill ratio of 1.03) › Sales increased YoY in EMEA and A-PAC, but decreased in the Americas › Gross margin1 reached 62.2% (up YoY) › Adjusted EBITDA2 amounted to $2.3 M (down YoY) › Cash flows from operating activities totaled $3.3 M (up YoY) 1Gross margin is a non-IFRS measure and represents sales less cost of sales, excluding depreciation and amortization. EBITDA represents net loss before interest, income taxes, depreciation and amortization, stock-based compensation costs and foreign exchange gain. 2Adjusted © 2014 EXFO Inc. All rights reserved. 16
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Strong Value Proposition Why
Invest? 1. Proven track record of sales growth Sales CAGR of 17.4% in last 10 years 2. Well positioned for key growth drivers 3G, 4G/LTE, wireless backhaul, small cells, DAS, RRH, FTTx, 100G 3. Balancing sales growth and profitability 4. Solid balance sheet 5. Experienced and disciplined management team 1 Targeting adjusted EBITDA margin of 15% for medium term Cash position of $52.6 M and no debt — as at November 30, 2013 Deep knowledge of managing business in growth and downward markets 1Adjusted EBITDA represents net earnings before interest, income taxes, depreciation and amortization, stock-based compensation costs and foreign exchange gain or loss. © 2014 EXFO Inc. All rights reserved. 17
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