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Investor Overview November 2015
Safe Harbor
This presentation forward-looking statements including, among other things, statements regarding Marin’s business, growth, position in the industry, product
capabilities, benefits of partnerships, market acceptance of Marin’s products and adjusted EBITDA projections and other future financial results, including its
outlook for the fourth quarter of 2015 and fiscal year 2015. These forward-looking statements are subject to the safe harbor provisions created by the Private
Securities Litigation Reform Act of 1995.
Actual results could differ materially from those projected in the forward-looking statements as a result of certain risk factors, including but not limited to our
ability to grow sales to new and existing customers; our ability to expand our sales and marketing capabilities; our ability to retain and attract qualified
management and technical personnel; competitive factors, including but not limited to pricing pressures, entry of new competitors and new applications;
quarterly fluctuations in our operating results due to a number of factors; inability to adequately forecast our future revenue, expenses, Adjusted EBITDA, cash
flows or other financial metrics; delays, reductions or slower growth in the amount spent on online and mobile advertising and the development of the market for
cloud-based software; adverse changes in our relationships with and access to publishers and advertising agencies; level of usage and advertising spend
managed on our platform; our ability to expand sales of our solutions in channels other than search advertising; any slow-down in the search advertising market
generally; shift in customer digital advertising budgets from search to segments in which we are not as deeply penetrated; the development of the market for
digital advertising; acceptance and continued usage of our platform and services by customers and our ability to provide high-quality technical support to our
customers; material defects in our platform, service interruptions at our single third-party data center or breaches in our security measures; our ability to
develop enhancements to our platform; our ability to protect our intellectual property; our ability to manage risks associated with international operations; the
impact of fluctuations in currency exchange rates, particularly an increase in the value of the dollar; near term changes in sales of our software services or
spend under management may not be immediately reflected in our results due to our subscription business model; adverse changes in general economic or
market conditions; and the ability to acquire and integrate other businesses, including our acquisitions of Perfect Audience and SocialMoov.
These forward looking statements are based on current expectations and are subject to uncertainties and changes in condition, significance, value and effect
as well as other risks detailed in documents filed with the Securities and Exchange Commission, including our most recent report on Form 10-K, recent reports
on Form 10-Q and current reports on Form 8-K which we may file from time to time, all of which are available free of charge at the SEC’s website at
www.sec.gov. Any of these risks could cause actual results to differ materially from expectations set forth in the forward-looking statements. All forward-looking
statements in this presentation reflect Marin’s expectations as of November 4, 2015. Marin assumes no obligation to, and expressly disclaims any obligation to
update any such forward-looking statements after the date of this presentation.
2
Marin at a Glance
3
Leading Ad Cloud enabling audiences across search, social and display
Note: Ad spend is annualized as of December 31, 2014, based on last month of the year. Worldwide revenues split based on 2014 reported revenues. See Appendices for GAAP to Non-GAAP reconciliation
and definition of Non-GAAP Gross Profit
$7.2 Billion Ad spend managed,10% of total spend on Google
Worldwide
Revenues
Split 66% U.S. vs 34% int’l
2014 Revenues $99.4 million
2014 Non-GAAP Gross Profit Margin 67%
#1 SaaS Ad Cloud Global leader in search, only independent vendor to combine search, social and display through synchronous audiences
