Route Mobile Limited — Investor Presentation 2021

May 18, 2021

Ref No: RML/2021-22/80

Date: May 18, 2021

To, BSE Limited Scrip Code: 543228

National Stock Exchange of India Limited NSE Symbol: ROUTE

Dear Sir/Madam,

Sub: Investor presentation

Pursuant to Regulation 30 of the SEBI (Listing Obligations and Disclosure Requirements) Regulations, 2015, we are enclosing the investor presentation, that will be made today to the Analysts at 5:00 P.M. (IST) in connection with the Financial Results of the Company for the year ended March 31, 2021.

You are requested to take the above information on record.

Yours faithfully, For Route Mobile Limited

RATHINDR Digitally signed by RATHINDRA DAS A DAS Date: 2021.05.18 15:02:09 +05'30' ________ Rathindra Das Head Legal, Company Secretary & Compliance Officer

Encl : as above

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Route Mobile Limited Annual and Quarterly Update – FY2021 and Q4 FY2021 May 18, 2021

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Safe Harbour

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Certain statements mentioned in this presentation concerning our future growth prospects are forward looking statements (the “Forward Statements”) and are based on reasonable expectations of the management, which involves a number of risks, and uncertainties that could cause actual results to differ materially from those in such Forward Statements. The risks and uncertainties relating to these Forward Statements include, but are not limited to, risks and uncertainties regarding fluctuations in our earnings, fluctuations in foreign exchange rates, revenue and profits, our ability to generate and manage growth, competition in CPaaS globally, wage increases in India, our ability to attract and retain highly skilled professionals, time and cost overruns on fixed-price and fixed time frame contracts, industry segment concentration, our ability to manage our international operations, our revenues being highly dependent on clients in the United States of America, reduced demand for technology in our key focus areas, disruptions in telecommunication networks or system failures, our ability to successfully complete and integrate potential acquisitions, liability for damages on our service contracts, withdrawal of fiscal governmental incentives, political instability, adverse impact of global pandemics (including COVID-19 impact), war, legal restrictions on raising capital or acquiring companies, unauthorized use of our intellectual property(ies) and general economic conditions affecting our businesses and industry. We may, from time to time, make additional written and oral Forward Statements . We do not undertake to update any Forward Statements that may be made from time to time by us or on our behalf, unless required under the law.

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Snapshot

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131% ₹14,222mn ₹1,756mn ₹1,328mn ₹4,642mn FY2021 FY2021 Revenue FY2021 EBITDA FY2021 PAT Net Cash CFO/EBITDA Full stack A2P Analytics 20% 7 ₹88,599mn 32.3bn and Firewall, SMSC and Dividend Strategically Located Market Capitalisation[(1)] Transactions in FY2021 MMSC solution deployed recommended[(2)] Cloud Data Centers for MNOs globally Scalable omni-channel Serving 9 of the 20 most 265+ Team of 360+ Presence across CPaaS platform valuable Global Tech Direct MNO connect motivated 15+ locations deepening customer Brands[(3)] Super Network professionals globally engagement

(1) As of May 17, 2021 (source: BSE India)

(2) Dividend recommended for FY2021 as % of face value of shares

(3) Source: https://www.visualcapitalist.com/the-worlds-tech-giants-ranked/

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Financial Highlights FY2021 and Q4 FY2021

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FY2021 - Snapshot

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Revenue from Operations (In ₹ mn)

Gross Profit (In ₹ mn) and Gross Profit Margin (%)

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Y-o-Y growth
47%
Revenue from
operations (₹ mn)
9,563 14,062
FY2020 FY2021
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Y-o-Y growth
44%
20.1% 19.7%
Gross Profit (₹ mn)
Gross Profit %
1,921 2,771
FY2020 FY2021
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EBITDA (In ₹ mn) and EBITDA Margin (%)

Adjusted PAT[(1)] (In ₹ mn) and Adjusted PAT Margin (%)

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Y-o-Y growth Y-o-Y growth
76% 84%
12.5%
10.3%
10.5%
8.3%
EBITDA (₹ mn) Adj. PAT (₹ mn)
EBITDA % Adj. PAT %
1,000 1,756 799 1,469
FY2020 FY2021 FY2020 FY2021
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(1) PAT has been adjusted for non-cash amortization (incurred in FY2020 and FY2021) associated with the intangible assets added as a result of purchase price allocation for Route Mobile limited acquisitions, and for one-time expenses related to payments made under Sabka Vikas Scheme (incurred in FY2020) and one-time stamp duty charges incurred in FY2021)

