Presentation Material
for FY2020 Q1
Sansan, Inc.
October 13, 2020

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 Consolidated Financial Results for FY2020 Q1
2 New Initiatives
3 Full-year Forecasts for FY2020
Appendix(Sansan Group Overview / Sansan Business / Eight Business / Others)© Sansan, Inc3

Table of Contents

1 Consolidated Financial Results for FY2020 Q1
2 New Initiatives
3 Full-year Forecasts for FY2020
Appendix(Sansan Group Overview / Sansan Business / Eight Business / Others)© Sansan, Inc

4

1 Consolidated Financial Results for FY2020 Q1Highlights of Q1 Results- Consolidated net sales increased 18.3% year-on-year, and consolidated
operating profit decreased due to the introduction of new TV commercials, etc.
(Excluding advertising expenses, operating profit increased by ¥283 million compared with same period in the previous fiscal year)

Net sales:

Sansan Business 17.8% growth, Eight Business 23.5% growth

Operating profit: Sansan Business 0.6% increase, Eight Business ¥47 million reduction of deficit
Adjusted amount ¥110 million deficit expansion- Favorable progress against full-year earnings forecast
Although there are certain negative effects from COVID-19 infections, there is no change in the initial judgment
As planned, decrease in income at each stage of profit and loss due to advertising activities, such as new TVcommercials and strengthening of recruitment- Strengthen development of “Event Tech Business” as new initiative
Providing various kinds of solutions to solve business event management issues
Aiming to become a pillar of earnings over the medium to long term, following on from Sansan Business andEight Business© Sansan, Inc

5

1 Consolidated Financial Results for FY2020 Q1

Overview of Consolidated Financial Results
Despite the negative effects from the COVID-19 pandemic, net sales increased by 18.3%.
Decrease in all profit items (Excluding advertising expenses, operating profit increased by ¥283 million compared withsame period in the previous fiscal year)(millions of yen)

FY2019Consolidated Results

FY2020Q1 Results

Q1 Results

YoY

Net Sales

3,100

3,667

+18.3%

Gross Profit (1)

2,636

3,229

+22.5%

85.0%

88.1%

+3.1pt248

193-22.1%

8.0%

5.3%-2.7ptOrdinary Profit

192

101

-47.4%

Profit Attributable to Owners of Parent

106

85

-19.6%

3.50 yen

2.75 yen-21.5%

Gross Profit Margin (1)Operating Profit
Operating Profit Margin

EPS(1) Business card entry costs in the Eight Business are recorded in SG&A
© Sansan, Inc

6

1 Consolidated Financial Results for FY2020 Q1

Factors Contributing to Changes in Consolidated Operating Profit
Although operating profit decreased year-on-year, due to an increase in advertisingexpenses from the introduction of new TV commercials, etc., and personnel expenses
increased due to strengthening of recruitment, this was as planned.
Status of Consolidated Net Sales/Operating Profit(millions of yen)

FY2019 Q1 Results

FY2020 Q1 Results

Net Sales

Cost of Sales

Personnel
Expenses

3,100

3,667

+566

464

437

-26

842

Advertising
Expenses

YoY

1,072

306

644

+229
+338

SG&A
(excl. Personnel Expenses
and Advertising Expenses)

Operating
Profit© Sansan, Inc

1,318

1,238
248

193

+80

-55
7

1 Consolidated Financial Results for FY2020 Q1Results by Segment
Increased net sales in both Sansan Business and Eight BusinessIn terms of operating profit Sansan Business flat, Eight Business shrinking deficit(millions of yen)

FY2019Net Sales

Q1 Results

FY2020Q1 Results

YoY

3,100

3,667

+18.3%

Sansan Business

2,848

3,356

+17.8%

Eight Business

251

311

+23.5%

248

193-22.1%

Sansan Business

1,264

1,272

+0.6%

Eight Business

-239

-191

－

Adjustments

-776

-886

－

Consolidated

Operating Profit
Consolidated© Sansan, Inc

8

1 Consolidated Financial Results for FY2020 Q1

Sansan Business Overview
Net sales increased by 17.8% compared with same period in previous fiscal year
As planned, operating profit was flat year-on-year due to increase in advertising expenses.
(millions of yen)

