阿里巴巴投资者日演讲PPT文档FinancialPerspectiveandGuidanceMagg

FinancialPerspectiveandGuidanceMaggieWu,CFO1.ReportCardSinceIPO4.FinancialGuidance2.EvolvingValuePropositiontoCustomers3.Metrics5.ValuationFrameworkKeyTopics1.ReportCardSinceIPO?HowSustainableisChinaRetailMarketplace’sGMVGrowth?HowSustainableisChinaRetailMarketplace’sGMVGrowth08001,6002,4003,2004,000FY13FY14FY15FY16FY17RMBbn37%CAGRFY13-17US$547BILLIONGOALREMAINSUNCHANGEDUS$1TRILLIONGMVGOALFORFY2020ALIBABAMARKETLEADERSHIP11%CHINARETAILSALESSOURCENBSMARKETSHAREINFY17Source:NationalBureauofStatistics(NBS),Alibaba. EstimatedmarketshareasofMarch31,2017?What’sAlibaba’sstrategytotransitionfromPCtoMobile?WillmobilemonetizationeverbehigherthanthatofPC??What’sAlibaba’sstrategytotransitionfromPCtoMobile?WillmobilemonetizationeverbehigherthanthatofPC?GROWINGMOBILEMAU0200400600MAR14MAR15MAR16MAR17163289410507MMOBILEGMV%0%25%50%75%100%FY14FY15FY16FY1719%41%65%79%MobileGMV%GMV0%1%2%3%4%5%FY14FY15FY16FY172.55%2.44%2.59%3.03%BlendedMonetizationRateMONETIZATIONRATE0%1%2%3%4%5%FY14FY15FY16FY172.94%2.89%2.73%2.97%0.91%1.79%2.51%3.04%MobileMonetizationRatePCMonetizationRatePCMobileMOBILEREVENUE%0%25%50%75%100%FY14FY15FY16FY177%30%63%80%MobileRevenue%RevenueMOBILEGMV&REVENUE%0%25%50%75%100%FY14FY15FY16FY177%30%63%80%19%41%65%79%MobileGMV%MobileRevenue%RevenueGMV?WhatisAlibabaCloud’sgrowthpotentialandwhenwillitbeprofitable04408801,3201,7602,200Jun30,
2015Sep30,
2015Dec30,
2015Mar31,
2016Jun30,
2016Sep30,
2016Dec31,
2016Mar31,
2017ALIBABACLOUDREVENUERMBmn?WhatisAlibabaCloud’sgrowthpotentialandwhenwillitbeprofitableYoY106%128%126%175%156%130%115%103%FY15FY16FY17ALIBABACLOUDADJ.EBITAMARGINAdj.EBITAMargin-41%-7%?WhyisSBCas%ofrevenuesohigh?What’sthedilutionimpactfromSBC?FY16FY17SBCDilution(0.9%)(0.7%)SHAREDILUTION%OFTOTAL**Accretion/(dilution)effectcalculatedrelativetofullydilutedsharesoutstandingasofApril1,2015andApril1,2016forFY16andFY17,respectively

#RepurchaseofsharesrepresentssharesrepurchasedpursuanttotheShareRepurchasePrograminFY2016andsharesrepurchasedfromSoftBankinFY2017SBCAS%OFREVENUEHASBEENTRENDINGDOWN0%5%10%15%20%25%30%Sep30,2014Dec31,2014Mar31,2015Jun30,2015Sep30,2015Dec31,2015Mar31,2016Jun30,2016Sep30,2016Dec31,2016Mar31,201718%16%27%20%14%13%19%11%12%7%11%OverallSBC0%5%10%15%20%25%30%Sep30,2014Dec31,2014Mar31,2015Jun30,2015Sep30,2015Dec31,2015Mar31,2016Jun30,2016Sep30,2016Dec31,2016Mar31,201716%12%13%10%9%10%13%8%10%6%10%18%16%27%20%14%13%19%11%12%7%11%OverallSBCSBCRelatedtoAlibabaSharesSBCAS%OFREVENUEISEVENLOWEREXCLUDINGGRANTSTOALIBABAEMPLOYEESFROMANT?WhyisSBCas%ofrevenuesohigh?What’sthedilutionimpactfromSBC?AccretiveShareRepurchase1.8%1.0%Accretion/(Dilution)0.8%0.3%?HowwouldAlibabastrategicinvestmentsimpactthecorecommercemargin?HowwouldAlibabastrategicinvestmentsimpactthecorecommercemargin50%56%62%68%74%80%Jun30,2015Sep30,2015Dec31,2015Mar31,2016Jun30,2016Sep30,2016Dec31,2016Mar31,201765%62%65%59%61%62%64%59%CORECOMMERCEADJ.EBITAMARGIN62%FY1763%FY162.EvolvingValuePropositiontoCustomers?WouldAlibaba’sHigherMonetizationRateHurtMerchants’ROI?WillChinaRetailrevenuegrowthcontinuetooutpaceGMVgrowthAlibabaEconomy'sBroaderValuePropositionvsGMVTAKERATE=CHINARETAILREVENUECHINARETAILGMVOLD&NARROWOFFLINESALESONLINESALESBRANDVALUECUSTOMERACQUISITION+ENGAGEMENTPRODUCTIVITYGAINS++=OURTAKEVALUEPROPOSITIONTOBRANDSANDMERCHANTSMARKETINGREVENUECUSTOMERSERVICEDISTRIBUTIONREVENUEHighGrowthInUser&UserEngagementVALUEPROPOSITIONKEEPSEVOLVING:EnableMerchantstoManageCustomerLifeCycle80%+YoY#ofUsersand#ofTimesSharingtheProduct60%+YoYDailyAvg.UniqueProductPV140+%YoYContentDrivenProductPV45%+YoYDailyAvg.BuyersAddingtoShoppingCartForthemonthendedApr30,2017ForthemonthendedApr30,2017ForthemonthendedApr30,2017ForthemonthendedMar31,2017IncreaseUserEngagementFromRobustGrowthofDailyContentPVCrazyaboutShoppingGoodFindTaobaoHeadlinesWeitaoTaobaoLiveSteamingYourAdvicePlease120%+YoYDailyContentPVForthemonthendedApr30,2017IncreaseUserEngagementFromRobustGrowthofDailyContentPVCrazyaboutShoppingGoodFindTaobaoHeadlinesWeitaoTaobaoLiveSteamingYourAdvicePlease120%+YoYDailyContentPVForthemonthendedApr30,2017TheLongertheConsumerIsonthePlatform…TheMoreOrdersTheyPlaceConsumerRegisteredYear2016(Year1)2015(Year2)2014(Year3)2013(Year4)2012(Year5)23018413892460Avg.AnnualNo.ofOrders12338ConsumerRegisteredYear2016(Year1)2015(Year2)2014(Year3)2013(Year4)2012(Year5)23018413892460Avg.AnnualNo.ofOrders123384032241680Avg.AnnualNo.ofOrders
Avg.AnnualNo.ofCategoriesPurchased249TheLongertheConsumerIsonthePlatform…TheMoreCategoriesTheyPurchasedConsumerRegisteredYear2016(Year1)2015(Year2)2014(Year3)2013(Year4)2012(Year5)23018413892460Avg.AnnualNo.ofOrders123384032241680Avg.AnnualNo.ofOrders
Avg.AnnualNo.ofCategoriesPurchased249RMB12,0009,6007,2004,8002,4000Avg.AnnualNo.ofOrders
Avg.AnnualNo.ofCategoriesPurchasedAvg.AnnualSpendPerConsumer~12KRMB~3KRMBTheLongertheConsumerIsonthePlatform…TheHighertheSpend3.MetricsAnnualActiveBuyerAnnualActiveConsumerOnlineMarketingRevenueHelpMerchants&BrandstoAcquire,Engage&RetainTheirCustomersMARKETINGCUSTOMERSERVICEDISTRIBUTIONCustomerManagementRevenu