Presentation Material
for FY2021 Q1
Sansan, Inc.
October 8, 2021

Disclaimer

In preparing these materials, Sansan, Inc. (“the Company”) relies upon and assumes the accuracy and completeness of all available
information. However, the Company makes no representations or warranties of any kind, expresses or implies, about the completeness andaccuracy. This presentation may contain future assumptions, prospects and forecasts based on planning, but these forward-looking
statements are based on the information that is currently available to us, and on certain assumptions that we assume to be reasonable, but
the Company does not promise to achieve these. Major differences may occur between the forecast and the actual performance, includingchanges in economic conditions, consumer needs and user preferences; competition with other companies; changes in laws, regulations andothers; and a number of other future factors. Therefore, the actual performance announced may vary depending on these various factors. In
addition, the Company has no obligation to revise or publish the future prospects posted on this site.
© Sansan, Inc2

Table of Contents

1 Changes to Reporting Segments
2 Consolidated Financial Results for FY2021 Q1
3 Management Topics

4 Full-year Forecasts for FY2021
Appendix(Sansan Group Overview, Sansan/Bill One Business, Eight Business)© Sansan, Inc3

Table of Contents

1 Changes to Reporting Segments
2 Consolidated Financial Results for FY2021 Q1
3 Management Topics
4 Full-year Forecasts for FY2021© Sansan, Inc

4

1 Changes to Reporting Segments

Changes to Reporting Segments
For purposes that include strengthening business promotion and our management system andpromoting the understanding of the Group’s business in the capital markets, from FY2021 (June 1, 2021),
the accounting method of some services and the name of segments have been changed.
Before FY2020
Segment Name

Main Components/Services
SansanSansan Business

From FY2021

Sansan Meishi
Maker

Data One→ Overall earnings
Bill One

Segment Name

Sansan/Bill One
Business

SansanSeminar Manager

Contract One

Data One

Sansan Meishi
Maker

Bill One

SansanSeminar Manager

Contract One

logmi

Eight

→ Overall earnings
Bill One

Sansan→ Overall earnings→ Most of sales/Part of operating expenses

Eight Business

Main Components/Services

Eight Business

SansanSeminar Manager

Eight

logmi

→ Overall earnings

Contract One→ Part of sales/operating expenses

Elimination of Intracompany Transactions

Adjustments
Bill One

Corporate Expenses

SansanSeminar Manager→ Most of operating expenses© Sansan, Inc

Other(Description omitted as accounts for only small proportion of
consolidated earnings)

Contract One

Adjustments

Elimination of Intracompany Transactions

Corporate Expenses

5

Table of Contents

1 Changes to Reporting Segments

2 Consolidated Financial Results for FY2021 Q1
3 Management Topics
4 Full-year Forecasts for FY2021© Sansan, Inc

6

2 Consolidated Financial Results for FY2021 Q1Highlights of FY2021 Q1 Results- Consolidated net sales increased by 25.4% year on year
Net Sales: Sansan/Bill One Business 23.9% growth, Eight Business 37.1% growth

ARR (1) : 23.9% growth to 17,095 million yen- Steady progress made against full-year earnings forecasts
No change to consolidated earnings forecasts announced at beginning of fiscal year
Decrease in operating profit due to personnel recruitment and strengthening of advertising activities,

as planned- High growth of “Bill One” cloud-based billing service continued
MRR (2) has increaed by 9,933.5% year on year to 34 million yen
Number of paid subscriptions has increased by 1,219.2% year on year

(1) Annual Recurring Revenue(2) Monthly Recurring Revenue© Sansan, Inc

7

2 Consolidated Financial Results for FY2021 Q1

Overview of Consolidated Financial Results
Sales increased by 25.4% year on year, operating profit decreased due to execution of growth investments
Profit at each stage under ordinary profit increased due to gain on sale of investment securities(millions of yen)

FY2020Consolidated Results

Q1 Results

Q1 Results

YoY

Net Sales

3,667

4,597

+25.4%

Gross Profit

3,229

4,088

+26.6%

88.1%

88.9%

+0.8pt

193

-102

－

5.3%

－

－

101

754

+644.3%85652+662.8%2.75 yen

20.93 yen+661.7%Gross Profit Margin
Operating Profit

Operating Profit Margin
Ordinary Profit
Profit Attributable to Owners of
ParentEPS© Sansan, Inc

