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Investor Overview November 2015

Investor Overviews2.q4cdn.com/885902435/files/doc_presentations/... · 2015-12-04 · Source: Magna Global, Digital Media Forecasts, June 2015; “Marin Today” represents annualized

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Page 1: Investor Overviews2.q4cdn.com/885902435/files/doc_presentations/... · 2015-12-04 · Source: Magna Global, Digital Media Forecasts, June 2015; “Marin Today” represents annualized

Investor Overview November 2015

Page 2: Investor Overviews2.q4cdn.com/885902435/files/doc_presentations/... · 2015-12-04 · Source: Magna Global, Digital Media Forecasts, June 2015; “Marin Today” represents annualized

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

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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

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Where Advertising Starts

Search Social Display

4

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Search Social Display

A Problem Exists…

5

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Search Social Display

Turning Complexity Into Opportunity

6

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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

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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

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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

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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

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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

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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

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13

Search Social Display

Room for Growth as New Channels Develop

Shopping Video Television Out of

Home

Radio Internet

of Things

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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

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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

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Thank You

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Appendices

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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

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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

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Next G

en

era

tion

: Big

Data

Pla

tform

20

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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

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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

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An Open Platform for Cross-Channel Revenue Acquisition

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Non-GAAP Reconciliations

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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)

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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)

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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.