OptMonitor Notes

Additional notes provided by Giacomo 3/12

1. Technical/Engineering Level

Currently, we hold monthly engineering meetings where we discuss projects, share ideas, and address doubts. These meetings are a great opportunity for learning and exchanging knowledge. However, one area for improvement is that the information discussed are saved for future consultation.

Suggestion: Create a central repository (for example, in M-Files with a structured folder system) where each engineering meeting is documented, including:

• Recording of the meeting

• Transcription of the meeting, summarised and organised using AI

• All presentation materials (power points)

1. Management Level (Regional Managers / COO / CEO) – Rob, JB, Craig, Giacomo

At this level, we need a structured approach for sharing information on challenges, non-standard projects, new developments, and other strategic topics across regions.

Suggestion: Start with a 2-hour meeting every 3 months, bringing together Rob, JB, Craig, and Giacomo. During these meetings, participants can share updates, lessons learned, and best practices, fostering cross-regional collaboration.

After 3 - 4 meetings, conduct a review and assessment to evaluate whether the meetings are effectively enhancing information sharing and collaboration.

1.  External Level (from MM to Customers or Leads)

This could include:

• Case studies or project summaries demonstrating problem-solving capabilities (topic: rotating machines, cables, switchgear, online and offline assessment, OptMonitor, Risk Monitor, RepairMonitor, TxMonitor, …)

• Whitepapers: to be published on magazines such as Transmission & Distribution, Industrial Electric and then published also on LinkedIn

• Vertical brochures on the assessment of Rotating Machines, Cables&Switchgear, Monitoring Systems, Oil laboratory, etc.

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Initial notes taken on the day.

1. Where OptMonitor Stands Today

Strong adoption across major industrial customers

In the last 9 months, OptMonitor® has been installed at:

• Rio Tinto (West Angelas, Cape Lambert, Yarwun)

• FMG

• IPL (Mt Isa, Phosphate Hill)

• Mackay Sugar

• Cement Australia

• Shell Energy

• CleanCo – Wivenhoe

• Tropik Wood (Fiji)

• Kimberly Clark

• Air Liquide
  2025 Strategy meeting - OptMoni…

7 new systems were installed in the last 9 months alone.
Assets covered include:

• Rotating machines (20)

• Cables & switchgear (10)
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2. Current Development Work (Last 9 Months)

From the internal progress slides:

• Documentation & procedures (BoM, flow charts, testing & commissioning guides)

• Bug fixing and feature development

• New system design: temporary PDTrac + OptMonitor combo

• Work on new monitored parameters (vibration, noise)
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3. Service Agreement Enhancements (Your Notes + PPT)

A. Add a Maintenance Schedule

Adding a formal maintenance schedule would:

• Strengthen the annual service agreement

• Increase recurring revenue

• Clarify responsibilities and expected outcomes

• Align with how customers budget (OPEX-friendly)

B. Introduce Monthly Traffic-Light Reporting

Between full reports, deliver a simple:

• Green = operating normally

• Amber = trending issue

• Red = intervention required

This improves customer engagement and keeps OptMonitor® visible throughout the year.

C. Commissioning & Installation Upsell

OptMonitor® opens the door to recurring add-ons:

• Additional testing

• Alarm verification

• PD localisation

• Engineering opinions
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4. Criticality Assessment – A Major Differentiator

Criticality = Probability of Failure × Impact of Failure.

Your notes plus the PPT show this is becoming a core consulting product:

Why it matters

• Helps customers understand which machines matter most

• Creates intimate plant knowledge and deeper relationships

• Leads naturally into ongoing consulting and monitoring agreements

• Ideal for new plants with no baseline assessment

• Perfect anchor for service agreements and subscription models

Revenue model

• Annual consulting agreement: $3–5k/year

• Temporary PDTrac subscription: $15k/year

• Great upsell path → permanent PDTrac or Guard installation
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This is one of machinemonitor®’s strongest pathways into asset strategy work.

5. Customer Communication & Marketing

Your notes highlight important initiatives:

A. OptMonitor® Webinar

• Present learnings from first installations

• Share early adopter outcomes

• Educate customers on real use cases

• Introduce new features (criticality, vibration, noise)

B. Customer Testimonial Video

• Secure one early adopter to record a short video

• Capture business impact, reliability improvements, cost avoidance

• Reuse across BD, LinkedIn, website, and proposals

C. Development Overview / Roadmap

• Create a customer-facing one-pager (or webpage) covering:

  • New features in progress

  • Criticality modelling

  • Temporary PDTrac + OptMonitor system

  • Vibration/noise monitoring roadmap

  • Subscription model benefits

D. Interview with Giacomo

• Capture engineering insights and the future direction

• Frame him as a subject-matter authority in online monitoring

• Use snippets for BD presentations and internal awareness

6. Subscription Model Evolution

Your notes reference “the sheep pellet model” — meaning:

Shift from capital purchase → ongoing subscription

Advantages:

• Customers treat it as OPEX (Accounts Payable), not capital

• Lower barrier to entry

• Helps meet the market where it currently is

• Ensures recurring, predictable revenue
  2025 Strategy meeting - OptMoni…

Combined with traffic-light reporting and criticality analysis, this is a strong growth engine.

7. Strategic Opportunities Identified

From the PPT

• ~$930k potential revenue identified over 3 years

• Multiple large customers already engaged (Gladstone Port, FMG, Rio Tinto YMPS, Pilbara Ports, Woodside)

• Cross-selling opportunities between cable/switchgear and rotating machine monitoring
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From your notes

• OptMonitor® can be the entry point into wind and hydro markets

• High-PD older machines (>60 years) require different intervention logic

• Strong pull from the market: “we’re meeting the market”

• OptMonitor® + PDTrac temporary monitoring = powerful combined offer

8. What We Should Do Next (Actionable Plan)

1. Service Agreement Upgrade

• Add maintenance schedules

• Add monthly traffic-light reports

• Package with criticality assessment

2. Customer Engagement Tools

• Run early-adopter webinar

• Produce customer testimonial video

• Interview Giacomo

• Publish an OptMonitor® development roadmap

3. Commercial Model

• Push subscription model

• Standardise pricing for temporary PDTrac + OptMonitor

• Bundle commissioning + installation options

4. Technical Roadmap

• Finish vibration and noise monitoring prototypes

• Improve documentation + commissioning procedures

• Continue refining criticality analysis

5. BD Focus Areas

• Renewables (wind + hydro)

• Large industrials with ageing rotating machines

• Operators shifting engineering offshore (India) — monitoring becomes essential

• Utilities and ports with cable/switchgear issuesr-value services