q2 business & financial update - aino health€¦ · hr systems/ payroll systems health...
TRANSCRIPT
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Q2 Business & Financial Update The corporate management solution to make health a business case!
Jyrki Eklund, CEO | Aino Health |
www.ainohealth.com
AGENDA 1. Introduction 2. A quick snap on the SaaS solution 3. Business Update & Growth Strategy 4. Financial Update Q2 5. Q&A
Today's presenter Jyrki Eklund, CEO
Aino Health
INTRODUCTION
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1. Our SaaS solution for corporate health management achieves absence reduction, increased productivity and cost savings through incentives for behavioral change.
2. Aino is operating with large clients in Finland, Sweden and Germany. At the end of Q2 the number of SaaS users was 39 000.
3. The subscription based business model is based on number of SaaS-users or a combination of subscription and success fee based on actual cost savings sharing.
4. Strong sales funnel. Focused growth strategy, more strategic partners, scalability and flexibility.
“The # 1 software
increasing productivity,
reducing absence &
making change measurable.”
INTRODUCTION
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20-55%
Abs
ence
Sick leave absence significantly exceeds levels explained by physical sickness
Source: Finnish Institute of Occupational Health
Explained by physical sickness
Time
“Natural level” – Blue collar
“Natural level” – White collar
3,2%
1,2%
Actual sick leave absence level
Sick leave levels over time
Explained by various non-physical factors
External operational environment, e.g. tougher competition
Family
Immediate social
environment
Work, work community and leadership
Values, attitude and
motivation
Competence
Health and functional capacities
7-15%
Reduction potential
INTRODUCTION
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Consultants
HR systems/ payroll systems Health benefits
The Aino solution is one user friendly early support driven process for behavioral change
Process based behavioural change
Data delivered
Reac
tive
Preventative
Aino rationale • Health and wellbeing is
becoming more of strategic importance in all organisations
• Success demands defined absence leave processes, change in management behaviour and measurable results
• Sustainable results come from transparency and having both the employees and company’s wellbeing in equal focus
Customer demands Private and public organisations demand easy to use corporate health solutions that create tangible value:
• Managers require increase productivity, efficiency and profitability, lower operational costs, fact based decision making and accurate reporting to achieve objectives, work with excelling employees in a trusted team environment
• Employees want to be treated fairly and equally
Solution market
INTRODUCTION
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• Software as a service • Live analysis of absence data and mitigation • Automated optimal absence registration and
support process • Reporting for conversations and follow up • Aino Analytics (including AI/ML)
The Health Manager is a corporate solution that achieves absence reduction, increased productivity and cost savings through incentivized behavioural change
• Incentivization of employees through coin
HealthManager Health Audit Success Services
• Joint management steering mechanism
• Predictive measures • Additional support and
advisory services to ensure results (e.g. through network of professionals)
• Marketing tool for new customers
• Assessment of key metrics, 360 degree interviews and benefits analysis
• Foundation for company specific business case for implementation of Aino HealthManager
• Health Index benchmark
ICO / ‘Incentor Coin’
Aino Database
• Blockchain with Aino data with ledger in the public domain
1 2 3
Future offering
INTRODUCTION
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A quick snap on the SaaS solution
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The SaaS based solution for Corporate Health Management and Analytics • Digitalized case based
process with JIT actions for manager & stakeholders
• Analytics for continued learning based on additional data points
A QUICK SNAP ON THE SAAS SOLUTION
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DEMO 1. Push the manager to take actions and early support employees
A QUICK SNAP ON THE SAAS SOLUTION
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DEMO 2. Easy process for documentation and reporting
A QUICK SNAP ON THE SAAS SOLUTION
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DEMO 3. Manager/HR dash board in real time, drill down and act
A QUICK SNAP ON THE SAAS SOLUTION
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DEMO 4. Overview of the leadership within the organization, best practice
A QUICK SNAP ON THE SAAS SOLUTION
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Business Update & Growth Strategy
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The sales funnel is strong | Current “book of business” includes large corporates and municipalities in Finland, Sweden & Germany
BUSINESS UPDATE & GROWTH STRATEGY
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55% (EUR 7M)
30% (EUR 800k)
24% (EUR 400k)
19% (EUR 4,1 M)
a
Time
Value
Cost reduction and decreased absence leave
3 months 6 months 9 months 12 months Onwards
a
Productivity and employee engagement
a
Profitability and increased competitiveness
20-55% cost saving in first year
Case Study | Customer data confirms measurable results of up to 55% cost savings in the first year
City of Hollola
Reference customer data from Aino Ecosystem Platform
Case examples (first year savings)
BUSINESS UPDATE & GROWTH STRATEGY
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Aino applies two different business models for its core offering: a subscription based user fee or a combination of subscription and success fee based on actual cost savings sharing
HealthManager Success Services
Subscription SaaS fee • Volume based • User fee/month/employee
Success fee based on cost savings* • 45% to Aino • 45% to customer • 10%to employees
Subscription SaaS fee • Volume based • User fee /month/
employee
Pay by use pricing Individual pricing based on delivery. Both price per hour as well as fixed fee project pricing
* Option for success fee model for the first 2-3 years to increase buy in from customer; thereafter, customers switch to a license fee model. Has been used by 45% of customers. At present 15% of customers.
