The oil and gas industry is ripe for disruption. Traditional business models have become too burdensome and inefficient. We explore the vast ocean of opportunity emerging from the crisis of the downturn.

1. Rethink Sales
Innovating Business
Strategies in
Changing Markets

2. Rethink Sales
From Crisis comes Opportunity
“A pessimist sees the difficulty in every opportunity;
an optimist sees the opportunity in every difficulty.”
― Winston S. Churchill
“Our most significant opportunities will be
found in times of greatest difficulty.”
― Thomas S. Monson

3. Rethink Sales
Supplier Circumstance
Let us explore the situation most oilfield
suppliers find themselves in today.

4. Rethink Sales
Lower the new normal
suppliers expected
to reduce prices &
maintain profit
margins into the
future

5. Rethink Sales
Cost cutting measures
have left sales
organizations
understaffed & in a
catch-22 to increase
sales with fewer staff
and customer
engagements

6. Rethink Sales
Experienced sales
professionals with
established customer
relationships are
unemployed and their
network is being un-
utilized
Experience is idle

7. Rethink Sales
for suppliers to
increase sales
without incurring
significant expense.
Skilled laborers are
scattered after
massive layoffs and
are disconnected
from employers now
No easy way exists

8. Rethink Sales
have either become
burdensome, too
expensive or
ineffective in our new
market.
New market calls for
new rules.
Traditional business approaches

9. Rethink Sales
Operator Circumstance
Let us explore the situation most E&P
companies find themselves in today.

10. Rethink Sales
Economics issue
In order to generate
10% unleveraged
rates of return, U.S.
basins need $104 oil
and $5.50 gas – WD MCK
Nov 2016
Operators will continue to
apply downward pressure on
suppliers to lower prices into
the future to protect margins.

11. Rethink Sales
Blacklisted from capital
“They’re hoping to
hang on until the next
miracle arrives.” –
naked capitalism
Now that fund availability has dried up,
many E&P companies are essentially locked
out of the capital markets. They have to live
within their means or go under.
Traditional capital sources have been
remaining bearish on the sector and have
reduced exposure and risk due to oversupply
and general consensus that commodities will
remain lower for several more years.

12. Rethink Sales
Change is Inevitable
Growth is Optional

13. Rethink Sales
Way Forward
“Uber, the world’s largest taxi company, owns no vehicles.
Facebook, the world’s most popular media owner, creates
no content. Alibaba, the most valuable retailer, has no
inventory. And Airbnb, the world’s largest accommodation
provider, owns no real Estate. Something interesting is
happening.”
- TechCrunch, March 2015

14. Rethink Sales
Our Solution
Reduce Cost
reduce the cost and risk of hiring
additional in-house sales
employees and skilled laborers,
while lowering engagement and
operating costs by providing on-
demand access to products and
services in a convenient manner
Increase Revenue
put salespeople in front of
potential customers who aren’t
otherwise economical to reach
& offer on-demand skilled
professionals to execute
projects
Leveraged Approach
leverage the shared economy
model of on-demand resources
to help companies expand
without need of extensive capital

15. Rethink Sales
What is on-demand economy?
Access > Ownership
The on-demand economy (also known as access economy or shared economy)
is a business model in which companies fulfill consumer demand on the basis of
immediate access to goods and services.
You just rent a thing temporarily rather than buy it permanently
because it’s inexpensive and convenient. You hire freelancers for
short-term projects instead of full-time workers or contractors.
Costs Decrease The model implies that costs should always go down, while access
to products and services become more efficient, convenient, and
intuitive.

16. Rethink Sales
Change Challenges
 Vision and Out-of-The-Box Thinking – Wrong leadership or culture
 Loss Aversion – Fear of loss causes missed opportunity
 Failure to Adopt – Unwillingness to change
 Failure to Engage – Lack of commitment to a new model
 Old Habits Die Hard – Sticking to age old business models

17. Rethink Sales
Change Goals
 Align costs with current “new norm” oil market
 Cut engagement, selling and burden costs
 Increase sales presence, skilled labor on-demand, not on the books
 Cut personnel cost while creating an opportunity for personnel
 Transition to a network platform process without losing safety of
current approach

18. Rethink Sales
The Disruptive Model
The competition is so severe that companies
are forced to improve their operations and
value chains basically on a daily basis.

19. Rethink Sales
What does it mean for me?
Sector Early Entrants Potential for Disruption
Oil & Gas Services
Accommodation
Office Space
Automotive
Medical Equipment
Construction
Fine Art
Audio & Video Equip
Luxury Apparel
Wellsite.com
Airbnb
Regus
Lyft, Zipcar
Cohealo
HIGH
HIGH
HIGH
HIGH
HIGH
HIGH
HIGH
HIGH
HIGH

20. Rethink Sales