38% of Fortune 100 use Marin
Where Advertising Starts
Search Social Display
4
Search Social Display
A Problem Exists…
5
Search Social Display
Turning Complexity Into Opportunity
6
Blue-Chip Advertisers and Top Digital Agencies
Note: Annualized spend as of December 31, 2014, based on last month of the year
Represents current customers in Q3 2015; Other includes: Healthcare 4%, Education 4%, Gov’t / Non-Profit / Others 3%, Industrial / Manufacturing 3%, Real Estate 3%
% Revenue
Retail 26%
Travel /
Entertainment 16%
Technology 14%
Finance 11%
Auto 8%
B2B Services 8%
Other 17%
Direct Advertiser Base Top Digital Agencies
Over $7.2 billion in annualized spend under management from diversified customer base
7
60% improvement in ROI;
Cut spend by 10%
83% lift in ROAS and 136%
increase in revenue from
long tail campaigns
111% improvement in ROI
29% increase in bookings
51% decrease in cost per booking
50% reduction in time
spent managing
campaigns
40% reduction in time
spent on reporting and
bidding
80% reduction in time spent reporting
78% increase in lead volume
8
Customer Case Studies
Proven Financial Lift: Proven Time Savings:
50% less time spent on management
66% reduction in on-boarding time
Attractive Business Model
Note: CPM = cost per thousand; I/O = insertion order, which is a purchase order for advertising media
Premium display refers to traditional digital media purchase - a pre-determined number of ad impressions is secured at a fixed price, for a set period of time 9
Activity-Based SaaS Subscription Model
Based on % of monthly ad spend
Average Contract Length
~14 months (direct), 1-2 year (agency)
Monthly Minimum Contracted Revenue
50-70% of projected monthly recurring revenues
Monthly Billing Cycles
Includes some annual or quarterly pre-payments
Activity-Based SaaS Model
Premium display I/O and self-service CPM
Pre-payments for Self-Service Offering
Campaigns are prepaid on a CPM basis
No Media Risk to Marin
Subject to minimums, % media spend
Weekly & Monthly Billing Cycles
CPM billing is weekly, I/O is monthly
Display Search & Social
Large Addressable Digital Advertising Market
Source: Magna Global, Digital Media Forecasts, June 2015; “Marin Today” represents annualized ad spend under management as of December 31, 2014
2015E
Total
Advertising
Market billion
$513
2015E
Addressable
Market billion $159
Marin Today billion $7
Digital media is an increasing share of the total market
Search is $76 billion in 2015E growing to
$116 billion in 2019E (9% CAGR)
Display + Video is $46 billion in 2015E
growing to $74 billion in 2019E (10% CAGR)
Social is $23 billion in 2015E growing to
$52 billion in 2019E (18% CAGR)
10
Mobile based advertising is expected to
grow from 31% of total digital media spend
in 2015E to 55% in 2019E
Marketing Cloud Landscape
11
Data Management
Services
CRM
Analytics (BI)
Automation
Advertising Cloud Marketing Cloud
The advertising cloud is the revenue driver of the marketing cloud
Demand Creation
Branding
Prospecting
Look-Alike
Demand Fulfillment
Search / Intent
Website Lists
Retargeting
The Evolution of Digital Advertising
12
Licensed Technology
3rd Party Ad Servers
Exposure to Ad Blockers
Managed Services
Media Arbitrage
Standard Ad Units
Viewability Issues
Point solutions
Traditional Ad Tech
Proprietary Pub Tech
Pub Ad APIs
Proprietary Pub Data
Programmatic Buying
Transparency/Control
Native Ads
Cross-Channel
The Ad Cloud
13
Search Social Display
Room for Growth as New Channels Develop
Shopping Video Television Out of
Home
Radio Internet
of Things
Non-GAAP Gross Profit Margin 66% Attractive long-term model
Adj. EBITDA Expected to be breakeven to $0.5 million positive in Q4 2015
827 Active Advertisers Diversified base of agency & direct advertisers
Diversified Revenues • 69% domestic / 31% international • 55% direct advertisers / 45% agency
Q3 2015 Highlights
14
Innovation • Support for Instagram • iOS Software Developers Kit • TV Synch
Note: All financial highlights made as November 4, 2015. Marin undertakes no obligation to update any projections
See Appendices for GAAP to Non-GAAP reconciliation and definitions
Financial Profile Overview
15
($18.9)
($26.5)
($18.8)
($3.8) ($5.1)
($2.5)
$0.0 to $0.5
2012 2013 2014 Q1'15 Q2'15 Q3'15 Q4'15Guidance
Adj. EBITDA ($ in millions) Revenues ($ in millions)
