FY2018 Q3 Financial Results

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1 Wantedly, Inc. FY2018 Q3 Financial Results 13.Jul.2018

2 FY2018 Q3 Results

3 Overview FY2018 Q3 Consolidated Earnings Results - 68% YoY, 16% QoQ Revenue Growth ( M) F8/17Q3 F8/18Q2 F8/18Q3 YoY QoQ Revenue % 16.5% - Returning to profit Operating Profit % - in Q3 (Margin) 25.6% -17.6% 11.9% - - Recurring Profit % - (Margin) 25.5% -18.3% 11.5% - - Net Profit % - (Margin) 22.8% -14.7% 7.8% - - * Figures less than one million yen are rounded. 3

4 Revenue: Quarterly Trend Steady expansion - Following Q1 and Q2, maintained QoQ growth of approx. 15% in Q3 - Increase in paid customers and upselling mainly in scouts drove revenue in both subscription and add-ons ( M) Add-ons & Others Subscription F8/16 16/8 Q1 Q2 Q3 Q4 F8/17 17/8 Q1 Q2 Q3 Q4 F8/18 18/8 Q1 Q2 Q3 * Consolidated from F8/17 Q3 (non-consolidated until then). * Figures less than one million yen are rounded. 4

5 SG&A: Quarterly Trend Control of ad spend ( M) - Marketing expenses: Reduced in Q3 after huge increase in the 1st half - Communications expenses: Increased in relation to more active users - Personnel expenses: Increase in both business and product development incl. hiring new grads - Others: Higher office cost due to expansion of work space Others Marketing (Others) Marketing (W People) System & Comm. Personnel F8/16 Q1 Q2 Q3 Q F8/17 Q1 Q2 Q3 Q F8/18 Q1 Q2 Q3 * Consolidated from F8/17 Q3 (non-consolidated until then). * Figures less than one million yen are rounded. 5

6 Drivers of Changes in Q3 Operating Profit (YoY) ( M) F8/17 Q3 OP Subscription Add-ons & Others Personnel System & Comm. Marketing (W People) Marketing (Others) Others F8/18 Q3 OP * Figures less than one million yen are rounded. 6

7 Drivers of Changes in Q3 Operating Profit (QoQ) ( M) F8/18 Q2 OP Subscription Add-ons & Others Personnel System & Comm. Marketing (W People) Marketing (Others) Others F8/18 Q3 OP * Figures less than one million yen are rounded. 7

8 Operating Profit & OP Margin: Quarterly Trend Made profit in Q3 due to lower ad spending. Profitability is still stable with higher personnel and office costs if marketing expenses are excluded. ( M) 150 Operating Profit 50% OPM OPM (ex. Marketing Expenses) % 0% 30.9% 26.5% 15.6% 11.6% 36.7% 34.1% 35.8% 40.0% 36.6% 35.2% 36.5% 39.5% 34.0% 31.7% 25.6% 18.9% 16.4% 11.9% 6.3% 0% % -17.6% /8 Q1 Q2 Q3 Q /8 Q1 Q2 Q3 Q4 18/8 Q1 Q2 Q3-50% 16/8 Q1 Q2 Q3 Q4-43.5% 17/8 Q1 Q2 Q3 Q4 18/8 Q1 Q2 Q3 * Consolidated from F8/17 Q3 (non-consolidated until then). * Figures less than one million yen are rounded. 8

9 Non-financial KPIs: Quarterly Trend Steady growth in all metrics MAU and Users Companies ( 000) 2,500 MAU Users 2.4M ( 000) K 2,000 1, M 20 1, /8 Q1 Q2 Q3 Q4 17/8 Q1 Q2 Q3 Q4 18/8 Q1 Q2 Q3 0 16/8 Q1 Q2 Q3 Q4 17/8 Q1 Q2 Q3 Q4 18/8 Q1 Q2 Q3 9

10 Other Consolidated Financial Data Balance Sheet ( M) F8/17-end F8/18 Q3-end Changes Current assets Cash & equivalents Accounts receivable Others Fixed assets PP&E Others Total assets 836 1, Liabilities (Current) Equity Shareholders equity * Figures less than one million yen are rounded. 10

