2. FY’13-15 Operational Priorities
g
Using Data
to Create Delight
Delivering Awesome
Product Experiences
Enabling the
Contributions of Others-
“Network Effect Platforms”
Intuit’s Growth Strategies
Intuit’s Strategy: how we accelerate results
• Amazing 1st Use Experiences: delivering the customer benefit
• Reimagining Mobile 1st/ Mobile Only: design and capabilities
• Solving Multi-Sided Problems Well: creating a virtuous circle
• Expanding Globally: platforms localized by users and developers
• Enabling Customer Data: better products & break-through benefits
To be a premier innovative growth company…
AcceleratingtoConnectedServices
4. We improve the bottom line of small businesses by >20%…
Get and keep
customers
Manage
finances
Make/Accept
payments
Hire/Manage
employees Intuit Full Service Payroll
SBG Vision and Offerings
5. SMB Market is Big and Growing
• 29M SMBs in the US
• 500M SMBs Globally
• $60B in US SMB Spend in Target Markets
$3.3
$12.0
$21.0 $24.0
FMS Payments EMS Acquire
Customers
+7%
+5%
+12%
+15%
• Acquire Customers
segment growing fast
• Non-Consumption is
biggest opportunity
Growth Rate
Current SMB Spend ($B)
6. ~2B Invoices
~1.5B Bills Paid
1.6B Vendors
4.2B Customers
30M Employees
$2T in Commerce
The New Opportunity
5M SMBs
100K Developers
250K Accountants
1.2M Payroll SMBs
>90% Retail Share
360K Payments SMBs
FY08
FY11
FY12
FY13
FY14
FY15
FY09
FY10
Our Emerging
Assets
2M Company
Files in the
Intuit Cloud
Our Enduring
Assets
+ =
133K
2M
7. Continue to grow attach
Penetrating
QuickBooks
ecosystem
remains key
Lifetime Value of QBO exceeds desktop
$5B attach
opportunity
remains
1 Yr 5 Yr 1 Yr 5 Yr
QB Pro QB Online
$409
$978
$382
$1409Software
Ecosystem Attach
Current Attach
Attach Opportunity
Desktop Online
Use data for
in product
discovery
29% 17%
$1.1B Payroll Attach Opportunity
Current Attach
Attach Opportunity
Desktop Online
Payments as
a QB Feature
5% 6%
$4B Payments Attach Opportunity
8. Extending the Core: Demandforce
Effortless Communication
Use email, text, social
and search to grow your
business and keep
customers coming back
Online Reputation
Build, maintain and
leverage your most
valuable asset – a good
online reputation
Demandforce Network
Increase exposure to
your local community
and maximize results
Helping SMBs thrive in an evolving & increasingly complex, connected world
Automated marketing &
communications solutions
Value proposition
based on generating
3x ROI each month
9. What: We solve small business payments needs
QuickBooks Payments Mobile PaymentsRetail Payments
Get paid anywhere, with any payment
type, on any device
11. Lots of room for long-term growth
Manual
Software
Tax Stores
Pros
Revenue
(Intuit Estimate)
Est. FY12 Returns
(Intuit Estimate)
TurboTax has just 21% of Total Tax Returns, 7% of Revenue
~146M ~$20B
12. * Software $ represents TurboTax estimated average revenue per return.
Source: Intuit estimates, surveys
Manual
Franchise/Tax Store
Pro / CPA
Software
~5M
filers
enter
~3.5M
filers exit
$239
$203
$46*
$0
51
28
38
-44
1%
-1%
7%
-14%
Price
Net
Promoter
5 yr
CAGR
FY08 FY09 FY10 FY11 FY12
Strategically positioned in the sweet spot
13. Manual is not our largest customer source
Sources of FY’09-’12 TurboTax customers
Retention of existing customers
Competitive prep methods
Manual
New filer
14. Opportunity: reacquire & retain customers
70M+ unique visitors
to TT.com
~35M unique customers
over last 3 years
Customer gains
and losses
Acquisition Attrition
55
63
72
FY10 FY11 FY12
21
24 25
FY10 FY11 FY12
7.1 7.8 7.5
FY10 FY11 FY12
1 pt conversion = $40M and 720k customers
1 pt retention= $14M and 250k customers
15. We are striving for one True North outcome for Intuit (best we can be)
• Grow organic revenue double digits
• Grow revenue faster than expenses
• Deploy cash to highest-yield opportunities
• Maintain a strong balance sheet
Financial Principles
16. Drive Growth In Our Core Products
Acquire New Users Retain Existing Users Increase Offerings/User
$1 Billion+ Opportunity
10M+ customers leave
Intuit annually
Average 1.5 apps/user
with low awareness
1st use experiences
not as easy as expected
For every 100 we attract…
Between 2-14 convert!
Improve Conversion 50%
= up to $1 Billion
Save 1 out of 10
= $75+ Million
Increase 0.5 apps/user
= $500 Million