FY2019Sansan Business

FY2020Q1 Results

Q1 Results

YoY

Net Sales

2,848

3,356

+17.8%

Recurring Net Sales (1)

2,538

3,199

+26.1%

Operating Profit

1,264

1,272

+0.6%

44.4%

37.9%

-6.5pt

6,032

6,969

Subscriptions

Subscriptions+15.5%

156,000 yen

164,000 yen

+5.1%

0.64%

0.60%

-0.04pt

340 persons

429 persons+89 persons

Operating Profit Margin

Number of “Sansan” Subscriptions
Monthly Sales per Subscription (2)Last 12 Month Average of Monthly Churn
Rate (3)

Number of Employees(1) Fixed revenue with regard to “Sansan” (unaudited)(2) Monthly results for the end of Q1 in the Sansan Business (incl. some new services other than “Sansan”, unaudited)(3) Ratio of decrease in monthly fees associated with contract cancellations to total monthly fees for existing contracts© Sansan, Inc

9

1 Consolidated Financial Results for FY2020 Q1

Sansan Business：”Sansan” Sales/Recurring Net Sales
Recurring net sales steadily increased by 26.1% compared with same period in previous
fiscal year against a backdrop of steady increase in number of subscriptions”Sansan” Sales/Recurring Net Sales (1)(millions of yen)
Recurring
Net Sales
ストック売上高

Others
その他

92.7%
90.7%

91.2%
89.1%

87.9%

1,605
194

1,632
119

Q1

Q2

1,836
170

1,970
193

Q3

Q4

2,193
238

90.2%
88.2%

2,346
275

2,442
239

95.3%

Recurring Net Sales Margin
ストック売上高比率

91.4%
88.9%

2,656
294

91.7%

91.3%

89.1%

2,848
310

2,941
251

3,140
261

3,353
291

3,356
156

2,879 3,062 3,199
2,689
2,362 2,538
2,203
2,070
1,776 1,955
1,410 1,512 1,665
Q1

Q2

Q3

Q4

Q1

Q2

Q3

Q4

Q1

-500

FY2017FY2018FY2019FY2020(1) Fixed revenue with regard to “Sansan” (unaudited)© Sansan, Inc

10

1 Consolidated Financial Results for FY2020 Q1

Sansan Business: Number of “Sansan” Subscriptions, Monthly Sales and Number of Employees

Number of subscriptions increased by 15.5% and monthly sales per subscription
increased by 5.1% compared with same period in previous fiscal year
Personnel recruitment mainly for sales department progressing smoothly
Number of “Sansan” Subscriptions and Monthly Sales per Subscription (1)（Subscriptions）(Persons)

Number of Sansan Subscriptions
Monthly Sales per Subscription¥8,000

Number of Employees in Sansan Business
420

6,969
6,5876,754¥7,000¥6,000¥5,0004,7174,849

5,0595,147

5,362

5,616

5,7385,823

6,032

429

381

190,000

355
340

6,263

164,000yen

308

170,000272
254
243 247

150,000

156,000yen
194¥4,000210220130,000

141,000yen¥3,000110,000

115,000yen¥2,00090,000¥1,000¥070,000Q1e Q2e Q3e Q4e Q1e Q2e Q3e Q4e Q1e Q2e Q3e Q4e Q1e
FY2017FY2018FY2019FY2020Q1e Q2e Q3e Q4e Q1e Q2e Q3e Q4e Q1e Q2e Q3e Q4e Q1e
FY2017FY2018FY2019FY2020(1) Monthly results for the end of the quarter in the Sansan Business (incl. some new services other than “Sansan”, unaudited)© Sansan, Inc

11

1 Consolidated Financial Results for FY2020 Q1

Sansan Business: Last 12 Month Average of Monthly Churn Rate
Average churn rate over the last 12 month improved by 0.04 points compared to the same
period last year, and remained at a low level
Last 12 Month Average of Monthly Churn Rate (1) for “Sansan”

0.95%

0.79%

0.68%
0.64%

FY2016Q4e

FY2017Q4e

FY2018 FY2019
Q1e
Q4e

0.60%

FY2020Q1e(1) Ratio of decrease in monthly fees associated with contract cancellations to total monthly fees for existing contracts© Sansan, Inc

12

1 Consolidated Financial Results for FY2020 Q1

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

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

Company size
(Number of Employees)

