Investor Presentation • Apr 1, 2021
Investor Presentation
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B2B
"We pioneer a working world where people can do what they love and love what they do."


tion




Megatrends Unbalanced Demographic labor change market Need for Automation lifelong and 2 digitization learning /hat's on your m Changing Changing values ways of working
~48% of job profiles expected to change due to digitalization within the next 10 years
99% of companies believing in growing importance of lifelong learning
€41b overall corporate spending on training & development in 2019
~60% of companies invest into digital skill education
2016: 17.3 hours
2019: 18.3 hours

| Our belief | Our missions | ||
|---|---|---|---|
| INDIVIDUALS | |||
| ur Vision: r a better rking life |
We believe in a world of work where people can find their true self and achieve their full potential. This not only makes individuals more satisfied and happier, it also makes |
Pioneering a world of work where people can do what they love and love what they do F Making companies |
|
| companies more successful. | succeed trough the power of people |


= 3-12m @ € 7.95 - 9.95 p.m.
= 3-12m @ € 5.95 - 8.95 p.m.
■ € 4,290 - 23,690 p.a.
= € 800 - 6,000+ p.a.
■ € 3,500 per shortlist
▪ Individual pricing
▪ From € 200 & 15% success fee to 2,500 p.a. flat fee





40 sessions & workshops
50 speaker


10,000 voting users

Aus über 200 Bewerbungen wurden gestern die Gewinner des diesjährigen New Work Awards ausgezeichnet. Einzelpersonen, Teams und ganze Unternehmen konnten hier mit ihren Ideen und Initiativen für eine neue Art des Arbeitens überzeugen.

Diese Idee hat den New Work Award wirklich verdient In Experimantiarhaula dui Apartu' Bhairygers Digital Bradd
dell den II-Shundlers Arkellatings. Almature, Rousch and Maris

FRANKFURT RHEIN-MAIN POLITIK MEINUNG EINTRACHT KULTUR MEHR "
2017 filtete eine deutsche IT-Firma die 15-Stunden-Woche ein. Ihr Mut wurde belohmt, das fortschrittliche Arbeitszeitmodell beschert der Agentur jetzt einen wichtigen Preis.
Das verkörzte 5-Stunden-Arbeitzsodell von Rävingans Digital Enabler hat der Firma jetzt sogar eine Auszeichnung beschert: Beim "New Work Award 2019" des Kartievenerzswerks Xing belegt die Agentur aus Bieleteld Platz eins in der Kategorie "Unstitutionen Institutionen" und wurde zum Unternehmen des Jahres gekürt.

More than 900 participants in 2019




WOLFSBURG New Work gets the old economy going, 2017
BIELEFELD Innovation culture, 2019
DÜSSELDORF Transformation – New Work changes companies, 2016
COLOGNE Transformation & culture@work, 2018
MONTABAUR Transformation of work, 2020
FRANKFURT Digitalisation and corporate culture, 2015
STUTTGART How companies succeed with New Work, 2016
New Work, new cultures, 2018
MARBURG New Work Campus, 2016
VIENNA
Focus: Management, 2015 Innovation through freedom, 2018, New Culture, new Work, 2019
Beautiful world of new work, 2019



Source: German Federal Labor Agency; German Federal
Institute for Vocational Education and Training; IGZA, Korn Ferry 1. Dependent on migration, employment ratio and birth rates 2. 2019
| ( Win every talent in the DACH market |
XING " | "We empower people to unleash their full potential" | Largest German professional network with >19m members |
|---|---|---|---|
| Kununu | "We empower people to choose the right place to work with workplace insights that matter" |
Europe's largest employer review platform – with >4m unique company insights |
|
| Strengthen XING/kununu |
ಿ Honeypot | "Developer happiness" | Leading IT-developer specialized community and job platform: 200k talents |
| Hallo Freelancer |
"We promote job flexibility by enabling fair, efficient collaboration between companies and freelancers" |
Access to 450k1 freelancers in DACH |
|
| InterNations | "We make expat life a great experience" | World's largest online expat network with 3.9m members |


