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How We Grow

The Marlowe Model

A platform for fast-paced organic and acquisition-led growth in the fragmented safety and compliance software and service sectors.

Our vision is to provide a one-stop approach to our client’s regulatory compliance needs
The markets that we operate in are highly attractive and increasingly relevant and we are well-positioned to benefit from the ever-increasing needs of organisations for compliance.

The Group’s defensive qualities, recurring revenues and strong earnings visibility, alongside its well-established channels to market, growth characteristics and ability to accelerate growth through targeted M&A, position us strongly to continue to create sustainable shareholder value.

Deepen

Scaling our presence in existing compliance markets organically and through M&A

Broaden

Extending our offering into new adjacent compliance markets

Strengthen

Making the whole greater than the sum of the parts through focused integration, operational improvements & margin expansion

Digital

Digitalising our solutions to deliver better compliance outcomes for our customers

Organic Growth

Marlowe has a strong focus on organic growth.

Evolving regulations and an increased regulatory burden alongside increasing corporate focus on employee health and wellbeing, ESG and compliance are driving demand for Marlowe’s services.

On average, our markets grow at around 5%, and we have historically outperformed this growth rate thanks to the ‘group effect’ achieved by our holistic approach to compliance.

Across our business lines, we often share the same channel to market which presents opportunities to cross-sell.

Our typical customer is a head of compliance or health & safety who is responsible for procuring multiple compliance services and software.

This gives us a competitive advantage against single-service providers because customers prefer to procure a package of compliance services/software from one supplier.

Marlowe currently provides services and software applications to approximately 50,000 clients and is increasingly attractive to clients who require a single outsourced, nationwide, provider of a comprehensive range of regulated health, safety and compliance solutions.

We consolidate our customers on our central CRM to enable effective targeting and selling of Marlowe’s compliance package.
This cross-selling generates incremental revenue and helps us to outperform market growth and generate organic growth in the high single digits.

Marlowe benefits from deep and long-lasting client relationships with has high renewal rates thanks to the non-discretionary nature of our services and software and the high standards of service that we achieve.

The switching costs of changing provider, or moving away from one of our SaaS platforms, and the business-critical nature of our service provision make change inconvenient and undesirable. We keep clients on average for over 12 years.

Technology as a growth enabler

Technology is key to enhancing our compliance services and a central part of our proposition as  a one-stop-shop for our client’s regulatory and compliance needs. The delivery of software also accelerates our organic growth.

SaaS focus

Marlowe’s software offering is expanding. Our current SaaS platforms are vital to our clients’ health and safety, risk and performance strategies and it’s one of our main aims to continue to embed these digital tool and SaaS platforms alongside our services.

Acquiring Digital

We are at the forefront of the digitalisation of our markets and through organic initiatives and carefully selected M&A we see an opportunity to transform the compliance market.

Developer expertise

Backing this expansion are our outstanding technology employees who collaborate closely with our compliance specialists to deliver our product roadmap. Our dynamic culture enables us to attract and retain the best talent in the space and we benefit from over 130 software developers who support around 1m client users.

Enhanced compliance

Technology enhances Marlowe’s customer value proposition, leads to greater compliance and service levels as well as to increased customer retention and an enhanced financial profile.

Our Acquisition Strategy

Through our deep industry knowledge and corporate development team expertise we are able to identify strategically complementary sectors and businesses.

We identify complementary business-critical areas, which have resilient growth drivers and operate in fragmented markets. We focus on sectors that exhibit strong recurring revenues and where margins are attractive and can be enhanced.

We have a well-establish acquisition strategy which allows us to identify attractive opportunities to accelerate organic growth and create shareholder value.

We enable businesses to reach the next level. Whilst we fundamentally believe in empowering our management teams, Marlowe is not a passive investor in the businesses it acquires.

The Marlowe team has a very close relationship with each business and works with its management team. We invest in people, operational systems and improvements in technology all with the aim of improving standards of service, which in turn generates increased organic growth.

We inject pace into our businesses whilst providing a platform which allows our management teams to focus on profitable growth.

We create value through organic investment, utilising our resources and re-investing generated cash to accelerate the growth of acquired businesses through targeted add-on acquisitions, often to develop further geographical reach and critical mass or to broaden our capabilities.

We maintain a strong and continually evolving pipeline of potential bolt-on acquisitions. We are adept at quickly identifying, negotiating, and executing these types of deals.

Our integration processes are well rehearsed and carried out by dedicated resource. We create opportunities for our management teams to bring about efficiencies and realise strategic synergies.

We are experts in integration and market consolidation. Through our targeted acquisition strategy, we create economies of scale and build leading positions.

We know what it takes to deliver successful acquisitions and are experts in scrutinising targets and structuring deals before overseeing carefully planned integration programmes. Our management teams are specialists in realising synergies and operational improvements across the Group.

By entering markets which share a similar route to the customer, we are able to develop a close understanding of our customers’ needs which equips us well to deliver services to address those needs.