BUSINESS UPDATE & GROWTH STRATEGY
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Add-On Services ”Our SaaS solution for corporate Health is our core offering.”
• Business Health Index (BHI)
• Business Health Audit
• Consulting including outsourcing
• HealthDesk | Sjuksyrra AB is the partner i Sweden
BUSINESS UPDATE & GROWTH STRATEGY
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Go To Market together with more
Strategic Partners
Signed in April 2018 Aino’s core offering, the Health Manager, will be included in Attendo’s offering for Preventive Corporate Health Manager.
Example.
BUSINESS UPDATE & GROWTH STRATEGY
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→ More strategic partners to increase flexibility and scalability
→ Faster, safter products & services | Amazon Web Services
→ Simplify with focus on our core SaaS solution | No of users
Three initiatives
to increase growth
BUSINESS UPDATE & GROWTH STRATEGY
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”We measure our performance in number of SaaS users.”
BUSINESS UPDATE & GROWTH STRATEGY
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18300
27950
33000
39000
0
5000
10000
15000
20000
25000
30000
35000
40000
45000
2016 2017 2018 Q1 2018 Q2
Steady increase to 39 000 users end of Q2 2018
SaaS users
BUSINESS UPDATE & GROWTH STRATEGY
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”…feeding the database for preventive
corporate health with currently
650 000
records”
Employee information
• Employment type • Contract and salary • Organization
100.000
Absence Information
• Dates • Durations • Types
650.000
Early support process forms
• Discussion contents • Process advancement information 40.000
Health questionnaires
• Basic health information • Pre-existing conditions • Subjective wellbeing
12.000
Screened persons
• Basic health questionnaire • Basic health data • VO2 max • Several screenings over time
60.000
Records | Data for Analytics
* Personal Data is generally owned by the customer, anonymized Data is owned by Aino; database value growing rapidly with large clients BUSINESS UPDATE & GROWTH STRATEGY
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Financials Q2 2018
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18300
27950
33000
39000
0
5000
10000
15000
20000
25000
30000
35000
40000
45000
2016 Q4
2017 Q1
2017 Q2
2017 Q3
2017 Q4
2018 Q1
2018 Q2
5 532 4 715 4 436 4 352
5 747 5 075 4 800
0
1 000
2 000
3 000
4 000
5 000
6 000
2016 Q4
2017 Q1
2017 Q2
2017 Q3
2017 Q4
2018 Q1
2018 Q2
Health Manager | No of users Sales Quarter on Quarter | LTM 20 000 TSEK No of
users TSEK
FINANCIAL UPDATE Q2
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-6529 -6192 -7429
-2134
-7500
-5500
-3500
-1500
500
2500
4500
6500
2016 Q4
2017 Q1
2017 Q2
2017 Q3
2017 Q4
2018 Q1
2018 Q2
-5248 -5421
-8516 -9220 -8658 -7276
-5824
-15000
-10000
-5000
0
5000
10000
2016 Q4
2017 Q1
2017 Q2
2017 Q3
2017 Q4
2018 Q1
2018 Q2
Cash Flow from Operations Earnings Before Tax (EBT)
Total Cash Flow Jan-Jun 2018 -7 484 MSEK (-13 200)
FINANCIAL UPDATE Q2 *Development Health Manager, activation of cost from Q3 2017, comparable numbers from Q3 2017 and forward.
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Rights Issue 25 MSEK minus cost
Subscription period 10 – 26 september 2018
More information on § Ainohealth.com § Gwkapital.se
FINANCIAL UPDATE Q2
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Shareholders Register June 30, 2018
FINANCIAL UPDATE Q2
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→ More strategic partners to increase flexibility and scalability
→ Faster, safter products & services | Amazon Web Services
→ Simplify with focus on our core SaaS solution | No of users corporate Health Manager
→ Cash Management
0 5000
10000 15000 20000 25000 30000 35000 40000 45000
NEXT STEP No of users
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Jyrki Eklund CEO
Jukka Räikkönen COO
Jochen Saxelin CFO
Jyrki Eklund has contributed to the implementation of health management practices as part of organizational management practices in several countries. Jyrki has over 20 years of experience in ICT industries where he has had management positions. Jyrki has listed two companies on the stock exchange.