FY20218

2 Consolidated Financial Results for FY2021 Q1

Factors Contributing to Changes in Consolidated Operating Profit
Personnel expenses increased by ¥489 million and advertising expenses increased by ¥209 million year
on year, due to recruitment of human resources and strengthening of advertising activities, respectively

Status of Consolidated Net Sales/Operating Profit(millions of yen)

FY2020 Q1 Results

FY2021 Q1 Results

YoY

3,667

4,597

+929

Cost of Sales

437

508

+71

Personnel
Expenses

1,072

1,562

+489

Net Sales

Advertising
Expenses

644

853

SG&A

Operating
Profit© Sansan, Inc

1,774

1,318

(excl. Personnel Expenses
and Advertising Expenses)

193

-102

+209
+455
-296
9

2 Consolidated Financial Results for FY2021 Q1Results by Segment
Sales increased in both Sansan/Bill One Business and Eight Business
Adjustment amount (operating loss) increased by ¥177 million year on year due to increase in the numberof employees, etc.
(millions of yen)

FY2020Net Sales

Q1 Results

FY2021Q1 Results

YoY

3,667

4,597

+25.4%

3,357

4,160

+23.9%

309

424+37.1%

Others－13－

Adjustments

－

-1

－

193

-102

－

Sansan/Bill One Business

1,269

1,137

-10.4%

Eight Business

-193

-182

－

－

2

－

-882

-1,059－Consolidated
Sansan/Bill One Business
Eight Business

Operating Profit
Consolidated

OthersAdjustments© Sansan, Inc

10

2 Consolidated Financial Results for FY2021 Q1

Sansan/Bill One Business Overview
Sales increased by 23.9% year on year against the backdrop of steady growth of “Sansan” and “Bill One”
Operating profit decreased 10.4% year on year due to recruitment of human resources and strengtheningof “Bill One” advertising activities(millions of yen)

FY2020Sansan/Bill One Business

FY2021Q1 Results

Q1 Results

YoY

3,357

4,160

+23.9%

3,357

4,068

+21.2%

3,199

3,899

+21.9%

157

169

+7.4%

“Bill One”

0

89

+15,825.4%

Others02+871.5%

1,269

1,137

-10.4%

37.8%

27.3%

-10.5pt

Net Sales“Sansan”“Sansan” Recurring Sales (1)“Sansan” Other Sales

Operating Profit
Operating Profit Margin(1) Fixed revenue with regard to “Sansan” (unaudited)© Sansan, Inc

11

2 Consolidated Financial Results for FY2021 Q1

Sansan/Bill One Business: (Reference) Changes of Net Sales
In addition to steady growth of “Sansan”, “Bill One” performance has contributed in earnest from Q2
of FY2020(Reference) Net Sales of Sansan/Bill One Business (1)(millions of yen)“Sansan”「Sansan」“Bill One”
「Bill
One」

Others
その他

4,160
3,545
2,848

2,943

3,141

2,848

2,943

3,141

Q1

Q2

Q3

3,355

3,357

10

3,757
23

3,354

3,357

3,535

3,733

Q4

Q1

Q2

Q3

2020年5月期
FY20192021年5月期
FY2020

3,944
50

2

89

3,893

4,068

Q4

Q1
2022年5月期
FY2021(1) Numerical values (reference values) simply rearranged in accordance with new reporting segments© Sansan, Inc

12

2 Consolidated Financial Results for FY2021 Q1“Sansan” Recurring Sales / Number of “Sansan” Subscriptions andSansan/Bill One Business: Monthly Sales per Subscriptions

Recurring sales steadily increased by 21.9% year on year
Number of subscriptions increased by 14.7% year on year and monthly recurring sales per subscription
increased by 5.8% year on year
"Sansan“ Recurring Sales (1)「Sansan」ストック"Sansan“ Recurring Sales「Sansan」その他"Sansan" Other Sales「Sansan」ストック売上高比率
Others(millions of yen)

95.3%

91.4%

91.7%

95.1%

3,354
3,141
310

2,943

94.9%

（Subscriptions）

95.8%
95.2%

292

¥8,000

6,587¥7,000

3,357
157

3,535
172

3,733
192

3,893
187

「Sansan」契約件数
Number of “Sansan” Subscriptions

Monthly Sales per Subscription
契約当たり月次ストック売上高¥9,000

91.3%

89.1%

2,848

Number of “Sansan” Subscriptions and Monthly Sales per Subscription (2)

