Aquatic Informatics General Session

Aquatic Informatics General Session DATA MANAGEMENT SOFTWARE FOR OUR CUSTOMERS’ COMPLEX DATA NEEDS Aquatic Informatics Introduction Ed Quilty, CEO, Aquatic Informatics

Aquatic Informatics & Hach Sean Graebner, Director, Digital Solutions Marketing

A G E N D A AQI Solutions: Tokay & WaterTrax James Reyes, Chief Revenue Officer, Aquatic Informatics

AQI Solutions: Aquarius & Linko Makenzie Dowdell, GPM

WaterTrax & Hach Amy Pollock, SDM & Bryan Sharpnack, ADM Breakout Assignments & Instruction

• Tomorrow, Thursday 1:15 PM – 3:15 PM MST

• Simply click to join your division’s session (all are open)

• 4 Breakout Sessions by Division • Inside Sales • Municipal East • Municipal Central • Municipal Mtn West/Canada & Municipal West (Combined)

• Lead Qual, FSS should join the Inside Sales session

• Corp Accounts, GKAMs, ADMs may choose any session

• Industrial Teams – optional to join any session; coordinate with your leaders Aquatic Informatics Introduction ED QUILTY, CEO AQUATIC INFORMATICS Our Core Values.

We balance planet, people & prosperity. We minimize our environmental footprint. We unquestionably support our people in times of need. We donate software, volunteer and have fun. We grow to support our mission and our people.

We are aligned. We make hard decisions. We challenge each other & disagree but wholly commit.

We are committed to our customer. We go to great lengths to earn and keep customer trust. We think long term.

We are always fair. We don’t take advantage of people or companies.

We embrace lean principles. We don’t like waste. With great people, we innovate and achieve more.

Fed, State & Regional Env Agencies Watershed water quantity and quality

Muni Env Departments Muni watershed water WIMS quantity and quality

Muni Water Utilities DW & WW treatment, DW distribution, WW collection systems

REVENUE BY PRODUCT OPERATIONS OVERVIEW REVENUE BY CUSTOMER AQUARIUS 44% Total FTE 144 Env Agency 33% WIMS 27% R&D 47% Muni Treatment 40% WaterTrax 13% CS 20% Linko 13% G&A 19% Muni Network 16% Tokay 3% S&M 14% Muni Env 11% 58 BILLION 150 YEARS 2500 600,000 Historical Data Points of Historical Data Users Locations

US Geological Survey The World’s Largest Implementation of a COTS Hydrologic System. Ever.

16,500 1 MILLION 12 MILLION 7 MILLION Real-Time Sites Time Series Field Visits File Attachments Land & Expand Commercial Approach From point solutions to an enterprise Platform

Organization wide solution and Call Point: implementations. Larger deal size and Director Platform complex process involving multiple stakeholders resulting in extended sales cycles. Limited expansion opportunity. Enterprise Cloud Analytics & Reporting

Specific use case that are combined Portfolio into meaningful groups to address full Project RCP Project Rio customer workflows

Point Operator specific solutions focused on narrow set of Solution use cases. Expansion Call Point: Cross limited to Point Solution IPP FOG Environmental Flood Stormwater Water Qual. Water Qual. Connection (WIMS) (WaterTrax) Operator Aquatic Informatics & Hach SEAN GRAEBNER, DIRECTOR, DIGITAL SOLUTIONS MARKETING Collaboration Enhances Innovation

AQI Solutions: Tokay & WaterTrax JAMES REYES, CHIEF REVENUE OFFICER AQUATIC INFORMATICS

The Problem What happens when water quality management fails the public? Walkerton, ON The 2000 Walkerton outbreak of waterborne gastroenteritis was the result of a water supply contamination with E. coli & Campylobacter jejuni bacteria. The tragedy sickened 2,500 PEOPLE & resulted in 7 DEATHS. Ontario paid out $72 MILLION to the victims. The Mess “I’m worried about not maintaining compliance, which could result in a missed violation, failed audit, fines, or worst case, a disaster." The Solution WaterTrax helps agencies & utilities monitor & manage their water & wastewater system data.

Remote Access. All SaaS. All the Time.

● Browser-based since inception in 2000 ● The Covid-19 pandemic has highlighted the accelerated need for remote access to data ● Easier deployment ● New releases, with feature enhancements, bug fixes and new features to all customers ● Reduced burden on Utility IT Department Never Miss a Sampling Event Again.

● Automated alerts and reminders ensure you know when to sample and when you have missed an event ● Removes sampling programs human errors ● Connect sampling schedules to chain of custody forms and labels ● Ensure knowledge retention as staff changes occur No Mistakes. Automate Data Entry.

