statements made during today’s presentation will include forward · quarterly reports on form...
TRANSCRIPT
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Statements made during today’s presentation will include forward-looking statements, including statements regarding our expectations, beliefs, intentions or strategies regarding the future, including statements around projected spending. We intend that such forward-looking statements be subject to the safe-harbor provided by the Private Securities Litigation Reform Act of 1995. The forward-looking information is based upon current information and expectations regarding Axon Enterprise, Inc. These estimates and statements speak only as of the date on which they are made, are not guarantees of future performance, and involve certain risks, uncertainties and assumptions that are difficult to predict. All forward-looking statements that are made on today’s call are subject to risks and uncertainties that could cause our actual results to differ materially. These risks are discussed in greater detail in our Annual Reports on Form 10-K and Quarterly Reports on Form 10-Q under the caption “Risk Factors.” You may find these filings, as well as our other SEC filings, on our website at www.axon.com or at www.sec.gov.
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COMPLAINTS 2 USE OF FORCE
2
GUILTY PLEAS 3
OFFICER COURT TIME REDUCED 4
LIVES SAVED FROM DEATH OR SERIOUS INJURY1
OUR MISSION
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$203 $235 $253
$36
$51
$75
$30
$58
$92
2016 2017 2018
Revenue
($ millions)
TASER Sensors & Other Axon Cloud
$268
$344
$420
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UNPARALLELED TALENT IN OUR INDUSTRY
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supported by
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Expand Axon body camera and Evidence.commarket share and increase average revenue per user ("ARPU"):
• Axon has direct relationships with most US agencies
• 17,000 out of 18,000 US police agencies procure TASER devices
- The top 1,200 agencies house ~65% of sworn officers
• Patrol officers have a connection to Axon’s product and brand
- The TASER device revolutionized policing
- Out of ~800,000 sworn officers, about ~660,000 are on patrol
- We estimate ~70% of US patrol officers carry a TASER device
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Expand Axon body camera and Evidence.commarket share and increase average revenue per user ("ARPU"):
• Axon leveraged its deep agency relationships and TASER’s dominance to
establish the market lead in body cameras & software
• We invested in software early on and developed a highly scalable solution
• Axon hosts the lion’s share of public safety video data in our secure cloud
- US: Strong foothold established
- Building large international footholds
- The London Metropolitan Police Service: One of the largest municipal police
forces in the world, joined the Axon network in 2015
- Swedish Police Authority: First European nationalized police force joined the
Axon network in 2019
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US Major City Chiefs Agencies by vendor
(Axon acquired Vievu in May 2018)
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Expand TASER adoption
Grow Axon sensors and digital evidence management market share
Expand into police agency records management systems (2H 2019)
Expand into computer-aided dispatch software (mid-2020)
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Time
Officer leaves
Officeron scene Justice system
Axon participates today
911 Call & Dispatch
Citizen-captured evidence
Write & file incident report
Axon solutions under development
ShortenMore efficient
Axon software makes it easy to capture digital evidence, including CCTV video & citizen mobile evidence
Axon’s dispatch solution will enable an officer to arrive on scene knowing the most relevant and critical information.
A TASER device may or may not be deployed when responding to an incident. If deployed, all use of force data is logged in Evidence.com.
Axon body cameras and Fleet cameras capture video evidence, which is safely stored in Evidence.com.
Axon Records will incorporate video into the incident log and use AI to save officers time.
Incident data, and post-arrest interview video, are used & viewed by prosecutors, defense attorneys, media, the community and the public.