4,068
169

6,032

6,754

6,969

7,230 7,523

180,000

7,992
7,744
170,000

164,000yen

6,263¥6,000160,000

155,000yen¥5,000261

254

150,000¥4,0002,879
2,538 2,689

3,062 3,199

3,706
3,362 3,541

3,899¥3,000140,000

142,000yen¥2,000130,000¥1,000

¥0

Q1

Q2

Q3

2020年5月期
FY2019

Q4

Q1

Q2

Q3

2021年5月期
FY2020

Q4

Q1
2022年
FY2021

120,000

End-Q1 End-Q2 End-Q3 End-Q4 End-Q1 End-Q2 End-Q3 End-Q4 End-Q1

FY2019FY2020

FY2021

5月期(1) Numerical values (reference values) simply rearranged in accordance with new reporting segments(2) "Sansan" recurring monthly sales results for end of each quarter (Changes to values calculated from "Sansan" recurring sales only, unaudited)© Sansan, Inc

13

2 Consolidated Financial Results for FY2021 Q1

Sansan/Bill One Business: Last 12 Months Average of Monthly Churn Rate for "Sansan"
Last 12 months average of monthly churn rate has remained low at less than 1%

Last 12 Months Average of Monthly Churn Rate for "Sansan“ (1)

0.79%

0.68%

0.62%
0.60%
0.60%

FY2017End-Q4FY2018End-Q4FY2019 FY2020
End-Q4 End-Q1

FY2021End-Q1(1) Ratio of decrease in monthly fees associated with contract cancellations to total monthly fees for existing contracts© Sansan, Inc

14

2 Consolidated Financial Results for FY2021 Q1

Sansan/Bill One Business:“Bill One” MRR / Number of “Bill One” Paid Subscriptions andMonthly Sales per Paid Subscription

MRR has increased by 9,933.5% to ¥34 million year on year, and we are aiming for ARR of ¥1 billion ormore by end of May 2022
Number of paid subscriptions increased by 1,219.2%, and monthly sales per paid subscription increased
by 661.5% year on year
“Bill One” MRR

Number of “Bill One” Paid Subscriptions and Monthly Sales per Paid Subscription (1)Paid Subscriptions
Monthly Sales per Paid Subscriptions (1)（subscriptions）(millions of yen)

343

34
MRR
Up

Aim to have More than

9,933.5% YoY

1B

ARR

yen

Aim to have

Paid Subscriptions
Up

1,219.2% YoY

1,000

239

subscriptions

99,000yen

by the end of FY2021

by the end of FY2021

138
20

74
26

9
5
Nov.

Feb.

May

Aug.

FY2020

FY2021

13,000yen
May

End-Q1End-Q2End-Q3

FY2020End-Q4End-Q1

〜
〜

Aug.

〜
〜

0

May

FY2021(1) Monthly results for the end of the quarter in the “Bill One,” unaudited© Sansan, Inc

15

2 Consolidated Financial Results for FY2021 Q1

Sansan/Bill One Business: Size of Potential Market for “Bill One”
Vast potential market in Japan

Size of Potential Market

Number of companies in Japan (1)Approx. 2 million

Companies in“Bill One” network“Bill One” paid subscriptions
343(1) the number based on Economic Census for Business Activity in 2016 issued by the Statistics Bureau.
© Sansan, Inc

16

2 Consolidated Financial Results for FY2021 Q1Eight Business Overview
Sales increased by 37.1% year on year due to the expansion of B2B services
Operating loss shrank due to the increase in net sales(millions of yen)

FY2020Eight Business

FY2021Q1 Results

Q1 Results

YoY

309

424

+37.1%

B2C Services

74

71

-4.3%

B2B Services

234

352

+50.2%

Operating Profit

-193

-182

－

－

－

－

2.76

2.96

+0.20

million people

million people

million people

1,757

2,342

subscriptions

subscriptions

Net Sales

Operating Profit Margin

Number of “Eight” Users (1)Number of “Eight Company Premium”
Subscriptions+33.3%(1) Number of confirmed users who registered their business card to their profile after downloading the application© Sansan, Inc