● Eliminate manual lab data entry ● Automate review of lab results against acceptable limits ● Enjoy access to a network of 100+ laboratory partners ● Integrate data from across the organization into one location Know Sooner. Act Immediately.

● Exceedances find you when they occur ● With modern software, receive alerts when the system recognizes an exceedance ● Drill down into the data and metadata to easily view relevant information in a single location ● Make better decisions to remediate events as they happen Generate Compliance Reports Seamlessly.

● Save reports as templates for recurring use ● Click of a button compliance report generation ● Adheres to state pre-defined formats Quickly Visualize With Customizable Dashboards.

● View up-to-date KPI metrics ● Fully configurable dashboard content and layout ● Visualize data on graphs for trending and analysis ● Access and permission gated content • Sources of data; data loading; data review, quality control, and tracking tools WaterTrax • Analysis and visualization tools (e.g., plant monitoring, statistics, performance analysis, alerts, dashboards etc.) Review • Reporting tools (e.g., real-time/live, executive, and compliance reports; standard vs. custom)

• Workflow tools (e.g., sampling management)

• User accounts, access, and permissions

The Problem What happens when backflow prevention and cross-connection control management fails the public? United States Dozens of drinking water-associated OUTBREAKS happen each year. An estimated 32 MILLION cases of waterborne diseases occur nationwide every year. Eagle, ID 25 RESIDENTS of a neighborhood in Eagle, ID became sick after it was discovered that IRRIGATION WATER from a nearby canal had made it into several homes. People in the subdivision were drinking CONTAMINATED water due to a single backflow device that was installed backwards. New York, NY In 2015, an Legionnaires’ outbreak in a New York apartment building caused 100 illnesses and 8 DEATHS. Backflow contamination from buildings’ cooling tower was suspected. An estimated 15 percent of all waterborne disease outbreaks are from cross-connection and backflow. The Mess In order to identify and address backflow and related safety issues, public and private water professionals, planning and development departments, and health department staff need an efficient, effective way to manage cross-connection control inspections, assembly installations, and annual testing. The Solution Over 4,000 backflow prevention and cross-connection control professionals trust Tokay to track millions of water hazards around the world. Tailored to your program’s specific requirements and ready to scale, it significantly reduces administrative tasks while eliminating manual data entry for testers.

Quick & Accurate Reporting.

Compliance and reporting is what we do. Easily view program statistics, track and define data, and reproduce reports. Save time with automated regulatory reporting – our built-in templates populate with a click of a button. Streamline Back-office Operations.

Simplify tasks and prevent administrative headaches. Automate alerts and reminders, connect to your water customer database to ensure current records, and organize addresses, surveys, installations, backflow assembly details, and more in a central location. AQI Solutions: Aquarius & Linko MAKENZIE DOWDELL, GLOBAL PRODUCT MANAGER Makenzie Dowdell Global Product Manager, Flow & Collections Solutions

S P E A K E R

Aquarius Suite

AQUARIUS WebPortal Right Data. Right People. Right Time. Coming February 2021 AQUARIUS Time-Series Efficient, Accurate & Defensible Water Data.

AQUARIUS Samples Sample Management Made Easy.

AQUARIUS Forecast Simpler Workflows. Complex Models. • Launching to North America • Hach Flow Rep Channel AQUARIUS EnviroSCADA Real-Time Water Data Acquisition.

AQUARIUS Cloud All the Power of AQUARIUS. No IT Hassle. Where is Aquarius installed today?

Primary • Environmental Applications • Flood • Stormwater What is Aquarius at Hach? • Adds an adjacent application Analytics software for collection space to Aquarius market system flow data management • Advanced data management solution to Hach Flow customers

Collection Systems Visualized cleaned data Aquarius sets through maps, charts, and live reports WebPortal

Advanced QA/QC and Aquarius data management fed by data from FSData Time-Series

Instrument and basic FSData raw data management fed by field flow meters Online Why Sell Aquarius through Flow Reps?