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Financial Highlights

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For the Financial Year ended March 31, 2021 (FY2021)

• Closed FY2021 with revenue from operations of ₹14,062mn compared to ₹9,563mn in FY2020

• Y-o-Y growth of 47.1% in revenue

• Recorded Gross Profit of ₹2,771mn in FY2021 compared to ₹1,921mn in FY2020

• Y-o-Y growth of 44.3% in Gross Profit

• Gross Profit margin of 19.7%, 20.1% in FY2021 and FY2020 respectively

• Recorded EBITDA of ₹1,756mn in FY2021 compared to ₹1,000mn in FY2020

• Y-o-Y growth of 75.7% in EBITDA

• ○ EBITDA margin of 12.5%, 10.5% in FY2021 and FY2020 respectively

• Recorded Profit After Tax of ₹1,328mn in FY2021 compared to ₹582mn in FY2020

• Y-o-Y growth of 128.1% in Profit After Tax

• Adjusted Profit After Tax of ₹1,469mn in FY2021 compared to ₹799mn in FY2020

• Adjusted for non-cash amortization (incurred in FY2020 and FY2021) associated with the intangible assets added as a result of purchase price allocation for acquisitions, and for one-time expenses related to payments made under Sabka Vikas Scheme (incurred in FY2020) and one-time stamp duty charges associated with earn-out payment related to 365squared acquisition (incurred in FY2021)

• Adjusted Profit After Tax margin of 10.3%, 8.3% in FY2021 and FY2020

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Q4 FY2021 - Snapshot

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Quarterly Revenue from Operations (In ₹ mn)

Gross Profit (In ₹ mn) and Gross Profit Margin (%)

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Y-o-Y growth
36%
Revenue from
operations (₹ mn)
2,658 3,848 3,624
Q4 FY2020 Q3 FY2021 Q4 FY2021
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Y-o-Y growth
69%
22.0%
17.7% 18.0%
Gross Profit (₹ mn)
Gross Profit %
470 694 796
Q4 FY2020 Q3 FY2021 Q4 FY2021
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EBITDA (In ₹ mn) and EBITDA Margin (%)

Adjusted PAT[(1)] (In ₹ mn) and Adjusted PAT Margin (%)

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Y-o-Y growth
105%
14.2%
11.6%
EBITDA (₹ mn)
9.5%
EBITDA %
251 447 515
Q4 FY2020 Q3 FY2021 Q4 FY2021
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Y-o-Y growth
127%
10.9%
10.6%
Adj. PAT (₹ mn)
6.5%
Adj. PAT %
174 416 394
Q4 FY2020 Q3 FY2021 Q4 FY2021
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(1) PAT has been adjusted for non-cash amortization (incurred in FY2020 and FY2021) associated with the intangible assets added as a result of purchase price allocation for Route Mobile limited acquisitions, and for one-time expenses related to payments made under Sabka Vikas Scheme (incurred in FY2020) and one-time stamp duty charges incurred in FY2021)

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Financial Highlights

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For the Quarter ended March 31, 2021 (Q4 FY2021)

• Closed Q4 FY2021 with revenue from operations of ₹3,624mn compared to ₹3,848mn in Q3 FY2021 and ₹2,658mn in Q4 FY2020 ○ Y-o-Y growth of 36.4% and sequential degrowth of 5.8% in revenue

• Recorded Gross Profit of ₹796mn in Q4 FY2021 compared to ₹694mn in Q3 FY2021 and ₹470mn in Q4 FY2020

• Y-o-Y growth of 69.4% and sequential growth of 14.7% in Gross Profit

• ○ Gross Profit margin of 22.0% , 18.0% and 17.7% in Q4 FY2021, Q3 FY2021 and Q4 FY2020 respectively

• Recorded EBITDA of ₹515mn in Q4 FY2021 compared to ₹447mn in Q3 FY2021 and ₹251mn in Q4 FY2020

