Strategy Day

Lifestyle
Banking
The core of Tinkoff ecosystem
Our Agenda
1. Tinkoff Black
2. Lifestyle Services
3. Our Super App
4. Our growth ambitions

tinkoff.ru
tinkoff.ru
1.
Tinkoff Black

tinkoff.ru
tinkoff.ru
Tinkoff
1.7 Top 3
Black at products per 12m retail bank
a glance customer total customers in Russia*

8m ₽140k
active 2x 47% Avg customer
customers YoY in active DAU / MAU funds**
customers

95% 13%
₽2 trln of the group’s
app
card revenue in 1H21
penetration
purchases LTM
Note: As of September 2021
*by number of active customers
**incl. funds on brokerage accounts 4
Tinkoff
Black is at
the core
of Tinkoff Investments
Credit
ecosystem Savings
Insurance
Business
Mobile

Travel
Payments
Lifestyle
Bonuses

5
 Tinkoff Black: history of true exponential growth
Active customer base YoY,%
9 150%
8
8
7 125%
7
6
6 100%
5
5
Millions

4 75%
4 3
3 50%
2
2
1 25%
1
0 0%
2015 2016 2017 2018 2019 2020 2021

2012–2013 2014–2015 2016–2017 2018 2019 2020 2021

Launch of Tinkoff Best mobile app Issued 1 mn Tinkoff Multi-currency Launch of Super PRO subscription Reached >100k
Black according to Black cards cards App daily opened
Instant virtual card
Markswebb accounts
Cashback and Investment brokerage Premium service Mobile onboarding issue before full KYC
interest on debit Savings accounts Call defender,
Overdrafts Junior cards Light-KYC Charity cashback
cards selfie confirmation
FX conversion application
FX p2p transfers FX accounts and other security
Tinkoff Target at market rates process
in 30 currencies enhancements
ATM network
Tinkoff Travel Individual cashback 6
categories
 Customer acquisition — 1/4 80% What makes our
growth through virality share of ‘Bring
a Friend’ channel
Of web and mobile
acquisition is viral
product so viral through
the years?

Transparent cashback and

Tinkoff Black monthly account openings,
interest
by channels
Access to best Super App
1.4 in the market
Promo
campaigns Fastest mobile onboarding
1.2
Best customer service

1.0 Paramount attention to details

+100 more features that make

0.8
us unique
Millions

0.6
Web acquisition

0.4 Mobile
onboarding
XSell
0.2
Bring a friend Leadership in overall
0)0
Other channels customer experience
Jan Mar May Jul Sep Nov Jan Mar May Jul Sep Nov Jan Mar May Jul
2019 2019 2019 2019 2019 2019 2020 2020 2020 2020 2020 2020 2021 2021 2021 2021 7
 Promo campaigns — bestseller
acquisition tool
Apps All apps

Top charts
Free Paid

Govt services
Open Tinkoff Black daily account openings, by channels
Tinkoff 140
Open
120

Open 100

Thousand
Web acquisition
80
Open
60
Mobile onboarding

40
XSell
Open

20
Bring a friend
Open
0
Other channels
13 Jun 20 Jun 27 Jun 4 Jun
2021 2021 2021 2021

Tinkoff app rank in AppStore overall free app ranking

2 2 2 2 2 2 2 2 2 3

Customers acquired via 8 8

promo exhibit 13
16 17 15
18 18 18 18 17 17 17
21
better-than-average 24 25 24
25
transactional activity and

similar propensity to cross-sell 13 Jun 20 Jun 27 Jun 4 Jun 8

2021 2021 2021 2021
Tinkoff Black We are still far from penetrating
customer profile Russia
Share of active
Moscow 12.2%
Tinkoff Black
customers in regions’
Profile population St Petersburg 12.4%

Other regions 4.7%

Russia 6.1%
43%
37%
Moscow & St. Petersburg
Share of active Tinkoff
20–28 years 14.1%
33 Black customers
57% Average age in respective age
30–39 years 10.7%
groups

Other age 3.2%

groups
9
Tinkoff Black customer profile
95%
Average balance per Tinkoff Black customer Use mobile app
every month
180

45%
160

140
Use mobile app
120 every day
Thousand

100

80 ₽29k
60 Investments Monthly card
Deposit purchases
40
Savings
account
₽140k
20