Expand our reach to Improve data management workflows target customers above and beyond FSData Online in Claros

Collection System Manager: FSData Online in Claros • Responsible for direction and Users: management of the collection system • Collection System Project Managers, Field Municipal/ Consulting Data Engineer: Maintenance Technicians • Responsible for the operation and Key functions: maintenance of the wastewater system • Flow logger management, basic data management including flow monitoring Aquarius Data Analysts and Modelers: Users: • Responsible for QA/QC and working with • Collection System Managers, Municipal Consulting generated data from field flow meters Data Engineer, Data Analysts and Modelers Key functions: • Advanced data management, QA/QC, data integration Aquarius Time-Series: Continuous Data REAL- TIME DATA, DATA CORRECTION, AND QA/QC QA/QC Data Correction You Don’t Need to be Stuck With Bad Data, Make Graphical Edits with Audit Trails

Discrete Event Data

Raw Erroneous Signal (always preserved)

Multiple Years Events Approval Level Data Grade Qualifier Yellow indicates History of List of Corrections of Data Loaded (red is unapproved) (i.e. maintenance, Notes on Data edits to data Available system offline, storm) Thresholds Automatically Flag Data for Review

Automatic Data Field visit readings Suppression overlayed on continuous data Repetitive Time-Consuming Tasks can be Automated to Reduce Hours Editing Data

Bad Data Automatically Suppressed to Prevent it Grades and Qualifiers from Showing on the Web or In a Report Provide Context to Data List of data edits provides defensible data preserving your organization’s reputation

Data Auditing Defend the data you worked so hard to collect by leveraging change logs

Review & approval status help User access control prevents inform decisions unauthorized edits Overlay multiple flow meter measurements and rain data on a graph

Capacity Management Understand relationships between metering manholes Alert of potential overflows from monitoring multiple sites in surcharge condition

Calculate un-monitored branches Perform system balancing equations Billing Meter Management Totalize flow over periods of time Generate CSV or PDF reports & schedule them to run on a monthly basis Aquarius Time-Series

• Powerful data processing and correction tools • Defensible data and work records with audit logs • Automated quality assurance and quality • Streamlined regulatory and billing reporting control of data Aquarius WebPortal: Data Insights DATA VISUALIZATION, ANALYTICS, SHARING, REPORTING, DECISION SUPPORT, AND ALERTING Web Based

Send Sewer Overflow Warning & Real-Time Values Overlayed with Visualization & Rate of Change Alerts Historical Percentiles Reporting Impress Stakeholders by Visualizing the Data

Risk Levels & Approval Live Heatmap Display for States of Data All Types of Data Configurable Dashboards Summarize Relevant Data, Monitor Levels of Pipes and Pipe Sections to Avoid Overflows

Simplified Displays and Gauges for External Stakeholders with Ability to Hide Data Based on Grade, Approval, or Access Level Data Analysis in Real Time Interactive Charts that can be Shared Through Hyperlinks

Data From Multiple Locations Can Be Viewed In Real-time on a Single Chart Data Analysis in Real Time Interactive Charts that can be Shared Through Hyperlinks

Data From Multiple Locations Can Be Viewed In Real-time on a Single Chart Aquarius WebPortal

• Insights at a glance with customizable dashboards • Visualized water data through maps, • Real-time online access to quality-assured data charts, and live reports and services • Single- or multi-state alert triggers through SMS or email

Linko Suite

LinkoFOG Linko management of all aspects of Fats, Oils, and Grease. Coming February 2021 LinkoFOG Online Minimum viable product cloud mobile version for FOG management. LinkoCTS Linko Compliance Tracking for industrial pretreatment programs. LinkoHW • Launching to NA Efficient management of municipal FOG and • Hach Flow Rep Channel septage hauled waste programs. Linko Remote Inspector Allows inspectors to easily collect data electronically in the field. Linko POM Portal Gather real-time electronic pumpout LinkoExchange Self-Monitoring-Reporting Automated. Where is Linko installed today?

260+ Active Customers LinkoFOG Online BROWSER- BASED DATA- DRIVEN FOG PROGRAM MANAGEMENT What is LinkoFOG Online?

Get a defensible Fats, Oils, and Grease management solution to maintain the health of your sewer system with: • Dashboard driven workflows • Simplified identification and management of non-compliant Food Service Establishment (FSE) • Geographical representations of FSE and Inspections • Portals for electronic reporting by Haulers, Disposal Sites, FSE • Audit trail, emailing, reminders and notifications Why LinkoFOG Online? A key part of the Linko product roadmap is to modernize & move to the cloud

The market is telling us to: • Globally, cloud adoption is rising • 96% of all organizations use cloud computing* Linko customers are too: • 35% of Linko customers are Hosted • 55% of new Linko customers chose Hosted in 2018 • 80+% chose Hosted in 2019 Why Sell LinkoFOG Online through Flow Reps? Launching through the flow rep network allows us to expand our reach to target customers

FOG Coordinator: • Manages the City’s FOG program • Manages the FOG Investigators FOG Investigator: • Responsible for tracking FOG from cradle-to-grave. • Performs comprehensive field inspections and investigations related to commercial FSE discharges into the sanitary sewer system • Prepares reports of investigations and inspections • Initiates formal enforcement action in the form of notices of violation, civil citations, compliance directives, and administrative orders to violators of regulations WaterTrax and Hach Amy Pollock Sales Development Manager, Hach

Bryan Sharpnack Application Development Manager, Data Management S P E A K E RS 60%of customers are willing to pay >$10K/year for data management software — BioInformatics Survey What is WaterTrax?

