Applied Science and Technology 18 July 2016 For … · Applied Science and Technology July 2016 ......

Applied Science and Technology

Pacific Environment LimitedLevel 1, 146 Arthur StNorth Sydney, NSW 2060

(ASX: PEH) ABN: 42 122 919 948www.pacific-environment.com

Ph: +61 2 9870 0950

Sydney Brisbane PerthAdelaideMelbourne

18 July 2016

Investor Roadshow presentation

Company Announcements Office Australian Securities Exchange

Pacific Environment Limited (ASX: PEH) Managing Director, Mr Robin Ormerod, General Manager Australasia, Dr Adrian Zammit and Chief Financial Officer, Mr Ketha Mahesan will be conducting a series of investor meetings in Sydney and Melbourne this week and delivering the following investor roadshow presentation.

For further information, please contact:Mr Robin OrmerodManaging Director, Pacific Environment Limited

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Applied Science and Technology

July 2016EnviroSuite Presentation

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1. Background

2 EnviroSuite Presentation - July 2016

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Mission Statement

“Our mission is to develop, market and sell the EnviroSuite platform and to provide relevant STEM support in applied sciences, sensor technologies and data communications.”


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EnviroSuite is a world-class SaaS solution to diverse environmental management challenges, delivering mobile 24/7 intelligence and decision support.

EnviroSuite enables better-informed, more timely actions to optimise operational efficiency against environmental objectives.

What is EnviroSuite?


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EnviroSuite - A Decision Support Platform


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Value Proposition

• Reduce corporate risk – “finger on the pulse”

• Monitor environmental status with greater clarity

• Achieve and demonstrate compliance at lower cost

• Plan future operations more certainly and efficiently

• Respond to incidents more effectively

• Improve stakeholder relations – “good corporate citizen”

Globally, there is no competitive product applicable to the full range of applications and functionality that EnviroSuite provides.

Predictive Environmental Analytics


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Adding Value: from Data to Actions

Vertical Stack“Plug and Play”

Choose which layer you require to tailor a technological solution that suits your needs.

Decisions - Actions

Value

Sensors

Comms Tech

STEM Support



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Water Treatment

Global Market Opportunity

Mining

Ports

Manufacturing

Hospitals

GovernmentEnergy

Agriculture

EnviroSuite provides a unique solution

to both of these issues across multiple industry

sectors

Organisations worldwide are under continual pressure to

improve operational margins

At the same time there is building pressure from governments and

communities alike for better environmental performance



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New Business and Use CasesContracts signed or renewed since July 2014



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2. Strategy


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EnviroSuite – Key Strategic Objectives

• Pursue aggressive revenue growth

• Develop BD and Sales infrastructure in Australasia, North America and Europe

• Key role for partner relationships and strategic investments

• Capitalise on existing blue-chip client base to assist launch into international markets

• Focus on high potential vertical solutions



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Revised Org Structure

Board of Directors

Managing Director

Head of Marketing & Communications

General Manager Australasia

Product Dev & Support Manager

Head of OSI Chief Financial Officer General Manager DLAGeneral Manager UK General Manager US

Murray d’Almeida David Johnstone Robin Ormerod Adam Gallagher

Robin Ormerod

Kristin Zeise Adrian Zammit Bennett OprysaRobin Ormerod Ketha Mahesan David LaneTBD TBD



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Revised Org Structure

• Centralised Product Management, including Development Team, with regional input via Roadmap steering group

• Centralised co-ordination of region-based Sales & Distribution units

• Sales - combined Direct + Partner distribution network

• Growth focus on Partner channels and Partner management

• Regionally differentiated Marketing and BD

• Integrating STEM support into EnviroSuite Development/ BD/ Sales teams to support ‘Vertical Stack’ business model

• STEM support can be internal (local) or third party (international)



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3. Target Industries & Markets


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EnviroSuite – Competitive Positioning

• First mover advantage

• Proven technology with existing blue-chip client base in mining, ports and government

