Investor Deck .pdf


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Titre: Kwanji Presentation Deck May 2015

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Low cost efficient B2B Payments

From Anywhere - To Anywhere - By Anyone

GLOBAL TRADE IS BEING UNFAIRLY ‘TAXED’
Businesses & service providers to businesses around the world lack a low
cost efficient easily accessible B2B payment mechanism to rival banks



NO ALTERNATES

Businesses around the world have no alternative to
banks for international B2B payments



SERVICE PROVIDERS ARE HAMSTRUNG

Providers force their clients to make external bank
payments with the additional fees





Strictly Confidential

MANUAL DATA INPUT RULES

Manual data entry, emails even faxes are still the
norm when making international payments

A WORLD OF HAVES & HAVE NOTS

Huge differences in payment efficiencies across global
economies taxes trade $100Bn’s per annum

HUGE EXPANDING GLOBAL RECURRING OPPORTUNITY
“Its estimated that online P2P payments will move from its current 5% to 30% in next 10
years.” Ismail Ahmed CEO WorldRemit. But what about B2B payments?



$2.4

$12


$500
2013

$25BN
5%

ADMIN & FEES

2013

$150BN
30%

Highly Competitive

TRILLION LOST

TRILLION

BILLION

$600B

$3.6TN

5%

30%

The 95% of global B2B payments
controlled by banks
Strictly Confidential

!

Low Competition - Banks

THE KWANJI GLOBAL WIDGET

A simple highly versatile, onsite widget supporting multiple broker quotations capable of providing real
time forex rates and payments across 200 countries, 165 currencies and from over 83 countries

Save Money





Seamless Integration

Get Live Competing Rates





Easy to Use

From Anywhere - to - Anywhere





Reach More Markets

LIVE
Strictly Confidential

HOW IT WORKS!

Connects targeted forex demand to a global distribution of forex supply across multiple
verticals, regions and opportunities seamlessly, easily and efficiently.

2015-2016

Completed

Demand

Supply

Strictly Confidential

GLOBAL FOREX COMPARISON IN SECONDS

A simple 3 step process for global forex payments across our growing broker partner network
across all 83 countries supported. One Electronic KYC application across all Brokers

Currencies

Recipients

Ranked
Broker
Selection

Strictly Confidential

MULTI FEATURE KWANJI DASHBOARD

Pulls together buyer/seller - sender/receiver - importer/exporter payment tools into a single view
with activation in seconds from Anywhere To Anywhere by Anyone

Strictly Confidential

WHERE & HOW WE MAKE MONEY

Real World variable pricing across all global economies gives Kwanji far greater
flexibility, increased margin and global opportunity than any comparable model
2 - 6%

ATV: £8k

x10

Margin

ATV: £20k

Revenue: £640

Revenue: £56
Margin: £24

Revenue

Margin

0.2-0.6%

Emerging Markets

0.5-1.5%

Revenue

Developed Markets

0.8-3%

Strictly Confidential

Margin: £320

THE VALUE IN B2B PAYMENTS

The average LTV for a Kwanji customer today is much greater than other high
profile entities targeting highly competitive lower margin customer segments
Transferwise
Sector

Worldremit

Kwanji

P2P

P2P

B2B

Freelancers/Expats

Migrant Workers

Businesses

Av Transaction

£1500

£400

£8,000

Lifetime Volume

£50,000

£10,000

£350,000

0.5% Developed

1% Developed

0.7% Developed

N/A Emerging

4% Emerging

3% Emerging

£200

£100 Developed

£1000 Developed

£400 Emerging

£5600 Emerging

Audience

Fees

LTV

Highly Competitive Space

EARLY TRACTION: SIGN UPS, TX VOLUME & GROWTH
We have seen consistent 15% MoM growth in clients executing payments on

kwanji.com and transaction volume. This continues to rise as we develop and expand
£1,100,000

50

£825,000
£550,000

25

£275,000

12.5

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£0
Ja

Sign Ups

37.5

Strictly Confidential

QUARTERLY REPEAT RATES BY COHORT
Quarterly customer repeat rates reflect a more typical business buying
cycle on Kwanji and clearly we are extremely sticky for a B2B platform.
Jan -14
Jan -14
Feb -14
Mar -14
Apr -14
May -14
Jun -14
Jul -14

