6-K

 

 

SECURITIES AND EXCHANGE COMMISSION

Washington, D.C. 20549

 

 

FORM 6-K

 

 

REPORT OF A FOREIGN ISSUER

PURSUANT TO RULE 13A-16 OR 15D-16

OF THE SECURITIES EXCHANGE ACT OF 1934

For November 23, 2018

 

 

QIWI plc

 

 

Kennedy 12,

Kennedy Business Centre, 2nd Floor,

P.C. 1087, Nicosia, Cyprus

(Address of principal executive offices)

 

 

Indicate by check mark whether the registrant files or will file annual reports under cover of Form 20-F or Form 40-F.

Form 20-F  ☒                Form 40-F  ☐

Indicate by check mark whether the registrant by furnishing the information contained in this Form is also thereby furnishing the information to the Commission pursuant to Rule 12g3-2(b) under the Securities Exchange Act of 1934.

Yes  ☐                No  ☒

If ‘‘Yes’’ is marked, indicate below the file number assigned to the registrant in connection with Rule 12g3-2(b):

 

 

 


Exhibits

   
99.1   “Product and Strategy Overview” presentation dated November 19, 2018
99.2   “Financial Update” presentation dated November 19, 2018
99.3   “Corporate Governance” presentation dated November 19, 2018
99.4   “Technology Update” presentation dated November 19, 2018
99.5   “Terms and Definitions” presentation dated November 19, 2018


SIGNATURES

Pursuant to the requirements of the Securities Exchange Act of 1934, the registrant has duly caused this report to be signed on its behalf by the undersigned, thereunto duly authorized.

 

                                                      QIWI PLC (Registrant)

Date: November 23, 2018

    By:  

/s/ Alexander Karavaev

      Alexander Karavaev
      Chief Financial Officer
EX-99.1

Slide 1

QIWI Investor Day November 19th, 2018 London Exhibit 99.1


Slide 2

CAUTIONARY STATEMENT REGARDING FORWARD LOOKING STATEMENTS «Safe Harbor» Statement under the U.S. Private Securities Litigation Reform Act of 1995: the matters discussed in this document may include forward-looking statements, including, without limitation, statements regarding our business strategy, expected total adjusted net revenue, adjusted net profit and net revenue yield, dividend payments, payment volume growth, growth of physical and virtual distribution channels, trends in each of our market verticals and statements regarding the development of our Consumer Financial Services segment, including our SOVEST business, the development of our Small and Medium Enterprises segment, including our Tochka business, as well as the development of other new projects. Such forward-looking statements involve known and unknown risks, uncertainties, and other factors that may cause the actual results, performance or achievements of QIWI plc. to be materially different from future results, performance or achievements expressed or implied by such forward-looking statements. Various factors that could cause actual future results and other future events to differ materially from those estimated by management include, but are not limited to, the macroeconomic conditions of the Russian Federation and in each of the international markets in which we operate, growth in each of our market verticals, competition, the introduction of new products and services and their acceptance by consumers, QIWI’s ability to estimate the market risk and capital risk associated with new projects, a decline in net revenue yield, regulation, QIWI’s ability to grow physical and virtual distribution channels, cyberattacks and security vulnerabilities in QIWI’s products and services, QIWI’s ability to expand geographically, the risk that new projects will not perform in accordance with its expectations and other risks identified under the Caption “Risk Factors” in QIWI’s Annual Report on Form 20-F and in other reports QIWI files with the U.S. Securities and Exchange Commission. QIWI undertakes no obligation to revise any forward-looking statements or to report future events that may affect such forward-looking statements unless QIWI is required to do so by law.


Slide 3

Sergey Solonin CEO, Director, Founder Product and Strategy Overview


Slide 4

QIWI HAS BEEN LEADING PAYMENT AND FINTECH INNOVATION Prepaid mobile top-up cards Push Payments Self-Service kiosks QIWI Wallet SOVEST FinTech Innovation Tochka QIWI Visa Card Card to card payments Money Remittance FUTURE 1999 2003 2006 2008 2018 2009 2012 2016 Rocketbank Open API Merger of OSMP and E-port IPO on NASDAQ 2015 2007 2013


Slide 5

QIWI AT A GLANCE Total Adjusted Net Revenue1 CAGR 24.8% Key facts1 Household brand Ubiquitous presence Diversified omni channel ecosystem Transactions in 2017 1.3 bn Payment Volume in 2018 over1tn RUB Rocketbank clients 300+ k Unique ecosystem users 47+ mn Active QIWI Wallets 20+ mn SOVEST cards issued 700+ k bn RUB 1 As of September 30, 2018 if not stated otherwise, for additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation


Slide 6

QIWI IS BUILDING A DIVERSIFIED DIGITAL ECOSYSTEM Rapida Gateways Wallet Pay (Acquiring) Kassa Bonus Bonus Box Investor Money-Box VISA Cards Contact Money Remittance Kiosks and Terminals Bank as a Service Platform Open API Users Merchants Banks


Slide 7

TEAM Andrey Protopopov Head of Product and IT Boris Dyakonov CEO, Co-Founder Oleg Ryazhenov-Sims CEO Alexander Agakov Head of Payment Services Kirill Ermakov CTO Alexander Karavaev CFO


Slide 8

PAYMENT SERVICES Andrey Protopopov Head of Product and IT Alexander Agakov Head of Payment Services


Slide 9

QIWI IS OFFERING ITS CUSTOMERS A BROAD RANGE OF PAYMENT SERVICES AND USE CASES CREATING A UNIQUE PAYMENT ECOSYSTEM Digitalize cash Digital Wallet Money Remittances Pre-paid cards B2B solution


Slide 10

PAYMENT SERVICES KEY OPERATING METRICS Key operating metrics1 Payment Services Volume1 RUB bn CAGR13% Kiosks and terminals 150 k Active QIWI Wallets 20.8+ mn Visa QIWI Cards 500+ k Merchants active on a monthly basis 12+ k Non-banking terminals market share 60% Agents 5+ k $ 1 As of September 30, 2018 if not stated otherwise, for additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation


Slide 11

LET’S TAKE A CLOSER LOOK AT QIWI USERS ?