• Y-o-Y growth of 104.9% and sequential growth of 15.1% in EBITDA

• ○ EBITDA margin of 14.2% , 11.6% and 9.5% in Q4 FY2021, Q3 FY2021 and Q4 FY2020 respectively

• Recorded Profit After Tax of ₹355mn in Q4 FY2021 compared to ₹376mn in Q3 FY2021 and ₹148mn in Q4 FY2020 ○ Y-o-Y growth of 139.8% and sequential degrowth of 5.7% in Profit After Tax

• ● Adjusted Profit After Tax of ₹394mn in Q4 FY2021 compared to ₹416mn in Q3 FY2021 and ₹174mn in Q4 FY2020

• Adjusted for non-cash amortization (incurred in FY2020 and FY2021) associated with the intangible assets added as a result of purchase price allocation for acquisitions, and for one-time expenses related to payments made under Sabka Vikas Scheme (incurred in FY2020) and one-time stamp duty charges associated with earn-out payment related to 365squared acquisition (incurred in FY2021)

• Adjusted Profit After Tax margin of 10.9% , 10.6% and 6.5% in Q4 FY2021, Q3 FY2021 and Q4 FY2020 respectively

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Growing Number Of Multi-Million Dollar Accounts With Improving Client Diversification

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Clients by Account Size
35 31
30
25 21
20
15
15 11
10 7
4
3 3
5 - 1 2 2 - 1 2 -
-
> $15mn > $10mn > $5mn > $1mn
FY2018 FY2019 FY2020 FY2021
Client Concentration
100%
86%
81% 82%
80%
59%
54% 54% 54%
60%
43% 44% 45%
36%
40%
25% 23%
19%
15%
20%
6%
0%
FY2018 FY2019 FY2020 FY2021
Top 1 Top 5 Top 10 Top 50
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Enterprise customers contributing to growth Growth trend witnessed in top 15 enterprise customers (based on FY2021 revenue)

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7,000 Customer CAGR (FY2019-FY2021)
6,000 Customer 1 200%
Customer 2 7%
5,000
Customer 3 27%
4,000 Customer 4 121%
Customer 5 228%
3,000
Customer 6 57%
2,000 Customer 7 46%
Customer 8 503%
1,000
Customer 9 82%
- Customer 10 49%
FY2019 FY2020 FY2021
Customer 11 529%
Customer 1 Customer 2 Customer 3 Customer 4 Customer 5
Customer 6 Customer 7 Customer 8 Customer 9 Customer 10 Customer 12 109%
Customer 11 Customer 12 Customer 13 Customer 14 Customer 15
Customer 13 New customer
Customer 14 54%
Dedicated enterprise sales team focused on on-boarding large enterprise customers Customer 15 8%
Revenue in ₹mn
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• Dedicated enterprise sales team focused on on-boarding large enterprise customers

• ▶ Key accounts management team focused on deepening relationship with key customers and growing revenue contribution from the key customers

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Strong recurring revenue

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Recurring Revenue as % of Operating Revenue

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91%
85%
FY2020 FY2021
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Net revenue[(1)] retention of 140%

Zero Churn in top 50 customers in FY2021

Deep Customer engagement driving high recurring revenues

Recurring customers defined as customers that have been billed in each of the months over the respective period. For instance, a customer billed each month over April 1, 2020 – March 31, 2021 is a recurring customer for FY2021

(1) Net revenue retention calculated based on comparison of FY2020 revenue with FY2021 revenue for top 150 customers (accounting for 96% of FY2020 revenue)

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Top countries (in terms of revenue contribution) Top 10 countries (as per FY2021 revenue), in terms of A2P revenue generated by termination of communication

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14,000
Country CAGR (FY2019-FY2021)
12,000
Country 1 (APAC) 57%
10,000
Country 2 (MEA) 42%
8,000
Country 3 (APAC) 149%
6,000 Country 4 (APAC) 155%
4,000 Country 5 (APAC) 1,583%
2,000 Country 6 (MEA) 7%
Country 7 (LatAm) -7%
-
FY2019 FY2020 FY2021
Country 8 (APAC) 29%
Country 1 Country 2 Country 3 Country 4 Country 5
Country 6 Country 7 Country 8 Country 9 Country 10 Country 9 (MEA) -10%
Country 10 (MEA) 60%
Revenue in ₹mn
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• Geographically diversified business