Debit card
0
Avg customer funds
Dec 18

Dec 19

Jun 20
Feb 19

Jun 19

Feb 20

Apr 20

Aug 20

Oct 20

Dec 20

Jun 21

Aug 21
Apr 19

Aug 19

Oct 19

Feb 21

Apr 21
(incl. investments)

10
We are expanding through new customers,
while older cohorts are sticky
Tinkoff Black active customer base by acquisition vintage
9

6 2021
5
Millions

2020
4

3 2019
2
2018
1

0 2017 and before

Jun 19

Jun 20

Jun 21
Dec 18

Aug 19

Dec 19

Aug 20

Dec 20

Aug 21
Feb 19

Apr 19

Oct 19

Feb 20

Apr 20

Oct 20

Feb 21

Apr 21
11
Newer cohorts show similar transaction
activity
Average card purchases by cohorts of active customers
30

25 1Q20

20 2Q20
Rub ‘000

15 3Q20

10 4Q20

5 1Q21

0 2Q21
5
15
25
35
45
55
65
75
85
95
105
115
125
135
145
155
165
175
185
195
205
215
225
235
245
255
265
275
285
295
305
315
325
335
345
355
365
Days from opening an account
12
Tinkoff Black is our main
gateway enabling further 52% Customers with
2+ products

cross-sell
Share of Tinkoff Black customers
in other products’ new acquisition

Cash loans 75%

Mobile 65%

Car insurance 51%

Investments 47%

Credit cards 41%

13
Cross-sell is becoming more effective
X-sell from Tinkoff X-sell from Tinkoff X-sell from Tinkoff
Black to credit cards Black to Investments Black to cash loans
16.0% 18.0% 5.0% 2021
16.0% 4.5%
14.0%
2020
4.0%
14.0%
12.0%

12.0%
3.5% 2019
10.0%
3.0%
10.0%
8.0% 2.5%
8.0%
2.0%
6.0%
6.0%
1.5%
4.0%
4.0%
1.0%
2.0% 2.0% 0.5%

0.0% 0.0% 0.0%

0
45
90
135
180
225
270
315
360
405
450
495
540

0
45
90
135
180
225
270
315
360
405
450
495
540

0
45
90
135
180
225
270
315
360
405
450
495
540
Days from opening an account 14
Transactional economics …while paying attractive cashback…

is positive, while CACs are Cashback per active customer, Rub

1200

stable 1000
800
600

We maintain positive transaction economics 400

200
per customer… 0

1Q20 2Q20 3Q20 4Q20 1Q21 2Q21

Net revenues per active customer, Rub*

451
484 …and keeping CACs stable
373 Customer acquisition cost per utilized customer, Rub
307 306 2500

224 2000

1500

1000

500
1Q20 2Q20 3Q20 4Q20 1Q21 2Q21
0

Mar 19

Mar 20

Mar 21
Jul 19

Jul 20

Jul 21
May 19

Nov 19

May 20

Nov 20

May 21
Sep 19

Sep 20
Jan 19

Jan 20

Jan 21
Note: According to management accounts
*Net revenue is excluding treasury gains 15
Tinkoff Pro — our Higher deposit and
ecosystem in one current account rates

subscription Higher cashback

on lifestyle services

Up to 100% lower
card fees
1mn 2.1x
Tinkoff Pro products per Higher P2P transfer
users customer limits
Benefits to us
₽199 Improved customer
stickiness
More cashback
per month categories

Higher LTV
Bundled partner
Increased cross-sell services with cashback
16
Tinkoff Higher %
Premium
Free travel insurance

>100k ₽2.1m Higher cashback

customers average balance
Exclusive metal card

Free Tinkoff Mobile calls

+ Launched in
September 2021
Personal manager

10k+ investment
instruments

17
Tinkoff >500k Tinkoff Junior active customer base

Junior Active Junior

customers
600

500
511

Thousand
400

>160k 300

200
Parents opened
Tinkoff Black 100

as a result 0

Jan 20
Feb 20

Apr 20

Oct 20

Jan 21
Feb 21

Apr 21

Jul 21
Jul 20
Mar 20

Mar 21
Jun 20

Aug 20

Dec 20

May 21
Jun 21

Aug 21
Nov 20
May 20

Sep 20
Cool features Tinkoff Junior age distribution

Piggy box

Tasks

Location services

Spending limits 6 7 8 9 10 11 12 13 14 15 16 17 18
Age, years
18
2.
Lifestyle Services

tinkoff.ru
tinkoff.ru
Lifestyle services at a glance
₽2bn
9 cashback
Services
MAU paid YTD
Entertain eComm
ment

