Strategic Investments

Executive summary

Strategic Investments

A Strategic Investment process helps clients to define their investment objectives and then design a customized portfolio strategy in order to achieve them. Implementing a strategic investment process can help overstretched and under-resourced firms fulfil their wide-ranging and complex responsibilities. The key is to partner with a consultant who is dedicated to helping design and implement investment policies that are tailored to your particular objectives, mission, willingness to bear risk, and changing circumstances. The ideal strategic relationship should be a seamless extension of your own human resources, complementing them with the additional resources needed to steward investments effectively, by using a stakeholder management process. This will enable you to: improve your return on investment; optimize governance and reduce costs. The ultimate aim is to achieve your projected return on investment, at the least possible cost and with the minimum amount of risk. This service will help you to construct a cost-efficient portfolio that strives to strike an optimal balance between risk and return, and it can employ sophisticated analytical tools to properly align an investment strategy with an institution’s circumstances and core mission. Improving net-of-fee, risk-adjusted returns increases wealth over time and helps institutions satisfy the growing demands placed upon their investment portfolios. The service increases the efficiency and agility of decision-making, simplifies oversight, and helps appropriately focus the attention of each level of investment governance. By taking on the responsibility of the day-to-day management of the investment portfolio, the service allows internal staff to focus on core operations, and governing bodies to focus on setting the institution’s strategic direction and ensuring the alignment of the investment policy with that direction. Governance is also enhanced by replacing the fragmented views provided under the traditional fiduciary governance model with the total perspective provided to fiduciaries by the consultant. Implementing the Strategic Investments service eliminates the need to recruit and retain a fully staffed internal investment office and to provide that office with the up-to-date systems required for policy design, risk management, back-office operations, and performance measurement. It also saves money for its clients by making its portfolio management process more efficient. These efficiencies include the ability to negotiate lower manager fees, eliminate fund-of-fund fees, and minimize costs associated with third-party providers, many of whom are rendered superfluous by this service.

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Service Methodology

The Strategic Investment service provides tangible business processes that enable institutions to: undertake market research and analysis; establish a clear understanding of the competitive landscape; use a strategic fit criteria to identify suitable targets; improve their financial modelling; improve their due diligence; undertake realistic valuations; improve deal management, including legal, accounting and tax; improve negotiations procedures; integrate a 100 day plan, incorporating execution and implementation; improve investor relations through stakeholder management; professionalize board presentations, communications and documentation; improve financial planning and analysis and to develop and implement business growth and cost reduction projects.

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Service Options

Companies can elect whether they just require Appleton Greene for advice and support with the Bronze Client Service, for research and performance analysis with the Silver Client Service, for facilitating departmental workshops with the Gold Client Service, or for complete process planning, development, implementation, management and review, with the Platinum Client Service. Ultimately, there is a service to suit every situation and every budget and clients can elect to either upgrade or downgrade from one service to another as and when required, providing complete flexibility in order to ensure that the right level of support is available over a sustainable period of time, enabling the organization to compensate for any prescriptive or emergent changes relating to: Customer Service; E-business; Finance; Globalization; Human Resources; Information Technology; Legal; Management; Marketing; or Production.

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Service Mission

An institutional investment portfolio exists to serve a broader mission. The Strategic Investments service provides the business processes and analytical tools needed to quantify the impact of a range of potential investment outcomes on the institutions financial well-being and ability to achieve its strategic objectives. With these tools, the (SI) service can rigorously assess the alignment of different investment strategies with a client’s mission.

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Further Information

The central focus of Mr. Gurevich’s career has been internal and external consultancy, delivering expertise in strategic planning, corporate finance, fundraising/investor relations, and M&A. Serving 4 years as Vice President of Strategy and Operations at a private equity firm focused on the education management sector, with accountability for leading M&A strategy, dealflow, due diligence, valuations, divestitures, deal sourcing, integrations, and identifying/executing growth initiatives with senior management teams as internal strategic management consultant. He has developed and established a comprehensive strategic scorecard, which has been used to identify and evaluate over $2B in investment opportunities, enabling acquisitive growth strategy to expand core operating platform and adjacent portfolio companies from $1.7B to $6B in five years. He has accumulated knowledge and expertise in strategy, finance, and operations as well as the network of relationships in PE sector allowed him to share and apply those skills in a variety of advisory and consulting engagements over the last 7 years, focusing heavily on Healthcare, Technology and Education Management. He has gained strong exposure to issues faced by Healthcare investors and operators enabling him to become tactically and strategically instrumental to the success of several ventures in that space, including offerings focused on technologies for evidence-based medicine, enterprise-scale EMR deployments, disruptive provider security solutions, as well as financing of intellectual property portfolios. He has had hands-on involvement in the management of numerous investments, that have been synergistic with his activities as Investment Banking Adviser, assisting those who are looking to fund their first venture as well as large institutional investors in need of sophisticated financial engineering, aligned corporate strategy, and risk management.