Large user base: ~19m; strong user growth: ~2m annually
25k online groups; >13k local offline events per month (Ø2019)
400 insider; 800 local publishers; 5m subscriber of curated newsletters
95% of Top 200 DACH companies present with jobs; 20k active recruiters on platform








| HR value chain | |||||||
|---|---|---|---|---|---|---|---|
| na | Hire talent | Hold talent | |||||
| Become #1 partner |
Attract | Source | Select | Retain | Develop | ||
| for HR in DACH |
High | " Differentiate my employer branding value proposition |
" Find rare talents fast and cost-effective from pre- vetted pools |
" Use data for unbiased talent selection with high propensity to succeed |
" Use data to detect early indications of key talent prone to churn |
" Have in-house program and platform for virtual learning |
|
| Expand lead positions Extend h |
HR Maturity |
Varying HR needs |
|||||
| Low | " Have a career page |
" Get awareness for my job ad |
" Better manage interviews |
" Identify reasons for |
" Provide learning |
||
| churn | opportunities |
| 6 | HR value chain | ||||||
|---|---|---|---|---|---|---|---|
| Hire talent | Hold talent | ||||||
| Become #1 partner |
Attract | Source | Select | Retain | Develop | ||
| for HR in DACH |
Market sizes Germany only; |
~€0.7b | ~€4b | ~€0.3b | ~€0.2b | ~€4-6b | |
| Expand lead positions |
AT/CH each provide +10%- 15% potential |
Employer branding, search engine mar- keting, other (e.g. certification) |
Active sourcing, passive sourcing, freelancers (excl. temporary staffing) |
Tools (ATS), screening | Employee monitoring, benefit administration |
Digital training | |
| Extend hirin solutions |
Future growth (NWSE relevant segments) |
2 Growing need to communicate employer purpose and attractiveness Increasing digital communication spending |
Offline-to-online shift of sourcing spend - superior economics Increasing sourcing efforts |
く Rising cost of "selection failure" Pressure to reduce time-to-hire and ensure process compliance |
1 Talent shortage increases pressure to retain, with digital / data driving churn prevention Overall space likely to remain offline |
Rising job requirements and specialization drive training budgets Digitization allows for virtual / scalable in-house solutions |
|
| Trend towards integrated and data-backed solutions (recruiting & HR management systems) |
Source: Market model (German Federal Office, German Federal Labor Agency, Institute of Economics and other market studies and reports)


Source: HuM Study (internal)

| 13 | Main talent sourcing value propositions | ° XING " | Instant access to ~19m members at an annual |
||
|---|---|---|---|---|---|
| Become #1 partner for HR in DACH |
Headhunting | CD High likelihood to fill the vacant position with a qualified candidate |
XING TalentManager | list price of €4.000 | |
| - High commisions on p.a. salary (25% on average)1 |
The leading candidate search tool (in %)² | ||||
| 72 | |||||
| Expand lead positions |
Active Sourcing Tools |
- - Cheaper than headhunting, more effective than passive sourcing (-) Dedicated active sourcing-resource required in customer´s HR team |
in fəsiləsinin cinsinə aid bitki növü. İstinadlar Respublikasının fəsiləsinin cinsinə aid bitki növü. İstinadlar Respublikasının Qaran Qaran Qaran Qaran Qırmızı | 37 | |
| Search chains | _ 27 | ||||
| Others | 25 | ||||
| CV databases ____ 16 | |||||
| i Extend hırın; | F) Talent-sourcing proposition with | 10 | |||
| Passive | lowest overall price hurdle | Talent search ■ 6 | |||
| Sourcing | — No guarantee for success and little | 2 | |||
| confidence on time-to-hire | 2 |










