AVEVA North America. Bill Muldoon, SVP, AVEVA Inc. Slide 1
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1 AVEVA North America Bill Muldoon, SVP, AVEVA Inc. Slide 1
2 Regional Market Dynamics Copyright 2013 AVEVA Solutions Limited and its subsidiaries. All rights reserved.
3 NA Energy Economic Outlook 2013 NA Energy CAPEX by Vertical NA >25% Downstream Canada US Oil Sands 28 Upstream Production Exploration & Drilling Total NA Energy CAPEX by Operator Upstream Production Oil Sands Downstream CAD Supers CAD IOC Canada % of NA Total CAPEX is Super Majors * O&G Journal April 2013 US Supers US IOC US
4 US to become world s largest oil & gas producer by 2020 Slide 4
5 North American Gas Production Slide 5
6 North American Shale Plays Slide 6
7 Natural Gas will be preferred Fuel for Power Generation Slide 7
8 AVEVA North America Copyright 2013 AVEVA Solutions Limited and its subsidiaries. All rights reserved.
9 North America Regional Area Who we are: 3 Local offices, with various workers at client locations or home offices Using Hub & Satellite Approach 3 Geographic Sales Territories North, South & Marine NA Revenue growth rate target higher than current Company growth rate Satellite Hub Slide 9
10 Hubs & Satellite Approach This fiscal year was about strengthening the Houston Hub Doubled Sales presence at both locations (OO) Added Junior Sales at both locations to build for the future Transparency of performance charts by regional territory & product segment creates the same since of responsibility for outcome Slide 10
11 Well, did it work? You bet it did FOCUS, FOCUS, FOCUS Suncor (OO) Used AVEVA Net to penetrate a competitor dominated account Same strategy as used with Husky which now mandates the complete AVEVA portfolio K+S Potash (OO) Leveraged value of Global EPC workflow using AVEVA portfolio Created a mirror image of the workflow and they now mandate the AVEVA portfolio to their EPCs Slide 11
12 Next Steps. Deploy satellite offices in strategic areas Near existing base Aligned with Growth markets Staff satellite offices with Sales & Technical people to form a team (Batman & Robin) Focus on local customers with local team Support from Subject Matter Experts (SMEs) located in Regional Hubs Slide 12
13 Regional Growth/Focus Copyright 2013 AVEVA Solutions Limited and its subsidiaries. All rights reserved.
14 NA Regional Growth & Focus Areas Growth Expand/Broaden Footprint in Existing Customer Base New Revenue from Energy Capital Projects and Operations - Gain 12+ new OOs Expand into new EPCs supporting the Shale Gas and Petrochem Penetrate US & Canada Navies to mandate to design house & shipyards Penetrate Power directly and through their EPCs & equipment providers Focus Offshore (GOM & Eastern Canada) US Shale Petrochemicals, Refining & Midstream Mining (Central US & Canada) includes Potash Marine Slide 14
15 NA Product Growth Projections & Mix Bocad IM ERM Schematics Marine 3D LFM Plant 3D Slide 15
16 Summary Copyright 2013 AVEVA Solutions Limited and its subsidiaries. All rights reserved.
17 Summary OO penetration is providing growth at OOs (IM & Schematics) as well as new EPCs using our Plant 3D & 2D tools EPCs - New mid-tier companies getting work from OOs mandating / looking for a simpler systems to deploy projects / doing lump sum work 2D (Schematics) key to growth for region and opens displacement for 3D LFM is taking off and EPCs see the value of laser scanning for their business. Focus for this year on mid-tier EPCs and OOs ERM for plant with focus on mid-size EPC clients retrofitting in-house systems or growth rate requiring a system to support their growth Slide 17
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