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Expand TASER adoption
Grow Axon sensors and digital evidence management market share
Expand into police agency records management systems (2H 2019)
Expand into computer-aided dispatch software (mid-2020)
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TECHNOLOGY
• Over 100 patents
MEDICAL RESEARCH ON SAFETY
• 800 published, peer-reviewed scientific and medical studies demonstrating the safety and efficacy of TASER CEWs
BODY OF CASE LAW
• Tested by multiple judges, multiple jury trials, multiple municipalities
• Successful in over 99% of cases filed
CUSTOMER RELATIONSHIPS
• Strong presence at police agencies
• New upstarts inherently distrusted
INTEGRATED OFFERING
• Bundled pricing
• Officer Safety Plan
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• ~70% Gross Margins
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Expand TASER adoption
Grow Axon sensors and digital evidence management market share
Expand into police agency records management systems (2H 2019)
Expand into computer-aided dispatch software (mid-2020)
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Shared with permission from the Bensalem Township Police Department.
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An agency adamantly believes in on-prem data hosting
The customer prioritizes price above all else
•
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Expand TASER adoption
Grow Axon sensors and digital evidence management market share
Expand into police agency records management systems (2H 2019)
Expand into computer-aided dispatch software (mid-2020)
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PUT OFFICERSBACK ON THE STREETS
SOLVE ANDPROSECUTE CRIME
PREVENT CRIME ANDOTHER INCIDENTS
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IN RECORDS DEPARTMENTS
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Identify market adjacencies
Build integrated solutions
Land and expand
Announced in 2008 First shipments 200947 major American cities
& growing overseas presence
Announced in 2015 First shipments 2017 Vying for market leadership
Announced in 2016 OSP 7Goes live 2H 2019
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Expand TASER adoption
Grow Axon sensors and digital evidence management market share
Expand into police agency records management systems (2H 2019)
Expand into computer-aided dispatch software (mid-2020)
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Efficiency: A measure of time saved
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Effectiveness: Better, timelier information & safer communities
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Shift to
Invest in products & features that
Drive profitability through disciplined execution
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74,800
95,000
110,600
132,000
148,400
169,000
187,400201,500
226,900
305,200
325,200
347,200
Q1 16 Q2 16 Q3 16 Q4 16 Q1 17 Q2 17 Q3 17 Q4 17 Q1 18 Q2 18 Q3 18 Q4 18
Axon Cloud Users Booked
Vievu acquisition
$18,100 $21,100
$31,958
$40,200
$46,210
$54,684
$63,694
$69,960
$83,310
$92,711
$101,618
$108,496
Q1 16 Q2 16 Q3 16 Q4 16 Q1 17 Q2 17 Q3 17 Q4 17 Q1 18 Q2 18 Q3 18 Q4 18
Annual Recurring Software Revenue ($millions)
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Potential users in thousands (000’s) and Annual TAM in millions ($mm).Sources: U.S. Department of Justice (2017), Department of Homeland Security (2017), Bureau of Justice Statistics (2003, 2015, 2016), Bureau of Labor Statistics (2016, 2017), Federal Jobs (2015), National Fire Protection Association (2017), Australian Institute of Criminology (2006), New Zealand Police Association (2016), Statistics Canada (2018), Eurostat (2015), Company estimates.Note: TAM Weapons, Fleet, Body Camera Software and Sensors market size based on 2018 pricing; Analytics includes add-ons that are soon to be available, including Redaction Assistant, Axon Performance, Axon Auto Tagging, and Axon Aware+ (LTE), and items under development, including transcription and automated report writing. Overall RMS and CAD market size is an estimate based on disruption of existing RMS/CAD pricing contracts and management estimates.
