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redefining payments
Capital Markets Day
April 12, 2019
Agenda
Agenda item Presenters
Q&A All
Today’s presenters
Help our
merchants grow
Adyen’s Purpose
Change the
payments industry
Adyen’s Purpose
Traditional
platforms
PSP
PSP Acquirer
Acquirer
Processing
Merchant
Merchant Gateway
Gateway Risk
Riskmanagement
management Processing
& Acquiring Schemes
Schemes Issuers
Issuers
The Adyen
platform
PSP Acquirer
Resulting in
four key benefits
1. Global reach
2. Unified commerce
3. Data enablement
4. Ongoing innovation
Global reach
A global platform with local acquiring
Direct connections to global card schemes
Enabling ‘plug and play’ expansion to new regions with one global solution
full-stack
Local acquiring and
payment methods
on a global scale
South Korea
Finland
Japan
Belgium UK China
Denmark Poland
Russia
Canada
Germany Austria
US France
Portugal
Philippines
Mexico
Malaysia
Thailand Indonesia
Brasil
Australia
iDEAL
Accounts for 70% of online Brazilians rarely pay for anything outright and
payments in the Netherlands 80% of retail sales are paid in installments
Source: Currence (2019) Source: Adyen acquiring data
Unified Commerce
Delivering unified
commerce across
channels
Why
merchants
One integration One contract One backend
want unified
commerce
iDEAL
Credit Card
ABN AMRO
Card number
Speeding up time-to-market, while still giving ING
4761 1200 1000 0492
Credit Card CN¥ 110.00
Rabobank
enterprise merchants the flexibility they expect Expiry date CVC
Bunq
Card number
You have 14:51 to pay
4761Knab
1200 1000 0492
• Code examples on top of Adyen’s Checkout API Save for my next payments
Expiry date CVC
Holder name
• Merchants benefit from pre-built and tested Scan the QR code with WeChat
CN¥ 110.00
Web payments
Airlines Sharing economy
1. Advanced functionality for a wide breadth of
vertical use cases, from recurring to physical
goods sales
Quantify
Track
customer loyalty international customers
The larger Adyen’s data set grows, the more early investments
in data science infrastructure pay off
Adyen’s platform
can consume,
process, and Data capabilities empower current products and services
model on data
at scale
2006 — 2010
2009 2010
Signed first global Risk management
enterprise merchant products added
Accelerating pace of innovation
2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019
2011 — 2015
2016 — 2017
2017 — present
MarketPay
Ongoing innovation
3D Secure 2.0
A global, scalable, channel-agnostic
platform built for the future
Empowered, cross-functional
workstreams
committed
technology team Tim Hudson
SVP UX / Product Design CTO
Etienne Gerts
Head of Development
Purpose:
• Keep organization flat and agile
• Keep focus: Steer organization
by allocating resources
• Developers want to work for people
they respect content-wise
• Grow talent into leaders
Structure:
• 1 development lead, 1 business lead
• Currently 22 workstreams (constantly in flux)
• Max. 15 people per workstream
• Workstream leads translate strategy into
operational goals
Platform & infrastructure
built for the future
Merchant
Merchant
Acquirer / Network
Acquirer / Network
System
monitoring and
risk management
Resilience
Monitoring Security
Volumes have grown exponentially
Number of transactions
Scalable architecture
enables exponential
growth 6 months
Large enterprises
Direct sales to build Knowledge-sharing and
relationship networking events
Mid-market
companies Online marketing to Strategic partnerships Direct marketing
generate leads with system integrators at events
and platforms
Adyen’s proposition
Alignment between Adyen commercial
interest and merchant interest
No. of sales and account managers >260 No. of partnership managers >20 No. of marketing employees >60
Global sales reach through local presence
Build trust & Expand Solve immediate Go live Prove unique value
relationship into new areas and challenges with initial project of our solution with
through grow volume or merchant pain live traffic
knowledge and point
reputation
Aim:
Marketing Help merchants
make decisions
How do we do it
Generate awareness
• Outdoor advertising
• Social media
• Campaigns
• PR
4 Winning is more important than ego; we work 8 We create our own path and won’t
as a team - across cultures and time zones be slowed down by “stewards”
Strong management team
Joop Wijn Ingo Uytdehaage Pieter van der Does Arnout Schuijff Roelant Prins Sam Halse
CSRO CFO Co-founder & CEO Co-founder & CTO CCO COO
Amsterdam Amsterdam Amsterdam Amsterdam Amsterdam Amsterdam
Dagmar van Ravenswaay Claasen Edgar Verschuur Martine Buis Brian Dammeir Jean-Marc Thienpont Mariëtte Swart
Director Regulatory Affairs Head of Global Acquiring HR Director
Head of Product
POS Solutions Managing Director General Legal Counsel
Amsterdam Amsterdam Amsterdam Amsterdam Amsterdam Amsterdam
Alexander Matthey Michiel Toneman Bert Wolters Etienne Gerts Pieter Berlijn Rob Vonk
EVP Technology
SVP System Architecture EVP Technology
Head of Development Head of Infrastructure EVP Technology
Berlin Amsterdam Amsterdam Amsterdam Amsterdam Amsterdam
900
675
+37% CAGR
450 873 FTE
668 FTE
25 50 75 100
April
25 50 75 100
Creating your own path Building the business together Company culture
Financials
Key financial highlights
192.5 111.7
156.4
89
124.8 70.3
70 61
59.5 93.5
48.9 38.4
H1 H2 H1 H2 H1 H2 H1 H2 H1 H2 H1 H2
2017 2018 2017 2018 2017 2018
Gross
Recognized as revenue when a payment transaction has been completed by means of
Settlement fees settlement with a merchant; includes interchange and payment network fees and other
revenues costs incurred from financial institutions, as well as a markup charged by Adyen
Foreign exchange service fees, sale of POS inventory and third party income that are
Other services
recognized as revenue when such services are rendered
Shopper
€100.00
€100.00
Shopper bank
€1.00 - Interchange fee
Adyen
€0.06 + €0.20 - Adyen fee
€98.24
merchant base
Net revenues
Top 120–68% Other–32%
Adyen’s growth and high margins have been driven by the substantial 108
expansion of business with existing merchants in key markets, as