Slide 12

USE CASE 1: EVOLUTION OF UNBANKED (VIDEO)


Slide 13

EVOLUTION OF PAYMENT SERVICES VOLUME AND NET REVENUE MIX Payment Volume mix1 Payment Adjusted Net Revenue mix1 E-commerce Financial Services Money Remittances Telecom Virtual distribution Offline distribution Other BY MARKET VERTICAL BY DISTRIBUTION CHANNEL Leading payment digitalization 2 Information presented is based on the data for QD and QW segments provided in the earnings press release for the fourth quarter and full year 2013, dated March 12, 2014 3 For 9 months 2018 offline distribution includes the following distribution channels: QIWI kiosks and terminals, Contact MR, Rapida gateways, International operation; virtual distribution includes QIWI Wallet. QIWI cards, QIWI Pay 2 3 2 3 1As of September 30, 2018 if not stated otherwise, for additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation


Slide 14

USE CASE 2: DIGITAL ENTERTAINMENT (VIDEO)


Slide 15

82% QIWI Wallet 5% Contact Money Remittance 3% Retail 5% Kiosks and terminals 5% International Digital Entertainment 46% Digital Money Remittance 25% Other E-commerce 7% Financial Services 11% Physical Money Remittance 5% Telecom + Other 6% PAYMENT SERVICES NET REVENUE SPLIT QIWI Wallet offers users a diverse range of digital payment use cases and generates the largest share of revenues underpinned by a omnigenous physical distribution infrastructure As of September 30, 2018 if not stated otherwise, for additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation


Slide 16

QIWI WALLET IS A MULTI USE CASE DIGITAL PAYMENT SOLUTION Secular trends towards decreasing share of cash underpin diversification of Wallet top-up channels QIWI Wallet Top Up by source1 Key Wallet use cases Increasing share of payouts in the top up structure demonstrates the development of the Wallet ecosystem 2015 9M 2018 Cash Card Payouts Other 01 Top up with cash or online, pay to various merchants 02 Payouts to the Wallet of winnings, salaries and alike by partners 03 Small business use Wallet to get payments via p2p for goods and services 04 Use pre-paid card linked to the Wallet to pay in-store or cash-out in the ATMs 05 Me2Me money transfer to cards and bank accounts 1 As of September 30, 2018 if not stated otherwise, for additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation


Slide 17

QIWI WALLET PROFOUND TRANSACTION MONETIZATION POTENTIAL QIWI specializes in payments and knows how to balance growth and user monetization through different strategies QIWI WALLET Payment Services Segment Net Revenue Yield 1.24% Pay for goods and services merchant pays % to QIWI Transfer Money user pays % to QIWI Cash out user pays % to QIWI Top up with Cash Free for user QIWI pays % to the agent Top up with the Card Free for user QIWI pays % to the bank Money Transfers/ Payouts Free for user. Free for QIWI The transferor (B2B cutomer or partner) pays % to QIWI QIWI Investor Day = Merchant / User / Partner commission – Top up cost 1 As of September 30, 2018 if not stated otherwise, for additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation


Slide 18

USE CASE 3: TAXI DRIVERS/COMPANIES (VIDEO)


Slide 19

KEY FOCUS: B2B2C STRATEGY FOR SHARING ECONOMY Payouts to wallets/cards for marketplaces QIWI Wallet API Automatization of wallet operations Payments solutions for taxi aggregators Escrow payments for large platforms P2P and wallets as a platform QIWI is a platform best suited to service the emerging sharing economy businesses and consumers as well as merchants and individual entrepreneurs who need multi use case platform payment and financial solutions Payment infrastructure API


Slide 20

USE CASE 4: OPEN API (VIDEO)


Slide 21

USE CASE 5: SELF-EMPLOYED (VIDEO)


Slide 22

15 + million1 Self-employed in Russia in 2017 ~10 RUB trillion2 Payment turnover among participants 10 -13 % of GDP Share of GDP P2P Payment Volume3 bn RUB CAGR 42% KEY FOCUS: SELF-EMPLOYED QIWI is a platform best suited to service self-employed individuals, freelancers and individual entrepreneurs 53 150 1 According to Ministry of Labor and Social Development 2 Federal State Statistics Service P2P w/o commission Commission P2P 3 As of September 30, 2018 if not stated otherwise, for additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation


Slide 23

PAYMENT SERVICES OPERATING TARGETS OUTLOOK Key targets1 Implement new use cases, services and features for sharing economy and self-employed customers Key goals Develop and enhance key products Grow market share in key niches Facilitate user transition from offline to online Build up suite of services for B2B partners to strengthen existing and create new partnerships 1 As of September 30, 2018 if not stated otherwise, for additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation


Slide 24

NEW GROWTH OPPORTUNITIES Sergey Solonin CEO


Slide 25

KEY STRATEGIC CHALLENGES Payment Services Commoditization of payments and consecutive deterioration of transaction and settlement commissions Lack of differentiated product offering with significant switching costs User attrition and limited engagement due to limited scope of available products and services Bank Merchant User $ In order to maintain our leading position we have to constantly innovate and offer our users and partners new value added services that would increase monetization potential and strengthen our relationships


Slide 26

KEY STRATEGIC DIMENSIONS Cross-sell of products within ecosystem Traffic generation Payment Services Up-sale of products to new customers Develop relations with offline merchants Leverage existing merchant relations Create value for merchants by bringing new customers Offer bank-partners technological solution in new niches Increase suite of services for self-employed category of clients Penetrate new niches of retail and business users Decrease churn and expand user life cycle Develop portfolio of financial services Grow the user base Tochka multi-bank platform SOVEST Rocketbank $


Slide 27

A PAY-BY-INSTALLMENT CARD Oleg Ryazhenov-Sims CEO


Slide 28

2 YEARS OF SOVEST1 Nationwide clients acquiring network/infrastructure Issuing capacity of 70,000+ instalment cards/month Advanced technology for acquiring client that allows to go through application process within seconds Extensive retail partnership network Major retailers of electronics, fashion, travel, furniture and DIY, food, entertaining are part of SOVEST network Advanced risk modelling and scoring 700,000+ cards issued 50,000+ partner network 1 As of September 30, 2018 if not stated otherwise, for additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation


Slide 29

SOVEST IN QIWI ECOSYSTEM Engaging existing clients Creating value for merchant partners Bringing new clients Sovest became a significant part of QIWI ecosystem QIWI Wallet users, who get a SOVEST card transact with higher average check with the same merchants Aliexpress SOVEST average check is 4 times higher than Aliexpress QIWI average check Every SOVEST card holder gets a QIWI Wallet