Jukka has 17 years experience with Nokia Networks in various key management positions in service business, He had both global and regional responsibilities and was based in Asia Pacific and Latin America for over 5 years. In addition, Jukka has held the CIO position in a listed company in Finland and has experience in business consulting.
Jochen Saxelin has served as the CFO of Aino Health since 2002. Jochen has played a vital role in sales and business development of Aino Health. Before joining Aino Health he served as an auditor at KPMG, as a CFO of the publicly listed company Endero Oyi and financial controller at Nedecon Oyi.
Experienced Management Team with the capacity to execute on the business plan
Johan Strömberg Director Business Development and Consulting
Markku Pitkänen Director, Aino Health Finland
Peter Seeger Managing Director Aino Health Germany
Markku Pitkänen has extensive experience in technology consultation, product management, sales and customer projects. Markku is in charge of Aino’s Operations in Finland. Before joining our company, he worked in various specialist and management positions within the Basware Group for over 10 years, most recently as Vice President of Sales at Basware Oyi.
28 years experience from leading international consultant and sales positions in several industries (e.g. Healthcare, Insurance, Pharmaceutical and Chemical). During the last 15 years, he worked as Sales Executive/ Director for CSC, Accenture, Capgemini and Hewlett Packard.
Johan has 20 years experience from building, but also selling companies, mostly within B2B solution selling. Johan has held positions like CEO, business area director and Management consultant at companies like Microsoft and Arthur Andersen, but also at startups within SaaS solutions. Johan has 20 years management and coaching experience.
INTRODUCTION
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Liselotte Hägertz Engstam, Chairman Liselotte Hägertz Engstam is a Non-Executive Board Director at Knowit Group AB (Publ), Zalaris A/S (Publ), Itello AB, S-Group AB and Chairman of Digoshen AB. Liselotte has a background from international executive positions at HCL Technologies and IBM, with responsibility for the establishment and international geographical expansion of new business areas, as Business Process Outsourcing and Strategy & Change Consulting. Previous positions also include Board Director at Transcom World Wide AB and Area Manager at Skanska AB. Liselotte is a Committee Member at INSEAD International Board Director Network (IDPN) and a regular teacher at the Chairman Program at the Swedish Academy of Board Directors.Liselotte holds a Master of Civil Engineering from Chalmers University of Technology, and is a Certified International Board Director from INSEAD (IDP-C).
Liselotte Bergmark Liselotte Bergmark brings a solid knowledge of Strategic Human Resources leadership and a broad experience from different industry sectors and international working environments. In her current role as Head of Group HR at Dometic Group, she is responsible for the HR function that support the business in three regions; APAC, AMERICAS and EMEA. Prior to her current role, Liselotte was the Executive VP HR for Sanitec (acquired by and now Geberit). Previous to that she has been responsible for global Management and Organizational Development work with strong focus on talent and leadership development, in SCA and later in TeliaSonera.For ten years Liselotte also worked for DHL in various management positions with responsibility for HR development in Scandinavia, the Baltic countries and Poland. She later lived and worked in Brussels where she was managing the Management Development work for DHL worldwide.Liselotte brings more than 20 years’ experience of international Human Resources. Liselotte holds a BSc. and MSc. in Human Resources from the University of Linköping, Sweden.
Per-Olof Schroeder Per-Olof Schroeder is currently pursuing training in evidence-based research methods focused on the economics of knowledge and innovation at the United Nations University @ Maastricht. Core research interests include public-private partnerships and Smart Cities. Per-Olof formerly led the Applications & Services Business Group within Microsoft Western Europe. Prior to joining Microsoft, he held several executive roles with IBM Global Services EMEA; including Managing Principal & Director at IBM UK, and Country Manager within IBM Global Services in Sweden. Before joining IBM, he spent six years at strategy and technology consultants Arthur D. Little, working from the firm’s offices in London, Brussels, and Riyadh. Per-Olof holds a degree in Petroleum Engineering from Texas A&M University, an MBA from London Business School, and an MA from the Fletcher School of Law & Diplomacy at Tufts University.
Jyrki Eklund, CEO Jyrki Eklund has contributed to the implementation of health management practices as part of organizational management practices. He has been involved in various projects with, for example, the Finnish Institute of Occupational Health, building new health management concepts for different occupational groups. Before joining Aino Health Management Oy, Jyrki worked at Nedecon Oyj in the field of technology consultation. He was in charge of internationalization projects on both board and management level and he also served as the country manager in Singapore with Southeast Asia as his area of responsibility.
INTRODUCTION
BOARD OF DIRECTORS