Iap exec sum q3 v3s

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Iap exec sum q3 v3s

  1. 1. Joachim Janssen – CEO David Gosch – Bus Dev Smart Grid Business  Exec Summary  2010 Q3 v3 
  2. 2. IAP
finds
‘sweet
spot’
in
U.S.
Smart
Grid
 Enterprise s/w company providing Network Management solutions, Telecom focused 
4,000

 
3,000

 $K 
2,000

 Revenue
($
K)
 
1,000

 P&L
($
K)
 
‐



 
(1,000)
 '97
 '98
 '99
 '00
 '01
 '02
 '03
 '04
 '05
 '06
 '07
 '08
 '09
 •  Vital platform technology created •  Ready to Configure Solutions •  Deployment experience •  Great customer references
  3. 3. IAP
finds
‘sweet
spot’
in
U.S.
Smart
Grid
 Enterprise s/w company providing Network Management solutions, Telecom focused $25,000
 $20,000
 $15,000
 $K $10,000
 Revenue
($
K)
 P&L
($
K)
 $5,000
 $0
 '97
 '98
 '99
 '00
 '01
 '02
 '03
 '04
 '05
 '06
 '07
 '08
 '09
 '10
 '11
 '12
 '13
 '14
 '15
 ‐$5,000
 IAPsolutions will leverage existing technology to provide the critical layer of management and real- time intelligence to enable massive scale Smart Grid roll-out and benefits $900M U.S. TAM
  4. 4. High
Level
Evidence
–

 Upcoming
Priority
for
Major
UYliYes
 •  “Achieving an Integrated NOC is imperative, and major priority for upcoming year. No known solutions exist, as it requires a truly distributed CEP approach” Enernex PG&E Cisco Enernex SDG&E SCE CMS Duke •  “IAP Integrated NMS approach is valid, but early.” U.S. TAM estimate of $900M Gartner Gartner Results of one-on-one discussions
  5. 5. The
Smart
Grid
‐
“UYlity
Comms
View”
A
new
 Internet
of
 THINGS,
M2M
 >
100X
ExisYng
 Telecom

 Networks

  6. 6. Distributed
management
layer
REQUIRED
 IAP Distributed Network Management  •  Network size (>100X)  Reduced mgmt •  CriJcal availability / security  traffic < 1% Complete •  M2M devices not people  visility, faster resolutions •  Interoperability ‐ CombinaJon of technologies 
  7. 7. Rapidly
Moving
Space
–
past
week
 With Arch Rock Purchase, Cisco Takes Aim at Silver Spring Networks Cisco is rolling out the wallet to transform its smart grid strategy into tangible product offerings. Smart Grid AMI Networking: Phase II Cisco, Arch Rock, Itron, Silver Spring Networks, and the next steps for AMI networking.
  8. 8. IAP:
Highly‐Distributed
NMS
 IAP - NMS o  Intelligent
MediaYon
Agent
(IMA)
 provides
heterogeneous
 distributed configuraYon
/
monitoring
 o  reduced
MN
traffic
 centralized o  only
acYonable
informaYon






 transported
upstream
 Heterogeneous Networks IAP - IM substations, pole top NE’s Concentrators, IAP - IM IAP - IM
  9. 9. Sell
to
Whom