17

2 Consolidated Financial Results for FY2021 Q1Eight Business: (Reference) Net Sales/“Eight” Users
B2B services sales increased 50.2% year on year
Continued growth of number of “Eight” users

Number of “Eight” Users (2)(Reference) Net Sales (1)(millions of yen)

BtoCサービス
B2C services
B2B services
BtoBサービス(millions of user)
¥350

488
¥300

424

424

251

258

265

270

276

281

286

292

296

¥250

335
251

250

179

309

¥200

413

235

350
263

179

360

352

287

¥150

234

160

¥100

¥50

72

71

74

71

74

73

73

74

71
¥0

Q1

Q2

Q3

FY2019

Q4

Q1

Q2

Q3

FY2020Q4Q1

FY2021(1) Numerical values (reference values) simply rearranged in accordance with new reporting segments(2) Number of confirmed users who registered their business card to their profile after downloading the application© Sansan, Inc

End-Q1 End-Q2 End-Q3 End-Q4 End-Q1 End-Q2 End-Q3 End-Q4 End-Q1

FY2019FY2020

FY202118

Table of Contents

1 Changes to Reporting Segments
2 Consolidated Financial Results for FY2021 Q1

3 Management Topics
4 Full-year Forecasts for FY2021© Sansan, Inc

19

3 Management Topics

Topics- Stock Split
Method: Split at 1:4 ratio of shares to common shares

Record date: November 30, 2021 (Tuesday)
Effective date: December 1, 2021 (Wednesday)- Selection of “Prime Market” New Market Category
Confirmed compliance with listing maintenance criteria for the “Prime Market” in new market segment
Resolution with regard to Prime Market selection passed at Board of Directors’ meeting held on
October 8, 2021

- Efforts to Strengthen Governance
Ms. Toko Shiotsuki newly appointed as outside director (independent officer) in August 2021
With regard to directors of the Company, the ratio of outside directors is 44.4%, of independent officers

33.3%, of directors who are women 22.2%© Sansan, Inc20

Table of Contents

1 Changes to Reporting Segments
2 Consolidated Financial Results for FY2021 Q1
3 Management Topics

4 Full-year Forecasts for FY2021© Sansan, Inc21

4 Full-year Forecasts for FY2021

Consolidated Financial Forecasts
No change to consolidated earnings forecast announced at beginning of fiscal year
Aiming to maximize medium- to long-term sales growth rate by making agile and flexible investments(millions of yen)

Consolidated Forecasts
Net Sales

Operating Profit

FY2020

FY2021

Full-year Results

Full-year Forecasts

YoY

16,184

20,230〜20,716+25.0%〜+28.0%

736

450
〜800

-38.9%〜+8.6%(1) We also expect to record a surplus in ordinary profit and profit attributable to owners of parent, but currently we are in a phase of actively investing to maximize shareholder value and corporate value over the medium to long term. Additionally,
since it is difficult to reasonably estimate some non-operating income and loss, we have not disclosed specific forecast figures© Sansan, Inc22

Appendix© Sansan, IncSansan Group Overview© Sansan, Inc1Sansan Group Overview

Mission and Vision

MissionTurning encounters
into innovation
VisionBecome business
infrastructure© Sansan, Inc25

1Sansan Group Overview

Overview of Reporting Segments
Comprises two reporting segments, the Sansan/Bill One Business and Eight Business (1)Sansan/Bill One Business

Eight Business“Sansan”“Bill One”

OthersB2C Services

B2B Services

B2B business card-based contact
management service

Online invoice receiving solution

Contract digitization service

Business card management app

Business card management app- “Eight Premium”
Name aggregation engine

B2B seminar management system- “Eight Company Premium”- “Eight Marketing Solutions”- “Meets”- “Climbers”- “Eight Career Design”

Media that transcribes all documents (2)Business card creation service(1) From FY2021 (June 1, 2021), following a change in the recognition method for certain services, the reportable segments were changed to “Sansan/Bill One Business” and “Eight Business.” Of note, the few other services not included inreportable segments are recorded in “Others,” while elimination of intra-company transactions (sales), and costs not allocated to segments are recorded in “Adjustments.”(2) Services provided by logmi, Inc., a consolidated subsidiary© Sansan, Inc

