Iap exec sum q3 v3s
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Transcript of Iap exec sum q3 v3s
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Smart Grid Business Exec Summary 2010 Q3 v3
Joachim Janssen – CEO
David Gosch – Bus Dev
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IAPfinds‘sweetspot’inU.S.SmartGridEnterprise s/w company providing Network Management solutions, Telecom focused
$ K
• Vital platform technology created • Ready to Configure Solutions • Deployment experience • Great customer references
(1,000)
‐
1,000
2,000
3,000
4,000
'97 '98 '99 '00 '01 '02 '03 '04 '05 '06 '07 '08 '09
Revenue($K)
P&L($K)
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IAPfinds‘sweetspot’inU.S.SmartGridEnterprise s/w company providing Network Management solutions, Telecom focused
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
‐$5,000
$0
$5,000
$10,000
$15,000
$20,000
$25,000
'97 '98 '99 '00 '01 '02 '03 '04 '05 '06 '07 '08 '09 '10 '11 '12 '13 '14 '15
Revenue($K)
P&L($K)
$ K
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HighLevelEvidence–UpcomingPriorityforMajorUYliYes
• “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 Duke CMS SCE SDG&E Enernex
Results of one-on-one discussions Gartner Gartner
• “IAP Integrated NMS approach is valid, but early.” U.S. TAM estimate of $900M
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TheSmartGrid‐“UYlityCommsView”
>100XExisYngTelecomNetworks
AnewInternetof
THINGS,M2M
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DistributedmanagementlayerREQUIRED
Reduced mgmt traffic < 1%
Complete visility, faster resolutions
IAP Distributed Network Management
• Network size (>100X)
• CriJcal availability / security
• M2M devices not people
• Interoperability ‐ CombinaJon of technologies
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RapidlyMovingSpace–pastweek
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.
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IAP - NMS
centralized
IAP - IM IAP - IM IAP - IM
distributed
IAP:Highly‐DistributedNMSo IntelligentMediaYonAgent(IMA)
providesheterogeneousconfiguraYon/monitoring
o reducedMNtraffico onlyacYonableinformaYon
transportedupstream
Concentrators,
substations, pole top NE
’s H
eterogeneous Netw
orks
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SelltoWhom(U.S. prospects)
• OEM and SI Partners – Cisco - Elster - Accenture - Telvent
• Utility Customers (3,000 total)
• Telecom Carriers – Verizon - AT&T - Sprint
Major Major, cont. Medium Small
DTEEnergy ConsumersEnergy ? ?
PG&E SouthernCalEdison
Oncor AEP
ProgressEnergy Pepco
DukeEnergy FloridaP&L
SanDiegoG&E
After establishing solutions: • Canada • Europe • Australia • Japan • China • India
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Who’sHere?Major Smart
Grid CEP* Distributed*
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
technology
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SellWhat?Major Utility Customer Deal – 10 year outlook
IAP current revenue balance
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StatusandOutlook:• 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
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InvestmenttoPenetrateSGMarket 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
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InternalProfile
• 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
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ManagementProfilesJoachim 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.
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Background
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SWOT
Strengths Weaknesses
• Onlytrulydistributed,CEParchitecture
• Mature,scalableplaoorm• DirectTelecomexperience
• Verysmall,unknown• NewtoSGandU.S.A.• CashflowlimitaYons• Projectresourcelimited
OpportuniJes Threats
• Cisco partnership –fundingandprospectaccessworldwide
• Earlyadopter,majorUYliYesengaging
• SIrelaYonships–prospectaccess
• Longrunwayrequiresfunds• Noiselevelarounddecision
makersishigh• Spanisheconomy–conYnued
crisis• ComplicatedvendoriniYalizaYon
atUYliYes
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CustomerAcquisiYon
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OwnershipStructure
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CurrentfocusonnewsoluYonsilos
Cisco
CiscoCisco
Cisco
SSN
SSN
SSNSSN
SSN
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ReferenceHighlights
Telecommunications
Public Infrastructure
Systems Integrators
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SoluYonsStructure
• 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