| Unique advantage from #1 destinations & marketplace ♥ | Ample headroom for growth on B- & C-Side | ||
|---|---|---|---|
| INDIVIDUALS | |||
| หมูกบุกมั่ ೆ ಇಿ Honeypot C-side: Leading talent destinations |
19m XING users1 |
VS. | 37 m skilled talent1 |
| SELF-REINFORCING 11 MECHANISMS |
~140k | ||
| B-side: | ~13 k NWSE clients2 |
VS. | 'digital' HR departments? |
| Strong HR solutions along the HR value chain | ~€12k NWSE-ARPU² |
VS. | ~ €34 k ø spending for hiring? |
| HR CUSTOMERS | 1. 37m skilled talend in Germany, 19m XING users DACH total |

| Pre-COVID | COVID | Post-COVID aspiratīon |
||
|---|---|---|---|---|
| Revenue development |
Annual double-digit growth |
Stable revenues |
Annual double-digit growth |
|
| EBITDA margın |
>30% | >30% | >30% |
| Capital allocation geared towards value creation | |
|---|---|
| -------------------------------------------------- | -- |



XING *
XING * Events
XING * Marketing
Solutions
Hallo Freelancer Ein Service von XING
ുള്ള
InterNations
Kununu*
PRE®SCREEN
Honeypot


| Consensus collected by IR | 2020e | 2021e | 2022e |
|---|---|---|---|
| Service revenues | 276 | 286 | 310 |
| EBITDA | 84 | 89 | 99 |
| Margin | 30% | 31% | 32% |
| D&A | -35 | -35 | -35 |
| EBIT | 47 | 54 | 63 |
| Margin | 17% | 19% | 20% |
| Net income | 37 | 36 | 42 |
| EPS in € | 6.76 | 6.64 | 7.95 |
| DPS in € | 2.70 | 3.08 | 3.52 |
| Berenberg, Deutsche Bank, Class Comparis Comparis Comparis Comparis Comparis Comparis Comparis Comparis Comparis Comparis Comparis Componitation Componitant Componitation Comers of Comments of Comment |
| Analyst coverage | Berenberg, Deutsche Bank, Hauck & Aufhäuser, MM Warburg, Pareto Securities |
|---|---|
| Shares / | 5,620,435 |


Director Investor Relations new work se Dammtorstrasse 30 20354 Hamburg Germany
Tel.: +49 (0)40 419 131-793 Fax.: +49 (0)40 419 131-44
E-mail: [email protected]

| Pro-forma | 2020 | 2019* | 2020 vs. 2019 |
2020 vs. 2019 |
||
|---|---|---|---|---|---|---|
| Abs. ** | ** Abs. |
Rel. | Abs. | |||
| Service revenues | 276.5 | 276.0 | 269.2 | 269.5 | 3% | 7.4 |
| Other operating income | 2.0 | 6.4 | 2.6 | (69%) | (4.4) | |
| Capitalised own work | 23.6 | 24.9 | (5%) | (1.3) | ||
| Costs before capitalisation | (214.5) | (209.4) | (213.0) | (212.4) | 1% | (1.5) |
| EBITDA | 87.6 | 92.3 | 87.5 | 84.7 | 0% | 0.2 |
| Margin | 32% | 33% | 32% | 31% | (2%pt) | |
| D&A | (56.1) | (37.9) | (32.9) | (33.0) | 71% | (23.2) |
| Financial result | 9.3 | (0.5) | 4.7 | (1.3) | 99% | 4.6 |
| laxes | (14.7) | (16.5) | (16.1) | (14.6) | (8%) | 1.3 |
| Net income | 26.1 | 37.4 | 43.2 | 35.8 | (40%) | (17.1) |
| EPS | 4.65 | 6.65 | 7.69 | 6.37 | (40%) | (3.04) |

| Segment EBITDA 2020 |
2020 Margin |
2019 Margin |
|
|---|---|---|---|
| B2C | 29.6 | 29% | 26% |
| B2B E-Recruiting | 102.6 | 67% | 66% |
| B2B Marketing Solutions & Events | 4.9 | 24% | 36% |
| kununu International | 0.0 | ||
| Tech, Central Services & Other | (49.4) | ||
| Total EBITDA | €87.6m | 32% | 32% |


