ANNUAL GENERAL MEETING. June 28, Network. Security. D a t a C e n t r e. Engineering. Integration L I F E C Y C L E S E R V I C E S
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1 ANNUAL GENERAL MEETING June 28, 2017 Network Security Engineering D a t a C e n t r e L I F E C Y C L E S E R V I C E S Integration 1
2 Wade K. Dawe Chairman of the Board Kevin Shank President and Chief Executive Officer Matt Girardot Corporate Secretary and Counsel Head Table David Toews Interim Chief Financial Officer
3 Agenda Formal Session Wade Dawe, Chairman of the Board Financial Review David Toews, Chief Financial Officer Business Overview and Outlook Kevin Shank, Chief Executive Officer Q&A 3
4 Recent Developments Executing transformational strategy Acquired TeraMach Achieved a TSX listing Consolidated shares on a 4:1 basis Repurchased over 1M shares Paid our regular quarterly dividend 4 4
5
6 Business of the Meeting Appointment of Secretary and Scrutineers Notice Presentation of Financial Statements Election of Directors Reappointment of Auditors Termination 6
7 Forward-Looking Statements This presentation contains statements that, to the extent they are not recitations of historical fact, may constitute "forward-looking statements" within the meaning of applicable Canadian securities laws. Forward-looking statements include statements regarding growth and value creation opportunities available generally and through the acquisition of TeraMach and the assumptions underlying any of the foregoing. Pivot uses words such as "may", "would", "could", "will", "likely", "expect", "believe", "intend", "anticipate" and similar expressions to identify forward-looking statements. Any such forward-looking statements are based on assumptions and analyses made by Pivot in light of its experience and its perception of historical trends, current conditions and expected future developments, including the assumption that by co-ordinating efforts, relationships and assets with TeraMach, Pivot will create additional value for its business, and that the general business climate will not deteriorate, as well as other factors Pivot believes are appropriate under the relevant circumstances. However, whether actual results and developments will conform to Pivot's expectations and predictions is subject to any number of risks, assumptions and uncertainties. Many factors could cause Pivot's actual results to differ materially from those expressed or implied by the forward-looking statements contained in this presentation. These factors include, without limitation: uncertainty in the global economic environment; delays in integration of TeraMach within Pivot s operations; delays in the purchasing decisions of Pivot's customers; the competition Pivot faces in its industry and/or marketplace; the possibility of technical, logistical or planning issues in connection with the deployment of Pivot's products or services; the possibility that TeraMach s results of operations for future periods will be less than for its most recent period; the risk that costs of integration will negatively impact Pivot s results of operations; the possibility that Pivot will not be able to further align its support functions with the selling and delivery arms of the business; the possibility that Pivot will be unable to capitalize on opportunities it has identified in the manner and timeframe anticipated, and the possibility that Pivot will not be able to successfully sustain growth or grow its profitability. The "forward-looking statements" contained herein speak only as of the date of this presentation and, unless required by applicable law, the Company undertakes no obligation to publicly update or revise such information, whether as a result of new information, future events or otherwise. 7
8 Financial Review David Toews, CFO
9 Annual Performance Revenue 1 $ Billions growth of 4% (in line with market) Product revenue up 4% revenue up 3% revenue growth of 8.6% (excluding sales of OEM maintenance contracts) Excludes GTS 9
10 Annual Performance Gross Margin % 11.6% 11.6% 12.0% 2016 gross profit up 8.2% or $13M to $171M Gross margin highest in past 4 years Basic profit generation capabilities stayed strong Future growth of Pivot s service business intended to drive margin improvement Excludes GTS 10
11 Annual Performance Adjusted EBITDA 1,2 $ Millions Performance reflected non-recurring expenses and some inefficiencies related to development of new capabilities Expenses included costs to fix legacy issues, bring stability to the business, effect value creation plan Excludes GTS 2. Non IFRS measure 11
12 First Quarter Performance Revenue vs Gross Profit/Margin 1 $ Millions Adjusted EBITDA 1 $ Thousands % 10.3% (1,550) Q Q Q Revenue Gross Profit Gross Profit Margin Q , Excludes GTS 2. Non IFRS measure 12
13 Credit Facility - Flexible for Growth Credit Agreement Senior Secured Credit Agreement ( Asset Based Lending Agreement ) Term 5 Year expiring September 2020 Size $225M + remaining accordion of $50M Drawn amount As at March 31/17: $90.0M Available $69.5M Financial Covenants Fixed Cost Coverage Ratio 1.1 if Undrawn Availability < 12.5% Negative Covenants Limitation on amount of Dividends, Share buybacks, Acquisitions and other Fees Libor+ 1.5% to 1.75% 13
14 Capital Market Strategies Acquired ~1.2M shares under prior NCIB Acquired ~ 920,000 shares from former Directors and officers Renewed NCIB with TSX June 22, 2017 Paid $0.04 dividend 14 14
15 Business Overview Kevin Shank, CEO
16 Vital Statistics Listed: Toronto Stock Exchange Trading Symbol: PTG Dividend: C$0.04/share paid quarterly, Yield ~8% Total Shares Out: 40,293,020 Market Cap: C~$85 million 52-week High: C$ week Low: C$1.35 Founded:
17 About Pivot A Leading Provider of IT Infrastructure Products and 1. Excludes GTS 17
