Dorsavi Ltd. · ASX:DVL
Dorsavi — Bioshares Biotech Summit 2015
29 slides from Dorsavi's conference presentation, Jul 17, 2015
Slide 1: Changing Business Models and Evolving Product Offerings
For personal use only "Changing Business Models and Evolving Product Offerings" Bioshares Biotech Summit, Queenstown July 2015 Andrew Ronchi, dorsaVi Ltd CEO
Slide 2: Wearables are here to stay
2 For personal use only Wearables are here to stay
Slide 3: Goldman Sachs says a digital healthcare revolution is coming
Goldman Sachs says a digital healthcare revolution is coming — and it could save America $300 billion COREYSTERN Ww Jun, 29,2015, 5:11PM 17,350 #6 © Faczsoox in uNKeoIN Ina report published Monday, Goldman analysts predicted that digital healthcare will revolutionize the industry, both by increasing
Slide 4: Where is dorsaVi in the Wearables Space?
4 Where is dorsaVi in the Wearables Space? For personal use only Consumer Products Consumer Products Data at low rates (4-10Hz) Data at low rates (4-10Hz) $150 - $400 purchase$150price - $400 purchase price Simple data Simple data (calories, steps/day, (calories, sleep position) steps/day, sleep pos
Slide 5: Samples of Wearable Data
5 Samples of Wearable Data Running data from a typical consumer wearable For personal use only consumer Acceleration Vector data • Limited data from well known wearable • Lower quality data with poor reliability and validity • Minimal clinical evidence
Slide 6: dorsaVi's High Quality Data
6 dorsaVi’s High Quality Data Running data from dorsaVi’s ViPerform dorsaVi For personal use only consumer Acceleration Vector data • Defining normal, abnormal and elite patterns • Unsurpassed level of data from mobile wearable • Configurable to multiple applications
Slide 7: Company Overview (Operational)
7 Company Overview (Operational) For personal use only dorsaVi Ltd (ASX: DVL) is an ASX company focused on developing innovative motion analysis device technologies for use in clinical practice, elite sports, and occupational health and safety. • 6 patents using sensors to analyse human movement • P
Slide 8: Company Overview (Investment)
8 Company Overview (Investment) For personal use only dorsaVi Ltd (ASX : DVL) Share price (issue $0.40) $0.29 Shares on issue 121,800,000 Market capitalisation $35.3 million * Free float 41,250,000 ** Excludes ‘Interest Earned’ and Grant income 2012 2013 2014 2015 Revenue** 244,471 398,607 529,380 1
Slide 9: Leading Clients across all three Sectors
9 Leading Clients across all three Sectors For personal use only OH&S ? CLINICAL SPORTS
Slide 10: Conference Topic
10 Conference Topic For personal use only 1. Changing Business Models and 2. Evolving Product Offerings *Please note the following slides are not a forecast for dorsaVi Ltd. **dorsaVi Ltd is used a case study to illustrate Conference Topic points.
Slide 11: 1st Lesson: Choose a Market to Focus on
11 1st Lesson: Choose a Market to Focus on For personal use only dorsaVi 2015+ Immediate Immediate Immediate OH&S Revenue Focus Revenue Focus Revenue Focus Build foundation Build foundation Build foundation for medium term for medium term for medium term CLINICAL large growth large growth large grow
Slide 12: Focus: Learn to say No (for the moment)
12 Focus: Learn to say No (for the moment) For personal use only • No to China • No to non English speaking countries (Germany, Brazil, etc..) • No to horse racing and canine vet areas • No to golf • No to badminton, volleyball & other lower revenue sports
Slide 13: 2nd Lesson – Listen to the Market
13 2nd Lesson – Listen to the Market Audit Assess For personal use only New Insights from Historical Detailed ViSafe Audit/Data/Issues/Risks Assessments Perform Compliance Prioritise detailed Incidents areas/tasks assessments with relevant Costs to assess for risks at 3 legislation levels Injuries D
Slide 14: 2nd Lesson – The Corporates want Solutions
14 2nd Lesson – The Corporates want Solutions Audit Assess Solution For personal use only Solutions New Insights from Historical Identify potential Detailed ViSafe Audit/Data/Issues/Risks solutions and prove Assessments optimal option/s Perform Compliance Test highest Prioritise detailed List potent