More than 1,000

FY2020Q1e(Composition)

100 to 999
Less than 100

41%

＋
＋

24.3
%
%

＋
＋

40%

30.1
%
%

＋
＋

19%
FY2014Q4e

FY2015Q4e(1) Created based on monthly “Sansan” charge (unaudited)© Sansan, Inc

FY2016Q4e

FY2017Q4e

FY2018Q4e

FY2019
Q4e

23.8
%
%

FY2020Q1e

13

1 Consolidated Financial Results for FY2020 Q1Eight Business Overview
Net sales continued to show year-on-year growth due to B2B services (paid services forcompanies)(millions of yen)

FY2019FY2020Q1 Results

Eight Business

Q1 Results

YoY

251

311

+23.5%

B2C Services

72

74

+3.2%

B2B Services

179

236

+31.7%

Operating Profit

-239

-191

－

－

－

－

2.51 million people

2.76 million people+0.25 million people

991 subscriptions

1,757 subscriptions+77.3%Net Sales

Operating Profit Margin

Number of “Eight” Users (1)Number of “Eight Company Premium” Subscriptions (2)(1) Number of confirmed users who registered their business card to their profile after downloading the application(2) “Eight Company Premium” enables users to share their contacts with colleagues (targeting small companies with under 20 employees)© Sansan, Inc

14

1 Consolidated Financial Results for FY2020 Q1Eight Business: Net Sales/“Eight” Users
Sales declined compared with the previous quarter due to the reactionary impact of someplanned advertising services sold in the previous quarter
Number of “Eight” users steadily increasing
Number of “Eight” Users (2)Net Sales (1)(millions of yen)

B2C services(millions of user)

B2B services

2.76

337

251 253

168

311

¥3

¥2

235

187

1.79
263

236

1.91

2.03

2.14

2.21

2.29 2.35

2.44

2.51 2.58

2.65 2.70¥2179 181 161

120
109
90
77
63
63 66 71
34
23
21

20

20

42

46

51

54

55

56

59

¥1

120

¥1

66

72

71

74

73

74
¥0

Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1
FY2017FY2018FY2019FY2020Q1e Q2e Q3e Q4e Q1e Q2e Q3e Q4e Q1e Q2e Q3e Q4e Q1e
FY2017FY2018FY2019FY2020(1) Quarterly results for FY2017 were unaudited(2) Number of confirmed users who registered their business card to their profile after downloading the application© Sansan, Inc15

Table of Contents

1 Consolidated Financial Results for FY2020 Q1

2 New Initiatives
3 Full-year Forecasts for FY2020
Appendix(Sansan Group Overview / Sansan Business / Eight Business / Others)© Sansan, Inc

16

2 New Initiatives

Event Tech Business: Opportunities for Encounters in B2B
Many business exhibitions, conferences and seminars of various sizes are held in Japan

Exhibitions

Large-scale
conferences

SeminarsPresentations

etc…

© Sansan, Inc

17

2 New Initiatives

Event Tech Business: Challenges in business events
From activities to attract customers before the event to conducting questionnaires after
the event, there are many issues to be solved, both offline and online.
Offline Challenges

Beforethe EventDuringthe EventAnalog/manual ways of attracting customers

Digitized ways of attracting customers- Direct messaging- Time-consuming web forms- Faxed applications- Omitted or incorrect information- Analog data management- Lack of accurate participant information collected

Held offline at the venue

Held online via Web tools- Reception lines- Participants can’t interact- Can’t find exhibition booths- Doesn’t lead to business discussions- Person in charge not there- Don’t know who the other people are

Analog questionnaires
After
the Event© Sansan, Inc

Online Challenges- Can’t be used because the respondent didn’t givecomplete information- Participants’ information not correctly acquired- Paper-based aggregation of results

Digital questionnaires- Scattered data not managed in an integrated way- Doesn’t integrate with customer database18

2 New Initiatives

Event Tech Business: What is Event Tech?
Digital solutions services to solve issues related to event management

Attracting
attendees

Eventmanagement

Registrant
management

Registration
andreception

Before event

Streamlining operations© Sansan, IncVideo
streaming

Venue
reception

During event

Improving attendee
satisfaction

Questionnaires

Visitornetworking

After event

Maximizing effects

19

2 New Initiatives

Event Tech Business: Past Event Tech-related initiatives
In-house development of and investment in Event Tech-related services from 2019
Events Organized