Cloud Based Product Addition Compliment Growth A true cloud-based Product addition Completes a gap in Growth opportunity “SaaS” data to existing Hach our software offerings for North American management solution software portfolio sellers to capture more market share What is WaterTrax NOT?

On Premise A New Complex CapEx Solution Product Calculator Budget Item Where is WaterTrax installed today?

>140 Active Customers >96% Renewal Rate 2021 – WaterTrax Launch at Hach

• All Add-ons and Modules included in a simple, single subscription

• DW and WW distinction removed from part number pricing

• Professional Services simplified to one offering “Guided Implementation”

• Pricing reduced to fill software portfolio gap/niche

LAUNCH WaterTrax Spotlight

• Cloud Software

• Software as a Service “SaaS”

• Lab and Mobile modules are included in the subscription

• **Automatic Software updates and bug fixes

• No internal IT resources needed for guided implementation

• Largest pre-established commercial lab partnership network

• Low 5-year Total Cost of Ownership and easy entry price point Who are the Software Decision Makers? Where to Focus?

• Mobile Sensor Management sensor customers

• Early adopters of cloud technology

• Utilities looking for compliance reporting only

• Stagnant WIMS On-line users

• Closed lost software opportunities

• Heavy commercial lab users

• Industrial WW or Muni DW/WW Customer Needs & Problems We Can Solve

• Data is Siloed

• Manual data entry and transcription errors

• Quality, accuracy, security, and accessibility of data

• Delays in access to data causes inaction, poor decisions

• Permit non-compliance, fines, or jail time • Utilities spend 40-80 hours/month collating data for reporting and compliance Data Management Portfolio: WTX & WIMS

“Simply Compliance on the Cloud” “Powerful, On Prem, Ops Mgmt”

• Simple, Immediate, Standardized • Ultimate Customization & Flexibility

• Compliance Focus • Ops Management (Compliance +)

• Cloud • On Prem

• Low-cost, SaaS • Higher Performance & Investment, CAPEX WaterTrax Sweet Spot

Simply Compliant Tech Gen

• Using Excel, paper • Insist on cloud-based • Data getting unwieldy • Want up to date software CUSTOMER • Compliance top priority • Prefer SaaS model • Limited IT/tech resources • Intuitive UI (minimal training • Value simplicity – install, use, required) maintenance, SaaS

Demographics Demographics • Small - Med (.5-12 MGD) • Any – Muni DW, WW • Muni DW focus, WW • Workforce turnover • Small Industrial WWTP WIMS Sweet Spot

Complex Ops Enterprise

• Complex data needs • Need to roll-up data across • Ops Management Priority multiple sites • Customized reporting • Easily add/delete sites CUSTOMER • Deep calcs, stats, analysis • Need comms for many • Process Optimization integration • Values org hierarchy • Internal resources • Fast new site integration • Want flexibility • Highly Configurable

Demographics Demographics • Med-Enterprise >5 MGD • Multi-site Muni DW/WW • Muni WW Focus, DW • Private Water Company Sales Tool Overview

Guided Implementation Data Sheet Case Studies Overview Sales Tool Overview

Data Management QBS Guide Cheat Sheet Selection Guide Sales Tool Overview

• Data Management Request for Information Doc (RFI)

• WaterTrax Configurator

• Reference List & Install Base

• Customer Facing Overview & Demo Videos

• Customer Facing Presentation

• Customer Facing Selection Guide

• Targeted Prospect Lists

• Proposal Templates

• Hand-Off Process Overview

• Cybersecurity Reference Document Breakout Preview: How To…

• Understand Data Management Selling Process

• Identify and Qualify WTX DM Opportunities

• Distinguish Between WIMS and WTX DM Solutions

• Demo WTX

• Price and Quote WTX

• Engage in Implementation and Post-sale Handoff

• Work with Your Resources for Team Selling In Closing, Why WaterTrax?

Incremental Growth Stronger Relationships New Data Management Customers Solution Selling as Trusted Advisor

Recurring Revenue High Comp Recognition Build a base for you and for Hach Grow your software bucket faster Be at the forefront of new solutions