Investor Presentation
Strengthening the Foundation - Value creation through
improved unit economics, attrition, balance sheet and talent
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Adds
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AT&T activations of 5,531
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lead to a strong quarter with
sequential account
production up 37% and up
10% YoY
RMR created in the quarter
is up 32% sequentially and
up 18% YoY
While DTC sales were up
22% sequentially, activations
of 3,010 were down QoQ due
to installation backlog
Dealer Adds up sequentially,
down YoY, with substantially
better unit economics
DTC Inside sales pivot from
-30% DIFM in Q320 to 97%
in Q321
Re-energized dealer
recruiting with improving
pipeline; two dealers added
to the channel in Q3. Armor
Security signed in October.
Attrition
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Unit attrition at 14.3%,
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110 bps improvement
YoY
RMR attrition
improvement to 12.7%,
a 500 bps improvement
YoY and a 130 bps
sequential quarterly
improvement
120k Earnout subscribers
as of Q321, in line with
expectations
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Balance Sheet/CTS
Pre-SAC Opex improved
$0.4M sequentially from
Q2, normally a higher
quarter due to
seasonality
BHS Techs completed
31.8K jobs in the quarter
or 52.9% of total jobs, a
43.5% improvement
compared to Q320. BHS
Tech's expense per job is
25% or $70 less per job
vs Service Dealers
Q3 Levered FCF was
($17.1m) due to inventory
ramp for Dispatch/3G,
increased DTC creation
spend and timing of
insurance renewals.
Favorable contract renewal
with largest interactive
services provider, expect to
realize in excess of $3m of
volume discounts in 2022
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Unit Economics
Continued improvement in
Network Channel (Dealer and
Auth Rep) economics with a
sequential multiple
improvement of .5x turns to
33.8x and a 2.6x improvement
over Q320
Enhanced consumer
financing re-launched in Q3 in
DTC phone channel with goal
to launch DTC field channel in
Q4
Q3 DTC Inside Sales new
account ARPU at $49, up 20%
from PY; average ticket price
("ATP") of -$900, up 41% from
prior year
DTC multiples elevated as
benefits of recently reinitiated
marketing not fully realized in
Q3
Scaling the business
Customer centric offers
driving down attrition
Positioning the Balance
Sheet for refinance
Create Profitable Accounts @ Scale and hold for life
Stabilize the core, diversify
the sales engine
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