3p Learning Ltd. · ASX:3PL
3p Learning — Investor Presentation (September 2019)
65 slides from 3p Learning's investor presentation, Sep 20, 2019
Slide 1: 20:22 Accelerated Growth
For personal use only 20:22 Accelerated Growth Investor Strategy Session – 20 September 2019
Slide 2: Our agenda
Our agenda For personal use only Accelerated Growth Introducing 3P Accelerate 1 Growth Plan 4 Strategic Priority #3 Enhanced Customer Experience and Retention Improvements Accelerated Growth 3P as a Global Education 2 Product and Customer Strategic Priority #1 5 K-12 Brand Expansion Accelerated Grow
Slide 3: APAC - Setting the record straight, our core market is positioned for licence growth
APAC - Setting the record straight, our core market is positioned for licence growth For personal use only • We want to provide more detail around the movement in licence numbers reported in our FY19 full year results, to better explain the decline and specifically reassure shareholders and investor
Slide 4: Introducing our 20:22 accelerated growth plan
For personal use only Introducing our 20:22 accelerated growth plan
Slide 5: A refreshed sales organisation
A refreshed sales organisation For personal use only Deepak Karandikar Todd Jones AMER Head of Sales Global Sales • 10+ years Operations experience in enterprise • 20 years leadership software sales in K-12 experience in sales and higher education in operations in US technology USA and Canada busine
Slide 6: 20:22 Accelerated growth plan
20:22 Accelerated growth plan For personal use only ,
Slide 7: Product and customer expansion
Product and customer expansion For personal use only We enter FY20 with an expanded product portfolio spanning maths, literacy and science.
Slide 8: Innovation at our core
For personal use only Innovation at our core Introducing our largest ever Mathletics updates • Now covering all mathematics proficiencies • Customer expansion into secondary school (Yr 7-10) • B2C customer expansion • Regional expansion – in AMER (Inc. Latam)
Slide 9: 6M: A whole new learning framework
6M: A whole new learning framework For personal use only • We have created a unique teaching and learning framework – the 6Ms • The framework identifies key elements of effective learning journeys • Building a flexible and adaptable approach to learning and teaching in the classroom • Equipping teac
Slide 10: Practice & fluency
Practice & fluency For personal use only Teacher insight: Teachers need to teach, assess and report on curriculum standards but find it difficult to locate resources and activities that specifically address these standards in a way that allows them to personalise the learning journey for each indivi
Slide 11: 6Ms learning framework and practice & fluency in Mathletics
6Ms learning framework and practice & fluency in Mathletics For personal use only New standard-aligned teaching and learning journeys: • that directly address all mathematical standards for key curricula • with unmatched teaching resources and custom-designed questions that address multiple ability
Slide 12: Presenting problem solving & reasoning
Presenting problem solving & reasoning For personal use only Teacher insight: Students need to make connections between their learning and be able to apply new skills and knowledge in unfamiliar contexts. Problem solving & reasoning (PSR) resources are in demand in schools as teachers seek to addres
Slide 13: Solving the motivation problem
Solving the motivation problem For personal use only Teacher insight: Many teachers find it difficult to engage students deeply in mathematical learning in their classrooms. Students often wonder 'what's the point?'... Creating relevant, authentic experiences that spark the curiosity in the learner
Slide 14: Real and relevant
Real and relevant For personal use only • Engagement is driven by 4 key factors: Purpose, Autonomy, Success, Relationship • PSR items present mathematical concepts in real, relevant and authentic contexts • PSR items are intrinsically motivating
Slide 15: The journey is important
The journey is important For personal use only Teacher insight: Teachers often complain that it is difficult to facilitate a deep understanding of concepts. It is important that resources equip teachers to facilitate and assess a learning journey. Our PSR activities deliver this path and evidence of
Slide 16: The journey made clear
The journey made clear For personal use only • Our PSR questions are designed for deep understanding which focuses on the journey rather than the answer • PSR questions foster critical thinking skills Mathletics Updates and Direction
Slide 17: Personalised teaching on the run
Personalised teaching on the run For personal use only Teacher insight: In today’s busy classrooms, teachers find it difficult to assess, where students are at in their understanding and how to meet their individual needs real- time to personalise each student's learning journey. Mathletics Updates
Slide 18: Teachers are equipped to personalise the learning
Teachers are equipped to personalise the learning For personal use only • Real-time collaboration • Real-time assessment • Individual tracking
Slide 19: Finding effective and trustworthy resources
Finding effective and trustworthy resources For personal use only Teacher insight: Teachers find it difficult to source and implement problem solving and reasoning (PSR) resources that are: • content applicable • stage/year relevant • at an appropriate depth. Many teachers lack confidence in deliver
Slide 20: Mathletics problem solving & reasoning delivers ...