• Domination in emerging markets – driven by deep MNO connects and deployment of firewall solutions for some of the MNOs in those countries

• Top 10 countries contributed 83% of the total A2P revenue in FY2021

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New Product Revenue Momentum

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• Pandemic has led to accelerated adoption of next generation messaging channels, including enterprise voice solutions, IP based messaging and unified communication solutions, amongst others, by enterprises

Quarterly New Product Sales (₹ mn)

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130
108
89 ₹ 376mn
49 Revenue from new
products in FY2021
Q1 FY2021 Q2 FY2021 Q3 FY2021 Q4 FY2021
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• Continuous focus on cross selling alternative communication solutions to existing blue-chip customer base

• • 410 and 74 new customers onboarded over FY2021 and Q4 FY2021 respectively, across all products

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Improving Unit Economics

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Revenue from operations and Total Billable Transactions

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32
29% revenue CAGR 30
25
8,447 9,563 14,062
FY2019 FY2020 FY2021
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Revenue from operations (₹ mn) Total Billable Transactions (# bn)

EBITDA and EBITDA Margin

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12.5%
10.3%
10.5%
869 1,000 1,756
FY2019 FY2020 FY2021
EBITDA (₹ mn) EBITDA %
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Revenue (in ₹) per transaction

EBITDA (in ₹) per transaction

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0.435
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0.338
0.315
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FY2019 FY2020 FY2021
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0.054
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0.035
0.033
FY2019 FY2020 FY2021
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Robust Return Ratios and Healthy Working Capital

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Adj. PAT, Adj. PAT Margin and ROE[(1)]

Working Capital Trend[(2)]

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131%
35.4%
30.8%
30.2%
94%
10.3%
8.8% 8.3% 29%
52 49 66 73 55 80
744 799 1,469
FY2019 FY2020 FY2021
FY2019 FY2020 FY2021
Adj. PAT (₹ mn) Adj. PAT Margin (%) ROE (%) Days Sales Outstanding Days Payable CFO / EBITDA
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● Non-linear revenue model, creates significant operating leverage

● Robust EBITDA to Cash Flow from Operations conversion rate

(1) PAT has been adjusted for non-cash amortization (incurred in FY2020 and FY2021) associated with the intangible assets added as a result of purchase price allocation for acquisitions, and for one-time expenses related to payments made under Sabka Vikas Scheme (incurred in FY2020) and one-time stamp duty charges incurred in FY2021); ROE calculated using average Equity and Adj. PAT (2) Trade Payables include Outstanding expenses

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High Operating Leverage

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EBITDA as % of Gross Profit – Quarterly Analysis

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64.5% 64.7%
53.5%
Q4 FY2020 Q3 FY2021 Q4 FY2021
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EBITDA as % of Gross Profit – Annual Analysis
63.4%
52.0%
FY2020 FY2021
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• EBITDA/Gross profit demonstrates the operating leverage of the business

• Volume growth does not require proportionate increase in operating expenses

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Accounts Receivable Analysis

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Trend in Accounts Receivable

Ageing analysis of Accounts Receivable as on March 31, 2021

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66 March 31, 2021
55
52 3% [4%]
5%
< 3 months
3 - 6 months
6 - 12 months
> 12 months
88%
1,447 2,037 2,173
FY2019 FY2020 FY2021
Accounts Receivable (₹ mn) Days Sales Outstanding (# of days)
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Trade Payables Analysis

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Trend in Trade Payables[[(1)]]

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Trend in Trade Payables [[(1)]] Ageing analysis of Trade Payables as on
80 March 31, 2021
73
16%
31%
49
Not due
12%
< 1 month
1 - 2 months
2 - 3 months
> 3 months
20%
21%
909 2,156 2,767
FY2019 FY2020 FY2021
Trade Payables (₹ mn) Trade payables as days of CoGS (# of days)
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(1) Trade Payables include Outstanding expenses

