GLOBAL GROWTH STRATEGY

Transcription

1 GLOBAL GROWTH STRATEGY John Graham VP AND CHIEF MARKETING OFFICER Align Technology, Inc. 1

2 FORWARD LOOKING STATEMENT During this presentation and corresponding commentary we may make forwardlooking statements, including statements regarding Align s strategy for future growth, the anticipated impact of product innovation, consumer demand generation, geographic expansion and sales force productivity on, among other things, customer adoption, as well as statements related to Align s business outlook. Any such forward-looking statements contained in this presentation and corresponding commentary are based upon information available to Align as of the date hereof. These forward-looking statements are only predictions and are subject to risks, uncertainties and assumptions that are difficult to predict. As a result, actual results may differ materially and adversely from those expressed in any forward-looking statement. Factors that may cause such a difference include, but are not limited to, the factors that are discussed in more detail in Align Technology s Forms 10-K and 10-Q, as well as in other reports and documents filed from time to time with the Securities and Exchange Commission. Align undertakes no obligation to revise or update publicly any forward-looking statements for any reason Align Technology, Inc. 2

3 OUR VISION Transforming lives by improving the journey to a healthy, beautiful smile Align Technology, Inc. 3

4 ALIGN S GLOBAL MARKET OPPORTUNITY 2.6M ORTHO CASE STARTS PER YEAR HUGE 2.5M TEENS WANT TO CHANGE THEIR SMILE UNTAPPED MARKET 100M ADULTS WANT A BETTER SMILE 60-70% POPULATION HAVE CROOKED TEETH Align Technology, Inc. 4

5 GLOBAL ORTHODONTIC MARKET Invisalign Unit Share 2.6 M CASE STARTS* 11% SHARE 31% ADULT SHARE 25% ADULTS 6% TEEN SHARE 75% TEENAGERS *2.6M annual orthodontic case starts applicable to Invisalign Align Technology, Inc. 5

6 EXPANDING ADULT TREATMENT AND GAINING SHARE OF TEENS 13 = +15% Y/Y 13 = +21% Y/Y Align Technology, Inc. 6

7 PROVEN STRATEGIC GROWTH DRIVERS ENSURE CONTINUED SUCCESS Market Expansion Increase Teen Share Grow Adult Segment Innovation Increase Product Predictability & Applicability Brand Strength Drive Awareness Among Consumers Drive European Growth Continue INTL Expansion-APAC Enhance Customer Experience Increase Consumer Purchase Intent Align Technology, Inc. 7

8 GAINING SHARE OF CHAIR - ORTHOS Confidence in outcomes and clinical scope Teen compliance concerns High cost and low profitability vs. braces Align Technology, Inc. 8

9 DRIVING CATEGORY EXPANSION - GPs Low experience in selling and closing elective procedures No orthodontic experience Patient demand and cost to patient perceptions Align Technology, Inc. 9

10 THE ALIGN ADVANTAGE Product and Technology Go-to- Market Excellence Customer-Centric & Market Specific Insights Digital Dentistry Know-How Consumer Demand Align Technology, Inc. 10

11 THE ALIGN ADVANTAGE Product & Technology Strength across many disciplines - From biomechanics to 3D software Breakthroughs are driving utilization Product development pipeline Ongoing and future patent strength Align Technology, Inc. 11

12 THE ALIGN ADVANTAGE Go-To-Market Excellence Differentiated go-to-market model based on market development, customer type, and consumer segmentation Share best practice across geographies in order to accelerate enterprise learning North America - Customer needs driving differentiated model - Focused on expansion and productivity International - Driving rapid growth in EMEA & APAC - Following a tested market development model - Driving growth in submitters and utilization Align Technology, Inc. 12

13 THE ALIGN ADVANTAGE Digital Dentistry Know-How Digital expertise fueling growth and competitive advantage Pioneering expertise not available on the open market Competitive speed and cost advantages drive increased investment Setting the standard for digital imagery of intraoral scanning Align Technology, Inc. 13