Slide 30

SOVEST (VIDEO)


Slide 31

SOVEST VALUE PROPOSITION CLIENT1 MERCHANT1 BANK 0% APR No hidden commissions or insurances No banking bureaucracy New customers Larger average basket size Higher shopping frequency New low CoCA clients Increasing revenue per client by cross-selling other bank products Online banking infrastructure Up to 100% average check increase Up to 20% of merchant turnover with SOVEST generated by new customers 400,000+ applications/month 1mn transactions/month SOVEST makes profit from credit portfolio turnover The shorter period of the loan and the smaller portfolio is, the more profit SOVEST makes 1 As of September 30, 2018 if not stated otherwise, for additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation


Slide 32

SOVEST REVENUE MODEL Bank partners commission of various services from lead generation to full infrastructure: Onboarding new clients On-line banking infrastructure – acquisition, delivery, IT Cross-selling bank partner’s products 2017 2020 Merchant commission1 per transaction from partners retailers Customer commissions1 of various options beyond free basic product: ATM withdrawal Paid longer instalment periods Acceptance in the stores that are not in partner network Acceptance abroad 2018-2019 2017 2018 61% 34% Revenue share 2017 2018 5% 43% Revenue share 1 As of September 30, 2018 if not stated otherwise, for additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation


Slide 33

SOVEST KEY OPERATING METRICS1 2017 2018 2019 CoCA, RUB Number of cards issued is growing as cost of customer acquisition is decreasing Payment volume is rapidly growing, driven by number of cards issued Growing credit portfolio with increasing quality (lower COR) 2017 2018 2019 2017 2018 2019 SOVEST payment volume, bn RUB Credit portfolio, bn RUB COR, % Cards issue, cumulative, 000’s 1 As of September 30, 2018 if not stated otherwise, for additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation


Slide 34

LTV BY MONTHLY VINTAGES 20181 CoCA, COR improvement Client commissions introduction Lifetime = 37 months (lower level of LT achieved with Exponential Smoothing analysis of client life time) 1 As of September 30, 2018 if not stated otherwise, for additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation


Slide 35

WHAT IS A SOVEST MULTI-BANK One of the key priorities is developing SOVEST under the multi-bank model which connects partner banks and effectively scales the business by creating a platform enabling consumers to borrow from the balance sheets of partner banks Bank 1 Bank 2 Bank 3 Partner Retailers purchases in partnership network card issuing Today Tomorrow Choose the Bank


Slide 36

MULTI-BANK VALUE PROPOSITION COF and COR are transferred to the partner banks. Partner bank keeps the loans on its books. SOVEST reduces costs and scales up the project SOVEST New low CoCA clients Increasing revenue per client by cross selling other bank products IT and online banking infrastructure PARTNER BANK


Slide 37

STRATEGY 2019 – FORWARD Improve LTV Increase user loyalty to secure better user economics Consumer value added services Higher fee revenues New product features Cross-sell Growing the number of customers Developing the project to achieve economies of scale Accelerating Net Revenue growth Test and scale the multi-bank mode First pay-by-installment card project in Russia Key target1 Key goals Cards issues, cumulative mn units Develop merchant pool Maintain and reinforce value proposition for merchants 1 As of September 30, 2018 if not stated otherwise, for additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation


Slide 38

TOCHKA A leading player in the SME segment Boris Dyakonov CEO, Co-founder


Slide 39

TOCHKA AT A GLANCE Innovative digital banking service for entrepreneurs Unique team and proven business model The largest digital SME bank in Europe Technological solutions and know-hows Unique quality of client experience Broad range of banking products and services – all online Non-financial services The world’s largest multi-banking solution Creates value for both customers and partner banks Highly scalable


Slide 40

TOCHKA – ONE OF THE LEADERS IN THE SME SEGMENT 3rd place Best mobile app (Peer Recognition Award category) by Efma 75 Net Promoter Score2 – highest on the market 4 consecutive years Best mobile and internet bank for business by Markswebb Rank&Report Tochka is well known for its unique approach to servicing its clients Market size 3.4 mn 1.1 mn 1.0 mn 0.2 mn Number of companies1 Tochka’s market share 2 As of September 30, 2018 if not stated otherwise, for additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation 1 Market data


Slide 41

Financial services Loyalty program Online accounting Tax calendar and electronic submission of filings Sole Traders & LLC registration TOCHKA PRODUCT OFFERING Tochka offers a broad range of banking, financial and non-financial products and services for small and medium businesses Banking products Debit card, deposits, overdraft Acquiring Payroll settlement Bank guarantees Client-friendly functions Online onboarding of clients and support 24/7 service Online dash boards and analytics


Slide 42

TOCHKA PRODUCT OFFERING WHAT MAKES US DIFFERENT? Mobile & internet bank for all operating systems and devices First multi-bank platform Open API for integration with any services Gamification


Slide 43

TOCHKA KEY OPERATING METRICS: STRONG GROWTH Client Deposit Balances1 Open accounts1 2017 2018 >240,000 SME accounts as of October 2018 Cumulative, 000’s bn RUB 1 As of September 30, 2018 if not stated otherwise, for additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation


Slide 44

Net interest income 28% Subscriptions 33% Payments & non-financial services 39% TOCHKA KEY OPERATING METRICS: BUSINESS MODEL Accelerating client growth with attractive income structure Income structure October 20181 Open accounts1 Main target is to increase the share of high-margin clients, in particular through the development of non-financial services 2017 2018 000’s 1 As of September 30, 2018 if not stated otherwise, for additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation


Slide 45

TOCHKA: USER EXPERIENCE (VIDEO)


Slide 46

STRATEGY Key target1 Key goals Number of clients, 000’s Reinvent the concept: bank for entrepreneurs 2.0 with ”all-in-one” mobile experience Extend suite of non-banking services Conquer market share using strong momentum and our brand value and NPS Extend Multi-bank model Increase efficiency and LTV 1 As of September 30, 2018 if not stated otherwise, for additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation


Slide 47

A WILD CARD Sergey Solonin CEO


Slide 48

ROCKETBANK AT A GLANCE 100% digital neobank Mobile App Debit Card Deposits Current accounts Payments Insurance Fast and seamless on-boarding – fast delivery with minimal paper work Robust technology – digital only UX Attractive value proposition for the user - % on current account balances, loyalty programs