Investment in Event Tech2016

Sansan Innovation Project (SIP) 2016 (~1,000 attendees)
2017
SIP2017 (~2,000 attendees)
2018
SIP2018 (~3,000 attendees)

2019
Launched “Meets” (April 2019)

Invested in CREATIVE SURVEY Inc.
Provided integration function (Apr. 2019)

SIP2019 (~5,000 attendees)
Invested in EventHub Co., Ltd. (Dec. 2019)2020
Sansan Evolution Week online (June 2020)
Logmi, Inc. made into subsidiary (Aug. 2020)
Sansan Innovation Summit 2020 (scheduled Oct. 2020)“Climbers” (scheduled Nov. 2020)© Sansan, Inc

Launched “Smart Entry” (Sept. 2020)20

2 New Initiatives

Event Tech Business: Service portfolio
Aiming to build a system that can provide Event Tech with 360-degree support
Attendee management

Attracting attendees

Ads

Management of attendee business cards,
utilization of business card information
Transcription

Attracting event attendees throughbusiness-oriented advertisements
Event management

Entry control

Event content transcription media
Distribution of information to attendees
Questionnaires/Surveys

Measurement of event satisfaction,communication with attendees

Medium- to large-scale event management,
vitalizing networking
Seminar Management

Encouraging exchanges at online events,
making event attendees active© Sansan, Inc

Easy and accurate next-generation
entry system using business cards

Management platform specializingin B2B seminars
Event dissemination

ONAIR

Card exchange

Virtual Cards

Smart Entry

During event

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

21

Table of Contents

1 Consolidated Financial Results for FY2020 Q1
2 New Initiatives

3 Full-year Forecasts for FY2020
Appendix(Sansan Group Overview / Sansan Business / Eight Business / Others)© Sansan, Inc22

3 Full-year Forecasts for FY2020

Consolidated Financial Forecasts
No changes in assumptions of negative impact due to COVID-19 infections
Working to strengthen investment to accelerate growth again, aiming for sales growthrate of 30% or more in next fiscal year (ending May 2022)

FY2019FY2020(millions of yen)

Consolidated Forecasts
Net Sales

Operating Profit

Full-year Results

Full-year Forecasts

YoY

13,362

15,767～16,302+18.0%～+22.0%757

757～1,010+0.0%～+33.4%(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, Inc23

Appendix© Sansan, IncImpact of COVID-19 Outbreak and Main Initiatives
Since lifting of state of emergency, although there has been some negative impact,
situation regarding business activity has gradually improved
Strengthening of development of services and functions compatible with new work styles

SocialConditions

SansanGroup

SansanBusiness

Up to and including FY2019 Q4

From FY2020(Up to May 2020)(From June 2020 onward)- State of emergency declaration issued- Exercising of self-restraint on going out and remote
working accelerate- Work style/environment improvements for telecommuting- Partial review of investment plan (1)- Work styles based on remote working- Needs for online business card exchanges- Partial review of recruitment plan

- Slowed pace of gaining new subscriptions (1)- “Virtual Cards” function newly installed- Reduction in gaining of leads due to cancellation ofoffline attracting event (1)- Holding of online seminars- Shifting of sales resources to expand utilization byexisting customers

Eight
Business- State of emergency declaration lifted- Holding of “Meets” offline business event cancelled (1)- Number of leads obtained and number ofnegotiations on improving trend- Negative impact on “Eight Career Design” due toslowdown in personnel recruitment activities- Promotion of “Virtual Cards” utilization(1) Impacts and initiatives expected to continue from June 2020 onward© Sansan, Inc25

Sansan Group Overview© Sansan, Inc1Sansan Group Overview

MissionTurning Encounters into Innovation
A Business Platform to Challenge the World

Challenges
facingcompanies© Sansan, Inc

Product
×Technology
×
Data

Challenges
facingbusiness people27

1Sansan Group Overview

Overview of Businesses and Services

Platforms to transform business and individual contact information into assets

Uncover your hidden network.
Find opportunities. Make deals.