26

Sansan Group Overview

Major B2B Services (Multi-product)
From contact management to multi-products that meet the various DX needs of companies
and businesspeople
Business card

Invoice

B2B business card-based contact
management service

Event/Seminar

Online invoice receiving solution

B2B seminar management system

New-generation entry form

Business allianceContract

Risk intelligence powered by Refinitiv/KYCC
Salesforce opportunity integration

New-generation pamphlet

Contract digitization service

Unmanned business card receipt system

Smart Reception

for Salesforce (1)CloudSign contract management for CloudSign
Contacts analysis powered by MotionBoard
Survey tool powered by CREATIVE SURVEY

Organizational communications

Media that transcribes all documents

Peer recognition and bonus service (2)Business card ordering/printing
Business card creation service

Data utilization
Name aggregation engine(1) A trademark of salesforce.com, inc., Salesforce is used with permission(2) Services provided by Unipos Inc., a capital and business alliance partner© Sansan, Inc27

Sansan Group Overview

Unique Structure and Technology that Enables Card Digitization with

Competitive Advantages: an Accuracy of 99% or more

The establishment of a business card digitization operation structure unsurpassed by competitors

Prompt and accurate digitization of a large volume of business card information

Scan large volumesof business cards

AI: Data entry

Human: Manual entry

Human: Final check

Database

Automatic and manual data entryof business card images
Cycle repeated since theCompany’s foundation

Combination of Technologies
Automatic detection andmicrotasking ofbusiness card information© Sansan, Inc

Automatic detection ofbusiness card language

Automatic sorting tooperators

Diverse network ofdata entry operators

Image processing
technology

28

Sansan Group Overview

Competitive Advantages: Market Share and Solid Customer Base
Sansan, the B2B cloud-based business card management market pioneer, has acquired overwhelming
market share and diverse set of customers
Overwhelming Market Share and Recognition

Solid Customer Base

Sales share in 2019 (1)SansanVer. 5 TV commercial (2)83.5 %
Ver. 9 TV commercial(1) “Latest trends in business card management services and sales services [SFA/CRM/online business card exchange],” December 2020, Seed Planning, Inc.
(2) Won the top prize in the service and culture section of the 71st Dentsu Advertising Awards© Sansan, Inc

29

Sansan Group Overview

Tailwind of Market Environment
The work-style reform and digital transformation is boosting the need for B2B cloud-based business cardmanagement
Work-style Reform and ICT-related Spending in Japan (1)(billions of yen)

Digital Transformation Market Size (2)(billions of yen)

SaaS Market Size in Japan (3)(billions of yen)Communication Services
IT and Business Services
Software＋¥423.6387.0＋¥516.2

449.0

Hardwarebillion750.4＋¥2,251.3

billionbillion276.9

3,042.5

1,117.8

965.6
542.0

601.6
1,071.0

1,115.5

791.2

2017
'05/5

2022
'05/5
forecast

2019
'05/5

2030
'05/5
forecast

2019
'05/5

(1) Based on “2018 to 2022 Outlook of Work-style Reform and ICT-related Spending in Japan: by Hardware, Software, IT and Business Services, Communication Services” by IDC Japan (December 2018)(2) Based on “2020 Outlook of the Digital Transformation Market” by Fuji Chimera Research Institute(3) Based on “2020 New Software Business Markets” by Fuji Chimera Research Institute© Sansan, Inc

2024
'05/5
forecast

30

Sansan Group Overview

Company Overview (1)Company Name

Sansan, Inc.

Foundation

June 11, 2007

Head Office

Aoyama Oval Building 13F, 5-52-2 Jingumae, Shibuya-ku, Tokyo

Other locations

Branch offices: Osaka, Nagoya, Fukoka
Satellite offices: Tokushima, Kyoto, Fukuoka, Hokkaido, Niigata

Group
Companies

Sansan Global Pte. Ltd.（Singapore）
Sansan Corporation (United States)
logmi, Inc.