$59.6
$77.3
$99.4
$106.6 to $107.1
2012 2013 2014 2015 Guidance
CAGR: 22%
Note: Guidance as of November 4, 2015. Marin undertakes no obligation to update any projections
See Appendices for GAAP to Non-GAAP reconciliation and definitions
Thank You
Appendices
Guidance as of November 4, 2015
($ in Millions, except per share data) Q4-15 FY15
Revenues $27.1 to $27.6 $106.6 to $107.1
Non-GAAP Operating Loss ($1.8) to ($1.3) ($18.4) to ($17.9)
Adjusted EBITDA $0.0 to $0.5 N/A
Non-GAAP Net Loss per Share ($0.06) to ($0.04) ($0.54) to ($0.52)
Note: Guidance as of November 4, 2015. Marin undertakes no obligation to update any projections
See Appendices for GAAP to Non-GAAP reconciliation 18
Balance Sheet Summary
19
($ in Millions, except ratio presentation) September 30,
2015
December 31,
2014
Cash and Cash Equivalents $33.3 $68.3
Net Assets $92.3 $106.1
Working Capital 1 $43.4 $71.3
Adjusted Quick Ratio 2 2.93 4.26
1 Computed as the difference of current assets and current liabilities, as presented in the latest Form 10-Q filed with the SEC on November 4, 2015
2 A ratio of quick assets (cash and cash equivalents and accounts receivables) to current liabilities, as presented in the latest Form 10-Q filed with the SEC on November, 2015
Next G
en
era
tion
: Big
Data
Pla
tform
20
Leading Performance Advertising Cloud
21
Leading cross-channel, independent platform for
digital advertising management
Manage, measure, and optimize advertising
investments across Search, Display and Social
channels
Create high value audiences by combining
1st, 2nd and 3rd party data with intent signals to
optimize advertising across channels and devices
Enables marketers to be smarter, predict strategies
for highest return and invest more in programs
delivering revenue
Powerful Cross-Publisher Marketing Features
Marin helps advertisers to launch relevant campaigns across global publishers at scale
22
Streamline cross channel campaign
management and reporting
Automatically optimize bids based
on performance
Apply 1st, 2nd and 3rd party audience
data to improve targeting
Acquire the highest value customer
across channels
30 – 60% TIME SAVINGS FOR REPORTING
20 – 50% TIME SAVINGS FOR CAMPAIGN MANAGEMENT
10 – 15% IMPROVEMENT FOR FINANCIAL PERFORMANCE
An Open Platform for Cross-Channel Revenue Acquisition
Non-GAAP Reconciliations
GAAP to Non-GAAP Reconciliation: Yearly
Marin defines non-GAAP gross profit, non-GAAP operating loss and non-GAAP net loss as the respective GAAP balances, adjusted for stock-based compensation
expense, the amortization of intangible assets, the capitalization of internally developed software, noncash expenses related to the issuance of warrants, the amortization
of internally developed software, the benefit from income taxes related to acquisition and the non-recurring costs associated with acquisitions.
Note: Numbers may not foot due to rounding
25
Year Ended December 31 ($ in millions) 2012 2013 2014
Gross Profit (GAAP) $34.8 $46.2 $63.7
Plus Stock-based Compensation 0.4 0.9 0.8
Plus Amortization of Cap'd R&D / Intangible Assets 0.5 1.2 2.3
Non-GAAP Gross Profit $35.7 $48.2 $66.8
Operating loss (GAAP) ($25.3) ($34.3) ($34.0)
Plus Stock-based Compensation 4.9 5.2 9.2
Plus Amortization of Cap'd R&D / Intangible Assets 0.5 1.2 3.0
Plus Acquisition Related Expenses - - 0.4
Less Cap’d R&D Costs (1.7) (3.2) (3.1)
Non-GAAP Operating Loss ($21.5) ($31.2) ($24.5)
Net Loss (GAAP) ($26.5) ($35.9) ($33.2)
Plus Stock-based Compensation 4.9 5.2 9.2
Plus Amortization of Cap'd R&D / Intangible Assets 0.5 1.2 3.0
Plus Non-cash Expense Related to Warrants 0.6 0.5 0.1
Plus Acquisition Related Expenses - - 0.4
Less Cap’d R&D Costs (1.7) (3.2) (3.1)
Less Benefit from Income Taxes Related to Acquisition - - (2.3)
Non-GAAP Net Loss ($22.2) ($32.2) ($25.9)
GAAP to Non-GAAP Reconciliation: Quarterly
Marin defines non-GAAP gross profit, non-GAAP operating loss and non-GAAP net loss as the respective GAAP balances, adjusted for stock-based compensation
expense, the amortization of intangible assets, the capitalization of internally developed software, noncash expenses related to the issuance of warrants, the amortization
of internally developed software, the benefit from income taxes related to acquisition and the non-recurring costs associated with acquisitions.