Slide 15: 3rd Lesson – Build an Annuity Stream of Revenue (OH&S)
15 3rd Lesson – Build an Annuity Stream of Revenue (OH&S) Audit Assess Solution Compliance For personal use only Solutions Controls New Insights from Historical Identify potential (Maintain Compliance Detailed ViSafe Audit/Data/Issues/Risks solutions and prove via sensors Assessments optimal option/
Slide 16: App based Product for Immediate On Site Assessment
16 App based Product for Immediate On Site Assessment For personal use only
Slide 17: The Future of Safe Manual Handling – Risk Managers
17 The Future of Safe Manual Handling – Risk Managers For personal use only Manual Handling Risk Matrix Consequence VL - 1 L-2 M-3 H-4 VH - 5 VL - 1 VL 1 VL 2 VL 3 L4 L5 L-2 VL 2 L4 L6 M8 M 10 Likelihood M-3 VL 3 L6 M9 M 12 H 15 H-4 L4 M8 M 12 H 16 VH 20 VH - 5 L5 M 10 H 15 VH 20 VH 25 Report to Exe
Slide 18: 3rd Lesson – Build Annuity Revenue in Clinical Market
18 Clinical For personal use only 3rd Lesson – Build Annuity Revenue in Clinical Market • Initially only offered a purchase model • $10,000 per unit sold into medical and physio centres
Slide 19: Clinical - Build Annuity Revenue
19 Clinical - Build Annuity Revenue For personal use only • Now a $5,000 lease model • Benefits for dorsaVi (Annuity revenue and easier sale cycle) • Short term negative (recognize $417 revenue in that month of the lease (vs $10k)) • Benefits of lease model to the clinical centres: • Less upfront co
Slide 20: Purchase vs Annuity
20 Purchase vs Annuity (an example of 10% uptake in 5 years) For personal use only Aust: 24,000 Physios UK: 48,000 Physios USA: 284,000 Physical Therapists Immediate addressable target market: > 350,000 Physios
Slide 21: Changing Business Models (Lease vs Purchase)
21 Changing Business Models (Lease vs Purchase) For personal use only Lease vs Lease vs Purchase Purchase model model (Assuming (Assuming 10% uptakeatat35years) 4% uptake years) $200,000,000 $80,000,000 Lease $175M $180,000,000 $70,000,000 . $70,000,000 $70,000,000 $160,000,000 $60,000,000 $140,000,
Slide 22: Annuity Revenue is better in the Long Term
22 Annuity Revenue is better in the Long Term For personal use only Lease vs Purchase model (Assuming 10% uptake at 5 years, 25% at 10 years) $500,000,000 Lease $437M $450,000,000 . $400,000,000 $350,000,000 $300,000,000 $250,000,000 $200,000,000 $150,000,000 Purchase $105M $100,000,000 . $50,000,00
Slide 23: 4th Lesson - Driving Scale through Partners
23 4th Lesson - Driving Scale through Partners For personal use only •• dorsaVi focus $61B cost on analytics in Australia ($250B US) •• Outsourced Tested and sales provenfunction model for scale Sales Operations Analytics •• 50% partner Scale within generated clients (Aurora) Outsourced Outsourced •
Slide 24: Evolving Product Offerings
24 For personal use only Evolving Product Offerings Hardware Software
Slide 25: Development Pathway
25 Development Pathway For personal use only Hardware Firmware - embedded Identify High Technical risk items Lab testing & Software Documentation Compliance a) Project Plan testing b) Use cases c) Requirement specification Industrial Design Concept & Market Need x 3 – 5 Cycles
Slide 26: Product Evolution - Hardware
26 Product Evolution - Hardware For personal use only Version 5 hardware 2012 2008 • Keep firmware close dorsaVi • Aggressively patent novel features Version 6 hardware • Control manufacturing tightly (13485 & CTO) 2006 • Design with Regs and Reimbursement guidance 2015
Slide 27: Software
27 Software For personal use only • Born out of tech development • Must put the customer first • All about user experience • Learn from software leaders • Secure big data • Set up framework for efficient data transfer 2008 2012 2015
Slide 28: Summary
28 Summary For personal use only Changing Business Models Evolving Product Offering • Choose a market to focus on Hardware • Protect novel features • Listen to the market (Solution focused) • Control manufacturing tightly (13485 & CTO) • Build an annuity revenue stream • Design with Regs and Reimbur
Slide 29: Thank you
For personal use only Thank you Bioshares Biotech Summit, Queenstown July 2015 Andrew Ronchi, dorsaVi Ltd CEO