3. IAP finds ‘sweet spot’ in U.S. Smart Grid
Enterprise s/w company providing Network
Management solutions, Telecom focused
$25,000
$20,000
$15,000
$K
$10,000 Revenue ($ K)
P&L ($ K)
$5,000
$0
'97 '98 '99 '00 '01 '02 '03 '04 '05 '06 '07 '08 '09 '10 '11 '12 '13 '14 '15
‐$5,000
IAPsolutions will leverage existing technology to
provide the critical layer of management and real-
time intelligence to enable massive scale Smart Grid
roll-out and benefits
$900M U.S. TAM
4. High Level Evidence –
Upcoming Priority for Major UYliYes
• “Achieving an Integrated NOC is imperative, and
major priority for upcoming year. No known
solutions exist, as it requires a truly distributed
CEP approach”
Enernex PG&E Cisco Enernex SDG&E SCE CMS Duke
• “IAP Integrated NMS approach is valid, but early.”
U.S. TAM estimate of $900M
Gartner Gartner Results of one-on-one discussions
7. Rapidly Moving Space – past week
With Arch Rock Purchase, Cisco Takes Aim at Silver
Spring Networks
Cisco is rolling out the wallet to transform its smart grid strategy into
tangible product offerings.
Smart Grid AMI Networking: Phase II
Cisco, Arch Rock, Itron, Silver Spring Networks, and the next steps for
AMI networking.
8. IAP: Highly‐Distributed NMS
IAP - NMS o Intelligent MediaYon Agent (IMA)
provides heterogeneous
distributed configuraYon / monitoring
o reduced MN traffic
centralized o only acYonable informaYon
transported upstream
Heterogeneous Networks
IAP - IM
substations, pole top NE’s
Concentrators,
IAP - IM
IAP - IM
9. Sell to Whom (U.S. prospects)
• OEM and SI Partners
– Cisco - Elster - Accenture - Telvent
• Utility Customers (3,000 total)
Major Major, cont. Medium Small After establishing
solutions:
DTE Energy Consumers Energy ? ? • Canada
PG&E Southern Cal Edison • Europe
Oncor AEP • Australia
• Japan
Progress Energy Pepco • China
Duke Energy Florida P&L • India
San Diego G&E
• Telecom Carriers
– Verizon - AT&T - Sprint
10. Who’s Here? technology
Major Smart CEP* Distributed*
Grid
IBM X X X
HP X
CA X X
EMC X x x
SolarWinds X
GridNet X X
Ambient X X
IAP x X X
12. Status and Outlook:
• IAP Platform and NMS applications
– Very complete with major deployments, high-end
references
– Experience for projects and deployment very high
• Solutions for Smart Grid use cases
– Just engaging now, as most Utilities are still in
requirements mode
– Specific communication adapters need to be developed
and tested properly
13. Investment to Penetrate SG Market
Key coverage and preparation:
– Solution tailoring for Smart Grid use cases
– Communication adapter development for specific
networks
– Cash flow to engage in POC and Pilots
– Incorporate in U.S.
– General expenses
– Technical support
– Marcom
14. Internal Profile
• 100% employee owned
– 9 shareholders, self financed
• Mature product and solutions base with
major customer references
• Strong operations, Conservatively run
• 30 employees (29 technical) plus
10-30 contractor pool
• Flat organization
cool vendor 2010
15. Management Profiles
Joachim Janssen, General Director, is a Telecommunications and Electronics
Engineer from the University Arnhem (Holland). Started his professional career at AT&T in
Holland. Then hired by Telefónica and came to Spain to lead all management systems
efforts.
Mauricio Petidier, Commercial Director, worked for five years in the R&D
department of Telefónica as head of products. Afterwards at ONO, the leading cable
provider in Spain, he was head of Network Management and contributed to establishing
the bases of its current CSP offering. Petidier is a telecommunications engineer from
the Polytechnics University in Madrid.
Alvaro Paricio, Technical Director, is an engineer in Telecommunications and a
specialist in Strategic TIC Management from the Polytechnics University in Madrid. He
actively participated in the development of the aviation systems of the Airbus A-230/340
program, then joined Telefónica Research and Development as a Solutions architect and
project manager for various OSS systems. He is also an associate professor at the
University in Alcalá, where he currently finishes his doctoral thesis.
David Gosch, Business Development, has been creating solutions in emerging
markets areas, utilizing electronics and s/w, for almost 20 years. With an Electrical and
Computer Engineering degree from the University of Wisconsin, he specializes in
embedded electronics and real-time control. He created almost $50M in new business
as VP Sales & Marketing for Tenta Technology, acquired by MKS Instruments.
17. S W O T
Strengths Weaknesses
• Only truly distributed, CEP • Very small, unknown
architecture • New to SG and U.S.A.
• Mature, scalable plaoorm • Cash flow limitaYons
• Direct Telecom experience • Project resource limited
OpportuniJes Threats
• Cisco partnership – funding and • Long runway requires funds
prospect access worldwide • Noise level around decision
• Early adopter, major UYliYes makers is high
engaging • Spanish economy – conYnued
• SI relaYonships – prospect access crisis
• Complicated vendor iniYalizaYon
at UYliYes
22. SoluYons Structure
• Solutions are Management Suites, created from mature
General Products, based upon IAPplatform
• General Products:
o Provision
o Monitoring
o Operation
o Billing
• IAPplatform,
a distributed
Complex Event Processing
platform
• Complete Multi-vendor,
Multi-technology approach
