Square pitch deck
- 1. The Simplest Way to Make Money Elizabeth Cheng | Jing-Jing Li | Irwin Liu | Jessica Lukrich
- 2. The Square Proposition Simple pricing: Huge market Inspiring and 2.75% 2 75% per swipe opportunity experienced in mobile management payments team Zero friction: no commitment and daily deposit High future Solid S lid valuation business and ROI model with Free iPhone, iPad, even with high revenue Android app and later stage g generation ca d eade card reader investment Defensible business and strong The simplest way execution to make money strategy 1
- 3. Management Team The team has the background, proven track record and vision to succeed Jack Dorsey – Co-Founder, CEO Successfully Managing Co-Founder, Chairman of Twitter Advisor at Ustream Keith Rabois – COO VP of Strategy & Business f St t B i Development for Slide VP of Business & Corporate Development at LinkedIn EVP of Business Development and fB i D l t d Policy for PayPal Bob Lee – CTO Founder at Twubble Software Engineer at Google Other Key Advisors Gideon Yu Roelof Botha Jim McKelvey – Co-Founder Ryan Gilbert Owner at Mira Alyssa Milano Co-founder at Third Degree Glass Greg Kidd Factory Andrew Rasiej 2
- 4. The Market Mobile payments is a massive, rapidly growing but underpenetrated industry $250 $214 CAGR ‘10 – ’14: 68% $200 $162 $150 $119 $ $100 $81 $46 $50 $16 $0 2010 2011 2012 2013 2014 2015 Dollar Amount of Mobile Payments In The U.S. (billions)* Opportunity Market Changes Square Positioning Traditional card readers Rapidly burgeoning interest First mover advantage are unwieldy & expensive in mobile payments Scalable across Difficult for small business NFC tech adoption but multiple platforms owners to use card services credit card usage prevails Low costs address Alternative online services Capturing a loyal user base target customer needs are expensive has huge revenue potential *Source: Aite Group 3
- 5. The Product Square satisfies buyers and vendors through an easy‐to‐adopt platform Consumer Desires Designate amount Use credit cards Swipe and go Vendor Desires e do es es Swipe credit card Accept credit cards Save on processing fees Enter tip and sign Simple and intuitive with finger on-screen interface Transaction completed The Technology Transaction Magnetic reader that plugs into headphone jack of smartphone Data Conversion Once card is swiped, data is converted into an audio signal Information Processing Processors route signal to Square software application Transmission Encrypted data sent through Wi-Fi or 3G to back-end servers Communication No info stored on devices, auto-communication with payment network 4
- 6. Value to User Square offers the simplest and most compelling way to accept credit cards Traditional Card Online Card Processing Firms Processing Ease of Tied to computer; Scan and go; Requires some training; Use Manual input Intuitive interface Problems require technician of card information E Expensive reader; Costs Free card reader; Up to 5% variable + 30¢ flat rate; Up to 3.5% variable rate Flat 2 75% fee 2.75% Expensive upda e a d pe s e update and + 30¢ flat rate a ae C maintenance fees Saves money; nefits Cheaper than traditional; Saves time; Familiar to user; Only requires computer and Accessible across Technical support Ben internet multiple devices 5
- 7. Customer Acquisition Through wide exposure, Square targets anyone that seeks easy payment Target Customer Small businesses, independent workers, individuals selling goods Market: anyone who accepts payments SSquare’s C t gaining customer awareness + free card reader ’ Cost: i i t f d d Selling Points Advertisement Retail Easy convenient Social media and Selling through everyday usage internet advertising g online registration g No surprise fees Traditional and Apple stores Adaptable across mediums with max Follows razor blade multiple devices exposure/min cost retail model Acquiring 100,000+ customers per month 6