• Unique, high quality SaaS platform across multiple application domains

• Saves time and money by delivering real-time and predictive intelligence, and big data repository

• Unique business model in the competitive space

• In-house STEM team supports technology ecosystem and platform

• Non-competitive to traditional competitors such as large environmental and engineering consultants: opens up new consulting possibilities

• Developing partner network in overseas markets



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Global Industry Targets

• User benefits

• Market familiarity

• Market proximity to PEH offices & partners

• Potential market scale

• Regulatory & social licence drivers

Selection criteria include:

Target Markets:

North America

EuropeAustralasia



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Market vs Sector

Therefore, the key [3] verticals PEL will focus on to maximise returns are…

Australasia Europe USA• Mining• Ports• Water Utilities

• Water Utilities• Agriculture• Ports

• Mining• Oil and Gas• Water Utilities

Sector (“Verticals”)

Mining

Market

Opportunity

Market

Opportunity

Market

Opportunity

Market

Opportunity

Market

Opportunity

Market

Opportunity

Market

Opportunity

PEL’s Presence

PEL’s Presence

PEL’s Presence

PEL’s Presence

PEL’s Presence

PEL’s Presence

PEL’s Presence

Water

Utilities

Oil & Gas

Ports

Government

Agriculture

[Odournet]Market vs Sector:

Current Positioning

Australasia

Europe (incl. London)

North America

Existing clients include blue chip customers/ Industry majors?

10/10

8/10Does it have the “plug & play” factor?

Market Penetration Potential



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How can we implement this strategy?

Global HQ locations for the major miners

• The global major miners are located within reach of PE’s strategic markets (e.g. Brazil to North America, South Africa to Europe and Australasia)

• Through strategic marketing and pitching to the Heads of OHS Standards, PE could seek for its solution to be rolled out as a “group-wide” compliance standard



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Global Markets - Bulk and Passenger Ports

• Collectively bulk and passenger ports represent a very large growth opportunity for EnviroSuite

• Global reach to key port markets with office and partner locations in Australasia, Europe and North America

Pacific Environment OfficesExisting Partners

Cargo PortCruise Liner Port



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Global Markets - Water Utilities

• Major water infrastructural projects yet to be undertaken in developing countries (India, Brazil, SE Asia) financed by World Bank, Asian Development Bank and major donor countries.

• Global reach to key water utilities with office and partner locations in Australasia, Europe and North America



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4. Action Plans


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Target Overview

• Accelerate sales growth through partnerships, direct sales and referrals

• Three key regions; Australasia, Europe and North America

• Target vertical solutions in mining, ports, water utilities, agriculture and oil & gas, depending on geography



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Action Plan - Australasia

• EnviroSuite sales is No. 1 priority

• Increase sales effectiveness

– Improve sales support for sales team and partners

– Specialist sales hires with SaaS/relevant experience

– Better integrate STEM team into sales process where applicable

• Closely integrate sales and marketing

• Improve focus of domestic STEM team on EnviroSuite

• Monitor customer feedback for improved marketing and sales targeting

• Align key incentives around sales



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Action Plan - North America

• Establish sales-focused subsidiary in US

• Small team initially, incl. experienced Australian members and US staff with extensive, relevant experience

• Develop strategic partner relationship with large distribution potential

• Target low hanging fruit – ‘foot in the door’ approach

• Key sectors: mining, water utilities, oil & gas, ports and government

• Apply our vertical stack business model, partnering with outsourced STEM team support

• Strategic marketing and BD



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Action Plan -Europe

• Parallel approach to North America (see previous slide)

• Key partners to accelerate distribution

– Sales and leads already

– Existing blue-chip client relationships

• High level sales experience from Australian operations part of EU team

• Key sectors: water utilities, agriculture, ports



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For further information:

Mr Robin OrmerodManaging Director

Dr Adrian ZammitGeneral Manager - Australasia

Phone: 02 9870 0950Email: [email protected]

Email: [email protected]: 07 3004 6400



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Applied Science and Technology 18 July 2016 For … · Applied Science and Technology July 2016 ......

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