0%

Feb -14

Mar -14 Apr -14

May -14 Jun -14

July -14

0%

0%

0%

0%

0%

0%

0%

0%

0%

0%

0%

0%

100%

100%

100%

67%

100%

67%

67%

67%

67%

100%

67%

67%

100%

100%

40%

40%

40%

40%

40%

60%

60%

20%

20%

100%

100%

50%

50%

50%

50%

50%

50%

50%

50%

100%

100%

50%

67%

50%

33%

50%

50%

50%

100%

100%

40%

60%

60%

60%

40%

40%

100%

100%

100%

100%

100%

100%

100%

100%

100%

50%

100%

100%

100%

100%

100%

100%

100%

67%

100%

100%

60%

60%

100%

100%

60%

100%

100%

Aug -14
Sep -14
Oct -14
Nov -14
Dec -14
Jan -15

Aug -14

Sep -14

Oct -14

Nov -14 Dec -14

Jan -15

100%

Strictly Confidential

CUSTOMER TRANSACTION PROFILES

Customer transaction volumes continue to increase over time. These will ramp up
significantly as we move to mid tier businesses inherent in our e-business expansion strategy
£500,000.00

Sylvia Farago Ltd
Innovify

£375,000.00

Logical Glue
Receipt Bank
Blueglue

£125,000.00

Strictly Confidential

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£0.00

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Ten Forward Finance

£250,000.00

Ja

4x4overlander.com

THE BASICS: DRIVING DOWN OUR COST OF ACQUISITION
Intense focus on streamlining our sales acquisition funnel & minimising our CAQ as we
prepare to scale through channel partners, digital marketing & globally
160

Channel partners
£75/per
120

Ebusiness
Channels
£30/per

80

Online &
Outsourced
£15/per

40

20
16

15

M

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20
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Strictly Confidential

De

20
15
ar
M

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20
14

0

M

Old School
Sales
£150/per

8% SALES CONVERSION FUNNEL

Openly available growth hacked data forms the basis of a streamlined student based sales
conversion funnel built with maximum ROI, conversion and geographic duplication in mind
Relationship
Manager to close
‘The Deal’

per week

30

Strictly Confidential

14

8%
Conversion

Qualification &
Handoff

Outbound Email

100

CLIENT

HOT LEAD

LEAD

PROSPECT

INQUIRY

IMPORT DATA
E.G: UKTI 500,000 leads

GROWTH HACKS

Trading Data

10

8

= CPA: £40

2015-2016 CHANNEL PARTNER FUNNEL

E-business integrations supported by targeted channel marketing places Kwanji in direct line of sight of
our target audience with immediate network effects at an even lower CAQ and greater LTV

The Global B2B e-invoicing market in

CLIENT

HOT LEAD

LEAD

PROSPECTS

INTEGRATIONS
6 PLATFORMS
£150,000

EINVOICING

Relationship
Manager

5%
Conversion

2014 was estimated at 170BN

invoices, which is circa 8% of total

invoices, and is expected to grow at a

Highly Targeted
Segmented Marketing

CAGR of 20%.

1mn
Strictly Confidential

300K

285K

20%

57K

= CPA: £28.20

MARCH 2015 - CLIENT LTV PROFILES

We have two clearly defined customer groups based on Tx volumes: ‘Small’ & ‘Mid Tier’ businesses
with distinct positive LTV’s achieved in just a few months of operation

£

70%

SMALL TIER
BUSINESSES

30%

MID TIER
BUSINESSES

Margin: £20-250pm

Margin: £7-40pm
LTV: £50+

£

Tx: £3k-20kpm

Tx: £10k-100kpm

Rv: £20-140pm

Rv: £60-700pm

Strictly Confidential

LTV: £500+

MARCH 2017 - CLIENT LTV PROFILES

As we will show Kwanji’s channel partner integrations will power an expected upward trend in
acquiring Mid Tier businesses with greater transaction sizes, monthly volumes & of course LTV’s

£

60%

SMALL TIER
BUSINESSES

40%

MID TIER
BUSINESSES

Margin: £200-1Kpm

Margin: £7-40pm
LTV: £50+

£

Tx: £3k-20kpm

Tx: £100k-500kpm

Rv: £20-140pm

Rv: £700-3500pm

Strictly Confidential

LTV: £2500++

MORE COVERAGE THAN ANY BANK OR BROKER
Kwanji is global. We support over 200 countries,165+ currencies and local outbound
payments from 83 countries on every continent (except Antartica)
North America
Eastern Europe

"
"

"
Western Europe

"

"

"
Central & South America
West, Central
& Southern Africa
Strictly Confidential

Oceania,

KWANJI IS UNLOCKING AFRICA

Expanding on a theme we currently have £5MN/monthly transaction volume coming
online from Africa.