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Income Statement

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Profit&LossStatement(inmn) Profit & Loss Statement (in ₹ mn)	Quarterended Quarter ended	Quarterended Quarter ended	Quarterended Quarter ended	Y-o-Ygrowth Y-o-Y growth	12monthsended 12 months ended	12monthsended 12 months ended	Y-o-Y growth Y-o-Y growth
	Mar31,2021 Mar 31, 2021	Dec31,2020 Dec 31, 2020	Mar31,2019 Mar 31, 2019		Mar31,2021 Mar 31, 2021	Mar31,2020 Mar 31, 2020
II. revenuefromoperations Total revenue from operations	3,624	3,848 3,848	2,658 2,658	36.4% 36.4%	14,062 14,062	9,563	47.1% 47.1%
Expenses Expenses
-Purchasesofmessagingservices -Purchases of messaging services	2,829 2,829	3,155 3,155	2,188 2,188	29.3% 29.3%	11,290 11,290	7,642 7,642	47.8% 47.8%
-Employeebenefitsexpense -Employee benefits expense	170 170	169 169	143 143	18.6% 18.6%	615 615	582 582	5.7% 5.7%
-Otherexpenses -Other expenses	111 111	78 78	75 75	47.6% 47.6%	400 400	339 339	17.8% 17.8%
EBITDA EBITDA	515 515	447 447	251 251	104.9% 104.9%	1,756 1,756	1,000 1,000	75.7% 75.7%
Financecosts Finance costs	4 4	4 4	15 15	-69.5% -69.5%	28 28	49 49	-43.4% -43.4%
Depreciationandamortisationexpense Depreciation and amortisation expense	64 64	65 65	61 61	4.2% 4.2%	258 258	227 227	13.6% 13.6%
Otherincome(excl.gain/lossrel.toforeignexchange) Other income (excl. gain/loss rel. to foreign exchange)	39 39	36 36	21 21	85.0% 85.0%	131 131	118 118	10.8% 10.8%
Profitbeforetax(beforeexceptionalitems) Profit before tax (before exceptional items)	440 440	464 464	176 176	150.3% 150.3%	1,631 1,631	84.3 843	93.6% 93.6%
Exceptionalitems(1) Exceptional items(1)	16 16	-	1 1		16 16	149 149
Profitbeforetax Profit before tax	425 425	464 464	175 175	143.2% 143.2%	1,615 1,615	694 694	132.9% 132.9%
Taxexpense Tax expense	70 70	88 88	27 27		288 288	112 112
ProfitAfterTax(asreported) Profit After Tax (as reported)	355 355	376 376	148 148	139.9% 139.9%	1,328 1,328	582 582	/28.196 128.1%
Amortizationresultingfromintangiblesaddedonaccount purchasepriceallocationforacquisitionsandexceptional items Amortization resulting from intangibles added on account purchase price allocation for acquisitions and exceptional items	40 40	40 40	26 26		141 141	217 217
AdjustedProfitAfterTax(~) Adjusted Profit After Tax(2)	394 394	416 416	174 174	127.2% 127.2%	1,469 1,469	799 799	83.8% 83.8%

(1) One-time expenses related to payments made under Sabka Vikas Scheme (in FY2020) and stamp duty charges associated with earn-out payment related to 365squared acquisition (in FY2021) (2) Adjusted profit calculated as profit after tax + exceptional items (excluding tax shield) + amortization resulting from intangibles added on account of acquisitions

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Financial Statements – Balance Sheet

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BalanceSheet,ason(in7mn) Balance Sheet, as on (in ₹ mn)	Mar31,2021 Mar 31, 2021	Mar31,2020 Mar 31, 2020
Non-currentassets Non-current assets
Property,plantandequipment Property, plant and equipment	211 211	224 224
Right-of-useasset Right-of-use asset	157 157	97 97
Goodwill&Otherintangibleassets Goodwill & Other intangible assets	1,560 1,560	1,435 1,435
Othernon-currentassets Other non-current assets	607 607	458 458
Tradereceivables Trade receivables	2,173 2,173	2,037 2,037
Cashandbankbalances Cash and bank balances	4,677 4,677	1,026 1,026
Othercurrentassets Other current assets	836 836	977 977
Totalassets Total assets	10,221 10,221	6,255 6,255
Equity &Liabilities Equity & Liabilities
ShareholdersNetWorth Shareholders Net Worth	6,495 6,495	2,672 2,672
Non-currentliabilities Non-current liabilities
Borrowings Borrowings	34 34	37 37
Othernon-currentliabilities&provisions Other non-current liabilities & provisions	142 142	84 84
Currentliabilities Current liabilities
Borrowings Borrowings	- -	374 374
Tradepayables(') Trade payables(1)	2,767 2,767	2,156 2,156
Otherfinancialliabilities Other financial liabilities	521 521	839 839
Othercurrentliabilities&provisions Other current liabilities & provisions	262 262	94 94
Totalequity andliabilities Total equity and liabilities	10,221 10,221	6,255 6,255
(7)TradePayablesincludeOutstandingExpensesreportedaspartofOtherFinancialLiabilities (1) Trade Payables include Outstanding Expenses reported as part of Other Financial Liabilities

