1. Why are we where we are? Why did/did not we sell?
1.1. understanding of the market
1.1.1. take advantage of opportunities
1.1.1.1. TFM
1.1.2. rapid growth through profitable projects
1.1.2.1. only one to offer a solution
1.1.2.2. customers did not consider another supplier
1.1.2.3. right package vs needs and customers' capabilities
1.2. flexibility / agility
1.2.1. reaction time
1.2.2. customization
1.2.3. offer
1.2.4. pricing
1.3. technological level / team
1.4. experience
1.5. network
1.6. ready to take risks / to take mistakes
1.6.1. but still keep risk under control
1.6.1.1. we did not build a "monster" of a software
1.6.2. make mistakes to learn
1.7. commitment
1.8. We keep developing
1.9. ++
1.9.1. Examples of success stories?
1.10. --
1.10.1. feeling of customers that they have too much to do to get started
1.10.2. Wow factor of a nice software like that of EddyFi
1.10.2.1. Customers who get what they need or who don't know exactly what they need (meaning don't see the limitations) love it
1.10.2.1.1. Those who need more accept a software "rough on the edges"
1.10.3. we did not see the projects / customers do not know us or did not call us
1.10.3.1. Lack of visibility
1.10.3.2. lack of recognition
1.10.3.2.1. how are we viewed by the market?
1.11. software = adjusting (rather than limiting) factor
1.11.1. sometimes, we just don't have what it takes
1.11.2. SW more than HW defines the opportunities we chase/get/lose
1.12. What we miss as salesmen? Internal challenges?
1.12.1. Internal communication
1.12.1.1. stay up-to-date with new features
1.12.2. HW
1.12.2.1. We can do a lo with what we have
1.12.2.2. rather clear road map
1.12.3. SW
1.12.4. Integrated packages
1.12.5. Better visibiliy of AOS/TPAC on the market
2. What did we sell?
2.1. Electronic stand alone with SDK = initial business model
2.1.1. PURE OEM
2.1.1.1. % of gross profit?
2.2. Packages ("TPAC")
2.2.1. Software
2.2.1.1. Standard?
2.2.1.2. Customization?
2.2.2. Hardware
2.2.3. Accessories
2.3. Current offer
2.3.1. Packages we have?
2.3.1.1. EXPLORER + PRELUDE
2.3.1.2. EXPLORER + ARIA
2.3.1.3. PIONEER + ARIA
2.3.1.4. Markets we can address with current software offer?
2.3.1.5. how much can we keep?
2.3.1.6. % of each combination vs OEM? = opportunities to make differences when compared to the others
2.3.2. Short term improvements / developments needed?
2.3.2.1. CIVA Analysis
2.3.2.2. EXPLORER + Fast TFM software?
3. Angles of analysis of sales data / Indicators
3.1. customers on which we got 80% of gross profit?
3.1.1. how much effort when compared to other 20%?
3.2. How much of the same sold to different customers?
3.3. Would we sell it again as such?
3.3.1. Yes
3.3.2. need to be adapted?
3.3.3. need to be redevelopped?
3.4. number of boards sold / average price
3.5. Why did we sell?
3.5.1. Perfectly aligned with portfolio
3.5.2. Aligned with strategy / opportunity to develop
3.5.2.1. Ex. Technip
3.5.3. Opportunities
3.5.3.1. one-off development
3.5.3.1.1. dead branch
3.5.3.1.2. opportunity for further growth
3.6. When we get = ROAD MAP HW
3.6.1. AWG
3.6.2. Mini
3.6.2.1. gates
3.6.2.2. multi-electronic
3.6.2.3. 128/128 200MB/s
3.6.2.3.1. Fast Explorer at 200MB/s
3.6.2.3.2. 400MB/s with 4 boards?
3.6.2.4. double beam former
3.6.2.4.1. replay
3.6.2.5. Higher throughput?
3.6.2.6. 10GB
3.6.3. OEM-MC8
3.6.4. ...