Realising strategic synergies across the Marlowe Group provides a competitive advantage that can further accelerate growth.

We ensure that customer relationships are shared across different Marlowe businesses, enabling cross-selling of services which when successfully executed binds our relationship with the customer more firmly.

Enhance

We enable businesses to reach the next level. Whilst we fundamentally believe in empowering our management teams, Marlowe is not a passive investor in the businesses it acquires.

The Marlowe team has a very close relationship with each business and works with its management team. We invest in people, operational systems and improvements in technology all with the aim of improving standards of service, which in turn generates increased organic growth.

Accelerate

We inject pace into our businesses whilst providing a platform which allows our management teams to focus on profitable growth.

We create value through organic investment, utilising our resources and re-investing generated cash to accelerate the growth of acquired businesses through targeted add-on acquisitions, often to develop further geographical reach and critical mass or to broaden our capabilities.

We maintain a strong and continually evolving pipeline of potential bolt-on acquisitions. We are adept at quickly identifying, negotiating, and executing these types of deals.

Integrate

Our integration processes are well rehearsed and carried out by dedicated resource. We create opportunities for our management teams to bring about efficiencies and realise strategic synergies.

We are experts in integration and market consolidation. Through our targeted acquisition strategy, we create economies of scale and build leading positions.

We know what it takes to deliver successful acquisitions and are experts in scrutinising targets and structuring deals before overseeing carefully planned integration programmes. Our management teams are specialists in realising synergies and operational improvements across the Group.

Collaborate

By entering markets which share a similar route to the customer, we are able to develop a close understanding of our customers’ needs which equips us well to deliver services to address those needs. Realising strategic synergies across the Marlowe Group provides a competitive advantage that can further accelerate growth.

We ensure that customer relationships are shared across different Marlowe businesses, enabling cross-selling of services which when successfully executed binds our relationship with the customer more firmly.

Our Integrated Process for New Partners

We are experts in integration and enable businesses to reach the next level.

The Marlowe team has a close relationship with each and every business that joins the Group. We are experts in delivering integration programmes. We empower management teams, invest in people and technology, and provide operational and financial resources to deliver accelerated growth.

Customer ecosystem

Businesses that join the group tend to share a similar channel to market to our own with similar client decision makers.

Through our ever-increasing scale the Group benefits from a very large customer base. New acquisitions can leverage these relationships which provide significant opportunity for cross-sales.

We have deep industry knowledge and great dialogue with our customer base allowing us to realise opportunities in our acquisitions’ existing software and services.

Attractive structure

Our decentralised operating model gives our divisions considerable autonomy within a well-defined strategic and disciplined framework.

Our managers are empowered to make the decisions that they need to grow their businesses in their markets.

Our model seeks to enable our companies to retain the agility of entrepreneurial private businesses whilst providing them with the resources of a larger listed company, that helps them unlock their potential and stewards their rapid growth in a way that ensures that all the key stakeholders are focused on value creation.

We focus on top-line growth, margin expansion and effective integration into the Marlowe Group.

Technology investment

Our technological infrastructure, expertise and investment act as a growth enabler.

Businesses that join the group can leverage this digital expertise. We use technology as a key differentiator in the compliance market and we provide the operational and financial backing to allow our businesses to reach their digital ambitions.

Sales and marketing

Marlowe have a tried and tested approach when it comes to sales and marketing.

As part of our integration process, we work with acquired businesses to enhance their sales & marketing approach and capabilities. Our sales experts identify opportunities to enhance account management, upsell & cross-sell, strengthening and building client relationships.

Our marketing teams are experts in push and pull marketing, digital and campaign or content-led initiatives.

Businesses that join the group tend to share a similar channel to market to our own with similar client decision makers.

Through our ever-increasing scale the Group benefits from a very large customer base. New acquisitions can leverage these relationships which provide significant opportunity for cross-sales.

We have deep industry knowledge and great dialogue with our customer base allowing us to realise opportunities in our acquisitions’ existing software and services.

Our decentralised operating model gives our divisions considerable autonomy within a well-defined strategic and disciplined framework.

Our managers are empowered to make the decisions that they need to grow their businesses in their markets.

Our model seeks to enable our companies to retain the agility of entrepreneurial private businesses whilst providing them with the resources of a larger listed company, that helps them unlock their potential and stewards their rapid growth in a way that ensures that all the key stakeholders are focused on value creation.

We focus on top-line growth, margin expansion and effective integration into the Marlowe Group.

Our technological infrastructure, expertise and investment act as a growth enabler.

Businesses that join the group can leverage this digital expertise. We use technology as a key differentiator in the compliance market and we provide the operational and financial backing to allow our businesses to reach their digital ambitions.

Marlowe have a tried and tested approach when it comes to sales and marketing.

As part of our integration process, we work with acquired businesses to enhance their sales & marketing approach and capabilities. Our sales experts identify opportunities to enhance account management, upsell & cross-sell, strengthening and building client relationships.

Our marketing teams are experts in push and pull marketing, digital and campaign or content-led initiatives.

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