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Financial Statements: Cash Flow Statement

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	CashFlowStatement(in mn) Cash Flow Statement (in ₹ mn)	12monthsended 12 months ended	12monthsended 12 months ended
		Mar31,2021 Mar 31, 2021	Mar31,2020 Mar 31, 2020
A A	CashFlowfromOperating Activities Cash Flow from Operating Activities	AI	L
	Profitbeforetax Profit before tax	1,615 1,615	694 694
	AdjustmentsfornonCashandNon-Operating items Adjustments for non Cash and Non-Operating items	225 225	212 212
	Operating profitbeforeworking capitalchanges Operating profit before working capital changes	1,840 1,840	905 905
	Adjustmentsforworking capital: Adjustments for working capital:
	(Increase)/decreaseintradereceivables (Increase)/decrease in trade receivables	(152) (152)	(570) (570)
	(Increase)/decreaseinfinancialassetsandotherassets (Increase)/decrease in financial assets and other assets	(14) (14)	(424) (424)
	Increase/(decrease) intradepayables,provisionsandotherliabilities Increase/(decrease) in trade payables, provisions and other liabilities	793 793	1,252 1,252
	Cashgeneratedfrom/(usedin) operating activities j Cash generated from/(used in) operating activities	2,468 2,468	1,164 1,164
	Directtaxespaid(net) Direct taxes paid (net)	(173) (173)	(179) (179)
	Netcashgeneratedfrom/(usedin) operating activities Net cash generated from/(used in) operating activities	2,294 2,294	985 985
B B	CashFlowfromInvestingActivities Cash Flow from Investing Activities
	Purchase/(Sale) ofPPEandintangibleassets Purchase/ (Sale) of PPE and intangible assets	(77) (77)	(72) (72)
	Proceedsfromfixeddepositsmatured/(placed) Proceeds from fixed deposits matured/(placed)	(1,590) (1,590)	251 251
	Paymentforacquisitionofsubsidiaries Payment for acquisition of subsidiaries	(646) (646)	(197) (197)
	Interestreceived Interest received	52 52	21 21
	Netcash(usedin) investing activities Net cash (used in) investing activities	(2,261) (2,261)	2 2
C C	CashFlowfromFinancing Activities Cash Flow from Financing Activities
	Borrowings/(Repaid) Borrowings/ (Repaid)	(377) (377)	(359) (359)
	Interestpaid Interest paid	(21) (21)	(28) (28)
	Proceedsfromandsecuritiespremiumonissueofequity shares(netofshareissueexpense) Proceeds from and securities premium on issue of equity shares (net of share issue expense)	2,578 2,578	(50) (50)
	Leaseliabilitiespaid(principal+interest) Lease liabilities paid (principal + interest)	(70) (70)	(71) (71)
	Dividendpaid(including DDT) Dividend paid (including DDT)	-	(165) (165)
	Netcash(usedin)/generatedfromfinancing activities Net cash (used in)/generated from financing activities	2,110 2,110	(674) (674)
D D	Currency fluctuationsarising onconsolidation Currency fluctuations arising on consolidation	(73) (73)	8 8
	Netincrease/(decrease) incashandcashequivalents( A+B+C+D) Net increase/(decrease) in cash and cash equivalents ( A+B+C+D)	2,071 2,071	321 321
	Opening balanceofcashandcashequivalents Opening balance of cash and cash equivalents	615 615	294 294
	Effectofcurrency fluctuationsoncashandcashequivalents Effect of currency fluctuations on cash and cash equivalents	14 14	-
	~~I~~ Closing balanceofcashandcashequivalents Closing balance of cash and cash equivalents	2,700 2,700	615 615