- 8. Competition and Defensibility Its established presence and niche market give Square a competitive edge Square Characteristics Advantages Direct Competitors: Similar technology gy Established clientele GoPayment, PAYware application as first mover Higher fees and rates No credit check for certain options No monthly fees Intuit or VeriFone Device compatibility service support Apple partnership Emerging Market: Built-in hardware for Built in POS experience Near Field N Fi ld phones Compatible across Communications Potentially eliminate differing hardware use of credit cards Unique market focus Cross interaction with Can integrate NFC other phone apps th h technology t h l 7
- 9. Financial Model and Projections Square will make for a lucrative investment even with conservative projections By Year End 2011E 2012E 2012E 2014E 2015E Payments Processed Per Day ($ y y ($mm) ) 1.1 7.7 23.1 41.6 49.5 Growth Rate 1000% 600% 200% 80% 19% Annual Revenue $ 10.59 $ 74.11 $ 222.34 $ 400.21 $ 476.25 EBITDA 0.53 4.45 20.01 44.02 52.39 g EBITDA Margin 5% 6% 9% 11% 11% EBIT 0.32 2.96 13.34 28.01 33.34 EBIT Margin 3% 4% 6% 7% 7% $120 Assumptions p $100 • Investment: $20m $80 • Stake: 20% $60 • Hurdle Rate: 15% $40 $20 $- IRR of 55% 2011E 2012E 2013E 2014E 2015E • Sale or IPO at 2.5x Best Base Worst 2015 Revenue 8
- 10. Why Invest Now Additional investment will generate outsize returns due to growth prospects Need for Additional Investment High Potential for Growth Additional resources Potential for growth will needed to maintain allow new investors to first mover advantage see an outsized return Competitive pressures Customer adoption will increasing scale up exponentially Expected spe d in pec ed spend The key to success will y advertising and be in locking in a loyal customer acquisition customer base early * Additional $27.5 capital from Sequoia and $20.0 new investor $ $10.0 co so u consortium Proposed Series A Series B Series C 9
- 11. Exit Strategies Square will have multiple exit opportunities that will result in a high ROI Highly Viable M&A Prospects IPO Considerations Depends on user base Multiple buyers possible competitive bidding expansion success and Valuable user base with recurring revenue stream consideration of M&A Clear fit into product portfolios High standalone potential Large Companies Competing in Potential Valuation Mobile Space Service Providers 2 $700mm-$1.4bn Rev and Hardware Manufacturers EBITDA $450mm- 1 $800mm $800 Payment Processors $400 0 $700 500 $1000 1000 $1300 $1600 1500 2000 ($mm) 10
- 12. Appendix Index of Presentation and Appendix Slides Presentation Slides Appendix S des ppe d Slides 1. The Square Proposition • Financial Assumptions 2. Management Team • Financial Model 3. h 3 The Market k t • Assumptions from A ti f 4. The Product Comparables 5. Value to User • Future Valuation Perspective 6. Customer Acquisition • Concerns and Responses C dR 7. Competition and • Partnerships Defensibility • Company Vision 8. Financial Model and • Market Analysis Projections 9. Why Invest Now 10. Exit Strategies
- 13. Financial Assumptions Growth expected to scale exponentially and valuation will increase M D Growth Assumptions Expected to process $40 million in transactions in Q1 of 2011 O R Currently signing up 100,000 merchants per month y g g p , p Compare to 30,000 monthly signups last Fall. D I $1 million in payments per day Processing a few million in mobile transactions per week as of last fall E V L E Valuation Assumptions Valued at $240m after last round of funding in January 2011 ($27.5m) g ( ) R Valued at $40m at first round of funding in December 2009 ($10.0m) S Sources DealBook, TechCrunch, Wall Street Journal, VentureBeat, Capital IQ
- 14. Financial Model By Year End By Year End 2011E 2011E 2012E 2012E 2012E 2013E 2014E 2014E 2015E 2015E Payments Processed Per Day y ( ) ) Payments Processed Per Day ($mm) yy y ($ ($mm) 1.1 1.1 7.7 7.7 23.1 23.1 41.6 41.58 49.5 49.4802 Growth Rate Growth Rate 1000% 1000% 600% 600% 200% 200% 80% 80% 19% 19% Annual Revenue Annual Revenue $ 10.59 $ $ 10.59 $ 74.11 $ 222.34 $ 400.21 $ 476.25 74.11 $ 222.34 $ 400.21 $ 476.25 EBITDA Margin EBITDA 5% 0.53 6% 4.45 9% 20.01 11% 44.02 11% 52.39 EBITDA Margin EBITDA $ 0.53 $ 5% 4.45 $ 6% 20.01 $ 9% 44.02 $ 11% 52.39 11% EBIT Margin EBIT a g 0 3% 0.32 32 4% % 2.96 2 96 6% 13.34 13 34 7% 28.01 28 01 33 7% 33.34 34 EBIT $ 0.32 $ 2.59 $ 13.34 $ 29.22 $ 34.77 EBIT Margin 3% 4% 6% 7% 7% Growth Assumptions 2011E 2012E 2013E 2014E 2015E Best Case 1000% 800% 400% 100% 50% Base Case 1000% 600% 200% 80% 19% Worst Case 1000% 200% 100% 20% 5% EBIT 2011E 2012E 2013E 2014E 2015E Best $ 0.32 $ 3.34 $ 28.59 $ 69.56 $ 104.34 Base $ 0.32 0 32 $ 2.59 2 59 $ 13.34 13 34 $ 29.22 29 22 $ 34.77 34 77 Worst $ 0.32 $ 1.11 $ 3.81 $ 5.56 $ 5.84 NPV & IRR Calculation 2011E 2012E 2013E 2014E 2015E Sale $ (20.00) (20 00) $ 0.06 0 06 $ 0.52 0 52 $ 2.67 2 67 $ 5.84 5 84 $ 6.95 6 95 $ 238.12 238 12 NPV @ 15% $ 79.95 IRR 55% * represents 20% stake