$8.4 billion
TASER TAM build-up $/mo Users Annual TAM
Domestic Weapons, Cartridges & Services $60 662 $477
Int'l Weapons, Cartridges & Services $60 1,824 $1,313
$1,790
Axon Cloud TAM build-up $/mo Users Annual TAM
Axon Records & Axon Dispatch $100 2,103 $2,524
Advanced Intelligence & Analytic Add-Ons $100 1,076 $1,291
Domestic Body Camera Software $63 1,076 $813
Int'l Body Camera Software $63 1,000 $756
Axon Fleet (domestic only) $77 400 $370
$5,754
Sensors TAM build-up $/mo Users Annual TAM
Domestic Officer Worn Sensors $30 662 $238
Int'l Officer Worn Sensors $30 1,000 $360
Axon Fleet (domestic only) $52 400 $250
$848
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SustainingR&D
Product development Commitment to drive leverage
GrowthR&D
TASER
EVIDENCE.COM BODY-WORN CAMERAS
AXON RECORDS
AXON DISPATCH
FLEETAXON CLOUD
TASER
Software & Sensors
69%
2017 GrossMargin
41%
2017 GrossMargin
70%
70%
Long-term target model
Long-term target model
68%
2018 GrossMargin
51%
2018 GrossMargin
Axon consolidated
2017 Adj EBITDAMargin
2018 Adj EBITDAMargin
Long-term target model
12% 15% 30%
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2019
Tax rate can fluctuate depending on geography of income, change in stock price and the effect of discrete items 46
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• Strong customer relationships & market dominance
• Ramping SaaS model & growing user base with network effects
• Financial discipline & commitment to driving operating leverage
• Seasoned team; top industry talent focused on public safety
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Q&AAxon Enterprise (AAXN)Andrea James, VP IR
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APPENDIX
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$-
$50,000
$100,000
$150,000
$200,000
Year 1 Year 2 Year 3 Year 4 Year 5
Axon Evidence software license
Warranty
User training
Duty & training cartridges
TASER 7 handle, battery, dock, holster, accessories
Cash flow
TASER 7 Certification Plan(Illustrative revenue allocation per 100 officers)
The TASER 7 Certification Plan MSRP is $60 per user per month. Revenue allocation is approximately 45% at initial delivery, and 55% over the remaining five years. Year 1 allocation includes the initial delivery amount plus the remaining monthly revenue allocation for software, warranty and cartridges. Revenue allocation may be subject to change based on market pricing. Illustration excludes discounts, including weapon trade-in credits.
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Officer Safety Plan(Illustrative)
Revenue Recognition & Cash Flow Per Officer
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Officer Safety Plan* Legacy OSP 7 Promo OSP 7 Full OSP 7+ Promo OSP 7+ Full
Monthly per officer $109 $149 $179 $199 $229
Annual recurring cash flow $1,308 $1,788 $2,148 $2,388 $2,748
Illustrative revenue allocation
TASER $32 $54 $66 $53 $60
TASER X2, X26P
Unlimited duty cartridges
Sensors + Other $26 $28 $33 $29 $34
Axon Body 2, Axon Flex 2 upgrades
Axon Dock upgrades
Axon Cloud $51 $67 $80 $117 $135
Evidence.com license
Unlimited device storage
Video management tools
Axon Redaction Assistant
Axon Citizen for Communities
*Pricing represents listed bundled pricing. Axon contracts may include discounts to list prices. Elements listed as included in the OSP tiers are not comprehensive.
Other elements in OSP bundling, for example, include extended hardware warranty. The initial camera hardware and initial docks related to Axon Body 2 and Axon
Body 3 are a one-time separate purchase and not captured in the monthly recurring fee. Revenue allocation per element may differ materially per customer,
depending on the scale of the contract, bundled options included and other customizations. Promo pricing in effect until Jan. 1, 2020.
Unlimited device storage
Video management tools
Axon Aware+ (LTE live streaming)
Axon Records
Axon Auto Tagging
Axon Performance
Axon Records
Axon Body 3 upgrades
Axon Dock upgrades
Signal Sidearm
Evidence.com license
Axon Body 3 upgrades
Axon Dock upgrades
Evidence.com license
Unlimited device storage
Video management tools
Axon Aware (LTE light)
CEW Evidence.com integration
TASER 7
Unlimited duty cartridges
Annual training
TASER 7 Dock
TASER 7
Unlimited duty cartridges
Annual training
TASER 7 Dock
CEW Evidence.com integration
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