Audinate Group Ltd. · ASX:AD8
Audinate — Investor Presentation (December 2019)
39 slides from Audinate's investor presentation, Dec 5, 2019
Slide 1: Investor Presentation: Audinate Technology Day
Investor Presentation: Audinate Technology Day For personal use only 5 December 2019 Aidan Williams – Chief Executive Officer Josh Rush – SVP Marketing & Product Chris Ware – SVP Engineering John Rechsteiner – SVP Sales
Slide 2: For personal use only
© 1 Welcome (Rob Goss) = 2 Vision & strategy recap (Aidan Williams) System Integrator fireside chat (Chris Dodds) Marketing strategy & approach (Josh Rush) Technology demonstration (Chris Ware) Sales strategy & approach (John Rechsteiner) (Gudinate
Slide 3: For personal use only
For personal use only
Slide 4: New CEO – co-founder, accelerating the same strategy
New CEO – co-founder, accelerating the same strategy • My background For personal use only • Country boy, from outside Goulburn, NSW • Studied Electrical Engineering & Computer Science @ UNSW • Early career managing large IT systems, campus networks, security • Joined Motorola Labs in R&D (2000) • F
Slide 5: CEO Transition
CEO Transition • Lee Ellison retired mid-September & I became CEO For personal use only – Internal transition from founder/CTO – Known quantity for customers, staff, investors – A continuation of our long term strategy • My role – Early stage: just about everything! – Pre-CEO, strategy, products, te
Slide 6: Audinate is driving the transformation of the AV industry
Audinate is driving the transformation of the AV industry For personal use only A$400m • Networked digital connectivity is replacing Audinate Total Addressable Market (‘TAM’)* traditional, point-to-point analogue cabling The TAM for digital audio networking is in the AV industry A$400m annually for
Slide 7: Dante Platform is an "AV Application Stack"
Dante Platform is an “AV Application Stack” For personal use only System Control UIs User Control UIs “avOS” AV Apps System Dante Controller Software Dante Domain Manager DAL/DEP Video DVS/Via Software Dante Networking (Signal Distribution) Dante for OEMs: Hardware & Software Dante Products A/V prod
Slide 8: Well positioned to deliver attractive long-term growth
Well positioned to deliver attractive long-term growth Audinate has the foundations in place to accelerate our product development and support the software transition of the AV industry For personal use only over the medium term A$400m Investing to double Audinate’s engineering and R&D functions ove
Slide 9: System Integrator — Fireside Chat
System Integrator — Fireside Chat 3 | Chris Ware: SVP Engineering, with Gils Peoes: the “ A People
Slide 10: My background
My background • 12 years at Audinate as VP and SVP Engineering For personal use only • Background in Electrical Engineering, PhD in Communications Eng. • Significant experience building Networking & Wireless technologies • Time at Motorola (both in USA and Sydney) and Alcatel in R&D, IP, and standar
Slide 11: Marketing strategy & approach
= 4 Dy : e < ad Z (©) / A @) 3 Marketing strategy & approach i Josh Rush: SVP Marketing & Product a @ - <= = Dante AVIO” ee 20H Analog Input Adapter — Dante | 2 fGudinate
Slide 12: My background
My background • Live in Portland, Oregon USA For personal use only • Always had an interest in the intersection of entertainment and technology • Produced music and DJ’ed in my younger days • Did time in advertising and consumer packaged goods • MBA from University of Southern California • Long stin
Slide 13: Key Markets where Dante is Used
Key Markets where Dante is Used For personal use only Live Events Installed AV Broadcast - Concerts - Conference rooms - TV & radio - Performing Arts - Education stations - Houses of - Stadiums/ Arenas - Remote Worship production - Hospitality - Post-production 13 FY19 Results Presentation
Slide 14: Who Are Our Customers and What Are We Marketing to Them?
Who Are Our Customers and What Are We Marketing to Them? For personal use only A$400m End customer Design Consultant* Integrator Reseller Manufacturer* A$400m A$400m 14 2019 Investor Presentation
Slide 15: Dante Sits at the Intersection of AV and IT
Dante Sits at the Intersection of AV and IT For personal use only A$400m • AV Managers and traditional AV consultants and integrators need to learning networking • IT departments are increasingly responsible for AV functions, and need to learn about AV • Both groups are considered “technical experts
Slide 16: Research: What is Needed to Grow Usage of Networked AV
Research: What is Needed to Grow Usage of Networked AV For personal use only 20% 19% 18% 18% 18% 16% 14% 14% Product Specific Training Networking Training 12% 11% 11% Education on Standards 10% 9% Diagrams & Case Studies Business Case 8% Product Info 6% Other 4% 2% 0% Source: “Audio Networking Globa
Slide 17: Dante Marketing Framework… Content is King
Dante Marketing Framework… Content is King For personal use only • Use end-user installations to inspire installers, design “Inspire” consultants and audio engineers about what is possible. • Provide credible content to remove barriers to adoption “Validate” (whitepapers, market research, authored a
Slide 18: Example Marketing Activities
Example Marketing Activities For personal use only Webinars Whitepapers Case Studies Digital Advertising 18 2019 Investor Presentation
Slide 19: Dante Certification Training
Dante Certification Training • Standardized training curriculum targeting three For personal use only industry roles: System Consultant System Installer End User of System • Certification includes 3 levels: Level 1: Introduction to Dante Level 2: Intermediate Certification Level 3: Advan
Slide 20: Key Metrics We Track