21 21

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Human Resource Capital

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Location wise break-up [(1)]
32
India
366
International
334
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Function wise break-up [(1)]
14
25 Sales
28 99 Technology
Tech Support
Firewall
42
General & Admin
Finance & Accounting
36
70 Marketing
52 Corporate
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Tenure with Route Mobile[(1)]

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16%
27%
< 1 year 1 -2 years
7%
2 - 5 years 5 - 7 years
7+ years
25%
26%
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Attrition analysis

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19% 11%
FY2020 FY2021
Attrition
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(1) As on March 31,2021 Route Mobile limited Employee information excludes Call2Connect

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Business Overview

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Route Mobile – A Leading CPaaS Solution Provider

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Systematic approach towards creating sustained growth momentum

Strong differentiation created through global reach and comprehensive product capabilities

3

Established Leader In Global CPaaS Space

2

Key player in the CPaaS value chain, creating significant 1 value add for enterprises

4 Strong Industry Recognition Clearly defined, focused 5 growth strategy

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6 Robust financial metrics
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Systematic roadmap to create sustained growth momentum

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Entered lucrative
North American
market Won 2 Gold in Juniper
Research Award for
CPaaS Provider of the
Year & Best SMS Firewall
Successfully listed on
Indian Stock
Exchanges
On boarded marquee
clients across industry
verticals including new age Developed Next Gen
tech, banking & financial services like RBM
services and travel and and OTT messaging
transport, amongst others
Acquired Phonon to
expand Enterprise
Voice solution
capabilities (subject to
Stage 1 Successful transition from an partners with top Became hubbing closing conditions)
aggregator model to a direct telecom operators
Bootstrapping to enterprise model globally
Hosted SMSCs in India & UK
Full messaging
technology stack
through TeleDNA
Started as an acquisition Stage 4
aggregator of
traffic to gain
MNO access Embarking on a
CXPaaS journey
Boot strapped the Opened offices in Europe, Onboarded several
company with Middle East, Africa and blue chip customers
₹ 1,00,000 South-East Asia Ramped up sales team in global Consummated acquisition of Fortune enterprisesincluding Global
markets 365squared, Cellent
Technologies, Start
Corp India and
Call2Connect
Stage 3
Omni-channel Stack
Hosted SMSCs in Marquee Clients
India and UK Stage 2 Blockbuster IPO Sep’20
Transition to an Enterprise Business,
Global Expansion with differentiated
Started operations in
India to cater to the acquisitions
global market
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Route Mobile offers reliable, unified digital communication solutions that enable enterprises provide a superior customer experience globally Omni-Channel Digital Communication Platform

26

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Critical role in Digital Communication and Customer Experience Value Chain

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Route Mobile Is An Established Leader In Global CPaaS Space

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ProductandPosition Disruptors&Emulators LeadingChallengers EstablishedLeaders ExtensiveBreadth,Depth CM.com Kaleyra Plivo RouteMobile Infobip inch S iMlmobile Mid-marketorSegment focused Comviva OpenMarket SopranoDesign Syniverse Niche GMSWorldwide mGage Mitto InteropTechnologies Twilio ®JUNIPER RESEARCH Aspiring Developing Expansive CapabilityandCapacity GMS Worldwide mGage Mitto Product and Position Capability and Capacity Comviva OpenMarket Soprano Design Syniverse Interop Technologies Twilio CM.com Kaleyra Plivo Route Mobile Infobip Sinch iMImobile Mid-market or Segment focused Extensive Breadth, Depth Disruptors & Emulators Leading Challengers Established Leaders Aspiring Developing Expansive Niche	ProductandPosition Disruptors&Emulators LeadingChallengers EstablishedLeaders ExtensiveBreadth,Depth CM.com Kaleyra Plivo RouteMobile Infobip inch S iMlmobile Mid-marketorSegment focused Comviva OpenMarket SopranoDesign Syniverse Niche GMSWorldwide mGage Mitto InteropTechnologies Twilio ®JUNIPER RESEARCH Aspiring Developing Expansive CapabilityandCapacity GMS Worldwide mGage Mitto Product and Position Capability and Capacity Comviva OpenMarket Soprano Design Syniverse Interop Technologies Twilio CM.com Kaleyra Plivo Route Mobile Infobip Sinch iMImobile Mid-market or Segment focused Extensive Breadth, Depth Disruptors & Emulators Leading Challengers Established Leaders Aspiring Developing Expansive Niche		Disruptors&Emulators Disruptors & Emulators	LeadingChallengers Leading Challengers	EstablishedLeaders Established Leaders
		ExtensiveBreadth,Depth Extensive Breadth, Depth		CM.com Kaleyra Plivo CM.com Kaleyra Plivo	RouteMobile Infobip inch S iMlmobile Route Mobile Infobip Sinch iMImobile
		Mid-marketorSegment focused Mid-market or Segment focused		Comviva OpenMarket SopranoDesign Comviva OpenMarket Soprano Design	Syniverse Syniverse
		Niche Niche	GMSWorldwide mGage Mitto GMS Worldwide mGage Mitto	InteropTechnologies Twilio Interop Technologies Twilio
		®JUNIPER RESEARCH	Aspiring Aspiring	Developing Developing	Expansive Expansive

