Long-term Profitability and Market Expansion Strategy
Delivering Incremental Variable Marketing Margin
Variable Marketing Margin ($m)
31%
CAGR 2016-2021
32%
31.3%
129.6
31.0%
31%
108.6
29.5%
73.3
28.3%
28.2%
27.4%
46.1
33.6
35.8
2016
2017
2018
EVERQUOTE
2019
30%
29%
28%
27%
ā
26%
25%
2020
2021
VMM grew 31% compounded annually 2016 - 2021
Proprietary platforms have driven increasing VMM
as a percentage of revenue (VMM %) since 2016
Auto insurance headwinds in 2H21 adversely
impacted VMM and associated %
Potential for incremental improvement in VMM%
from higher VMM margins associated DTCA and
customer cross-selling
Variable Marketing Margin %
1. Beginning in the first quarter of 2019, we revised our definition of variable marketing margin, or VMM. The VMM displayed above reflects our revised definition of VMM for all years
presented. Refer to Key Metrics Definitions in the Appendix for a definition of VMM.
Proprietary Information
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