well as the onboarding of new merchants
The full amount of transaction volumes is being received and 2017 2018
processed on a single platform and a single code case
Take rate
Net revenue
• Net revenue consist of gross revenue less costs incurred from
financial institutions (including interchange and scheme fees)
and changes in inventory
• Net revenue in 2018 increased to €349 million from €218 million for
2017, representing an increase of 60%, primarily as a result of growth in
+60%
processed volume and the number of transactions settled with
merchants
349
Take rate
• Adyen focuses on absolute margins on a merchant-by-merchant 218
basis, as opposed to targeting take rate levels
• Adyen does not track take rate as a measure of its business but
rather sees it as an output of merchant discussions and business 2017 2018
strategy
Significant momentum in
growth pillars
86.9
97.6%
70.0 70.0 70.0
10.0
6.6
2.1 3.0 5.4 11.3%
1.9 9.1%
9.4%
2.4% 6.1%
2.7%
H1 H2 H1 H2 H1 H2 H1 H2 H1 H2 H1 H2
Eu
ro
pe
well diversified
N
or
th
A
across regions
m
er
ic
a
23
.3
20 LN
M
17
+1
20 .6
18 M
49
13
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%
3.
20 LN
Net revenue
8
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L
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18 7 M
22
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ci
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15
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geographies, whereby revenue recognition is
M
La
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tin
20 .7
+1
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34
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m
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+3
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17
Re
2017
1.
st 3%
20 LN
3
M
17
of
+ 18 LN
20 3 M
th
• Adyen does not track profitability by
1.
e
W
or
geography and prefers to take a collaborative
ld
ts
22,
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os
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Sustainable levels of
an
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in
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it ut
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operating expenses
C
os
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Operating expenses
en
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ry
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Adyen’s main operating expenses are its employee, technology and
ie
•
ec xe
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an
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tio as
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n se
W
of ts
ag
sales and marketing costs
se
an
d
sa
la
r
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s
• This is a testament to the scalability of the business with only a small
O
portion of the cost base linked to increasing volumes
th
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Platform costs
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Adyen has developed its integrated platform entirely in-house,
p
•
en
A
dv
se
is
H
ou
or
as it does not significantly rely on third-party providers or systems
s
y
si
co
ng
st
co
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IT
s
co
to run its platform. Hence, it is not required to invest significant
ts
O
st
ffi
s
c
e
co
st
amounts for maintenance or legacy issues
s
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Sa
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EBITDA (1) (€ MM)
46% 52%
2017 2018
1 EBITDA defined as operating income + amortization and depreciation of tangible and intangible fixed assets
€ 132,783 € 10,748 € 1,444,123 € 65,294
Processing Sales of Settlement Other
fees goods fees services
outstanding in its balance sheet as at December 31, 2018 intangible fixed assets
€ 14,367
Other Income
€ 173,210
€ 72,716
Income before interest income,
interest expense and income taxes
Tax rate
Wages and salaries
€ 80,024
Other operating expenses
22% in 2017
€ 1,516
Finance expense
€ 164,710
€ 7,401 Income before income taxes
Other financial results
Net income
• 2018 net income increased to €131 million from €71 million in 2017,
representing an increase of 84% € 33,564
Income taxes
€ 131,146
Net income for the period
€ 622
Other currency
translation adjustments
€ 131,768
Total Comprehensive income
all amounts in EUR thousands unless other stated
Breakdown of capital expenditure (€ MM)
FY 2017 FY 2018
predictable capital • Adyen has limited capital expenditure needs and limited R&D costs are
capitalized – this leads to low depreciation and amortization
expenses and high operating margins
expenditure levels
Outlook
• Adyen aims to maintain a sustainable annual capital expenditure level
of up to 5% of net revenues in the medium term, driven by its single
platform which provides for significant scalability at limited marginal
cost
• Adyen believes its capex investment plan is sustainable and will ensure
continued innovation
Free cash flow (1) (€ MM)
89% 92%
168
88
2017 2018
1. Adyen has not defined, and does not intend to define, ‘‘medium term’’ and ‘‘long term’’. These financial objectives should not be read as forecasts, or projections or expected results and should not be read as indicating that Adyen is targeting such metrics for any
particular year, but are merely objectives that result from Adyen’s pursuit of its strategy. Adyen's ability to meet these objectives is based upon the assumption that Adyen will be successful in executing its strategy and, furthermore, depends on the accuracy of a
number of assumptions involving factors that are significantly or entirely beyond Adyen's control and are subject to known and unknown risks, uncertainties and other factors that may result in Adyen being unable to achieve these objectives.
Growth strategy
Adyen vs other players in the market
Incumbent PSPs
Amortization and depreciation of tangible and intangible fixed assets (8.7) (5.9)
Income before interest income, interest expense and income taxes 119.3 93.5