11 FY2018 Guidance

12 Overview FY2018 Consolidated Earnings Guidance and Current Progress The guidance unchanged - Steady progress in top-line growth - Examine annual estimate with monitoring monthly trend - Semiannually recorded loss due to H1- centric ad spending, which falls within the expected range ( M) F8/18 Q1-Q3 F8/18 Guidance Progress Revenue , % Operating Profit % (Margin) 0.6% 12.0% - Recurring Profit % (Margin) 0.3% 12.0% - Net Profit % - To seek to achieve the profit plan for the full-year in the second half by adjusting ad postings (Margin) -1.1% 8.3% - EPS ( ) % * Figures less than one million yen are rounded. * EPS is equal to net income per share. The company executed a 2:1 stock split of common stocks on December 1, The net income per share on the consolidated earnings forecasts for FY8/18 takes into account effect of the stock split. 12

13 Appendix

14 Mission Create a World Where Work Drives Passion 14

15 Users on Wantedly at a glance 1.35M mainly in s. Advantage in millennials and the growing Web industry Occupation Age 11% 7% 13% 27% 15% 16% 19% 13% 32% 45%

16 Companies on Wantedly at a glance Companies from various industries with relatively higher share of Web/mobile. Most of them are SMEs with less than 100 employees. Registered companies by industry 27K companies Web & Mobile Consulting Marketing & Advertisement System Integration & Packaged Software Media & Publishing Staffing & HR/Nursing/Other Services Restaurant & Catering Education & Research Retail & Distribution Others 16

17 Wantedly Visit - Discover and visit inspiring companies Works to be Exciting Application made by users Replies - Matching based on empathy with mission and values - Applicants initially Visit Companies Users Viewing Search Contents Companies - Inspiring job posts go viral by the Recommend feature - Companies reach potential job seekers Scout by Companies Replies 17

18 Wantedly Visit Job Posts Members WHAT / WHY / HOW Recommend 18

19 Contents on Wantedly Visit - Company Pages & Blog Posts Company Pages Blog Posts 19

20 Wantedly Admin - Admin tool for companies The tool for companies to use for posting jobs to Visit and messaging with applicants Pricing system includes subscription and add-ons incl. direct scout (no success fee) Subscription Pricing (for 6-months Contract) Direct Scout Pricing (for 3-months contract) Trial (30 days) Minimum Lite Standard Basic Plus Premium Monthly Price Free 35k 60k 100k Monthly Price 120k 140k 185k Job Postings 5 unlimited unlimited unlimited Scout Tickets 150 tickets 150 tickets 150 tickets Applications Made Members Can Use Admin Bookmark Scout Direct Scout Message 5 unlimited unlimited unlimited unlimited - - unlimited unlimited tickets (Basic) Users Can Receive Scout 45,000 65, ,000 Re-send - Advanced Filtering - - Detailed Profiles

21 Wantedly People - Business card app Scan smarter. Scan faster. - Scan several business cards received at a time in one shot - Immediately convert the cards into data and add it to the contacts - more accurate through machine learning - Provide Updates with relationships of connections Scan 10 Cards at a time Digitize contacts in a flash Discover updates from your network 21

22 Users on Wantedly People at a glance 2M users including large number of executives and wide range of age groups Occupation Age 23% 10% 20% 46% 7% 6% 10% 8% CEO/President Director General Manager Manager Chief/Unit Head Others 20% 26% 25% 20's 30's 40's 50's Others * Surveyed by Wantedly 22

23 Wantedly People - Monetize by ad field in the Updates 4 types of Premium/Native Ads Story Ads Tie Up Article Ads Tie Up Video Ads Infeed Ads 23

24 Disclaimer This material contains forward-looking statements that reflect views and assumptions of management at Wantedly, Inc., in light of information currently available with respect to certain future events, including, but not limited to financial projections and business strategies. These forward-looking statements are subject to certain risks and uncertainties, and may differ from actual business performance or results. These results of such forward-looking assumptions cannot be assured. This material does not intend to solicit the sale or purchase of the shares of the company. Your investment decisions should be made at your discretion. This material is the sole property of Wantedly, Inc., and no part of this material may be reproduced or transferred by whatever means, electronic or otherwise, without prior consent. 24

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