Representative

Chika Terada

Number of
Employees

1,011 (As of August 31, 2021)

Capital¥6,333 million (As of August 31, 2021)

Net Sales¥16,184 million (FY2020)

Classification byType of
Shareholder (1)Domestic Financial Institutions:18.08%, Security Firms:0.69%,
Other Domestic Corporations:2.52%, Foreign Financial Institutions
and Individuals:32.44%, Individuals and Others:46.27%

Head OfficeKamiyama Lab

Sansan Innovation Lab(1) As of May 31, 2021
© Sansan, Inc

31

Sansan Group Overview

About Employees

Breakdown by Organization (1)Number of Employees (1)(persons)

Sansan/Bill One Business
Sales/SD/CS

1,011
954
Others713
Eight Business

549

1,011
employees

402

Sansan/Bill One Business
Others

FY2017FY2018FY2019FY2020Sansan/Bill One Business
Development

FY2021(End-Q1)(1) As of August 31, 2021
© Sansan, Inc32

Sansan/Bill One Business© Sansan, IncSansan/Bill One Business“Sansan”: Service Outline“Sansan” offers “business card management” features to transform unutilized business cards
into assets

Challenges facing
companies• Business card information not shared within the office• Not aware of the value of business card
information• Insufficient internal communication

Major features of “Sansan”
Uncover your hidden network.
Find opportunities. Make deals.

•

Business card management/sharing/search•

Customer management

B2B cloud-based business card management service•

Company master information•

Contact management

Digitizes business card data with 99.9% accuracy•

Person master profile•

Data integration•

Generating an organization chart•

OpenAPI•

External service information distribution•

E-mail magazine delivery•

Distribution of personnel changes•

Internal contact list•

News feed•

Internal message•

Business card order application•

Security control

User benefits© Sansan, Inc

Productivity Streamlined operations
Strengthening sales activities Creation of business opportunities
34

Sansan/Bill One Business“Sansan”: Service Plans
Providing basic company-wide use plan

1

Initial cost
(Initial costs)

A. Basic company-wide use plan

B. Previous plan (ID subscription)

12 months’ license cost

Cost according to number ofcontract IDs

Cost for digitizing existing
business cards

Data conversion costs for business cards
already held (there is an upper limit placed on
the number of business cards)

Timing of payment

At the start ofthe contract

2

Customer
Success Plan
(Initial costs)

Offer introduction support plans with individual quotation
Costs for implementation and operational support of “Sansan” services

At the start ofthe contract

3

Scanner(Running costs)

4

Monthly ¥10,000 per scannerRent scanners and tablets to customers, whose number responds to the number of
their office floors, and/or the number of branches

Determined according to the monthly

License cost
(Running costs)

number of exchanged business cards(annual subscription)
Tens of thousands to millions of yen per subscription© Sansan, Inc

Setting according to number of contract
IDs (annual subscription)
Fixed billing for each ID (there is an upper limit
placed on the number of business cards converted
into data)

At the start or
renewal of thecontract

At the start or
renewal of thecontract

35

Sansan/Bill One Business“Sansan”: Number of Subscriptions and Monthly Recurring Sales per Subscription
Achieve growth through an increase in both the number of subscriptions and monthly recurring
sales per subscription

Increase Monthly Recurring Sales per Subscription
Increase the Numberof Subscriptions

More Utilization by Existing
Customers

Upselling• Expand sales coverage to large
corporations• Promote company-wide use (from• Provide optional functions

the sales department to the entire company)• Promote solution-based sales• Enhance implementation support• Partnerships with othercompanies, and M&As

• Promote regional expansion• Promotion of “Virtual Cards”• Enhance global expansion• Strengthening of collaboration with othercompanies’ partners

Number of “Sansan” Subscriptions

Monthly Recurring Sales per Subscription (1)

4,717

7,992

¥102,000¥164,000

FY2017 End-Q1

FY2021 End-Q1

FY2017 End-Q1

FY2021 End-Q1

Approx.

1.7 times

Approx.

1.6 times(1) "Sansan" recurring monthly sales results for end of each quarter (Changes to values calculated from "Sansan" recurring sales only, unaudited)© Sansan, Inc36

Sansan/Bill One Business“Sansan”: Expand use of “Virtual Cards” function
Started providing “Virtual Card” function in June 2020 against the backdrop of new work styles such as
remote working
Strengthening of syncing between our other segment and other companies, such as “Eight” with
“Microsoft Teams (1)” “Google Calender TM”

Increasing successful
business deals with
Virtual Cards(1) Microsoft 365 is registered trademarks of Microsoft Corporation in the US and other countries(2) Google Workspace and Google Calendar are trademarks of Google LLC.
© Sansan, Inc37