International, cross border payments coming online. Expanding also to LATAM
Strictly Confidential

1 PRODUCT, 3 LAYERS & 3 ROUTES TO MARKET
One bilateral trade payments product - in an INTERNET GLOBAL WORLD of possibilities!

Kwanji is changing the
way forex is accessed
on a global scale

1
STANDALONE

2

3

EBUSINESS
INTEGRATIONS

ENTERPRISE & WHITE
LABEL OFFERING

1: 2014 KWANJI STANDALONE WIDGET

@kwanji.com - Traffic driven by optimised in-house sales & relationship managers,
an optimised targeted marketing strategy and referral/affiliate activities



Excellent NPS
Affiliates on every continent
0.3% conversion funnel to paying customers
15% MoM growth in users and revenue
80% returning traffic = very sticky



= Derisked & completed
Strictly Confidential

CLOUD ACCOUNTING INTEGRATIONS: 2014

Our first proving point was e-accounting system integrations which continues expand. Benefits include a halving
of our CAQ, a new route to market with bricks & mortar accountants as a new affiliate channel
15 referrals in 2 months
Instant credibility with network efforts
Accountants are referring Kwanji to their clients
Trusted Affiliates: £1MN per month in pipeline
Low CAQ with small to Low Medium Tx values



= Derisked & completed

Strictly Confidential

2: 2015 NETWORK EFFECT PAYMENT EXECUTION

Ongoing integration discussions with global B2B and E-invoicing platforms with multi billion dollar
international payment requirements (est. 20% cross border) is our current focus
ECOM: GLOBAL

E-INV: GLOBAL

E-INV: GLOBAL

Buy & Supply Side

500K SME’s in 150

10K SME’s with global

countries

reach

B2B: GLOBAL

E-INV: NORDICS

E-INV: LATAM

payments

120,000+ SME’s across

2K SME’s with a

B2B: Singapore

B2B: LATAM

Asia

Invoice $1.8Bn

E-Quotes $12.4Bn

European blend

Focus on Brazil- roll out
across LATAM

Strictly Confidential

$2bn in Chile alone.
Integration

B2B: GLOBAL

€700Mn Europe

ONE INTEGRATION TO SCALE GLOBALLY & RAMP UP TX VALUE

A single modular integration into Tradeshift targets mid to large tier global entities at ‘POS’ with instant network
effects as invoices are sent worldwide. Kwanji is embedded, seamless of greater value than alternatives

Wireframes under review with Tradeshift
6 other E-invoicing platforms ‘want in’
FREE Affiliate channel
Global network effects
Send Invoices with Kwanji
Embedded buttons

One Time ‘Pay All’ Batch
Invoice Payments across multiple
suppliers & currency pairs

Strictly Confidential

Very low CAQ
Mid tier clients with higher LTV

2016+ EXPAND ON EBUSINESS INTEGRATIONS

Kwanji will continue to carve out market share by providing seamless agnostic B2B global payment
solutions to those business verticals that need it most
Kwanji adds value & convenience
Supports client & partner operations
Replaces offsite bank payments
Operators are positioned globally
Inexpensive route to market
Mid tier: Higher Tx sizes/volumes
Greater LTV’s
Strictly Confidential

3: ENTERPRISE & WHITE LABELLING

As a payments technology layer Kwanji will leverage ‘data integrations’ to B2B & E-invoicing platforms etc. to
engage enterprise level clients such as banks with targeted modules optimising ROI & internal processes
REGIONAL PAYMENT PARTNERSHIPS
ESCROW
ELECTRONIC LETTERS OF CREDIT