Business Social Networking Based on
Business Card Information

The No.1 share in B2B cloud-based business card management
service, Supporting the growth of the company by collectively
managing business cards owned by the company (1)Eight is a business management card app that builds your own
business network with imported business cards (3)• More than 6,900 subscriptions constituting
the customer base
• Monthly churn rate below 1.0% (2)• No.1 share in mobile contact
management apps
• More than 2.7 million users (4)(1) Sales share of companies in the contact management services for corporations based on “Contact Management Service Market and SFA/CRM Businesses 2020” by Seed Planning, Inc. released in January 2020
(2) Average monthly churn rate over the past 12 months, which is the ratio of decrease in monthly fees associated with contract cancellations to total monthly fees from existing contracts(3) The survey on the number of active users of business card management app services in Japan's major business categories from November 2018 (Survey method: App Annie)(4) Number of confirmed users who registered their business card to their profile after downloading the application© Sansan, Inc28

Sansan Group Overview

Services That Realize Digital Transformation
Developing services that convert and utilize various analog business information, suchas business cards
Analog information

×Business card
B2B cloud-based businesscard management service

Business cardmanagement app

Billing

Contract

Billing digitization and online
receipt service

Contract digitization solution

Digitization of billing

Digitization of contract

Our services

Step 1
Digitization of
analog information

Step 2
Utilization of digital
information

Digitization of business card withmore than 99% accuracy“Virtual Cards” to accelerate digitization

Deploy digitization technology tomedia other than business cards

Utilization ofbusiness card data
”Sansan Plus”

External Services
Integration

Technology sharing
with “CloudSign AI”

OpenAPI Provision
Realization of DX© Sansan, Inc

Turn any business data into an asset, solve corporate problems, change the ways people work29

1

Sansan Group Overview

Features Characterizing the Business Platforms
Establish a solid position as a business platform
while diversifying medium- to long-term growth opportunities

Use in any situation,
regardless of industry
or occupation

Business Platform

Services available toall company employees
Center of ecosystems
with high potential
for expansion© Sansan, Inc

High level of recognition
and brand power

Used by business people
over a lifetime
Databases in which information
accumulates automatically30

Sansan Group Overview

Competitive Edge: Unique Structure and Technology that Enables Card Digitization with an Accuracy of 99% or more

The establishment of a business card digitization operation structure unsurpassedby competitors

Prompt and accurate digitization of a large volume of business cards

Automatic and manual data
entry of business card images+
Scan a large volume ofbusiness cards

AI:
Data entry

Human:
Manual entry

Human:
Final check

Database

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 of data
entry operators

Image processing
technology

31

Sansan Group Overview

Competitive Edge: Overwhelming 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 with more than 6,900 Subscriptions

Sales share in 2018 (1)SansanVer. 5 TV commercial title:
We know the customer 2017, “Our boss
missed an opportunity” (2)82.8%
Ver. 8 TV commercial title:“Remotely Done”(1) Sales share of companies in the contact management services for corporations based on “Contact Management Service Market and SFA/CRM Businesses 2020” by Seed Planning, Inc. released in January 2020
(2) Won the top prize in the service and culture section of the 71th Dentsu Advertising Awards© Sansan, Inc32

Sansan Business© Sansan, IncSansan Business

Basic Features of “Sansan”“Sansan” offers “business card management” features to transform unutilizedbusiness 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

Basic features of “Sansan”
Business card management/utilization

Major features

Contactmanagement

Digitizes business card data with 99.9%
accuracy
Customermanagement

User benefits© Sansan, Inc•

Business card search•Business card sharing•

Smartphone app•

Person profile•

News feed•

Company search•

Organizational tree•

E-mail delivery

Productivity Streamlined operations
Cost reduction
Creation of business opportunities
34

Sansan BusinessBusiness Strategy “Sansan Plus”
By connecting various functions to “Sansan” with business card management function
and customer information as entry points
Promoting data utilization, aiming to increase its value as a business platform
In-house Developed Additional Functions“Sansan Data Hub”

External Services and Partners Integration“Collaboration with
Colleagues”

OpenAPI Provision (1)Business Card Management
TEIKOKU DATABANK, LTD.

Salesforce (2)External Service Information Distribution

Uncover your hidden network.
Find opportunities. Make deals.

DIAMOND,Inc.