Sansan/Bill One Business“Sansan”: Optional Functions that can be Added to “Sansan” -1“Risk Intelligence powered by Refinitiv/KYCC”

Automation ofanti-social forces check

Creation ofconfirmation list

List API linkage

Checks against anti-social forces database justby scanning business cards. Prevents check omissions
and greatly reduces man-hours for compliance personnel“Salesforce Opportunity Integration” (1)Sansan“Survey Tool powered by CREATIVE SURVEY”

Seminar Visitor Information
Questionnaire Results“Sansan” for Business Card
Management

Questionnaire solution that can provide the questionnairefunction necessary for B2B company seminars
integrated with “Sansan”“CloudSign Contract Management”

Salesforce

On “Sansan”, users can ascertain “Salesforce” businessnegotiation information along with in-house personal connection
information and business partner company information

Contract information can be viewed just by scanning abusiness card. Shorten the verification work and greatly
reduced man-hours for legal staff(1) A trademark of salesforce.com, inc., Salesforce is used with permission.
© Sansan, Inc

38

Sansan/Bill One Business“Sansan”: Optional Functions that can be Added to “Sansan” -2“Sansan Meishi Maker”“Data One”

Create a business card master
Name aggregationengineIntegrated and enriched

Customer data
Used as a virtual card

A function that integrates and enriches all in-house customer
data by linking “Sansan” with the services of other companies,
while promoting corporate DX from data integration“Contacts Analysis powered by MotionBoard”

Used for issuing paper business cards

A service that allows users to easily print and apply fororders by registering their own business cards as masterdata on “Sansan”“Collaboration with Colleagues”
FinanceIndustry

south-western
AreaAI
Credentials

Cloud-based phone book

Linking with business card data (customer information) on“Sansan”, a function that integrates, analyzes, and creates avisual form of a variety of information and data from within
and outside the company© Sansan, Inc

Colleague profiles

A cloud-based phone book function that centrally manages
internal and external contacts, and a function that enables thein-house sharing of each person’s strengths by presenting, ina visual form, profiles of everyone in a company

39

Sansan/Bill One Business“Sansan”: “Sansan” Sales Composition by Customer Size (Recurring Sales)
No significant change in revenue composition ratio by customer size

“Sansan” Sales Composition by Customer Size (1) (Recurring Sales)
YoY(Revenue)

Company size
(Number of Employees)
More than 1,000
100 to 999
Less than 100

FY2021End-Q1(Composition)

26.2

43%

%

＋

＋

17.0
38%

%

＋

16.5

19%
FY2017End-Q4FY2018End-Q4FY2019End-Q4FY2020End-Q4%FY2021End-Q1(1) Created based on monthly “Sansan” charge (unaudited)© Sansan, Inc

40

Sansan/Bill One Business“Sansan”: Accumulation of Net Sales by Service-in Timing (Recurring Sales)
Continued achievement of negative churn (1)“Sansan” Saled Stack-up: Accumulation of Net Sales by Service-in Timing (2) (Recurring Sales)

FY2017End-Q4FY2018End-Q4FY2019End-Q4(1) Status where increase of revenue generated by the existing subscriptions is greater than revenue reduced as a consequence of cancellation(2) Created based on monthly “Sansan” license charge (unaudited)© Sansan, Inc

FY2020End-Q4FY2021End-Q141

Sansan/Bill One Business“Sansan”: Potential Market Size of “Sansan” in Japan (TAM)
The number of users within current customers is limited, and there is room for tens of times morecoverage expansion

Company size

“Sansan” Coverage“Sansan” Coverage（Number of employees）(Company) (1)(Employee) (1)15.3%＞ 1,000 employees+1.5pt YoY

3.5%
100 to 999 employees＜ 100 employees

3.4%+1.1pt YoY

2.6%+0.6pt YoY+0.5pt YoY

0.3%

0.9%

+0.1pt YoY

Potential fortens of times
coverage expansion+0.1pt YoY(1) “Sansan” coverage is calculated with the number of subscription and total number of IDs in “Sansan” for FY2021 End-Q1 as the numerator and the number based on Economic Census for Business Activity in 2016 issued by the Statistics
Bureau as the denominator.
© Sansan, Inc

42

Sansan/Bill One Business“Bill One”: Service Outline
A service that makes it possible to receive paper and PDF invoices online and supports the earlier
settlement of monthly accounts by realizing operational efficiency (started service provision in May 2020)“Bill One” user companies

Side issuing the invoice

UploadAttached
file by
Email

Mail

One-stop receipt

Digitization of invoice with
99.9% accuracy

Email notification

Centralized management
by database

Invoice URL inquiry

In addition to accurately converting paper and PDF invoices into data, and for invoices that have been converted into data to
be viewable in the cloud, the service enables a variety of business flows, such as invoice confirmation and approval work, tobe completed in the cloud.