ECOMMERCE & MOBILE

WHITE LABELLING

TARGETING HIGHER VALUE RETURNS IN EMERGING MARKETS
Strictly Confidential

MULTI CHANNEL TARGETED MARKETING TO SME’S

No shotguns required! Kwanji leverages multiple marketing drivers to experiment & engage Ebusiness partners & clients across business verticals, communities and geographic borders
E-business partners are already

Affiliates

marketing Kwanji to a) their existing

partners to create a seamless ecosystem
and b) their end users to add value to
their own propositions.
•Accountants

E-Biz

•Trade Finance

Clients

•E-invoicing

•Shipping & Logistics
Brands

Strictly Confidential

RAMPING UP B2B SALES & MARKETING

LinkedIn is our primary marketing asset with the ability to drill down marketing efforts to targeted
communities & groups to engage, inform and place Kwanji front and centre of client and partner verticals

kwanji.com
Marketing
DIGITAL



MARKETING

Enterprise
Content

Groups

Strictly Confidential

E-Business

SUSTAINING COMPETITIVE ADVANTAGE

First mover advantage is supported by multiple execution barriers to both incumbents and copycats
looking to duplicate the Kwanji proposition at the technological, local & international level











BROKER & BANKS

E-BUSINESS

COPYCATS

REGULATORY

CUT CHURN

COST & TIME OF EXECUTION

REGIONALLY COMPLIANT

EKYC - PRICE POINT

2 YEARS IN DEVELOPMENT

PARTNERS

& STICKINESS

CANNOT AGGREGATE TO COMPETE

COST & TIME EXECUTION

Kwanji's technology has been built over considerable time and multiple iterations. We
have built an openly accessible platform and gained deep experience.
Strictly Confidential

TEAM KWANJI & ACHIEVEMENTS TO DATE

Over 150 years experience in international trade, global payments, banking,
compliance and e-commerce

£5.4MN transacted since launch March 2014
300+ Customers growing at 15% MoM
10 Fx partnerships with Global coverage:
-

Delivery to 200+ countries

-

In 165+ currencies

-

Local pickup in 83 countries

6 Cloud software integrations in 150 countries
Strictly Confidential

BUILDING A VISIONARY PRODUCT

From concept & first iteration Kwanji has gone through several pivots and a sharp learning curve
to develop a product that engenders trust, awareness & clear differentiation in the Fintech arena
April 2013

Friends & Family £30K




Oct 2013
Oct 2013

Seed Round £300K

Private Beta

Sept 2013




UK MVP Launch

Mar 2014



One time eKYC

Aug 2014

DERISKING GLOBAL SCALE

Developing a platform that is capable of disintermediating Forex - still considered an elitist
and complicated universe and placing it fairly into the hands of those that need it most
Sept 2014

Mid 2015

Mezzanine Round £450K

Series A Round £5MN







83+ Country Pick Up

Oct 2014



Widget & New Website

Jan 2015



6 Cloud Partners

Feb 2014

From Anywhere - To Anywhere - By Anyone

Strictly Confidential

SCALING KWANJI INTO A GLOBAL PROPOSITION

From our current position Kwanji is positioned to take advantage of increased awareness,
multi channel expansion and global delivery

March 2016

March 2017

March 2018

ARR

£504,000

£7,134,000

£51,000,000

Signups

1,085

9,323

63,182

% Small

70%

65%

60%

% Large

30%

35%

40%

Av Tx small

£3200

£4000

£5000

Av Tx large

£50,000

£150,000

£250,000

Our forecasts for larger company tx values are low and with our e-invoicing

Strictly Confidential

integrations, are expected to increase significantly

FORECASTED USER & REVENUE NUMBERS

We expect to see a strong uptake in user numbers driven by aggressive integration into ebusiness suites, targeted marketing, a streamlined & effective sales process and brand advocacy
60,000

£50,000,000

45,000

£37,500,000

30,000

£25,000,000

47,877
£12,500,000



 £38Mn 2017

48K Users 2017
Strictly Confidential

17
20

20

£3,141,336

16

£166,378

20

17

£0

20

16

9,172
20

20

15

1,095

15

15,000

0

£38,304,783

EBITDA

A 10% increase in our Mid Tier client cohort via channel partnerships with larger Tx volumes and LTV’s
combined with emerging market expansion with a x3 revenue multiple are key drivers to our projections
4000000