Slide 49

ROCKETBANK: A PRODUCT FOR GEN Y AND Z USERS Fast growing consumer base with attractive profile POS transactions1 Deposits and current accounts1 Cards1 Active customers1 х1.8 х0.72 Monthly POS transactions per active user1 Monthly cash-out transactions1 bn RUB 000’s 1 mn 2019 2023 RUB RUB 5 mn 2 As of September 30, 2018 if not stated otherwise, for additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation 2 Source: The Central Bank of Russia 1 1


Slide 50

GEN Y AND Z ARE THE MOST ATTRACTIVE CUSTOMERS Grow with smartphones in hand Own culture of communication Low response to usual advertising Value emotional interaction with companies and brands Millennials are young, earn money and have long consumer life-cycle They are the most attractive audience for businesses who look into the future Age 20-35 Have income Travel a lot


Slide 51

love brand 50% come from friends


Slide 52

KEY TO SUCESS MARKETING1 IT SERVICE $150 $20 Rocketbank is more an IT company or a creative agency than a bank UAC UAC 1 As of September 30, 2018 if not stated otherwise, for additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation


Slide 53

WILDCARDS CREATING SUPER-INNOVATIVE PRODUCTS WHICH ARE POTENTIAL GAME-CHANGERS


Slide 54

ROCKETCITY The ultimate gamification experience


Slide 55

ROCKETCITY (VIDEO)


Slide 56

STRATEGY Sergey Solonin CEO


Slide 57

REINFORCE QIWI ECOSYSTEM CREATING VALUE FOR PARTNERS AND USERS We expand our suite of services to further amplify our ecosystem by engaging consumers and partners in more products and generating additional value Payment Services Partners Consumers Tochka SOVEST Rocketbank 01 02 03 Flocktory QIWI Blockchain Technologies Open API Bank as a Service Banks Merchants B2C B2B


Slide 58

OUR STRATEGIC FOCUS IS TO COVER FULL CUSTOMER LIFE CYCLE OF OUR CUSTOMERS Self-employed customer Merchant customer Engagement Pre-User Light User Normal User Loyal User Usage of P2P capabilities Qiwi Wallet + Qiwi Card = light banking service Consumer Financial Services Cash payments through QIWI physical network SOVEST Rocketbank salary and deposit products NEW USER INFLOW Payments to cards & Qiwi Wallet SME financial services Consumer Financial Services Acquiring in app Cash collection through QIWI physical network Engagement Pre-User Light User Normal User Loyal User NEW USER INFLOW


Slide 59

USE CASE 6: ECOSYSTEM (VIDEO)


Slide 60

QIWI IS WELL POSITIONED TO WIN IN A FAST CHANGING LANDSCAPE GROWTH Expand the suite of services Build new partnerships Develop new niches and highly differentiated use cases Leverage existing relations and infrastructure Build up consumer life cycle and increase engagement Leverage and enrich P2P infrastructure Develop cutting edge data-drive solutions Roll out pioneering business models Become a technological provider Reinforcement Expansion Innovation 01 02 03


Slide 61

INTERMISSION

EX-99.2

Slide 1

QIWI Investor Day November 19th, 2018 London Exhibit 99.2


Slide 2

CAUTIONARY STATEMENT REGARDING FORWARD LOOKING STATEMENTS «Safe Harbor» Statement under the U.S. Private Securities Litigation Reform Act of 1995: the matters discussed in this document may include forward-looking statements, including, without limitation, statements regarding our business strategy, expected total adjusted net revenue, adjusted net profit and net revenue yield, dividend payments, payment volume growth, growth of physical and virtual distribution channels, trends in each of our market verticals and statements regarding the development of our Consumer Financial Services segment, including our SOVEST business, the development of our Small and Medium Enterprises segment, including our Tochka business, as well as the development of other new projects. Such forward-looking statements involve known and unknown risks, uncertainties, and other factors that may cause the actual results, performance or achievements of QIWI plc. to be materially different from future results, performance or achievements expressed or implied by such forward-looking statements. Various factors that could cause actual future results and other future events to differ materially from those estimated by management include, but are not limited to, the macroeconomic conditions of the Russian Federation and in each of the international markets in which we operate, growth in each of our market verticals, competition, the introduction of new products and services and their acceptance by consumers, QIWI’s ability to estimate the market risk and capital risk associated with new projects, a decline in net revenue yield, regulation, QIWI’s ability to grow physical and virtual distribution channels, cyberattacks and security vulnerabilities in QIWI’s products and services, QIWI’s ability to expand geographically, the risk that new projects will not perform in accordance with its expectations and other risks identified under the Caption “Risk Factors” in QIWI’s Annual Report on Form 20-F and in other reports QIWI files with the U.S. Securities and Exchange Commission. QIWI undertakes no obligation to revise any forward-looking statements or to report future events that may affect such forward-looking statements unless QIWI is required to do so by law.


Slide 3

Alexander Karavaev CFO Financial Update


Slide 4

1 Including Contact and Rapida financial results starting June 2015 Total Adjusted Net Revenue2 Adjusted Net Profit2 Adjusted EBITDA2 Adjusted EBITDA margin Adjusted Net Profit margin QIWI Group Key Operating and Financial Indicators1 Strong reaccelerating growth of Total Adjusted Net Revenue Benefiting from high operating leverage we started to invest in the development of new business segments in 2017 CAGR 21% 52% CAGR 15% CAGR 17% RUB bn RUB bn RUB bn 2 For additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation


Slide 5

QIWI Group Business Segments and Categories Payment Services Segment (PS) Consumer Financial Services Segment (CFS) SOVEST Small and Medium Enterprises Segment (SME) Corporate and Other Category (CO) QIWI Group JSC Tochka E-commerce Money Remittances Financial Services Telecom and Other QIWI Startups Corporate costs Rocketbank QIWI Factoring


Slide 6

2015 2016 2017 10,228 10,611 13,193 30 - 10,198 10,583 (3) 31 9 604 12,580 13,839 186 1,859 11,757 37 9M 2018 9,077 (26) - 9,080 23 9M 2017 QIWI Group Total Net Revenue Breakdown by Segment Core Payment Services business continues to generate strong revenue growth with the focus on diversification of the business Payment Services Consumer Financial Services Corporate and Other Group TOTAL SME Segment Net Revenue1 RUB mn 1 For additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation


Slide 7

QIWI Group Adjusted Net Profit Breakdown by Segment Core Payment Services business generates strong cash flows that we are investing in our future growth Payment Services Consumer Financial Services Corporate and Other Group TOTAL SME 4,714 4,054 5,612 (219) (679) (2,164) (1,325) 7,543 3,123 (2,080) (496) 6,946 (1,247) 3,412 (1,517) (107) 5,530 (494) 4,142 5,242 (1,100) - 2.6 bn RUB Investment in new projects in 2017 3.1 bn RUB Investment in new projects for 9 months 2018 Segment Net Profit RUB mn 2015 2016 2017 9M 2018 9M 2017 1 For additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation


Slide 8

RUB mn Compensation to employees, related taxes and other personnel expenses Advertising, client acquisition and related expenses QIWI Group SG&A Structure Increased share of client acquisition and advertising expenses due to the roll out of new projects Stable cost structure 3,423 6,243 3,845 6,718 3,469 3,082 2,678 Rent of premises and related utility expenses Other3 Advisory and audit services2 Credit loss expense Group SG&A structure1 % of total SG&A cost 2 Advisory and audit services category is shown separately only in 2017 as this category was less significant in previous years 3 Includes Advisory and audit services; Tax expenses, except of income and payroll relates taxes; IT related services and Other administrative expenses 1 For additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation


Slide 9

PS Segment Net Revenue and Net Revenue Yield2,3 RUB bn Payment Services Segment Key Financial Results2 Strong Net Revenue Growth and high operating leverage 2 Including Contact and Rapida financial results starting June 2015 3 For the years 2013-2014 – Group data, for the years 2015-2017 – Payment Services Segment data PS Segment Net Profit3 RUB bn PS Payment Adjusted Net Revenue PS Other Adjusted Net Revenue PS Segment Net Revenue Yield CAGR 20% PS Segment Net Profit margin CAGR 36% 30% 25% PS Segment Net Profit 1 For additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation


Slide 10

CAGR 2017 - 2021 ~17% Payment Services Segment Mid-Term Targets1 RUB bn PS Segment Net Revenue and Net Revenue Yield RUB bn PS Segment Net Profit PS Segment Net Revenue Yield CAGR 2017-2021 ~17% PS Net Revenue Adjusted Net Profit margin Adjusted Net Profit Incremental Payment Services Net Revenue growth Expected long-term net revenue growth CAGR ~10% Exceptional operational efficiency Low capex requirements Constant cost base Robust free cash flow generation High and sustainable net income margin 7.5 14.7 CAGR 2019-2021 ~14% 22.6 13.3 1 For additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation


Slide 11

External data sources Risk Strategy Consumer Financial Services: Credit Risk Management Combining conventional credit scoring techniques with the new data processing instruments to achieve lower cost of risk while scaling up the project Improving key efficiency characteristic since the start of the project in 2017 100 -> 87 seconds average approval time 48% -> 67% of automatic approval from preapproval Stop-factors control, validation of application Score estimation Making preliminary decision Manual verification (underwriting) when required Estimation of credit parameters Credit bureaus Mobile operators Public authority data: Federal Migration Service, Federal Bailiff Service Open data based on social media QIWI Wallet Approve Logistic regression Ability to pay Gradient boosting Random forest Сonjunctive normal form + deductive normal form Usage Limit management model (blocking) ATM usage model Limit increase model Usage probability model Making final decision on the application


Slide 12

Consumer Financial Services Segment Key Financial Results RUB mn CFS Segment Net Revenue 9M 2017 9M 2018 (26) 186 RUB mn CFS Segment Net Profit 9M 2017 9M 2018 (2,080) (1,517) % CFS Segment Net Revenue Margin (NRM) Positive and improving unit economics Total investment to date RUB 4.5 bn mostly related to client acquisition and personnel expenses Total Credit portfolio (EOP) RUB 4.2 bn Credit Loss expense for 9 months 2018 RUB 327 mn 2017 2018 2019 3.7% NRM 12% CoR RUB 5,100 CoCA 3.7% Monthly LT RUB 14 MUE Based on factual data of August 2018 cohort 1 For additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation


Slide 13

Consumer Financial Services Segment Mid-Term Targets1 5.7 RUB bn CFS Segment Net Revenue RUB bn CFS Segment Net Profit 2018 2019 2020 2021 0.4 (2.2) 2017 2018 2019 2020 2021 2017 0.0 Breakeven in 2020 Potential up side through scaling of the multi-bank platform Continued investments in 2019 in the amount of up to RUB 2.5 bn Scale effect Net Revenue growth due to improving client monetization and unit economics 5.1 0.2 1 For additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation


Slide 14

9M 2018 RUB bn (0.1) (0.5) 9M 2017 Small and Medium Enterprises Segment Key Financial Results1 9M 2017 9M 2018 1.9 RUB bn SME Segment Net Revenue SME Segment Net Profit Proven business model Attractive unit economics – client breakeven in less than 12 months Total investments from the date of the launch of the project in QIWI (i.e. date of acquisition of assets from Otkritie Bank) to date RUB 1.7 billion Further investments in the development and scaling of the project 50%/50% with Otkritie Bank 1 For additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation


Slide 15

Small and Medium Enterprises – transition to Joint Venture As-is Tochka is fully recognized as part of QIWI Group for the 9 months ended September 30, 2018 To-be Tochka commences its operations in full JSC Tochka would be accounted for as joint venture/associate SERVICED BY Otkritie pays QIWI for servicing its clients Otkritie pays Tochka for servicing its clients QIWI pays Tochka for servicing its clients REVENUE RECOGNITION Otkritie clients revenues are recognized by Otkritie* QIWI clients revenues are recognized by QIWI* COST RECOGNITION NET PROFIT RECOGNITION 45% of JSC Tochka Net Profit 45% of JSC Tochka Net Profit clients clients clients * And transferred to JSC Tochka in full under the information and technology service agreement – JSC Tochka accounts for revenues, while QIWI or Otkritie respectively account for costs


Slide 16

Small and Medium Enterprises Segment Mid-Term Targets1 8.7 3.5 2018 2019 2020 2021 RUB bn JSC Tochka Total Net Revenue RUB bn JSC Tochka Total Net Profit 2018 2019 2020 2021 2.3 (0.5) Growing market share Breakeven in mid 2019 Payback period1 including acquisition costs ~ 3 years Investments to be contributed to JSC Tochka RUB 0.8 bn Offering new services and improving monetization 2 Starting from the date of operational launch of JSC Tochka 2.1 7.9 1 For additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation


Slide 17

Rocketbank Net Loss Corporate and Other Category Key Financial Results Expenses associated with the corporate operations of QIWI Group, Rocketbank, our R&D projects and other emerging business models that we are testing (2) QIWI Startups and Ventures Net Loss RUB mn Corporate costs RUB mn 9M 2017 9M 2018 RUB mn 9M 2017 9M 2018 QIWI Factoring and Bank Guarantees QIWI Startups and Ventures QIWI Blockchain Technologies QIWI Box Flocktory QIWI Platform QIWI Ventures 1 For additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation


Slide 18

Group Liquidity and Financing Requirements2 1 As of September 30th, 2018 Current accounts of Rocketbank clients provide substantial liquidity There are currently sufficient internal sources to fund the credit portfolio of SOVEST We remain committed to our conservative strategies in respect of investing consumer cash predominantly in most secure instruments 33.5 RUB bn RF Sovereign Bonds Trade and other receivables SOVEST credit portfolio SPO funds Cash 44.2 RUB bn Other Rocketbank client accounts Tochka client accounts Trade and other payables Money Remittances and Wallet accounts 1 1 2 For additional details, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation


Slide 19

Capital allocation strategy Group Capital Allocation Strategy Investing cash generated by the Payment Services business into future growth Payment Services Business Future Growth Return to Shareholders Capital Expenditures Change in Working Capital Investments in New Business Segments M&A Dividends Share buybacks 3 - 6% of Payment Services Segment Net Revenue Negative ~2.5% of Payment Services Segment Net Revenue < 50% of Net Profit of profit generating segments Limited scope – teams, technology, expertise Payout ratio of up to 70% of Adjusted Net Profit starting 2019 Evaluate opportunistically


Slide 20

Group Mid-Term Targets3 Total Adjusted Net Revenue1 Adjusted Net Profit2 Adjusted Net Profit margin 2.0 3.0 4.0 5.0 4.0 3.9 In the end of 2016 QIWI started to invest heavily in future growth executing two major deals and launching one large project internally By extending the lifecycle of our clients and strengthening our relations with partners we will drive the monetization Our growth is underpinned by strong secular trends towards digitalization of payments and growth of sharing economy We have a proven track record of innovation, finding new growth drivers and business models We significantly enriched our ecosystem leveraging our unique infrastructure and IT CAGR ~25% CAGR ~37% RUB bn RUB bn 3.7 33.9 30.7 15.1 13.7 1 Total Adjusted Net Revenue guidance does not include any potential revenues associated with the Rocketbank project 2 Adjusted Net Profit guidance does not include and potential losses or gains associated with the Rocketbank project except for the net loss for 2019 in the amount equal to annualized expected net loss of the project for the fourth quarter 2018 3 For additional details on historical data, please see QIWI’s Earnings Report on Form 6-K filed with the Securities and Exchange Commission on November 14, 2018, QIWI’s latest annual report on Form 20-F filed with the Securities and Exchange Commission on March 28, 2018 and Terms and Definitions section of the presentation

EX-99.3

Slide 1

QIWI Investor Day November 19th, 2018 London Exhibit 99.3


Slide 2

CAUTIONARY STATEMENT REGARDING FORWARD LOOKING STATEMENTS «Safe Harbor» Statement under the U.S. Private Securities Litigation Reform Act of 1995: the matters discussed in this document may include forward-looking statements, including, without limitation, statements regarding our business strategy, expected total adjusted net revenue, adjusted net profit and net revenue yield, dividend payments, payment volume growth, growth of physical and virtual distribution channels, trends in each of our market verticals and statements regarding the development of our Consumer Financial Services segment, including our SOVEST business, the development of our Small and Medium Enterprises segment, including our Tochka business, as well as the development of other new projects. Such forward-looking statements involve known and unknown risks, uncertainties, and other factors that may cause the actual results, performance or achievements of QIWI plc. to be materially different from future results, performance or achievements expressed or implied by such forward-looking statements. Various factors that could cause actual future results and other future events to differ materially from those estimated by management include, but are not limited to, the macroeconomic conditions of the Russian Federation and in each of the international markets in which we operate, growth in each of our market verticals, competition, the introduction of new products and services and their acceptance by consumers, QIWI’s ability to estimate the market risk and capital risk associated with new projects, a decline in net revenue yield, regulation, QIWI’s ability to grow physical and virtual distribution channels, cyberattacks and security vulnerabilities in QIWI’s products and services, QIWI’s ability to expand geographically, the risk that new projects will not perform in accordance with its expectations and other risks identified under the Caption “Risk Factors” in QIWI’s Annual Report on Form 20-F and in other reports QIWI files with the U.S. Securities and Exchange Commission. QIWI undertakes no obligation to revise any forward-looking statements or to report future events that may affect such forward-looking statements unless QIWI is required to do so by law.


Slide 3

Boris Kim Chairman of the Board, Founder Corporate Governance


Slide 4

1999 2018 2016 2015 2013 2014 Incorporation of E-port QIWI GROUP CORPORATE HISTORY Incorporation of OSMP DST (Yuriy Milner) acquires a share in E-port Merger of OSMP and E-port QIWI brand is created Tochka multi-bank JV with Bank Otkrtie Acquisition of Rocketbank “Payment Agent” Law Strategic partnership with VISA QIWI Bank joins the group Mitsui acquires a share in QIWI Payment System Law IPO & SPO on NASDAQ Acquisition of Contact and Rapida Launch of SOVEST project SPO on NASDAQ MOEX Credit Rating B- from S&P Global Acquisition of Flocktory SOVEST multi-bank JV with AK Bars Bank 2017 Launch of  Interactive Bets Accounting Center (TSUPIS) on QIWI Bank 2010 2011 2009 2007 2004 2005


Slide 5

QIWI AS A PUBLIC COMPANY Dual class share structure / number of votes Market Capitalization as of November 15th, 2018 The ADS of the Company are traded on both Nasdaq and MOEX, which leads to free cross-flow of securities between the two exchanges > $850 mn Ownership structure (based on SEC filings) Voting structure class A class B 34% 11% Sergey Solonin Otkritie Bank Free-float Mitsui & Co Boris Kim Management 10 votes 1 vote QIWI plc is listed on Nasdaq (QIWI) and MOEX (QIWI)