Mathletics problem solving & reasoning delivers ... For personal use only • Resources aligned to content and are grade specific • DOK level information that equips teachers to customise depth of learning • Support for teachers in how to best deliver PSR
Slide 21: A product revolution
A product revolution Our largest product upgrade to date For personal use only
Slide 22: A product revolution
A product revolution We have now begun delivering the most significant upgrade to content in Mathletics since our inception. For personal use only Understanding, practice & fluency • Standard-based curriculum coverage with all strands and sub-strands brought to life with new C21 relevant content • 6
Slide 23: Cross-product student engagement
Cross-product student engagement For personal use only First milestone of new student engagement and reward system launched. • Built to encourage a growth mindset, rewarding progress and mastery • Strengthens cross-sell opportunities between Mathletics and Readiwriter • Introduces age-band specific
Slide 24: B2C Creating a home advantage
For personal use only B2C Creating a home advantage Created a brand new Mathletics student app, Multiverse app and kicked off ambitious plans for a mobile-first future • Student app • A new B2C strategy • Data-driven advantage
Slide 25: B2C app rebuild
B2C app rebuild For personal use only Brand new iOS and Android Mathletics Student app • Designed for low-bandwidth and patchy WiFi connection • Future-ready for problem solving & reasoning and practice & fluency activities • Assessments to follow soon
Slide 26: A new, research focused B2C strategy
A new, research focused B2C strategy For personal use only Our market research has helped us to better understand parent pain points and define a clear competitive advantage in our next generation B2C product. Parents want to give their children an advantage – to 'get ahead' With fully personalised
Slide 27: The data advantage
The data advantage For personal use only Our new B2C product will be a compelling offering that uses our global B2B install base to create a direct connection between parents, students and schools. • With unmatched access to real-time data, detailing what schools are teaching, we will build highly t
Slide 28: Literacy learning into the future
For personal use only Literacy learning into the future Defining the next generation literacy product • Supporting teacher confidence • Curriculum alignment and indivual needs • Live and immediate • Targeting linguistic skills
Slide 29: A strong theoretical foundation
A strong theoretical foundation For personal use only
Slide 30: Aligned to global curricula
Aligned to global curricula For personal use only
Slide 31: Beta version is now live
Beta version is now live For personal use only Our beta version of Readiwriter Spelling is already in the hands of our cohort of teacher testers, who are putting it through its pre-sale paces.
Slide 32: Supporting teacher confidence
Supporting teacher confidence For personal use only Teacher insight: Teachers often lack the skills, knowledge and confidence to teach spelling in a deep and connected way. Confident teachers develop confident students. Our product will power confident, structured spelling lessons, supporting teache
Slide 33: Solution 1: The 6M learning framework
Solution 1: The 6M learning framework For personal use only Demonstration: the 6M teacher and student consoles and learning statements
Slide 34: Aligned to curriculum and to individual needs
Aligned to curriculum and to individual needs For personal use only Teacher insight: No product will ever see the inside of a classroom if it is not curriculum aligned, but how does that help support the individual learning needs of every student? Teachers balance this complicated scenario every day
Slide 35: Solution 2: Curriculum-aligned content with flexible differentiation
Solution 2: Curriculum-aligned content with flexible differentiation and personalisation For personal use only options Demonstration: the teacher planning area
Slide 36: Live and immediate
Live and immediate For personal use only Teacher insight: Measuring individual student growth, maintaining data across a large class, while trying to manage and deliver student progress is often ineffective and unmanageable for many teachers. Live testing, with immediate feedback and results, is cru
Slide 37: Solution 3: Online live testing with immediate feedback
Solution 3: Online live testing with immediate feedback For personal use only Demonstration: pre-test and post-test
Slide 38: Fun activities to target linguistic skills
Fun activities to target linguistic skills For personal use only Teacher insight: Many teachers are forced to rely on memorisation to teach spelling. This is not engaging, or pedagogically sound. Worse still, most of the resources they use are designed to focus on memorisation as well. Our activitie
Slide 39: Solution 4: Activities designed to explicitly target linguistic skills
Solution 4: Activities designed to explicitly target linguistic skills For personal use only Demonstration: Look, Say, Cover, Write, Check
Slide 40: Solution 4: Activities designed to explicitly target linguistic skills
Solution 4: Activities designed to explicitly target linguistic skills For personal use only Demonstration: Magic Boxes
Slide 41: Future frontiers
For personal use only Future frontiers We are keeping a constant eye on future technology advances, and potential partnerships, particularly in areas such as machine learning.