18 A Large and Growing Available Market Pivot $1.4B 1 Pivot Addressable Market ~$280B 2017 US IT Spending Expected to Grow 4% Field Service Market Forecast to Grow 21% Annually to 2020 Sources: IDC, Markets and Markets 1. Excludes GTS 18
19 Blue-Chip Customer Base ~ 2,000 Customers Majority Enterprise-Class Companies 19
20 Trusted Partner To Global Technology Leaders > 400 technology partners ~ 40% engineers, technicians, subject matter experts 20
21 Value Creation Strategies Build on core products and services business Expand services capabilities and portfolio Execute commercial transformation Follow the customer Optimize cost structure 21
22 Integration Capabilities State-of-the-art integration center for staging, configuration, testing, inventory management & shipping Building On The Core 22
23 Digital Ecommerce Interconnect Digital Enterprise B2B ecommerce platform delivering customer procurement integration $22m $215m 11K transaction 46K transactions New customers on the platform: Large teleco Large software company Large beverage company Large wireless company Building On The Core 23
24 Evolving Our Market Position Notional View Of Competitive Landscape Recurring Revenue Higher Margin Tomorrow Today ~ 30% EBITDA Products ~70% EBITDA VALUE SOURCING DESIGN& PROCUREMENT INTEGRATION LIFECYCLE SERVICES 24
25 The Strategic Value of 25
26 Building Our Brand Disparate & Under Leveraged Capabilities Building Client, Partner & Industry Portfolio Awareness Brand Identity 4 Solution Disciplines End User Network Data Center Collaboration 5 Service Channels Fulfillment Professional Deployment Workforce Managed Client Care Customer First Experience Outcome Based Accountability PMO Common Methodology Consistent, Repeatable, Successful Solutions Management Forward Thinking Radical Transparency Technology Innovation Capability Expansion Value Continuum 26
27 Evolution to Service Growth Short-Term Longer-Term Solution Skills Knowledge Experts in MS Expansion of Installed Accounts Creation Service Deal Assembly Line Portfolio Creation Service Commercial Transformation New PTS Service Capabilities Ongoing 27
28 Proven Functional Management Expertise Legal HR Finance Kevin Shank CEO Unified Portfolio Chief Strategy Officer Chief Officer Sales ACS Canada Each Team Member Has 20+ Years of Relevant Experience 28
29 Portfolio Design and Concept Channels End User Network Data Center Collaboration Fulfillment Professional Deployment Workforce Managed S o l u t i o n D i s c i p l i n e s Existing capability Partial Capability New or planned capability 29
30 Pivot Unified Portfolio Solution Disciplines End User Network Data Center Collaboration 5 Service Channels Fulfillment Professional Deployment Workforce Managed Value Stream Assess > Design > Implement > Manage > Optimize 30
31 Service Channels Commercial Transformation Client Example Tremendous growth potential via the introduction of: Account planning methodology (5x5) Account based marketing approach New Portfolio Capabilities Introduction of adjacent service offerings to existing product sales Customer X End User Network Data Center Collaboration Enterprise Product Project Advisory Integrated Solutions Managed Product & Service Disciplines $2.23M $13.8M $14.67M $184K $2.2M (3 rd Party) Solution management and selling methodology Increased attach and annuity revenue via Managed & Integrated Solutions Existing Capability Penetrated Existing Capability Not Penetrated New or Enhanced Capability Opportunity Sizeable, Sticky, Annuitized Revenue Driving Enterprise Value For Pivot 31
32 Ongoing Expansion Q1 & Q2 Discipline Launches End User Network Datacenter Collaboration Client Computing Mobile Computing VDI User Data & Security Advanced Integration & Deployment Mobile Lifecycle LAN WAN Wireless Application Optimization Security Software Defined WAN Software Defined Network Traditional Datacenter Private Cloud Public Cloud Hybrid Cloud DevOps Cloud Brokering (AWS) Private Cloud Foundation Contact Center Mobility Voice / IP Telephony Collaborative Workspace Next-Gen Meetings (Cisco Spark) Collaboration Consumption 32
33 Transformation Continuation 6 Primary Work Streams People Alignment Process & Operations Technology & Integrations Innovation Communications Finance Prioritized by CTQs & Business Impact CTQs Improved Stability, Multiple Improvements, Increased EBITDA 37 Projects in Motion 33
34 M&A Capability Scale Geography Reach And Touch 34
35 TeraMach Acquisition Furthers Our Objectives Capabilities we can integrate, sell Strong customer base Attractive territory Synergistic supply relationships Enhancing portfolio Strong Q As a Canadian Leader, TeraMach is a Perfect Complement 35
36 Moving Forward
37 Looking Ahead Continued enhancement of portfolio Commercial transformation underway includes: Educating sales team on our expanded offerings Implementing a unified CRM and deal process flow Adding additional solutioning capabilities and an account planning and measurement process Amount of change in marketplace is accelerating Pipeline of services opportunities growing Second half of 2017 stronger than first half due to seasonality, expected traction with plan 37 37
38 Summary Large addressable market featuring attractive growth trends/prospects Proven business serving ~2,000 customers, generating US$1.4 billion of revenues Trusted vendor relationships with the world s leading IT companies Low-risk, low cost adjacency strategy to enhance earnings and consistency Opportunity to reduce variable costs and optimize balance sheet Experienced and proven managed services and technology leadership talent PAYMENTS Dividend payer with ~8% yield 38
39 ANNUAL GENERAL MEETING June 28, 2017 Network Security Engineering D a t a C e n t r e L I F E C Y C L E S E R V I C E S Integration 39
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