(U.S. prospects)  •  OEM and SI Partners –  Cisco - Elster - Accenture - Telvent •  Utility Customers (3,000 total) Major  Major, cont.  Medium  Small  After establishing solutions: DTE
Energy
 Consumers
Energy
 ?
 ?
 •  Canada PG&E
 Southern
Cal
Edison
 •  Europe Oncor
 AEP
 •  Australia •  Japan Progress
Energy
 Pepco
 •  China Duke
Energy
 Florida
P&L
 •  India San
Diego
G&E
 •  Telecom Carriers –  Verizon - AT&T - Sprint
  10. 10. Who’s
Here?
 technology Major   Smart  CEP*  Distributed*  Grid  IBM
 X
 X
 X
 HP
 X
 CA
 X
 X
 EMC
 X
 x
 x
 SolarWinds
 X
 GridNet
 X
 X
 Ambient
 X
 X
 IAP  x  X  X 
  11. 11. Sell
What?
 Major Utility Customer Deal – 10 year outlook IAP current revenue balance
  12. 12. Status
and
Outlook:
 •  IAP Platform and NMS applications –  Very complete with major deployments, high-end references –  Experience for projects and deployment very high •  Solutions for Smart Grid use cases –  Just engaging now, as most Utilities are still in requirements mode –  Specific communication adapters need to be developed and tested properly
  13. 13. Investment
to
Penetrate
SG
Market
 Key coverage and preparation: –  Solution tailoring for Smart Grid use cases –  Communication adapter development for specific networks –  Cash flow to engage in POC and Pilots –  Incorporate in U.S. –  General expenses –  Technical support –  Marcom
  14. 14. Internal
Profile
 •  100% employee owned –  9 shareholders, self financed •  Mature product and solutions base with major customer references •  Strong operations, Conservatively run •  30 employees (29 technical) plus 10-30 contractor pool •  Flat organization cool vendor 2010
  15. 15. Management
Profiles
 Joachim Janssen, General Director, is a Telecommunications and Electronics Engineer from the University Arnhem (Holland). Started his professional career at AT&T in Holland. Then hired by Telefónica and came to Spain to lead all management systems efforts. Mauricio Petidier, Commercial Director, worked for five years in the R&D department of Telefónica as head of products. Afterwards at ONO, the leading cable provider in Spain, he was head of Network Management and contributed to establishing the bases of its current CSP offering. Petidier is a telecommunications engineer from the Polytechnics University in Madrid. Alvaro Paricio, Technical Director, is an engineer in Telecommunications and a specialist in Strategic TIC Management from the Polytechnics University in Madrid. He actively participated in the development of the aviation systems of the Airbus A-230/340 program, then joined Telefónica Research and Development as a Solutions architect and project manager for various OSS systems. He is also an associate professor at the University in Alcalá, where he currently finishes his doctoral thesis. David Gosch, Business Development, has been creating solutions in emerging markets areas, utilizing electronics and s/w, for almost 20 years. With an Electrical and Computer Engineering degree from the University of Wisconsin, he specializes in embedded electronics and real-time control. He created almost $50M in new business as VP Sales & Marketing for Tenta Technology, acquired by MKS Instruments.
  16. 16. Background 
  17. 17. S
W
O
T
 Strengths  Weaknesses  •  Only
truly
distributed,
CEP
 •  Very
small,
unknown
 architecture

 •  New
to
SG
and
U.S.A.
 •  Mature,
scalable
plaoorm
 •  Cash
flow
limitaYons
 •  Direct
Telecom
experience
 •  Project
resource
limited
 OpportuniJes  Threats  •  Cisco partnership –
funding
and
 •  Long
runway
requires
funds
 prospect
access
worldwide
 •  Noise
level
around
decision
 •  Early
adopter,
major
UYliYes
 makers
is
high
 engaging
 •  Spanish
economy
–
conYnued
 •  SI
relaYonships
–
prospect
access
 crisis
 •  Complicated
vendor
iniYalizaYon
 at
UYliYes

  18. 18. Customer
AcquisiYon

  19. 19. Ownership
Structure

  20. 20. Current
focus
on
new
soluYon
silos
 SSN
 Cisco
 SSN
 Cisco
 SSN
 SSN
 SSN
 Cisco
 Cisco

  21. 21. Reference
Highlights
 Telecommunications Systems Integrators Public Infrastructure
  22. 22. SoluYons
Structure
 •  Solutions are Management Suites, created from mature General Products, based upon IAPplatform •  General Products: o  Provision o  Monitoring o  Operation o  Billing •  IAPplatform, a distributed Complex Event Processing platform •  Complete Multi-vendor, Multi-technology approach

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