Wastewater Update Andrew Walker EMEA Channel Partner Conference – April 2014

 Drainage Sector (Wastewater & Stormwater)  Product Set Description H 2 OMAP  Sewer  SWMM Standalone Standalone Geospatial Model Management (Standalone Platform) 1 model – 1 user Medium to low price structure, high volume offering. InfoSuite  Sewer  SWMM Integrated Integrated Model Management (ArcGIS Platform) 1 model – 1 user Medium price, high value extension for ESRI ArcGIS platform. InfoWorks  CS/SD/2D  ICM/RiskMaster Workgroup Workgroup Model Management (GIS independent) 1 model – multi-users High-end price structure, high value offering. Modeling is now a pre-requisite to understanding the impact of Urban Development in towns and cities

 Overall Sales Strategy  Identify virgin markets within EMEA where H 2 OMAP Sewer, H 2 OMAP SWMM, InfoSewer or InfoWorks SD would be an attractive offering. Quality of Asset Data and existing Computer Hardware poor. Cost of the investment is the primary driver. Client expectation is low.  Focus on InfoWorks CS and InfoSWMM in markets where our competitors are already present. Reputation of proposed Innovyze product(s). Easy migration from existing models that are currently used.  Promote InfoWorks ICM in established markets. Value of detailed and accurate modelling is recognised. Modeling is now a pre-requisite to understanding the impact of Urban Development in towns and cities

 Overall Sales Strategy  Software and Services offered will be based on individual geographical markets. In new markets there’s an expectation we will help with data gathering and initial model construction. In established markets the focus will be on niche opportunities and special projects which ‘Add Value’ to the client.  Emphasis on Training, Implementation Services and Total Client Solutions. The goal is not to compete against consulting or engineering firms, but to partner with them so they meet their project deadlines and deliver on time. Modeling is now a pre-requisite to understanding the impact of Urban Development in towns and cities

 Drainage Sector (Wastewater & Stormwater)  Sales tactics H2OMAP Sewer / H 2 OMAP SWMM / InfoWorks SD –Attractive, low cost, ‘first step’. –Basic product offering, but work well. –Start with small size and purchase larger edition later. –Add additional modules at any time after initial purchase. –Use retained value in upgrade to InfoSWMM or InfoWorks CS once modelling becomes more demanding. Modeling is now a pre-requisite to understanding the impact of Urban Development in in towns and cities

 Drainage Sector (Wastewater & Stormwater)  Sales tactics InfoWorks CS and InfoSWMM –Attractive options to upgrade small licences to a larger node sizes or add more complex modelling/analysis capability. –Add additional modules such as Water Quality, 2D or Viewers. –Promote option to upgrade from Fixed to Floating licences, allowing authentication over corporate network. This adds value to the existing product. Modeling is now a pre-requisite to understanding the impact of Urban Development in in towns and cities

 Drainage Sector (Wastewater & Stormwater)  Sales tactics InfoWorks ICM and RiskMaster –Creation of detailed example models extolling the power of Integrated Catchment Management using InfoWorks ICM. –Establish high profile Customer Trials at Water Companies, Consultants, specialist sub-contractors, Local Authorities and recognised Universities. –Promote an ‘Early Adopter’ program to ensure quick market penetration. –Active promotion of the new product at key conferences and seminars, plus constant references in e-media. Modeling is now a pre-requisite to understanding the impact of Urban Development in in towns and cities

Sales and Marketing Strategy  Drainage Sector (Wastewater & Stormwater)  H 2 OMAP Sewer Primary Sales Drivers –Stand-alone GIS-based computer program for use in the planning, design, analysis, and expansion of sanitary, storm and combined sewer system networks. –Quick and straightforward steady-state analysis using various peaking factors and automated system design. –The program creates and stores all graphic data in a native shape-file format.

Sales and Marketing Strategy  Drainage Sector (Wastewater & Stormwater)  InfoWorks CS Primary Sales Drivers –Supports fast, robust and accurate network modelling. –Specific tools to support of subcatchment area take-off, inference of data, spatial rainfall and Infiltration/Inflow analysis. –Simulates models of up to 100,000 nodes with confidence that the results will be as accurate as those for far smaller models.

Sales and Marketing Strategy  Drainage Sector (Wastewater & Stormwater)  InfoSWMM Primary Sales Drivers –Built atop ESRI ArcGIS it seamlessly integrates advanced sewer systems modelling functionality with the latest generation of ArcGIS. –InfoSWMM can create, edit, modify, run, map, analyse, design and optimize your wastewater and stormwater models. –Review, query and display simulation results within ArcGIS.

Sales and Marketing Strategy  Drainage Sector (Wastewater & Stormwater)  InfoWorks ICM Primary Sales Drivers –Ability to model the complete above and below ground drainage system (natural and engineered) within one integrated package. –Scenario Management for rapid model build and network analysis. River reaches Bridges Radial sluices New flood mapping Updated User Interface New multi user version control system Full support for 64-bit operating systems

Sales and Marketing Strategy  Drainage Sector (Wastewater & Stormwater)  InfoWorks ICM Primary Sales Drivers –Simulation Server technology for efficient distribution of model runs within Network Environment. –Full 64-bit SIM engine with GPU support for fast 2D runtimes.

Wastewater Update Andrew & Yang EMEA Channel Partner Conference – April 2014