Invest in kloia

1

Are you open to investing in emerging markets?

kloia operates entities in 6 countries (including 3 emerging markets) and serves customers across 15+ countries. Our fastest-growing markets are in these emerging regions, though they don't represent all of our revenue. We have a truly global customer base with strong traction in high-growth markets.

Yes, emerging markets are part of our investment thesis Selectively, depending on market dynamics and growth potential No, we focus exclusively on developed markets

2

What's your perspective on multi-vendor partnerships?

While we're an AWS partner, kloia also maintains strategic partnerships with IBM Instana, HashiCorp, SUSE, Red Hat, Cloudflare, Snyk, SonarQube, CloudBees, and Digital.ai. Our revenue comes from this diverse vendor ecosystem, not just AWS.

This is a strength – diversification reduces risk and increases market reach Neutral – depends on execution and margin structure Concerned – we prefer single-vendor focus for simplicity

3

How important is recurring revenue to your investment criteria?

More than 50% of kloia's revenue comes from recurring income streams, including resells combined with recurring services and managed services contracts.

Critical – recurring revenue is a key investment requirement for us Important – we look for at least 40-50% recurring revenue Flexible – we evaluate based on overall business model and growth

4

What's your philosophy on growth vs. EBITDA optimization?

kloia is revenue-focused with ~50% YoY growth, investing heavily in R&D and non-billable engineering talent rather than maximizing EBITDA. We seek revenue multiplier-based valuation and partners who value strategic growth over short-term profitability.

Revenue growth and market position are priorities—strategic R&D investment makes sense Balanced approach—we value growth but also want a clear path to profitability EBITDA is critical—we prefer lean operations and immediate profitability metrics

5

What's your typical investment timeline and involvement style?

Understanding your decision-making process helps us align expectations and ensure mutual fit from the start.

2-4 months for due diligence and closing, active partnership approach 4-6 months process, balanced involvement with management autonomy 6+ months evaluation, hands-off investment style