Source: Juniper Research, CPAAS Deep Dive Strategy & Competition 2020-2025

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Differentiation through Technology Expertise & Geographical Reach

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			Capacity&Capability Capacity & Capability			Product&Positioning Product & Positioning
Size Size	of of	Operations Operations	ExperienceinCPAAS Experience in CPAAS	GeographicalReach Geographical Reach	ServiceInnovation Service Innovation	IndustryCoverage Industry Coverage	FutureBusiness Products Future Business Products

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High Low

Source: Juniper Research, CPAAS Deep Dive Strategy & Competition 2020-2025

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Strong Recognition by Industry Experts

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company covered in The only Asian Ranked in Tier 1 Vendors in Top 6 as Innovative Mobile Awarded ‘Most Established Leader Identified as an growing Indian Top 5 fastest
Gartner’s Market A2P SMS Communication in Juniper’s CPaaS Companies in UK
Guide for CPaaS, Messaging as per Solutions Provider Deep Dive by ‘India Meets
October 2020 ROCCO Consulting 2019’ in Technology Strategy & Britain’ Tracker
Innovator Awards Competition 2020- 2018, 2019 & 2020
report thrice (2016
by CV Magazine 2025
-20)
Awarded 19th ICSI
National Award for
'Best Messaging
Corporate Listed in Fortune Won 2 Gold in
Innovation - Inclusion in the
Governance with Magazine's - The Juniper Research's
Consumer Solution' MSCI India
“Best Governed Next 500 India's Top Award for CPaaS
award at Messaging Small-Cap Index
Company“ Midsize Companies Provider of the Year &
and SMS world 2019, - 2021
(Emerging Category) - 2020 Best SMS Firewall
London
- 2020
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• Key Growth Drivers and Future Growth Strategy Key Growth Drivers

• Strong industry tailwinds ▶ Accelerated adoption of digital communication ▶

• solutions by enterprises

• ▶ Multiplying use cases for digital communication solutions

• Omni-channel platform capabilities ▶ Foresight and preparedness of leadership team to ▶ Sustainable growth

• create omni-channel communication capabilities within the platform momentum enhance value add

• Flexible engagement model Land and Grab ▶

• ▶ Extensive experience and capability of technology and support teams to offer on-premise / over the cloud / enterprises managed service / bespoke development solutions to ▶ enterprises, depending upon the requirements inorganically

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Growth Strategy Farm existing customer relations

• Increase share of wallet from existing customers by serving them in larger number of destinations, and upsell / cross-sell new product offerings

Focus on Creating the ”CXPaaS” layer

• Organically and/or inorganically augment existing CPaaS platform with capabilities to offer customer experience management solutions to enterprises and enhance value add

Land and Grab

• Continuously focus on on-boarding large global enterprises

• ▶ Enter new geographies and strategically expand market share in new regions, organically and/or inorganically

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Investment Proposition - Competitive advantage

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Omni-channel Global Scalable delivery Experienced
cloud connectivity platform Promoters and
communication through supported by leadership team
platform established robust
provider with relationships infrastructure
diversified with MNOs
MNO focused Diversified and Continuous
service offerings suite of products global client focus on
for enterprises to help MNOs base across product
optimize industries expansion and
monetization serviced locally enhancements
to create deeper
customer
engagement
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Thank You