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Service objectives

The following list represents the Key Service Objectives (KSO) for the Appleton Greene Strategic Investment service.

1. Planning
   The client-centric process focuses on designing an optimal long-term strategy that is customized to each client’s unique objectives, risk appetite, and mission. We collaborate with our client to set an investment policy that defines financial objectives and risk parameters and provides the framework including: asset allocation guidelines; benchmarks; and risk control ranges, for achieving those goals.
2. Development
   Once the investment policy is set, the (SI) service develops the active portfolio structure relative to that policy. Our tactical asset allocation decisions integrate proprietary and third party insights to assess the relative attractiveness of asset classes. Using these insights, we actively manage asset allocations in light of changing economic conditions and relative valuations. Our structuring tilts within asset classes seek to exploit valuation anomalies across different market segments. We use proprietary analytical tools to disentangle the underlying factor exposures of each asset class, assess their relative valuations, and actively manage the exposure to each factor.
3. Implementation
   We are process improvement specialists. We strive to construct optimal portfolios of diversified market and active exposures. Our analytics processes and stakeholder management approach brings experienced insight to structuring portfolios and selecting and monitoring what we believe to be top-tier management processes. We use active managers within your organization to seek alpha and help achieve the targeted portfolio structure. Our direct trading capacity complements active managers and enhances liquidity, lowers costs, and increases agility.
4. Management
   Our comprehensive, risk management processes evaluates and seeks to calibrate the macro-level risks that arise from asset allocation and structuring decisions as well as the security-specific risks produced by the active management activities of specialist investment managers. These sophisticated analytics disentangle the underlying risk factors embedded in a portfolio. The analytics allow us to manage the exposure to each risk factor as a means of managing absolute and relative risk.
5. Review
   The (SI) service uses established processes to review the performance of the planning, development, implementation and management procedures in order to optimize performance and to contribute towards continuous improvement. We also use a balanced scorecard to strategically monitor the performance of each individual investment portfolio and compare each portfolio’s performance with market trends. This enables us to improve and evolve your Strategic Investment processes over a sustainable period of time, thus improving your return on investment and reducing risk.

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Testimonials

N. Chandler (Private Client)

“Mr. Gurevich provided some valuable incites. I started a skeptic, given the nature of hiring someone for Merger & Acquisition and Venture Capital advice on a freelancing basis and left amazed. The mark of expertise and a true professional in my opinion is a willingness to poke holes in your story. He pushed back when necessary, offered valuable advice in charting a path and helped me revise the first draft of this chapter in my business. I can recommend his services to anyone and will return for consultations in the future.”

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Doctor Evidence LLC

“It was a pleasure to work with Mr. Gurevich when we collaborated on a global Knowledge Management initiative. Besides having a very sound technical understanding of the issues at hand, he clearly demonstrated his ability to keep the “bigger picture” constantly in the project context. This ability to balance the strategic with the tactical is key to the long term success of transformational initiatives in any organization. I would highly recommend him to a senior management position in any organization.”

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Teachscape Inc

“Mr. Gurevich and I worked closely together at Teachscape. His skills and insights were invaluable in building the operating and strategic plans. He was exceptional at producing high quality work on a short timeline. It would be a pleasure to work with him again.”

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Knowledge Universe Education

“Mr. Gurevich has demonstrated exceptional strategic management skills. He has a rare ability to balance the long-term vision perspective and execution discipline. It was a pleasure working with him and I highly recommend him as a skilled transformational leader.”

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Knowledge Universe Education

“While Mr. Gurevich was working at KUE as a VP of strategy, planning, and operations we worked on a few analytical projects together. I can assure everyone that he is a solid clear thinker who can add value to any enterprise. I strongly endorse his analytical and critical thinking skills.”

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More detailed achievements, references and testimonials are confidentially available to clients upon request.