| 2020 | 2019 | 2020 vs. 2019 |
2020 vs. 2019 |
|
|---|---|---|---|---|
| Abs. | Abs. | Rel. | Abs. | |
| EBITDA | 87.6 | 87.5 | 0% | 0.2 |
| Interest / tax / other | (12.5) | (9.5) | (32%) | (3.0) |
| Change in net working capital | 6.1 | 10.1 | (40%) | (4.0) |
| Non-cash changes from changes in basis of consolidation | 0.0 | (5.2) | 100% | 5.2 |
| ▲ Discontinued operations | (0.3) | (3.2) | 91% | 2.9 |
| Operating cash flow excl. organiser cash & incl. discontinued operations | 81.0 | 79.7 | 2% | 1.2 |
| Investment - operating | (32.9) | (35.3) | 7% | 2.4 |
| Investment – acquisitions & joint venture | (0.7) | (25.2) | 97% | 24.5 |
| Investment - financial assets | 0.0 | 0.0 | 0.0 | |
| Interests paid, lease liabilities, FX rate diff. & rest | (6.4) | (5.6) | (14%) | (0.8) |
| ▲ Discontinued operations | (0.1) | (0.2) | 30% | 0.1 |
| Cash flow excl. dividends & organiser cash & incl. discontinued operations | 40.8 | 13.4 | 204% | 27.4 |
| Regular dividend | (14.6) | (12.0) | (21%) | (2.5) |
| Special dividend | 0.0 | (20.0) | 100% | 20.0 |
| Cash flow excl. organiser cash & incl. discontinued operations | 26.3 | (18.6) | 241% | 44.9 |
| Effects organiser cash | (1.2) | 0.8 | (255%) | (1.9) |
| Cash flow incl. organiser cash & incl. discontinued operations | 25.1 | (17.8) | 241% | 42.9 |

| 2020 reported |
IFRS 5 effects from discontinued operations |
Changes in the bases of consolidation |
Impairment of goodwill |
Changes in earn-out liabilities |
Remeasurem ent of non- operating financial instruments |
Restructuring expenses |
2020 Pro-Forma |
2019 Pro-Forma |
2020 Pro- Forma vs. 2019 Pro- Forma |
|
|---|---|---|---|---|---|---|---|---|---|---|
| Abs. | Abs. | Abs. | Abs. | Abs. | Abs. | Abs. | Abs. | Abs. | Rel. | |
| Service revenues | 276.5 | 0.1 | (0.6) | 276.0 | 269.5 | 2% | ||||
| Other operating income | 2.0 | 0.0 | 2.0 | 2.6 | (24%) | |||||
| Other own work capitalized | 23.6 | 23.6 | 24.9 | (5%) | ||||||
| Personnel expenses | (141.9) | (0.3) | 1.6 | 3.1 | (137.5) | (127.9) | 8% | |||
| Marketing expenses | (29.0) | 0.0 | 0.3 | (28.7) | (34.7) | (17%) | ||||
| Other operating expenses | (40.0) | (0.1) | 0.4 | 0.1 | (39.5) | (47.8) | (17%) | |||
| Impairment losses on financial assets and contract assets |
(3.6) | (3.6) | (2.1) | 74% | ||||||
| EBITDA | 87.6 | (0.3) | 1.7 | 3.2 | 92.3 | 84.7 | 9% | |||
| D&A | (56.1) | 0.3 | 0.4 | 17.4 | (37.9) | (33.0) | 15% | |||
| Financial result | 9.3 | 0.0 | 0.2 | (9.8) | (0.1) | (0.5) | (1.3) | (61%) | ||
| Taxes | (14.7) | 0.0 | (0.8) | 0.0 | (1.0) | (16.5) | (14.6) | 13% | ||
| Net income | 26.1 | 0.0 | 1.6 | 17.4 | (9.8) | (0.1) | 2.2 | 37.4 | 35.8 | 4% |
| EPS | 4.65 | 0.0 | 0.28 | 3.10 | (1.75) | (0.02) | 0.39 | 6.65 | 6.37 | 4% |