Food Travel

₽37bn
total GMV in 2021
Bonuses YTD
Wellness

Content
Transport

Lifestyle
Up to 30%
penetration into
customer spending

20
Lifestyle Services – Entertainment

our partnership >340k MAU

approach to Fueling
>280k MAU
marketplace
eCommerce
>240k MAU

9m ₽1.2bn
Food
>240k MAU
Total MAU total GMV YTD

Restaurants

0.4m 13% >230k MAU

customer Of entertainment spending

goes through our lifestyle Beauty & Wellness
services >50k MAU
21
Close Travel Tinkoff Travel Our partners

1.2m 30%
airline tickets of all tickets
Airline tickets
Cashback up to 7% sold in 2021 YTD bought by Tinkoff
customers
Hotels
Cashback up to 10%

Travel insurance 0.4m 11% Airlines (direct

5% discount integration)
hotel bookings of all bookings by
Travel tours in 2021 YTD Tinkoff customers
Cashback up to 5%

₽18bn ₽600m
turnover in 2021 total cashback
YTD paid YTD

22
 Tinkoff Target Our partners
Close Cashback

Search

Customer sees
Bonuses received
613 points, 15 327 miles an offer (automatic
activation)
Favourites New Food Delivery Pharmacy

20% cashback Pays for the goods /

on Windows PC
services using
Tinkoff card

Quest Russia
All Inclusive
Cashback paid
onto customer
card automatically

23
Tinkoff Target
Cashback from merchants ₽18bn 800k Global peers
(up to 30%) turnover in monthly
2021 YTD customers
Merchant installments

Cashback from original

brands
₽1bn 6m
Koshelek wallet total cashback MAU
integration paid YTD

2 000 >10%
partners share of Tinkoff
Black customers

24
 For you Journal For you Journal

Content – Stories, CINEMA

Blockbuster movies Opinion: in Russia everyone
can find an ideal city for

Personal Feed and

living

Tinkoff Journal
5 times
CONCERTS

>15m
Popular shows How many working
You transferred money to people on other pensioneers are there
bank accounts. If you recommend them
to open account at Tinkoff, we will pay
in Russia
OPERETTA bonuses to you and your friend.
Tinkoff Journal MAU Anna Karenina

Buy Show bonuses

25
Why customers love our lifestyle People want
to be loyal
services?

Respect

All services Recommendations Great interface

in one place & guides and content
Quality

Transact within Seamless Cashbacks

a secure payment
environment Love

26
Lifestyle Number of products per Tinkoff
1.5
per customer
customers are customer

per Tinkoff
more engaged Black
customer
1.7

per Lifestyle
customer
1.9

% of customers Tinkoff
34%
with 2+ products customer

2x Tinkoff
Black
customer
52%
Higher monthly
purchases than average Lifestyle
customer
68%
Tinkoff customers
27
Reinvesting into customer loyalty

₽15bn Close Cashback

Tinkoff Black Installments Cashback Available

cashback paid YTD earned
To be credited
now
762 miles to be
on 13 October credited 11 Oct

Tinkoff
Fees Target
How to get bonuses

TINKOFF BLACK
Higher cashback

₽2bn
in September
5% Groceries, Pharmacies,
Yandex.Eats

Lifestyle
Lifestyle cashback
ALL CARDS
paid YTD Cost per Partner cashback
Interchange
action

Cashback,
Promotions

28
3.
Super App

tinkoff.ru
tinkoff.ru
Tinkoff Super App ecosystem
Lifestyle
Proprietary integrations:
Cinema, Concerts, Theaters
Artificial intelligence
Travels Voice assistant Oleg
Restaurants Tinkoff Stories
Shopping Tinkoff Target
Marketplace Sport Individual offers with cashback up to 30% Ivan
Offers from partners in different ... Big Data и Machine Learning
areas of a client’s life: Payments and transfers
Products and online retail Biometrics
Health and beauty
Food and Food Delivery
Auto, Breakfast, Taxi
Recreation and entertainment Tinkoff Ecosystem
Culture and education Unique Tinkoff ID
Fitness and wellness Wallet with ecosystem products
Cleaning Bonuses up
Tinkoff Investments Expenses to 30%
Flowers and animals
Tinkoff Insurance in September
...
Tinkoff Mobile
Tinkoff Business
Bonuses
Management of cashback, bonuses, points, miles
Tinkoff Black account
Life style cashback
Special offers with cashback up to 30%
Installment plan Daily banking
All financial products of the bank
Discovery of new products Tinkoff Platinum credit account
Tinkoff Junior Detailing checks from stores
Banking for children from 7 years old Payments and transfers Cost structure with filters
Limit management and spending control Transfers, including by phone number and card
Assignments for children for a fee Ordering documents
Quick payment system 24/7 live chat support
Child geolocation Government services
Standalone Tinkoff Junior App Apple Pay, Samsung Pay, Google Pay
Traffic police fines Crowdfunding
Baby Lifestyle Services
Subscriptions to accounts from government ...
Baby Stories agencies
Payment for services in various fields
Payment automation
QR code operations
30
 Super App at a glance
>350
83% 4.3m App team
DAU employees
Tinkoff Black
customers use
app every month