TOYO KEIZAI(1) OpenAPI provided to more than 50 other companies’ services, including Sales Force Automation, Customer Relationship Management, Marketing Automation(2) A trademark of salesforce.com, inc., Salesforce is used with permission.
© Sansan, Inc

35

Sansan Business

Sansan Business：Business Strategy “Sansan Plus”
Through these three concepts, we will maximize the value of “encounters” accumulated
inside companies and solve business issues

Package of optional functions
usable within ”Sansan”

Utilize the “Sansan” services tocomprehensively support corporate
digitalization

Consulting to integrate data
scattered throughout thecompanies

Optional Functions

Sansan Plus Partners who provide
consultationson methods of utilization

Sansan Plus Partners specializing
in data utilization” Risk Intelligence powered by Refinitiv”

Accenture Japan Ltd.,

toBe marketing, inc.

”Corporate Information Database
powered by Teikoku Databank”

Realize Corporation”Survey Tool powered by CREATIVE SURVEY””Salesforce Opportunity Integration” (1)” CloudSign Contract Management”(1) A trademark of salesforce.com, inc., Salesforce is used with permission.
© Sansan, Inc36

Sansan Business

Sansan Plus APP : Optional Functions that can be Added to “Sansan”“Risk Intelligence powered by Refinitiv”

Automation ofanti-social forces check

Creation ofconfirmation list

“Survey Tool powered by CREATIVE SURVEY”

List API linkage

Available“Sansan” for Business Card
Management

Seminar Visitor Information
Questionnaire Results

Available

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

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

×Salesforce

Available

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

Available

Contract information can be viewed just by scanning a businesscard. 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, Inc37

Sansan Business

Service Plans for “Sansan”
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 thecontract38

Sansan Business

Tailwind of Market Environment
The work-style reform and digital transformation is boosting the need for B2B cloudbased business card management
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)

Hardware

SoftwareCommunication Services

IT and Business Services
Software＋ ¥423.6
387.0
276.9

＋ ¥337.6

449.0

Hardwarebillion

750.4

817.4

＋ ¥870.4

billionbillion

965.6

479.8
1,435.7

542.0

937.6
1,071.0

'05/5
2017

1,115.5

565.3

2022
'05/5

'05/5
2017

forecast

779.5

2021
'05/5

forecast

'05/5
2018

2023
'05/5

forecast(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 “2018 Outlook of the Digital Transformation Market” by Fuji Chimera Research Institute(3) Based on “2019 New Software Business Markets” by Fuji Chimera Research Institute© Sansan, Inc

39

Sansan Business

Potential Market Size in Japan (TAM) for Sansan Business
The number of users within current customers is limited, and there is room for tens oftimes more coverage expansion
Company size

“Sansan” Coverage“Sansan” Coverage（Number of employees）(Company) (1)(Employee) (1)＞ 1,000 employees

13.8%

2.3%

100 to 999 employees

2.9%

2.1%

＜ 100 employees

0.2%

0.8%

Potential fortens of times
coverage expansion(1) “Sansan” coverage is calculated with the number of subscription and total number of IDs in “Sansan” for FY2020 Q1e 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

40

Sansan Business

Number of Subscriptions and Sales per Subscription
Achieve growth through an increase in both the number of subscriptions and sales per
subscription
Increase Sales per Subscription
Increase the Numberof Subscriptions

More Utilization by
Existing Customers

Upselling• Promote company-wide use (from• Provide optional functions• Promote solution-based sales

the sales department to the entire
company)• Partnerships with othercompanies, and M&As

• Promote regional expansion• Enhance implementation support• Enhance global expansion• Penetration of service value• Expand sales coverage to large
corporations• Promotion of “Virtual Cards”
Number of “Sansan” Subscriptions

Monthly Sales per Subscription

2,436

6,969

¥80,000¥164,000

FY2014 Q4e

FY2020 Q1e

FY2014 Q4e

FY2020 Q1e

Approx.

2.9 times

Approx.