19 Million members

Networking among professionals from every industry

Broad news portfolio
XING jobs with new work criteria

Premium partners such as HRS Hotels, Gymondo, Sixt, Harvard Business Manager and audible
Comprehensive profile visitor details Profile analysis with insights to boost visibility
Premium customer service
Send messages to non-contacts and view contact updates at a glance
Digital self-assessment with a personal strengths test + e-learning section with Premium content

Active & well-connected employees act as multipliers, spreading business information around the network in a targeted way
Boost your employer brand with clear and professional employee profiles
The powerful Premium search gives employees instant access to the right contacts
Browse contact updates, industry news and comprehensive statistics - grow your knowledge and your network
XING LicenceManager: Simple Premium licence assignment helps you reduce costs and admin.

Possibility to add more information to the profile, such as the willingness to move for a new job
100% confidential – possibility to hide information from superiors
Upload documents such as CV and certificates
Contact recruiters about vacancies

Find the right contacts within target businesses
Use the right information when approaching target clients
Keep a close eye on competitors

XING Talk and XING Talk unterwegs – watch video interviews with enticing ideas from experts on a variety of careers-related topics
Klartext - current affairs debates on XING, with new topics posted on a daily basis by guest authors that are open to discussion with users.
Industry news – read top daily articles in the form of a curated newsletter giving you the lowdown from more than 25 industries. More than 2 million people read industry news each week.
XING Insider – over 300 experts and pioneers from various professional fields share their knowledge and insights regularly on XING.
Corona Hacks – coronavirus-related news offers guidance and support throughout tricky times.

Experience an entirely new kind of recruiting
Enjoy job searches revolving around the own needs and preferences
Find jobs that meet individual criteria: family-friendly working conditions, good career opportunities, social and environmental expertise
Check out reviews posted on kununu, the original employer rating platform



Events

1.6 million business events

More than 19 million potential participants

over 12 million tickets sold

No. 1 marketplace for business events

Online events - easily create and promote webinars, hybrid events, virtual fairs & conferences.
Online registration - create a configurable ticket shop that can be integrated in websites. Manage ticket sales & delivery via the event platform.
Event promotion – reach the right target group on XING and take advantage of clever retargeting.
Payment processing - let us handle the entire billing process.
APIs - transfer attendee data on XING to own tools via API
Entry management - for events of all shapes and sizes.
All of the above is based on event data intelligence gleaned from over a million events




Target-group-specific advertising formats Convey your messages in a professional environment

19 million users Targeted advertising with XING

AdManager, mailings & articles
Accurate targeting Effective communication strategies
Co-branding Cross-product campaigns




19 million potential candidates in Germanspeaking countries

More than 60% of XING users are job hunting or open to offers

More than 64 million visits per month on XING and kununu
Product solutions for successful staff recruitment:
Authentic employer brand The cornerstone of staff recruitment



Largest employer review platform in Europe

More than 4.6 million authentic company reviews

More than 240,000 rated employers
Option for companies to showcase as appealing employer

More than 1,300 satisfied customers

Exclusive access to >19 mill. candidates

Job board multiposting on 300+ job boards
Applicant tracking system User-friendly & functional
Web-based & flexible Map the whole recruiting process



3.9 mill. members + communities in 420 countries worldwide

6,000 monthly events and activities

Nearly 7,000 local event organisers
Global networking Feel at home everywhere Diverse leisure activities 2 InterNations Meet other Global Minds ondon Hiking for Fun & Fitness Group
Co-Lunch - Networking and Sociability in your Lunch Brea

Flexibility on the labour market Collaboration between companies and freelancers
IntelligentMatch™ delivers suitable experts out of 450,000 freelancers within the XING network
Intelligent Matching Available experts in 48 hours
Freelancer Management Rating system to document experiences

Dein Schlüssel zu 450.000 Freelancern.


Europe's developerfocused job platform
over 200,000 registered software developers at Honeypot
80% of companies hire within 4 weeks
All candidates on Honeypot are prescreened and looking for a job.
Companies apply to talents – not the other way around




At a glance New Work News New Work Award New Work Sessions New Work Experience NWXnow
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