© Sansan, Inc

43

Sansan/Bill One Business

Outline of Event Tech Services (Service portfolio)
Providing various kinds of solutions to solve business event management issues

Management of attendee business cards,
utilization of business card information

Event content transcription media
Distribution of information to attendees

Attendeemanagement

Attracting
attendees

Transcription

Attracting event attendees throughbusiness-oriented advertisements

Entry control

Easy and accurate next-generation
entry system using business cards

Seminar Management“Smart Entry by Eight Virtual Cards”

B2B seminar management system

Measurement of event satisfaction,communication with attendees

Eventdissemination

Questionnaires/
Surveys

Discovery of online events by attendees
Disseminating information on events being
held by organizers(1)

Encouraging exchanges at online events,
making event attendees active

Reception

Card exchange

Smart Reception

Virtual Cards
Pamphlet(1) Services provided by the Company’s equity-method affiliates© Sansan, Inc

Automation of receptions for offline events/exhibitions

Publishing of digital pamphlets
Obtaining of accurate customer information, maximizing opportunities for business negotiations“Smart Pamphlet by Eight Virtual Cards”

44Eight Business© Sansan, IncEight Business

Service Outline of "Eight"
SNS platform for business with the largest number of active users in Japan

Challenges facing
businesspeople

Is not making the most outof business encounters

Lacks sufficient access tobusiness card information

Desire to use business SNS
without becoming friends

Digitize business cards with high level of accuracy by using technologies developed through “Sansan”

Offering a lifetime SNS platform for business“Profile Management”“Contact Management”“Communications”“Company News”

B2C Model

Monetize
opportunities© Sansan, Inc

Paid plan for
individuals“Event Participation”

B2B Model

Paid plan forcorporations

Ad. delivery

Business events

Recruiting platform46

Eight Business

Strengthening and Promotion of Monetization Plans
Accelerate and strengthen the development of paid plans for B2B

B2B (1)
Paid plan for corporations“Eight Company Premium”
Ad. Delivery“Eight Marketing Solutions”

Fixed monthly fee

Enables users to share their contacts with colleagues(Annual subscription)

Targeting small companies with under 20 employees

Pay-for-use charges
dependingon delivery volume (2)A service for delivering ads to “Eight” users
Timely and targeted advertising to career-oriented professionals(Contract for a fixed period)

Business events“Meets”“Climbers”

Fixed fee per event(Held irregularly) (3)Fixed fee per event(Held irregularly) (3)Recruiting platform“Eight Career Design”

Fixed monthly fee (4)(Contract for a fixed period)

An event matching “buyers” and “sellers” from within “Eight”
Uses proprietary technology to accurately match businesspeople together

Large-scale event targeting young businesspeople
Holds lectures and corporate exhibitions by top runners from various industries

Recruitment services targeting “Eight” users
Provides a new and unique targeted hiring method to the market

B2C
Paid plan for individuals“Eight Premium”

Fixed monthly fee

Delivers additional functions to users, such as network data DL
Expand the overall number of “Eight” users, including free plan

(1) B2B services in the Eight business include event transcription services for the media "logmi Biz," "logmi Finance" and "logmi Tech" provided by logmi, Inc.
(2) There is a minimum advertisement placement price and also a normal advertisement menu.
(3) There are multiple fee settings depending on the type of event held, etc.
© Sansan, Inc(4) There is an additional charge when a decision to hire is made.

47

Eight Business

Service Outline of "Eight ONAIR"“Eight ON AIR” business event media provided from May 2021 onward

Business Event Media

Consolidates business event information andutilizes the “Eight” network to deliver event
information to users and support event organizers
in attracting customers© Sansan, Inc

Business

DX/Organization

Management/HR

DX/Art thinking

48