Key Metrics We Track For personal use only A$400m • Number of contacts in our database and followers on social media • Number of people trained, in-person and online • Leads generated for both OEM products and end- customer products • Engagement with key OEMS on joint marketing activities Software A
Slide 21: Marketing Organisation
Marketing Organisation SVP Marketing For personal use only Senior Digital Senior Manager, Director, Partner EMEA Marketing Marketing Technical Training Marketing Manager Manager Training Manager, Digital Marketing Product Marketing APAC Marketing Americas Manager Manager Manager Training Manager, Di
Slide 22: Technology demonstration
ya, ‘ FOr peis@mal. ise “only udinate
Slide 23: Dante Controller
Dante Controller Dante Controller For personal use only • Free system setup tool • Downloadable from Audinate homepage • Registration required • Makes virtual wires • > 250,000 downloads • Simple & easy to use • Standard industry matrix view • Training provided via Dante Certification • Devices appe
Slide 24: Dante Domain Manager
Dante Domain Manager Dante Domain Manager For personal use only Complete Network Management System • Security • Usernames/passwords identify users • Roles control access to the system • Scalability • Create Dante systems spanning campus networks • Group Dante devices into logical managed systems • V
Slide 25: New Software Products
New Software Products Dante Application Library (DAL) Ceiling Microphone For personal use only • Dante for PC/Mac applications Dante IP Core (today) / • Simple way for software developers Software products enable: Dante Embedded Platform to add Dante to their products • Wider proliferation, thru low
Slide 26: Dante AV – Audio and Video
Dante AV – Audio and Video Incumbent Video Technologies For personal use only • HD BaseT (not an IP solution, point-to-point, equivalent of analogue audio cables) • Vertically integrated OEMs with own proprietary solution • Various networked IP solutions including JPEG 2000, SVDOE & ASpeed 26 2019 I
Slide 27: Dante AV – Audio and Video
Dante AV – Audio and Video Audinate points of difference with Dante AV For personal use only • Large industry network of Dante users/integrators • >60,000 Dante certified • Ecosystem of >2,100 audio products • Benefit of existing software stack including Dante Controller & Dante Domain Manager • Int
Slide 28: Dante AV – Audio and Video
Dante AV – Audio and Video Wall plate – laptop input Key FY20 goals: Dante AV Module* For personal use only Dante AV Module • Drive design wins to generate FY21 • “AV-over-IP” networking module, OEM business model & beyond revenue pipeline • V+A+Network (1 video + 8 audio) • Broaden product offering
Slide 29: Sales strategy & approach
al & ae. —— = ee _——_— = —— = ——— 3 Sales strategy & app a ee _ —— — — ee John Rechsteiner: S
Slide 30: My background
My background • 5 years at Audinate as SVP Global Sales and prior VP of Global Sales and For personal use only Support • 20 years at Avid and Digidesign leading regional, national and global sales & marketing organizations • 8 years spent in Japan leading Asia Pacific organization, building out and
Slide 31: Sales organisation
Sales organisation Global Sales • 15 salespeople split into two vertical sales For personal use only teams (OEM and Solution Sales) Solution Sales Tech Solutions AVIO Channel • An end-user facing pre-sales team OEM Sales (DDM & AVIO) (Pre-sales & training) Sales • A separate support team for OEM pre
Slide 32: OEM Sales and Support Structure
OEM Sales and Support Structure For personal use only OEM Technical OEM Sales Pre-sales Americas (2) EMEA (2) APAC (1) JAPAN (1) (Americas (1) EMEA (1) Japan (1) China (1) • Extensive experience in long cycle OEM focused sales • Field Application Engineers with E.E. degrees • Veteran salespeople – 1
Slide 33: OEM Sales Strategy
OEM Sales Strategy Land & Expand For personal use only • Land new OEMs with initial project and grow number of products • Aim to get Dante audio standard in all projects Deep engagement with Engineering • Enable OEM to implement Dante quickly Outreach to Sales & Marketing teams • Better enable OEMs
Slide 34: Tiering of OEM accounts allows focus on highest value accounts
Tiering of OEM accounts allows focus on highest value accounts • Build the key relationships through the organization that For personal use only allow us to maximize the account potential • Identify the product decision makers, influencers, and potential roadblocks • Develop high levels of product a
Slide 35: Dante Domain Manager and AVIO Sales Team
Dante Domain Manager and AVIO Sales Team Global Sales • Solution Sales team is established and now has For personal use only a global footprint Tech Solutions • Audinate team has extensive industry OEM Sales Solution Sales (Pre-sales & AVIO Channel (DDM & AVIO) Sales experience in conferencing, broa
Slide 36: Dante Domain Manager Sales Strategy
Dante Domain Manager Sales Strategy • Dante Domain Manager is aimed at system integrators For personal use only and end customers in the conferencing, broadcast, installed sound and pro audio markets • Access to end-users is primarily via system integrators • Built distribution channel of over 100 s
Slide 37: AVIO Sales Strategy
AVIO Sales Strategy • AVIO also aimed at system integrators and end customers in the For personal use only conferencing, broadcast, installed sound and pro audio markets • Two-pronged distribution strategy – Online reseller channel – System integrator channel • Distribution channel of over 50 partne
Slide 38: For personal use only
For personal use only 38
Slide 39: Important notice and disclaimer
Important notice and disclaimer Disclaimer Past performance IFRS and may be calculated differently by other companies. For personal use only To the maximum extent permitted by law, none of the Past performance information, including past share price Market share information Audinate Group Limited or
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