Slide 6

QIWI GROUP ORGANIZATIONAL STRUCTURE: KEY COMPANIES QIWI plc (Сyprus) JSC QIWI QIWI Payment Services Provider Limited (UAE) QIWI Kazakhstan QIWI Bank (JSC) 100% 99% QIWI Bank is a main processing center for QIWI Wallet, operator of Contact money remittances system, issuing bank of Vise QIWI cards and SOVEST installment cards, account holder and accounting center for JSC Tochka and Rocketbank Operate under the Companies Law, related legislation, and common law of Cyprus 100% 100% JSC Tochka 40% -1 share


Slide 7

Sergey Solonin Founder BOARD MEMBERS Independent Directors Elected Directors Boris Kim Chairman of the Board, Founder Nadia Cherkasova Bank Otkritie 25+ years of banking experience with the focus on SME segment Veniamin Polyantsev Bank Otkritie 15+ years of banking experience with the focus on retail banking Ron Kalifa WorldPay Executive Director CEO of Worldpay for more than 10 years Executive roles in banks in the UK Member of the Board of Directors in Transport for London and Visa Europe Osama Bedier Head of Development at PayPal for 8 years Founder of Google Wallet&Payments Founder of Poynt Member of the Board of Directors in PayRange Member of Supervisory Board in VEON Marcus Rhodes Audit partner in Big4 for 10 years Profound accounting expert Audit Committee Chair in several public companies


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CORPORATE GOVERNANCE AUDIT COMMITTEE BOARD OF DIRECTORS COMPENSATION COMMITTEE STRATEGY COMMITTEE Ron Kalifa, Member Marcus Rhodes, Chairman Osama Bedier, Member Osama Bedier, Member Nadia Cherkasova, Member Ron Kalifa, Chairman Osama Bedier, Chairman Veniamin Polyantsev, Member Ron Kalifa, Member Primary responsibilities: Supervise the policies of senior management and the affairs of the company Oversee the operations of the company Up to 7 directors Not less than 3 independent directors Review Financial statement, internal controls and procedures, compliance with legal and regulatory requirements Administrate Equity plans Approve Compensation of CEO Oversee implementation of strategic goals Define Strategy goals David Birch, Counsel to the Strategy Committee Oversee Compensation programs Key goal: to increase long- term stockholder value Establish and review strategy and the key goals of the Company


Slide 9

RISK FRAMEWORK: KEY APPROACHES A comprehensive framework for risk assessment and mitigation Risk Management Levels Board of Directors and CEO Risk Committee Management Goals of Risk Management System Ensure a reasonable assurance for the achievement of strategic goals Preserve assets and maintain business performance Ensure compliance with laws and regulations Group external communication Risk Management Methods and Approaches Risk management is an integral part of all organizational processes Risk management is part of the decision making process Risk management facilitates continuous improvement of the organization The Group aims to create a risk oriented corporate culture Policy Principles Continuity Integration Priority Segregation of duties Functionality Cooperation Endorsement and approval Standardized methodology Timeliness of communications Risk control report purposes Identify risks Evaluate likelihood and potential effect of identified risks Identify risk owners Develop mitigation plan Access and monitor the implementation of mitigation plans


Slide 10

RISK FRAMEWORK: KEY RISKS AND MITIGAYION PRACTICES Key risk mitigation tools and strategies Automatization of on-boarding procedures for individuals and entities Focus on anti-cyclical niches Credit Committee monitors and sets credit limits Sophisticated risk models for SOVEST QIWI SDLC Process is built-in company development process Internal access using NGFW and home made user control Two factor authentication for DB and server-side Diverse fraud monitoring system Board oversees strategy and monitors the development of key projects Monitoring of bills, participation in legislative initiatives Deployed compliance management system Constant development of AML\CFT function Development of customer identification KYC Risk assessment focus areas Strategy and execution risks Credit and counterparty risks Cybersecurity and fraud risks Legislative and regulatory risks: Banking license Personal Data Currency controls (cross boarder) Geo-political, macro and sanctions risks


Slide 11

Participate in the program “Digital Economy” QIWI is a member of: Member of Advisory group for remote identification Participated in preparation of amendments to law proposals «Concerning the Introduction of Amendments to the Federal Law “On the National Payment System” GOVERNMENT RELATIONS


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150,000+ children already participated in different Finteen activities 200+ employees involved into the program organization SOCIAL RESPONSIBILITY Educational program launched in 2014. Program aims to improve financial literacy among children and young people and to provide them with information regarding modern financial technologies and digital security FINTEEN SUM FINTEEN RES Thematic programmes in children’s camps Surveys and researches in the field of education FINTEEN FIN FINTEEN HUB Master-classes for school children Knowledge repository and data bases FINTEEN NUB FINTEEN PLAY Internships for high-school seniors Educational games, quizzes and tests development QIWI develops a number of educational programs for youngsters and partners with charitable organizations We work together with charitable organizations and provide them with customized payment solutions so that fundraising is simpler, faster and less costly CHARITY QIWI FINTEEN

EX-99.4

Slide 1

QIWI Investor Day November 19th, 2018 London Exhibit 99.4


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CAUTIONARY STATEMENT REGARDING FORWARD LOOKING STATEMENTS «Safe Harbor» Statement under the U.S. Private Securities Litigation Reform Act of 1995: the matters discussed in this document may include forward-looking statements, including, without limitation, statements regarding our business strategy, expected total adjusted net revenue, adjusted net profit and net revenue yield, dividend payments, payment volume growth, growth of physical and virtual distribution channels, trends in each of our market verticals and statements regarding the development of our Consumer Financial Services segment, including our SOVEST business, the development of our Small and Medium Enterprises segment, including our Tochka business, as well as the development of other new projects. Such forward-looking statements involve known and unknown risks, uncertainties, and other factors that may cause the actual results, performance or achievements of QIWI plc. to be materially different from future results, performance or achievements expressed or implied by such forward-looking statements. Various factors that could cause actual future results and other future events to differ materially from those estimated by management include, but are not limited to, the macroeconomic conditions of the Russian Federation and in each of the international markets in which we operate, growth in each of our market verticals, competition, the introduction of new products and services and their acceptance by consumers, QIWI’s ability to estimate the market risk and capital risk associated with new projects, a decline in net revenue yield, regulation, QIWI’s ability to grow physical and virtual distribution channels, cyberattacks and security vulnerabilities in QIWI’s products and services, QIWI’s ability to expand geographically, the risk that new projects will not perform in accordance with its expectations and other risks identified under the Caption “Risk Factors” in QIWI’s Annual Report on Form 20-F and in other reports QIWI files with the U.S. Securities and Exchange Commission. QIWI undertakes no obligation to revise any forward-looking statements or to report future events that may affect such forward-looking statements unless QIWI is required to do so by law.