38,304,783

£

3000000

£3,847,699

2000000
1000000
0
-1000000

-£1,316,565

-2000000

TRANSACTION REVENUE
2017

47,877

-£3,072,831

KWANJI CUSTOMERS
2017

-3000000

2015

2016

2017

Strictly Confidential

FUNDING PROFILE & CURRENT ASK

Gearing up to Series A we expect to raise an optional Bridge Round before
following on into a Series A round of £5MN
ASIA

LATAM

SERIES A
£5MN

AFRICA

PLAIN
VANILLA’S

SEED #2
Friends & Family
£30K

Q1 2013

SEED #1

£450K

BRIDGE
£1MN

£300K

Q3 2013

Q3 2014

Q2 2015

Q3/4 2015

KWANJI EXIT STRATEGY

Possible Exits are through a trade sale to a bank, card or other tech payments innovator or IPO in
4-5 years. Early stage investors can also exit to future investors on Series B







SERIES B

TRADE SALE

IPO

As Secondary to

Banks, Card or Tech

offers an early exit

Innovator

Series B investors

Payments

2016

£250MN Valuation

2020
Strictly Confidential

USE OF FUNDS

Prioritisation on system integrations, channel community engagement and expanding
our marketing profiles are the primary focus points of our funding requirement
Hires:

 
10%

1 - Marketing Manager
Overall Marketing Strategy
Resource Management
Agency Management
PR & other media

40%

25%

Channel Marketing

2 - Sales Reps

Kwanji Marketing

Relationship Managers
Research
4 - Student Interns
Top of sales funnel

25%

Sales
Technology

ADDENDUM



GENERAL INFO

OUR VALUE STATEMENT


Kwanji is founded on a vision of a world of international trade where every
business, no matter its size or location from every continent - Africa, Asia,
the America’s and Europe has unrestrained access to the same efficiency
based business tools; to enhance their business, their business relations
and ultimately their bottom line.

From Anywhere - To Anywhere - By Anyone
Leslie Onyesoh - Founder & CEO
Strictly Confidential



Kwanji Video

42



BUSINESS METRICS

SIGN UPS

User number growth has been been strong hitting on average 15% increase
MoM - we expect this to increase as we scale via business partnerships
50

25

Strictly Confidential

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Month on Month

Sign Ups

15%

37.5

TRANSACTION VOLUMES TOTAL

Consistent MoM growth of 15% over the past 7 months for all transactions
originating onsite and via direct referral to brokers
£1,100,000

15%

£825,000

£550,000

Month on Month

£275,000

Strictly Confidential

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ATV & AVERAGE SPEND PER MONTH TODATE

ATV’s & average spend per month consistently outstrip a guess-estimated ATV of £2k at set
at our launch 2014. We expect both to increase as we deploy into e-business integrations
£30,000

£22,500

ATV
Spend per Month

£15,000

£7,500

£0
Jan-14

Mar-14

May-14

Jul-14

Sep-14

Strictly Confidential

Nov-14

Jan-15

Mar-15

RECURRING TRAFFIC AS % OF TX VOLUME
Returning customers are proving to be a consistent factor in hitting our
monthly volumes over time
100.00%

75.00%

50.00%

25.00%

Strictly Confidential

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0.00%

ATV & AVERAGE SPEND PER MONTH - 3 YEARS

By focusing on our key strategic partnerships and acquisition channels ATV per month is
expected to climb year on year in line with historic growth trends
£40,000

£30,000

£20,000

£10,000

Strictly Confidential

17
20

16
20

15

£0

20

ATV
Spend per Month

ATV & AVERAGE SPEND PER MONTH - EMERGING MARKETS
Expansion into the Emerging markets remains a strong focus for Kwanji for good reason:
greater revenue generation, greater market opportunity minimal competition
£80,000

£60,000

£40,000

£20,000

Strictly Confidential

17
20

16
20

15

£0

20

ATV
Spend per Month

TRANSACTION PROFILING TO YEARS END 2015

On the back of our bridge investment we will improve our growth profile above 15% MoM, maximise
revenue generation, continue to cut our CAQ and create targeted beachheads in growth markets

£4,000,000

Larger - emerging economy businesses
Smaller - emerging economy businesses

£3,000,000

Larger - developed economy businesses
Smaller - developed economy businesses

£2,000,000

£1,000,000

Strictly Confidential

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£0


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