4. Not a lot we miss
5. THE WAY FORWARD
5.1. PRIORITIES
5.1.1. Be smart
5.1.1.1. Let's not forget who we are... and what we are not
5.1.1.2. Don't go after a model that is not for us
5.1.1.3. maximize growth with our bandwith
5.1.1.3.1. go after "large" customers
5.1.1.3.2. solutions for applications
5.1.2. Opportunities
5.1.2.1. Gap left by EddyFi
5.1.2.1.1. OEM
5.1.2.1.2. Some customers don't like their style
5.1.2.2. Marketing of Olympus about TFM
5.1.2.2.1. communicate on our advantages
5.1.2.2.2. Communicate on lack of limitations
5.1.2.3. Transformation of TFM market
5.1.2.4. Broad coverage of portfolio
5.1.2.5. Stay who we are
5.1.2.5.1. Keeping pushing technology
5.1.3. pick up 10-15 (applications / customers) cases on which we will secure our gross profit / build our growth
5.1.4. MARKETS / APPLICATIONS
5.1.4.1. End-users
5.1.4.1.1. Service / Field
5.1.4.1.2. Nuclear?
5.1.4.2. AERO
5.1.4.2.1. Market = Matrix
5.1.4.2.2. Strength
5.1.4.2.3. Weaknesses
5.1.4.2.4. Opportunities
5.1.4.2.5. Threats
5.1.4.2.6. Immediate actions / priorities
5.1.4.2.7. Tomorrow?
5.1.4.3. Integrators
5.1.4.3.1. Different profiles of integrators
5.1.4.3.2. Applications / industries
5.1.4.3.3. Strength
5.1.4.3.4. Weaknesses
5.1.4.3.5. Opportunities
5.1.4.3.6. Threats
5.1.4.4. Labs / universities
5.1.4.4.1. AWG
5.1.4.5. Technologies
5.1.4.5.1. Low-Frequency
5.1.4.5.2. AWG
5.1.4.5.3. double beam former
5.1.4.5.4. Adaptive
5.2. Where we can be better?
5.2.1. Improve internal communication
5.2.2. MARKETING
5.2.2.1. AFM rather than TFM, PWI,... = Toolbox
5.2.2.2. sell more solutions than specifications
5.2.2.3. more visibility
5.2.2.3.1. targeted marketing
5.2.2.3.2. customer portal
5.2.2.4. consolidate applications/demos
5.2.2.5. becnhmarking
5.2.2.5.1. VERASONICs, EddyFi, Peak,...
5.2.2.5.2. TFM vs PWI
5.2.2.5.3. adaptive vs Time Reversal Method
5.2.2.6. Internal training of sales force?
5.2.2.6.1. how to make sure that the we have a minimum understanding of new features
5.2.3. Quality, team work
5.2.3.1. InspecTech
5.2.4. Manuals / better ways to send/track updates
5.2.4.1. better customer experience
5.2.4.1.1. VIP customers for PIONEER
5.2.4.1.2. videos for support
5.2.5. branding
5.2.5.1. change the way some customers see us
5.2.5.2. value of keeping 2 brands
5.2.5.2.1. AOS
5.2.5.2.2. TPAC
5.2.6. share best practices for efficient work
5.3. Dangers
5.3.1. going too fast towards commodities
6. SW
6.1. Today
6.1.1. PRELUDE
6.1.2. CONCERTO
6.1.3. ARIA
6.1.4. AFM-API
6.1.5. TFM Toolbox
6.1.6. T-SOFT
6.1.7. MUSIM
6.1.8. CTUT
6.1.9. FIRP
6.1.10. VENOM
6.2. Mid-term / long-term model?
6.2.1. Small customized software?
6.2.2. Cephonia?
6.2.3. How much of the current SW offer will we still have in 2 years?
6.3. Tomorrow
6.3.1. General purpose Phased Array Software (based on PRELUDE)
6.3.1.1. Current functions of PRELUDE
6.3.1.1.1. Additional features
6.3.1.1.2. "We are almost there"
6.3.1.2. Concerto
6.3.1.3. Interfaced with
6.3.1.3.1. CIVA Analysis
6.3.1.3.2. ULTIS
6.3.1.4. TFM inside?
6.3.2. CTUT?
6.3.2.1. Specific solution or base for something more versatile?
6.3.2.1.1. "Industrial fast TFM" software (LISMAR)
6.3.3. RAD
6.3.3.1. redesigned AFM-API
6.3.3.2. SAUT?
6.3.3.3. Phased Array and Fast TFM software ("CEPHONIA")
6.3.3.3.1. How ambitious?
6.3.3.3.2. Limited analysis
6.3.4. ARIA
6.3.4.1. MATLAB Really adapted for labs and universities?
6.3.4.2. Could remain a development tools for studies
6.3.4.3. Not showing the full potential of the techno (speed)
6.3.5. Solution for integrators
6.3.5.1. MUSIM-type
6.3.5.1.1. multi-electronic
6.3.5.1.2. Setup
6.3.5.1.3. Acquisition
6.3.5.1.4. Option for display + basic analysis
6.3.5.2. LABVIEW based on Technip?
6.3.5.2.1. particularly for OEM-MC8
6.3.5.3. Improve SDK for "fake" integrators