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EX-99.5

Slide 1

QIWI Investor Day November 19th, 2018 London Exhibit 99.5


Slide 2

CAUTIONARY STATEMENT REGARDING FORWARD LOOKING STATEMENTS «Safe Harbor» Statement under the U.S. Private Securities Litigation Reform Act of 1995: the matters discussed in this document may include forward-looking statements, including, without limitation, statements regarding our business strategy, expected total adjusted net revenue, adjusted net profit and net revenue yield, dividend payments, payment volume growth, growth of physical and virtual distribution channels, trends in each of our market verticals and statements regarding the development of our Consumer Financial Services segment, including our SOVEST business, the development of our Small and Medium Enterprises segment, including our Tochka business, as well as the development of other new projects. Such forward-looking statements involve known and unknown risks, uncertainties, and other factors that may cause the actual results, performance or achievements of QIWI plc. to be materially different from future results, performance or achievements expressed or implied by such forward-looking statements. Various factors that could cause actual future results and other future events to differ materially from those estimated by management include, but are not limited to, the macroeconomic conditions of the Russian Federation and in each of the international markets in which we operate, growth in each of our market verticals, competition, the introduction of new products and services and their acceptance by consumers, QIWI’s ability to estimate the market risk and capital risk associated with new projects, a decline in net revenue yield, regulation, QIWI’s ability to grow physical and virtual distribution channels, cyberattacks and security vulnerabilities in QIWI’s products and services, QIWI’s ability to expand geographically, the risk that new projects will not perform in accordance with its expectations and other risks identified under the Caption “Risk Factors” in QIWI’s Annual Report on Form 20-F and in other reports QIWI files with the U.S. Securities and Exchange Commission. QIWI undertakes no obligation to revise any forward-looking statements or to report future events that may affect such forward-looking statements unless QIWI is required to do so by law.


Slide 3

APPENDIX


Slide 4

TERMS AND DEFINITIONS Payment Volume - Payment Services Volume, Payment Volume by market verticals and consolidated payment volume consist of the amounts paid by our customers to merchants or other customers included in each of those market verticals less intra-group eliminations P2P Payment Volume consist of the amounts paid by our customers to other customers less intra-group eliminations Active QIWI Wallet accounts are calculated on a yearly basis, i.e. an active account is an account that had at least one transaction within the last 12 months from the reporting date Kiosks and Terminals - we measure the numbers of our kiosks and terminals on a daily basis, with only those kiosks and terminals being taken into calculation through which at least one payment has been processed during the day, which we refer to as active kiosks and terminals. The period end numbers of our kiosks and terminals are calculated as an average of the amount of active kiosks and terminals for the last 30 days of the respective reporting period Active Merchants are calculated on a monthly basis, i.e. an active merchant is merchant that had at least one transaction within the last month from the reporting date Visa QIWI Cards are calculated on a yearly basis, i.e. an active card is card that had at least one transaction within the last 12 months from the reporting date including the order fee payment International includes all QIWI Group operations outside of Russia


Slide 5

TERMS AND DEFINITIONS Digital Entertainment mostly comprises of merchants that sell their products and services online, including betting (mostly sports betting) merchants, online game developers such as Wargaming and Mail.ru and social networks such as Vkontakte and Odnoklassniki Digital Money Remittances mostly comprises of Visa Direct and MasterCard Money Send services payments, which allow a Qiwi Wallet accountholder to reload the account of a Visa or MasterCard bank card with a few clicks on our website, in a mobile application, or a kiosk touch-screen. Starting from the end of 2016, we also include certain types of peer-to-peer transactions, for which we charge commission on our consumers. Other E-commerce mostly comprises of merchants that sell their products and services online, including large international e-commerce merchants such as AliExpress, JD.com and eBay, local e-commerce merchants ,tickets and travel companies, software producers, coupon websites, and numerous other merchants. Financial Services includes primarily banks, micro-finance organizations and insurance companies Physical Money Remittances includes major Russian and international money transfer merchants such as Western Union, Unistream, Post of Russia aa well as the Contact money transfer system, one of the largest operators on the Russian money transfer market Telecom + Other includes various telecommunication service providers, such as MNOs, internet services providers, pay television channels and public utilities as well as broad range of merchants in utilities and other government payments as well as charity organizations


Slide 6

TERMS AND DEFINITIONS SOVEST cards issued is a total number of cards distributed in a given period SOVEST Payment Volume – is defined as Consumer Financial Services Segment payment volume and consist of the amounts paid by our customers using SOVEST card to our partner merchants SOVEST credit portfolio (EOP) is a total amount of outstanding loans given at a specific date CoCA is a cost of customer acquisition and equals the total sum of expenses incurred to attract a new clients. This includes the marketing cost of client applications, direct sales agents expenses, credit history checks, document verification, card production and delivery COR – cost of risk is calculated as total expected losses as a share of a corresponding credit portfolio LTV – expected average profit per client generated throughout the client’s lifetime NRM is defined as Net Revenue Margin or Net Revenue divided by Payment Volume Monthly LT – monthly life time MUE – monthly unit economics is an estimate of a monthly operating profit generated by an active client measured as an average net revenue per client less CoCA and CoR divided by an average client lifetime


Slide 7

TERMS AND DEFINITIONS Tochka open accounts is a total number of SME accounts opened during the specified period Tochka clients is a total number of accounts opened as of the given date Tochka Client deposit balances is a total amount of current account balances and deposit balances of Tochka clients in all partner banks (QIWI Bank and Otkritie Bank) Rocketbanks cards include the total number of Rocketbank cards distributed as of the given date Rocketbank active customers include customers that had at least two transaction within the last month from the reporting date or had an account balance of at least RUB 5,000 as of the reporting date Rocket POS transactions is the total payment volume paid by Rocketbank customers using Rocketbank cards for a given period of time Rocketbank deposits and current accounts is a total amount of current account balances and deposit balances of Rocketbank clients Rocketbank cash-out transactions is the total volume of ATM cash withdrawal transactions for a given period of time UAC is defined as direct user acquisition cost