Slide 42: Future frontiers in EdTech
Future frontiers in EdTech Partnering with industry leaders in machine learning xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx For personal use only xxxxxxx
Slide 43: Scalable content production
For personal use only Scalable content production The platform underpinning our product strategy
Slide 44: Course manager
Course manager We have invested in our ability to create content, fast and at scale For personal use only Advantages • Rapid creation and deployment of curriculum-aligned content • Opens up new markets in states, provinces and countries • Scalable production/alignment tools give competitive advantag
Slide 45: US education ecosystem alignment
US education ecosystem alignment We have built capabilities and are investing in more to succeed in US districts For personal use only District reporting We co-authored with North American District Administrators a dashboard that measures the value and efficacy of their investment and deployment of
Slide 46: Unlocking the Americas growth
For personal use only Unlocking the Americas growth Building on our FY19 performance to deliver profitable, accelerated growth in the Americas • Extended product portfolio • Top down district prioritisation
Slide 47: The Americas market opportunity for 3P
The Americas market opportunity for 3P Our new territory model services all states where we are concentrating on small and medium-sized districts with a bottom up approach. For personal use only Market share: Canada K-8 16%, USA K-8 1.5%, Mexico (private schools) K-8: 3% Total addressable markets Sm
Slide 48: Profitable Growth in the Americas
Profitable Growth in the Americas For personal use only • Expanded product portfolio – Mathseeds USA and Canada, STEMscopes Canada, expanded LATAM Reading Eggs, Math Seeds, Mathletics Spanish • Mathletics enhancements with PSR and better curriculum alignment fills needed product gaps • Focus on mult
Slide 49: Pipeline – FY20 progress
Pipeline – FY20 progress These early indicators give us confidence of delivering accelerated growth in the Americas in FY20 For personal use only • More sales earlier in the quarter • YTD Marketing Qualified Leads up 60 % percent year-on-year to 4,600 • Increased activity per seller year-on-year • I
Slide 50: Customer experience
For personal use only Customer experience The front line of the customer retention battle Deeper engagement Direct customer feedback Data driven sales focus Best in class service
Slide 51: Driving the Customer Experience
Driving the Customer Experience The front line in the customer retention battle For personal use only The cost of acquiring a new customer is significantly higher than retaining a current one. Increasing retention in all regions across all products will support our growth acceleration plans. Strong
Slide 52: Customer Experience
Customer Experience A quick, frictionless, hands on experience of the product, without speaking to a sales person For personal use only • Allows a customer into the product, set up a class and get started 1 without sales team support - within 2 minutes • Includes the ability to invite other teachers
Slide 53: Customer Experience
Customer Experience With teachers, not for them. For personal use only • A key part of our differentiation strategy is the way that we work with our customers. • We go out of our way to consult, gather feedback and test our products – it’s important to us to hear direct from our customers on everyth
Slide 54: Customer Experience
Customer Experience Automated renewal communications For personal use only We are now using digital channels for the first time to allow customers to fully roll over existing classes and create new classes without needing to speak to a 3P representative. Utilising: • Walk-Me journeys • Video content
Slide 55: Customer Experience
Customer Experience Teacher workflows For personal use only Strategy to improve the conversion rates of trials. Marketing campaigns are now specifically targeted to customer pain points. When teachers come into the product, they will see a series of tiles related to a specific pain point/workflow. •
Slide 56: Data-driven customer care
Data-driven customer care Our customers deserve a personalised experience of our product that reflects their unique circumstance. Data will deliver this for us. For personal use only Sales Team “Many customers ask us…” Data Point 6: PSR “I’d love to offer this professional development Data Point 5:
Slide 57: Data-driven sales focus
Data-driven sales focus Leveraging Data to Deliver Customer Outcomes & Success For personal use only Global Customer Usage & “Health Score” Dashboards Leveraging a robust set of insights, we will enable our sellers to identify potential areas of opportunity or risk, increase product utilisation and
Slide 58: Data-driven sales focus
Data-driven sales focus Aligned globally to increase engagements and Customer Success For personal use only End to End Customer Engagements to Drive Customer Success Upsell & Welcome call Cross-sell Customer & subscription Buying intent Training Handover Implementation Renewal data & success plan Ha
Slide 59: Sales Enablement
Sales Enablement Enabling Our Sellers to Address Customer “Pain Points” For personal use only Expanding our sellers' knowledge globally • Formalised product certifications across portfolio • Personalised training which leverages multiple delivery mediums • Ongoing sales assessment to validate knowle
Slide 60: A global education brand
For personal use only A global education brand Building our educator community
Slide 61: Building our educator community
Building our educator community For personal use only • Offering thought leadership for teachers of every ability level • Gathering feedback and ideas from our customers and audience members through real conversations • Providing quality support for customers and other members when they need it. • T
Slide 62: 3P as an educational content leader
3P as an educational content leader For personal use only Top of SEO/Social Media/PPC Funnel Attract (TOFU) Click-Throughs Landing Page Traffic Optimization Middle of Funnel Content Marketing Audience Nurture (MOFU) Website Optimization Leads Email Prospects Marketing Convert Bottom of Conversion Sa
Slide 63: FY20 outlook & wrap up
For personal use only FY20 outlook & wrap up
Slide 64: Regional outlook for FY20
Regional outlook for FY20 For personal use only Growth from improved retention and expanded product APAC portfolio across our large installed base with cross-sell opportunities for STEMscopes and Readiwriter and a stronger Mathletics 7-10. Growth, despite tough marketing conditions, from improved EM
Slide 65: Important Notice and Disclaimer
Important Notice and Disclaimer The material in this presentation is a summary of 3P Learning Limited’s (‘3P’) activities, plans and results as at the time of preparation, 20 For personal use only September 2019, unless otherwise stated. No representation, express or implied, is made as to the fairn