Go-to-Market Approach & Sales Executioncriteo.investorroom.com/download/CRTO_2015... · Go-to-Market Approach & Sales Execution Eric Eichmann President & COO Mollie Spilman Chief

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


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


Geo expansion

Midmarket expansion

Enhanced technology

New channels

Cross device


Both drivers are already generating strong growth


Year-over-year growth in Revenue ex-TAC

existing clients new clientstotal

Q1 2014 Q1 2015Q2 2015 Q4 2015Q3 2015

Midmarket expansion


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


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

E-mail

Desktop

Tablets

Smartphones

2015

Display

Social

In-app

E-mail

Search?

Desktop

Tablets

Smartphones

X-device


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


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


Hubs in the Americas and

EMEA

Hybrid model in Asia-PacificBoston

Barcelona

Tokyo

Singapore

Sao Paulo

Structured to win – Operations


Process and practice establishment:

Business intelligence, technical solutions, creative solutions,

global accounts, product roll out

Sales enablement/ training, sales operations


Financial

Focused and disciplined – Targeted approach


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


23

Best-in-class service

Creative

Services

Business

Intelligence

Technical

Solutions

Monitoring & Service

Management24/7Copyright © 2015 Criteo


Technical solutions

Technical support:

Get more data from

the client

Technical

integration:

Catalog/trackers



Business intelligence

Campaign

performance

optimization

Pre-sales analysis,

A/B tests



Creative services

Improved user

experience

Product

customization


Tried. Tested. Trusted.


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

Documents

Go-to-Market Approach & Sales Executioncriteo.investorroom.com/download/CRTO_2015... · Go-to-Market Approach & Sales Execution Eric Eichmann President & COO Mollie Spilman Chief