2.1 times(1) Monthly results at the end of each quarter (unaudited)© Sansan, Inc

41

Sansan Business“Sansan” Revenue Stack-up: Accumulation of Net Sales by Service-in Timing (Recurring Revenue)

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

FY2014Q4e

FY2015Q4e

FY2016Q4e

FY2017Q4e

FY2018Q4e

FY2019Q4e

FY2020Q１e(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

42

Eight Business© Sansan, IncEight Business

Service Outline of "Eight"
SNS platform for business with the largest number of active users in Japan• Is not making the most out of business encounters

Challenges facing
business people• Desire to use business SNS without
becoming friends• Lacks sufficient access to business card information

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

Offering a lifetime SNS platform for business“Profile Management”

B2C Model

Monetize
opportunities© Sansan, Inc

Paid plan for individuals:“Eight Premium”“Contact Management”“Communications”“Connect with Companies”(information gathering)

B2B Model
Paid plan for corporations:“Eight Company
Premium”

Ad. delivery:

Business events:

Recruiting platform:“Eight Ads”

“Meets”“Eight Career Design”

44Eight Business

Strengthening and Promotion of Monetization Plans
Accelerate and strengthen the development of paid plans for B2B
B2B
Paid plan for corporations:“Eight Company Premium”(Annual subscription)

Enables users to share their contacts with colleagues
Targeting small companies with under 20 employees

Ad. Delivery:

Pay-for-use charges
dependingon delivery volume (1)A service for delivering ads to “Eight” users
Timely and targeted advertising to career-oriented professionals“Eight Ads”

Fixed monthly fee(Contract for a fixed period)

Business events:“Meets”

Fixed fee per event (2)Recruiting platform:

Fixed monthly fee (3)“Eight Career Design”(Contract for a fixed period)

An event matching ”buyers“ and ”sellers“ from within “Eight”
Uses proprietary technology to accurately matchbusiness people together
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) There is a minimum advertisement placement price and also a normal advertisement menu.
(2) There are multiple fee settings depending on the type of event held, etc.
(3) There is an additional charge when a decision to hire is made.
© Sansan, Inc45

Others© Sansan, Inc“Bill One” Billing Digitization and Online Receipt Service
A service that can convert paper and PDF billings into data with 99.9% accuracy andreceive them online
In the COVID-19 pandemic, contributing to remote working/BCP (1) problem solving,
adding impetus to corporate growth“Bill One” enables online receipt and centralized management of all billings“Bill One” user companies

Side issuing the billing“Bill One”
UploadAttached fileby Email

Mail

Available

One-stop receipt

Digitization of billingwith 99.9% accuracy
Centralized management
by database

Email notification

URL

Billing URL inquiry“Bill One” will receive billings on behalf of customers, and the subscriber companies can accurately view the data online(1) Business Continuity Plan
© Sansan, Inc

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“Contract One” Contract Digitization Solution
A function that digitizes paper and PDF contracts and organizes the data required for
management
Providing “Contract One” technology to Bengo4.com, Inc., “CloudSign AI”
Contract digitization solution

1. Agreement signed by “CloudSign”

2. Contracts concluded on paper thenconverted to PDF format

PDF file

PDF file
UploadAutomatic data
conversion“CloudSign”

Available© Sansan, Inc

Digitized by“Contract One”

Contracts converted
to PDF format

Automatic data
conversion“CloudSign”

Digitized by“Contract One”

“CloudSign” contracts and paper contracts can be centrally managed, boosting business reform of corporate legal
affairs and improvements in productivity

48

About Employees
Breakdown by Organization (2)Number of Employees (1)(persons)

713

728
Sansan Division:
Sales, SD, CS etc.
Others

549

402

DSOC

728

employees

305
Eight Division

236

Sansan Division:Development
Sansan Division:
Others
FY2015FY2016FY2017FY2018FY2019Q1e FY2020(1) Non-consolidated basis in FY2015 and before, and consolidated-basis since FY2016(2) As of August 31, 2020
© Sansan, Inc49

1Company 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, Fukuoka
Satellite offices: Tokushima, Kyoto, Niigata, Hokkaido

Subsidiaries

Sansan Global PTE. LTD. (Singapore)
Sansan Corporation (United States)

CEO

Chika Terada

Number of Employees

728 (as of August 31, 2020)

Capital¥6,236 million

Net Sales¥13,362 million (FY2019)

Classification by Type of
Shareholder

Domestic Financial Institutions:14.58%, Security Firms:0.85%,
Other Domestic Corporations:1.40%, Foreign Financial Institutions andIndividuals:33.50%, Individuals and Others:49.66%(1) As of May 31, 2020
© Sansan, Inc50