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TRANSCRIPT
Go-to-Market
Approach & Sales
Execution
Eric Eichmann
President & COO
Mollie Spilman
Chief Revenue Officer
2
Safe harbor statement
Copyright © 2015 Criteo
This presentation contains “forward-looking” statements that are based on our management’s beliefs and assumptions and on information currently available
to management. Forward-looking statements include information concerning our possible or assumed future results of operations, business strategies, financing
plans, competitive position, industry environment, potential growth opportunities, potential market opportunities and the effects of competition.
Forward-looking statements include all statements that are not historical facts and can be identified by terms such as “anticipates,” “believes,” “could,”
“seeks,” “estimates,” “intends,” “may,” “plans,” “potential,” “predicts,” “projects,” “should,” “will,” “would” or similar expressions and the negatives of those terms.
Forward-looking statements involve known and unknown risks, uncertainties and other factors that may cause our actual results, performance or achievements to be
materially different from any future results, performance or achievements expressed or implied by the forward-looking statements. Forward-looking statements
represent our management’s beliefs and assumptions only as of the date of this presentation. You should read the Company’s most recent Annual Report as filed on
Form 20-F, on March 27, 2015, including the Risk Factors set forth therein and the exhibits thereto, completely and with the understanding that our actual future
results may be materially different from what we expect. Except as required by law, we assume no obligation to update these forward-looking statements publicly, or
to update the reasons actual results could differ materially from those anticipated in the forward-looking statements, even if new information becomes available in
the future.
This presentation includes certain non-IFRS financial measures as defined by SEC rules. As required by Regulation G, we have provided a reconciliation of
those measures to the most directly comparable IFRS measures, which is available in the Appendix slides of the PDF version on our website.
Go-to-Market
Approach
Eric EichmannPresident & COO
Copyright © 2015 Criteo 4Copyright © 2015 Criteo
Strong track record of geographic expansion
2015
France U.K. U.S.South
Korea
Germany
Sweden Netherlands
Brazil
Australia
Japan
Italy Singapore
China Spain
Russia
Dubai
Turkey
Canada
2006
10
2007
15
2008
33
2009
84
2010
203
2011
4092012
629 2013
810
2014
1,300+
2005
6Employees
Opening
year of first
country
office
Copyright © 2015 Criteo
The result: A truly global business
Copyright © 2015 Criteo 5
33%
46%
21%
Asia-Pacific Americas EMEA
Q1 2015 REVENUE EX-TAC MIX
25 offices
75 national markets
AMERICAS
EMEA
ASIA-
PACIFIC
Copyright © 2015 Criteo 6Copyright © 2015 Criteo
The result: A large and diversified client base
7,800+ clients
OUR
TOP 10 CLIENTS REPRESENT
LESS THAN
15% of our revenue**
* Source: Criteo, Q1 2015 figures
** In fiscal year 2014
7
Compelling drivers of future growth
Expand our
client base
Increase value
delivered
to clients
Copyright © 2015 Criteo
Geo expansion
Midmarket expansion
Enhanced technology
New channels
Cross device
Copyright © 2015 Criteo
Both drivers are already generating strong growth
Copyright © 2015 Criteo 8
Year-over-year growth in Revenue ex-TAC
existing clients new clientstotal
Q1 2014 Q1 2015Q2 2015 Q4 2015Q3 2015
Midmarket expansion
Copyright © 2015 Criteo 9
6% market
penetration in
midmarket
Expand
client base
As of Q1 2015, based on the number of addressable midmarket clients in our current geographies
Expand into new markets
10Copyright © 2015 Criteo
LatAm
China
Continue to
develop early-
stage markets
Eastern
Europe
Southeast
Asia
India
Expand
client base
Middle East,
Africa
Our approach to enter new markets
11Copyright © 2015 Criteo
Activate RTB
networks
Upsell large
global clients
into new
geographies
Sign local
direct
publishers
Expand
client base
Sign local
clients
Upsell clients into new markets
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637671
704
744776
824
878
956
997
500
600
700
800
900
1000
1100
Q1 13 Q2 13 Q3 13 Q4 13 Q1 14 Q2 14 Q3 14 Q4 14 Q1 15
Expand
client base
Growth of multimarket clients
Clients active in more than 1 market
12
Copyright © 2015 Criteo 13Copyright © 2015 Criteo Number of countries live
Upsell clients into new markets Expand
client base
1011 812
3354 50+ 40
Multimarket client examples
8 7 57
141819 18
New devices and channels
14
Increase
value
delivered
to clients
2013
Display
Desktop
2014
Display
Social
In-app
Desktop
Tablets
Smartphones
2015
Display
Social
In-app
Search?
Desktop
Tablets
Smartphones
X-device
Copyright © 2015 Criteo
Devices
Marketing
channels
Our proven approach
Scalable and
proven
international
expansion
Consistent
signing of new
clients at
accelerating
pace
Successful
upselling
mechanisms
15
Sales
Execution
Mollie SpilmanChief Revenue Officer
Copyright © 2015 CriteoCopyright © 2015 Criteo
Tier 1 Midmarket
Tiering: Clear delineation
17
Structured to win – Tier 1
Copyright © 2015 Criteo 18
3 Regional Teams:
• Account service
• Creative service
• Technical service
• Business intelligence
• Sales
• Business development
• Product specialists
(email, in-app, etc.)
ASIA-PACIFICBeijing
Osaka
Seoul
Singapore
Sydney
Tokyo
EMEAAmsterdam
Barcelona
Dubai
Grenoble
London
Madrid
Moscow
Munich
Milan
Paris
Stockholm
AMERICASBoston, MA
Chicago, IL
Los Angeles, CA
Miami, FL
New York, NY
Palo Alto, CA
San Francisco, CA
Sao Paulo
Structured to win – Midmarket
Copyright © 2015 Criteo 19
Hubs in the Americas and
EMEA
Hybrid model in Asia-PacificBoston
Barcelona
Tokyo
Singapore
Sao Paulo
Structured to win – Operations
Copyright © 2015 Criteo 20
Process and practice establishment:
Business intelligence, technical solutions, creative solutions,
global accounts, product roll out
Sales enablement/ training, sales operations
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Financial
Focused and disciplined – Targeted approach
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Initial focus
on Retail
Real Estate
Automotive
TelCoOthers
Travel
Focused and disciplined
Incentives: All teams are
commissioned on
quarterly targets
(mixture of new
business and/or current
business
retention/growth)
Q1 Q2 Q3 Q4
Copyright © 2015 Criteo 22
23
Best-in-class service
Creative
Services
Business
Intelligence
Technical
Solutions
Monitoring & Service
Management24/7Copyright © 2015 Criteo
Copyright © 2015 Criteo 24
Technical solutions
Technical support:
Get more data from
the client
Technical
integration:
Catalog/trackers
Copyright © 2015 Criteo
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Business intelligence
Campaign
performance
optimization
Pre-sales analysis,
A/B tests
Copyright © 2015 Criteo
Copyright © 2015 Criteo
Creative services
Improved user
experience
Product
customization
Copyright © 2015 Criteo 26
Tried. Tested. Trusted.
Copyright © 2015 Criteo 27
Tried: Our approach is not
threatening because
we just ask for a
chance to show the
results we can
deliver.
Tested: We know that our
product and engine
perform better than
anyone else – 90%
win rate*.
Trusted: We continually work
with our clients to meet
their KPIs and show
our value in a
transparent manner.
* Based on 88% in the US / UK H2H tests over 2014-April 2015