- 15. Assumptions from Comparables Margin projections derived from median of comparable companies Company Name LTM Gross LTM EBITDA LTM EBIT LTM Net LTM Total Margin % Margin % Margin % Income Revenues, 1 Yr Margin % Growth % Ebay Inc. 72.0% 31.0% 22.7% 19.7% 4.9% Gerber Scientific Inc. 30.7% 4.5% 2.9% (3.0%) 21.0% Iltron Inc Inc. 30.9% 30 9% 14.0% 14 0% 8.2% 8 2% 4.6% 4 6% 33.9% 33 9% Iteris Inc. 43.5% 8.3% 6.4% (8.3%) (1.2%) Mastercard Incorporated 100.0% 53.3% 50.7% 33.3% 8.6% PAR Technology Corp. 26.1% 2.7% 1.6% 1.3% 7.6% Perceptron Inc. 37.3% 0.8% (1.0%) 1.9% 30.4% VeriFone Systems Inc Inc. 37.7% 37 7% 14.8% 14 8% 11.3% 11 3% 11.3% 11 3% 24.3% 24 3% Veritec Inc. 60.8% (64.2%) (67.8%) (86.5%) 108.0% Visa Incorporated 84.4% 60.0% 56.8% 37.0% 17.0% Summary Statistics LTM Gross LTM EBITDA LTM EBIT LTM Net LTM Total Margin % M i Margin % M i Margin % M i Income R I Revenues, 1 Y Yr Margin % Growth % High 100.0% 60.0% 56.8% 37.0% 108.0% Low 26.1% (64.2%) (67.8%) (86.5%) (1.2%) Mean 52.3% 12.5% 9.2% 1.1% 25.5% Median 40.6% 11.2% 7.3% 3.3% 19.0%
- 16. Future Valuation Perspective Square’s valuation would price at premium to multiples due to early stage Company Name TEV/Total TEV/EBITDA LTM TEV/EBIT LTM - NTM NTM NTM Forward Revenues LTM - - Latest Latest TEV/Forward TEV/Forward P/E Latest Total Revenue EBITDA Ebay Inc. 3.83x 12.34x 16.88x 3.3x 9.4x 15.9x Gerber Scientific I G b S i tifi Inc. 0.49x 0 49 10.95x 10 95 16.80x 16 80 0.5x 05 7.9x 79 21.9x 21 9 Iltron Inc. 0.71x 8.55x 11.10x 0.7x 6.3x 16.5x Iteris Inc. 1.18x 8.47x 14.51x 1.2x 7.7x 13.0x Mastercard Incorporated 5.46x 10.23x 10.77x 4.9x 9.0x 15.8x PAR Technology Corp. 0.29x 10.73x 17.98x 0.3x 7.9x 23.7x Perceptron Inc Inc. 0.53x 0 53x 67.04x 67 04x NM 0.5x 0 5x 9.7x 9 7x 37.3x 37 3x VeriFone Systems Inc. 4.49x 30.27x 39.89x 4.0x 19.3x 29.6x Veritec Inc. 4.03x NM NM - - - Visa Incorporated 6.12x 10.21x 10.80x 5.5x 8.6x 15.3x Summary Statistics y TEV/Total TEV/EBITDA LTM / / TEV/EBIT LTM - / NTM NTM NTM Forward Revenues LTM - - Latest Latest TEV/Forward TEV/Forward P/E Latest Total Revenue EBITDA High 6.12x 67.04x 39.89x 5.5x 19.3x 37.3x Low 0.29x 8.47x 10.77x 0.3x 6.3x 13.0x Mean 2.71x 2 71x 18.75x 18 75x 17.34x 17 34x 2.3x 2 3x 9.5x 9 5x 21.0x 21 0x Median 2.51x 10.73x 15.66x 1.2x 8.6x 16.5x
- 17. Concerns and Responses Concern Response Credit cards too engrained in NFC will overtake credit daily life to become outdated card use in the near future Large companies will Square has a different leverage ability to target audience and has provide at lower prices the first mover advantage Consumer concerns over Partner bank verifies service security on a newly and secure server makes introduced platform security claims unfounded Square has a successfully run Square will face and experienced execution risks management team Flexibility of the industry No defining industry standard promotes innovation; a standard will soon be reached
- 18. Partnerships There are a multitude of partnership opportunities for Square Present Future
- 19. Company Vision Square: 0 to $60 in under 10 seconds Target consumers are Free app for iPhone, small business iPad Android iP d & A d id Daily deposit to your bank account Simple pricing, free shipping Vision is to create zero friction and complexity around payments The simplest way to Emphasis on simplicity & efficiency make money
- 20. Market Analysis Strong market growth and advantageous company position Market Position Expanding & First Mover Advantage High growth unsaturated Few comparable potential marketplace competitors Currently underfunded Large Competitors Small Competitors Competitors Ie. Google, Apple Ie. VeriFone, Intuit Not focused enough to drive Square out of its Lack first mover niche market advantage