14 THE ALIGN ADVANTAGE Consumer Demand Invisalign is a powerful category-driving brand Utilized to drive demand by our doctors Getting stronger as Align expands globally, becomes more integrated, and drives steady increases in ROI Align Technology, Inc. 14

15 Integrated Consumer Marketing Platform Adapted for Regional Differences NORTH AMERICA CORE EUROPE REST OF EMEA ASIA PACIFIC Channel Engagement Expanding Market with New Consumers Established Market Reach & Educate Consumers Align Technology, Inc. 15

16 CONSUMER STRATEGY Multi-channel, integrated media approach to reach consumers anywhere, anytime and on any device Utilize mass reach media via TV to drive overall awareness and purchase intent, especially with women Generate earned media via PR, Social and Digital to drive peer-to-peer awareness, purchase intent and action Align Technology, Inc. 16

17 CONSUMER STRATEGY - EMEA Driving Adult Market Through Broad Awareness and Integrated Market Approach Align Technology, Inc. 17

18 CONSUMER STRATEGY - APAC Pioneering new approaches as we open up the market Following similar path as EMEA Great digital work across the region Align Technology, Inc. 18

19 INVISALIGN A PART OF EVERY WEDDING Adult Focused Campaign PARTNERSHIPS WITH LEADING WEDDING DESTINATIONS DISPLAY & SEARCH PR & SOCIAL AMPLIFICATION Align Technology, Inc. 19

20 TAKE SHARE IN TEEN MARKET Equation for Success When the 3 key influencers on treatment desire, support, and agree upon Invisalign Teen, the journey is most successful. Teens who want Invisalign are responsible and compliant Moms who are educated about Invisalign Teen, advocate for Invisalign Teen Orthos are more confident in results when Teen and Mom understand their responsibility in the results Align Technology, Inc. 20

21 BE PART OF THE CONVERSATION ON LINE MEDIA focuses on moments that matter and how Invisalign Teen allows teens to live life without missing out on milestones TEEN MICROSITE with tools to empower teens to start the conversation with Mom TEEN EVENT ACTIVATION SOCIAL MEDIA DRIVES BEHAVIOR Align Technology, Inc. 21

22 EDUCATE AND EMPOWER MOM TV & ONLINE MOM BLOGGERS MEDIA IN TREATMENT EDUCATED DESIGN Align Technology, Inc. 22

23 SPENDING SHIFT REFLECTS NEW REALITY % 11% 60% 20% 43% 37% Offline (TV, Print) Digital (Display, Search, Mobile) PR/Social Shifting towards more efficient and effective digital investments vs. mass advertising Increased investments in PR & Social to generate more earned media Investments reflect movement towards engaging in a two way dialogue with consumers Align Technology, Inc. 23

24 INCREASE EFFICIENCY AND EFFECTIVENESS WHILE DRIVING DEMAND Driving greater purchase intent and visitors to 39% UNIQUE WEB VISITORS 52% ADULT PURCHASE INTENT 59% MOM PURCHASE INTENT Media spend has continued to become more efficient 7.5% COST PER UNIQUE VISITOR 9% COST PER TEEN CASE TEEN REVENUE HAS GROWN FASTER THAN TEEN MEDIA INVESTMENT Note: percentage change from 2011 to Align Technology, Inc. 24

25 GLOBAL CONSUMER MARKETING GOALS Focused on solving customer challenges Scaling globally Getting smarter and more efficient with each target Continue to be used by doctors to grow their practices Align Technology, Inc. 25

26 DOCTOR PANEL Align Technology, Inc.

27 Dr. Robert Bray Somers Point, NJ Align Technology, Inc. 27

28 Dr. Sam Daher Vancouver, BC Align Technology, Inc. 28

29 Dr. Barry Glaser Cortland Manor, NY Align Technology, Inc. 29

30 Dr. Janet Stoess Allen New York, NY Align Technology, Inc. 30