36% 20
Independent
sticky factor
Tranfer Top up Pay

4 min (DAU / MAU)

teams
Expenses in
September Cashback avg time
earned
To be credited
1st October
spent
1
12m 100m release
2m MAU monthly in-app every month
monthly in-app payments
applications
Note: As of September 2021 31
 Millions Millions

0
20
40
60
80
100
120
0
2
4
6
8
10
12
14
Aug 20 Jul 17

51
Sept 20 Nov 17

Oct 20 Mar 18

In-app payments
Jul 18
Nov 20

Nov 18
Dec 20
Mar 19
Jan 21
Jul 19
Fev 21
Nov 19
Mar 21
Mar 20
Apr 21
Jul 20

May 21
Nov 20

Jun 21 Mar 21

Jul 21 Jul 21

Aug 21 Aug 21
100
12

4.3
DAU
MAU

Millions
0
0.5
1.0
1.5
2.0
2.5

Aug 20
0.8

Sept 20
(DAU/MAU)
Sticky factor

Oct 20

Nov 20

Dec 20
Total
36%

Jan 21
In-app product applications

Fev 21

Mar 21
39%

customers

Apr 21
Financially active

May 21

Jun 21
47%

customers
Active debit

Jul 21
2

Aug 21
App activity levels are rising with growth of the customer base

32
Our App satisfies all customer needs
7%
Mobile+Web
Share of active customers using 3%
mobile app Web only
83%

>90%
91% of customers
Mobile only use mobile only
50% channel

Jan 19 Jul 19 Jan 19 Jul 20 Jan 19 Jul 21

What makes it so good?

Dedicated in-house development Deep core functionality Balanced approach to content
Incredibly fast time to market Design first approach to UI Independent product teams
working on the app
33
Our Super App
is leading
in Russia Average app rating

App downloads, mn Tinkoff 4.85

Sberbank 4.73
Sberbank 9
Raiffeisen 4.72
Tinkoff 7
Alfa Bank 4.69
VTB 4
Sovcmbank 4.57
Alfa Bank 3
VTB 4.47
Sovcombank 2
Otkritie 4.35
Gazprombank 1
Otkritie 1 UniCredit 3.88

Raiffeisen 1 Gazprombank 3.52

Source: AppAnnie, YTD cumulative downloads as of 31 Aug 2021. Rating is average for iOS and Android 34
In Russia our app successfully Average app rating
competes on a broader tech field
Yandex.Go 4.91
App downloads, mn OZON 4.87
15 Tinkoff 4.85
14
Wildberries 4.65
Avito 4.62
10 10
9 9 Yandex Search 4.62
8
7 7 TikTok 4.60
7
5 Yandex.Eats 4.49
5
3 3 YouTube 4.48
Viber 4.43
WhatsApp 4.38
m VK o ff h r e ts
To
k
gr
a Ap
p
r am ZON rries vit
o
x.G k o
ar
c i b e
Tu
b
E a Instagram 4.27
Tik l e a t s t a g O e A d e Tin S e V u x.
Te Wh In s il d b n x Yo de
W Ya n d e
Ya
n Telegram 4.20
Ya
VK 3.08

Source: AppAnnie, YTD cumulative downloads as of 31 Aug 2021. Rating is average for iOS and Android 35
We have a leading app among global fintechs
Our digital audience is comparable And we have the highest rated app
to largest global fintechs
Tinkoff 4.85
App downloads, mn
Monzo 4.78
Cash App 21
Revolut 4.78
Nubank 19
Banko Inter 4.74
Robinhood 14
Banko Inter 10 Starling Bank 4.74
Tinkoff 7 Chime 4.68
Chime 6 Kaspi.kz 4.58
Revolut 6
Cash App 4.57
Kaspi.kz 2
Nubank 4.49
N26 2
N26 4.36
Monzo 1
Vivis Money 1 Robinhood 4.00