Note: Numbers may not foot due to rounding
26
Quarter-over-Quarter Comparison ($ in millions)
Q1’15 Q2’15 Q3’15
Gross Profit (GAAP) $16.7 $16.2 $16.0
Plus Stock-based Compensation 0.2 0.3 0.2
Plus Amortization of Cap'd R&D / Intangible Assets 0.8 0.9 1.0
Plus Restructuring related expenses - - 0.1
Non-GAAP Gross Profit $17.7 $17.4 $17.3
Operating loss (GAAP) ($9.7) ($11.7) ($8.9)
Plus Stock-based Compensation 3.5 4.9 3.6
Plus Amortization of Cap'd R&D / Intangible Assets 1.2 1.5 1.5
Plus Acquisition Related Costs 0.4 0.1 0.1
Plus Restructuring related expenses - - 1.1
Less Cap’d R&D Costs (0.8) (1.6) (1.7)
Non-GAAP Operating loss ($5.4) ($6.8) ($4.3)
Net Loss (GAAP) ($9.7) ($12.0) ($9.5)
Plus Stock-based Compensation 3.5 4.9 3.6
Plus Amortization of Cap'd R&D / Intangible Assets 1.2 1.5 1.5
Plus Non-cash Expense Related to Warrants 0.0 0.0 0.0
Plus Acquisition Related Costs 0.4 0.1 0.1
Plus Restructuring related expenses - - 1.1
Less Cap’d R&D Costs (0.8) (1.6) (1.7)
Non-GAAP Net Loss ($5.4) ($7.1) ($4.9)
Reconciliation of Net Loss to Adjusted EBITDA
27
($ in millions)
Q1’15 Q2’15 Q3’15 2012 2013 2014
Net Loss ($9,7) ($12.0) ($9.5) ($26.5) ($35.9) ($33.2)
Depreciation 1.6 1.7 1.9 2.6 4.7 5.7
Amortization of internally developed software 0.5 0.6 0.7 0.5 1.2 1.9
Amortization of intangible assets 0.6 0.8 0.8 - - 1.1
Interest expense, net 0.0 0.0 0.1 0.5 0.5 0.2
Provision for (benefit from) income taxes 0.2 0.1 0.3 0.2 0.5 (1.5)
EBITDA ($6.6) ($8.8) ($5.8) ($22.6) ($29.0) ($25.7)
Stock-based compensation 3.5 4.9 3.6 4.9 5.2 9.2
Capitalization of internally developed software (0.8) (1.6) (1.7) (1.7) 3.2 (3.1)
Acquisition related expenses 0.4 0.1 0.1 - - 0.4
Restructuring related expenses - - 1.1 - - -
Other (income) expenses, net (0.2) 0.2 0.2 0.5 0.6 0.5
Adjusted EBITDA ($3.8) ($5.1) ($2.5) ($18.9) ($26.5) ($18.8)
Marin defines Adjusted EBITDA as net loss, adjusted for stock-based compensation expense, depreciation, the amortization of internally developed software, the
amortization of intangible assets, the capitalization of internally developed software, interest expense, net, the benefit from or provision for income taxes, other income or
expenses, net and the non-recurring costs associated with acquisitions and restructurings.