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Www.pennenergyresearch.com Melissa Roberts Digital Specialist, PennEnergy Stacey Schmidt Publisher, Energy Markets PennEnergy Economic Value Proposition.

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Presentation on theme: "Www.pennenergyresearch.com Melissa Roberts Digital Specialist, PennEnergy Stacey Schmidt Publisher, Energy Markets PennEnergy Economic Value Proposition."— Presentation transcript:

1 Melissa Roberts Digital Specialist, PennEnergy Stacey Schmidt Publisher, Energy Markets PennEnergy Economic Value Proposition as it Relates to the Energy Industry February 25, 2014

2 About PennWell: Established in 1910 Corporate HQ in Tulsa, OK Publishers of 50+ B to B magazines Organizers of 70+ conferences & exhibitions (on 6 continents) Operate 80+ website properties and industry portals Extensive offering of books, maps, directories and databases Industries served:  Power Generation  Power T&D  Renewable Energy  Oil & Gas  Water & Waste Water  Fire  Dental  Semi-conductor Manufacturing  Military & Aerospace  NanoTechnology  Data Storage  Optoelectronics & Photonics  And many, many more….. 2

3 FROM OIL & GAS TO ENERGY  20 energy publications, plus data, research, books, mapping  30 energy conferences & exhibitions worldwide across 6 continents  The world’s largest, most prestigious power generation conferences & exhibitions  Collective attendance of over 80,000 annually and 3,200 exhibiting companies across our energy events  PennEnergy was created to serve as a single-source for petroleum and power news, industry jobs, research and insight. 3

4 Original and sourced news Extensive research tools, white papers, and webcasts Comprehensive financial content Product, equipment, and service information Job postings from top industry employers Career Development Resources Custom research options including custom surveys and benchmarking 4 About PennEnergy:

5 5 Complete coverage of the energy industry 6,000 products, including – Databases – Directories – Reports – Statistics – Surveys Custom Research – Surveys – Reports – Databases – Directories

6 This webinar is recorded. All registrants will receive a link to the recording The slide deck is available upon request There will be a Q & A at the end of the presentation Discount code will be available for all this product at the end of the webinar 6 Webinar

7 Career in Upstream Energy Services and use of IT COO of small public energy services company Former member of Halliburton Energy Services Leadership Team Former Oracle Executive Early in DOF Technology Sales to Petroleum Industry 30 + Years More than $1 Billion in Revenue Generated Member; PennEnergy Research Advisory BoardPennEnergy Research Advisory Board Critical Issues Forum State of SEMS Integrity Management New Book: IMPLEMENTING A CULTURE of SAFETY: A ROADMAP FOR PERFORMANCE BASED COMPLIANCEIMPLEMENTING A CULTURE of SAFETY: A ROADMAP FOR PERFORMANCE BASED COMPLIANCE 7 Scott M. Shemwell, D.B.A

8 The Rapid Response Institute enables our clients to posture themselves in their market segments so that they can thrive in volatile markets and capitalize on uncertainty, not suffer because of it. 8 The Rapid Response Institute Consultation Economic Value Proposition Matrix® Serious GamingTrainingCross Cultural NegotiationsAnalytics & Studies

9 Getting Your Message Through Management is always busy New/disruptive technology is “by definition” not well understood A good “demo” may have helped this rep! The inventor of the machine gun needs the inventor of bullets and, The right “qualified” customer 9 The Sales Problem

10 Feature -- Benefit Product focuses “This coffee cup is made of ceramic and holds heat better than plastic” Does NOT truly Differentiate Value Proposition “My solution will increase your net income by 75%” Often Overstated Not Demonstrable Not Defendable 10 Traditional Methods of Explaining Value

11 These are taken from a recent presentation Mid size software firm Established company Business Process Management space 11 Actual Benefit Statements Has He or She Garnered Your Trust? Would You Buy from this Sales Representative? What is the Credibility of the Firm Represented? Has He or She Garnered Your Trust? Would You Buy from this Sales Representative? What is the Credibility of the Firm Represented? “Decreased human errors by 100%” “Reduced losses from 8% per month to less than 1% per month through sales order process automation” “Gained ability to monitor inventory process in real time” “Improved control over XXX delivery process and reduced manual work by more than 70%” “50% increase in the daily processing of orders” “Enhanced credit control system for partners through increased information visibility” “Decreased human errors by 100%” “Reduced losses from 8% per month to less than 1% per month through sales order process automation” “Gained ability to monitor inventory process in real time” “Improved control over XXX delivery process and reduced manual work by more than 70%” “50% increase in the daily processing of orders” “Enhanced credit control system for partners through increased information visibility”

12 12 The Economic Value Proposition Matrix® Model Translate Technology to the Language of Business Translate Technology to the Language of Business Buying Influences Economic Technical User Coach Buying Influences Economic Technical User Coach Source: Miller Heiman

13 Developed Over a Decade Extensive CAPEX Assessment with Super Major circa 2000 Early DOFF Valuation Vetted by over 50 Major Clients Oil & Gas Operator Major IT Firms Major Industrial Products Firms Addresses the Real Concerns of Clients Measureable Value Directly Addresses Intangibles 13 Brief History

14 Problem Identification and Assessment With Client “Straw man” Proposal Components of Value Determined and Measured Tangible Intangible Financial Model 14 EVPM Process

15 15 Components of Value CategoryDefinitionExample Cost TakeoutCompletely eliminating a specific activity or process Redeploying a resource from a non value- added activity to a value-added activity Cost AvoidanceIdentifying and correcting an error that was not budgeted for correction but would have caused an expense had it not been corrected Correcting an engineering design flaw before the flaw goes into production. Productivity & Efficiency Gains Increase in productivity that improves existing resource utilization. Removal of a bottleneck that is causing capacity restraint Correcting a process to allow more productive time by shifting from wait time to production time One-time Cash Flow ImpactDecreasing and or eliminating one-time cash flow impact Elimination of redundant information/data stores Monetize Capital IntangibleBenefits that improve operations of the business and /or are necessary to control, protect and enhance company assets, but are not quantifiable due to the nature of the area being improved Improvement of communications between different operational units/supply chain Reduced small equipment shrinkage

16 CAPEX IV&V Global IT Infrastructure Assessment Engineered Equipment Sales Initiative Investment Initiative by Unconventional Oil Co. Business Plan Presentation to Venture Capitalists Multiple CAPEX Project Assessments Global $300 Million Infrastructure Oil & Gas Information Technology Solutions for Multiple Sales & Marketing Initiatives Security in North Africa 16 Actual Customer Solutions DOF Collaboration with Oil and Gas Client Equipment for Offshore E&P Large Scale IT DOF Collaboration with Oil and Gas Client Equipment for Offshore E&P Large Scale IT Proven Method for Assessing the Value of a Digital Oilfield Investment

17 Standard Version Up to 20 Input Variables Post Completed Model to your website at no additional charge Great for Product Line Managers and Sales Representatives Fully Documented and Training provided Up to 3 hours of online consultation with Dr. Shemwell; provided over GoToMeeting so invite your whole team Single Solution/User License Enterprise Version Unlimited Use Contact us for a proposal 17 Purchase EVPM Standard Version to be released on March 2014 Special Pre-release Discount available. Standard Version to be released on March 2014 Special Pre-release Discount available. Additional Libraries Available Detailed Upstream Processes KPIs Additional Libraries Available Detailed Upstream Processes KPIs

18 Thank you! Jessica Thompson Oil & Gas Journal PennEnergy Research Please contact me with any further questions. Jessica Thompson Link to Purchase mic-value-proposition-model.html Premiering March 2014!


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