Source: AppAnnie, YTD cumulative downloads as of 31 Aug 2021. Rating is average for iOS and Android 36
4.
Our growth potential
and targets

tinkoff.ru
tinkoff.ru
We have grown to be a top player But already top 3 in total
active retail customer
in Russia retail banking base
We are #5 in retail current accounts Active retail customers, mn

Retail ruble current Market

accounts, ₽ trln share 101.5
Sberbank 4.2 41.6% Sberbank
VTB Bank 2.1 21.2%
Alfa-Bank 0.9 8.5% 14.5
Gazprombank 0.4 3.9% VTB
0.3 3.2%
Raiffeisenbank 0.3 3.1%
FC Otkritie 0.3 3.0% 11.5
Pochta Bank 0.2 2.2%
Rosselkhozbank 0.2 1.6%
ROSBANK 0.1 1.3% 7.5
Alfa Bank
Source: CBR, as of 1 September 2021. Active customer base as per companies’ 1H21 IFRS disclosure 38
We continue to gain market share
Purchases using cards
Russia card purchases, Rub trln Tinkoff share (rhs)

12 20%

18%
10
16%

14%
8
12%

6 10%
8%
8%
4
6%

4%
2
2%

0 0
Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2
2012 2013 2014 2015 2016 2017 2018 2019 2020 2021

Source: CBR 39
…with sizeable
potential for 6%
further gains
120

Tinkoff Black active Russia adult

customers population

Note: Adult population above 15 years old 40

Our growth ambitions
> 9 mn active customers
Setting the scene for significant cross
by YE21
sell in future years

> 14 mn active customers

Tinkoff Black active customers, by YE22
>14
mn

Higher share of in-app

>9 spending in total customer
spend

4.8
3.0
Сontinue to invest in customer
1.8
0.6 1.2 growth while compounding
0.3
earnings year-in-year-out
2015 2016 2017 2018 2019 2020 2021 2022

41
Appendix

tinkoff.ru
tinkoff.ru
Retail debit cards - Summary financials Note: IFRS segmental disclosure. Due to rounding, some
individual fugures may not add up to their totals.

in ₽ bn or otherwise stated 1Q20 2Q20 3Q20 4Q20 1Q21 2Q21 2Q21 / 2Q20 2019 2020 2020/2019

Gross revenue 5.0 5.2 6.4 7.6 7.9 9.4 78% 18.8 24.2 28%
F&C income 2.5 2.2 3.3 4.4 4.4 5.5 х2.5% 9.4 12.4 31%
Interest income 2.5 3.0 3.1 3.2 3.5 3.9 28% 9.4 11.8 26%
Expense -4.3 -3.6 -6.6 -8.3 -8.7 -12.4 х2.0 -19.2 -22.8 18%
Interest expense -2.3 -2.3 -2.3 -2.4 -2.8 -3.9 69% -8.6 -9.3 9%
Fee and commission expense -2.5 -1.3 -2.4 -3.0 -3.1 -3.6 х2.7 -4.7 -9.3 98%
Customer acquisition expense -0.6 -0.7 -1.0 -1.7 -1.7 -2.4 х3.4 -2.0 -4.0 100%
Administrative and other operating expenses -1.3 -1.6 -1.3 -1.5 -2.4 -3.0 92% -4.6 -5.7 23%
Other 2.6 2.3 0.3 0.3 1.3 0.4 -83% 0.6 5.6 x8.7
Segment result 0.7 1.7 -0.2 -0.7 -0.9 -3.1 - -0.4 1.5 -
Segment result before acquisition 1.4 2.3 0.8 1.0 0.8 -0.7 - 1.6 5.5 -
Total current accounts 202 240 264 323 329 375 56% 199 323 62%
Total purchases volume 233 208 317 388 410 539 х2.6 775 1.146 48%
Total customers EoP, mn 5.1 5.7 6.5 7.5 8.9 10.6 85% 4.6 7.5 62%
Active customers EoP, mn 3.2 3.6 4.1 4.8 5.8 6.8 91% 3.0 4.8 63%
Monthly revenue per active, ₽ 538 516 558 564 494 497 -4% 663 540 -19%

43
Customer journey — booking
a cinema ticket

44
Customer journey — fueling

45