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Industries

This service is primarily available to the following industry sectors:

Education

The educational services market is large and growing with several types of opportunities available for franchisees. There are approximately 58,113 establishments in the industry which earn a combined $19.4 billion dollars in revenue. The industry is largely fragmented, the fifty largest companies represent just 30% of the total revenue in the industry. There ere 55.1 million students attending school in grades K-12, all of whom are potential clients for educational services – and that number is expected to increase to 74 million. The vast majority of revenue in this industry comes from tuition or program fees. Gross profits tend to range from 60-90% depending on the location and particular course, and net profit averages out to between 2-10%. Increasing company size has helped consolidate operations in the educational services field – helping to lower fixed costs and improve overall operational efficiency, both of which are very important to keeping businesses in the field healthy and profitable. Finding qualified instructors in any field is becoming increasingly challenging; it is important to inquire about this when researching potential companies. There is a potential danger to some areas of the field in future competition from online training courses, which are growing more and more popular as technology spreads. In addition, businesses face competition from free online resources and computer software. Overall, however, the field is expanding, educational services in the United States are forecast to grow by 5% per year over the next five years.

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Healthcare

The health care industry, or medical industry, is an aggregation of sectors within the economic system that provides goods and services to treat patients with curative, preventive, rehabilitative, and palliative care. The modern health care industry is divided into many sectors and depends on interdisciplinary teams of trained professionals and paraprofessionals to meet health needs of individuals and populations. The health care industry is one of the world’s largest and fastest-growing industries. Consuming over 10 percent of gross domestic product (GDP) of most developed nations, health care can form an enormous part of a country’s economy. For purpose of finance and management, the health care industry is typically divided into several areas. As a basic framework for defining the sector, the United Nations International Standard Industrial Classification (ISIC) categorizes the health care industry as generally consisting of: hospital activities; medical and dental practice activities; “other human health activities”. This third class involves activities of, or under the supervision of, nurses, midwives, physiotherapists, scientific or diagnostic laboratories, pathology clinics, residential health facilities, or other allied health professions, e.g. in the field of optometry, hydrotherapy, medical massage, yoga therapy, music therapy, occupational therapy, speech therapy, chiropody, homeopathy, chiropractics, acupuncture, etc. The Global Industry Classification Standard and the Industry Classification Benchmark further distinguish the industry as two main groups: health care equipment and services; and pharmaceuticals, biotechnology and related life sciences. Health care equipment and services comprise companies and entities that provide medical equipment, medical supplies, and health care services, such as hospitals, home health care providers, and nursing homes. The second industry group comprises sectors companies that produce biotechnology, pharmaceuticals, and miscellaneous scientific services. Other approaches to defining the scope of the health care industry tend to adopt a broader definition, also including other key actions related to health, such as education and training of health professionals, regulation and management of health services delivery, provision of traditional and complementary medicines, and administration of health insurance. The global medical device industry has experienced significant growth over the last five years and is expected to continue, reaching approximately US $302 billion with a CAGR of 6.1% during the next five years. The medical device industry is comprised of surgical, cardiovascular, home healthcare, general medical and other devices. The industry is highly fragmented, and North America dominates with 46% of the global market. High competitive rivalry prevails with low to moderate barrier for entry into the industry. The aging population and growing demand for convenient and cost-effectiveness products are expected to drive the global home healthcare device industry, and the home healthcare device market is expected to reach an estimated US $29 billion with a CAGR of 3.4% over the next five years. The home healthcare device industry consists of home-based treatment such as glucose monitor, blood pressure monitor, diabetic control device, wheelchair, walking aids, oxygen inhaler, thermometer, home dialysis, test strips, heart rate meters, sleep monitor device, and such other home healthcare devices. A combination of factors such as technological innovations, aging population, rising patient pool, and changing lifestyle is seen to impact the market dynamics significantly.

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Technology

Information technology (IT) is the application of computers and telecommunications equipment to store, retrieve, transmit and manipulate data, often in the context of a business or other enterprise. The business value of information technology lies in the automation of business processes, provision of information for decision making, connecting businesses with their customers, and the provision of productivity tools to increase efficiency. The global IT Services industry holds significant opportunities for industry players due to increasing IT spending in the healthcare, retail, and transportation sectors, among others. The market is forecast to reach an estimated US $1,147 billion with a CAGR of more than 5%. The global IT services industry comprises services related to the application of business and technical expertise to enable organizations to create, manage, optimize, and access information and business processes. The industry’s scope includes product support services such as hardware and software maintenance and professional services such as IT consulting, development, and integration services. North America, with 42% of the global market share, dominates the highly fragmented global IT services industry. Outsourcing locations such as India, China, Vietnam, and the Philippines are anticipated to be key drivers because of their low-cost labor and skilled talent pools. The APAC IT services industry is expected to register the highest growth rate among all regions during the forecast period and lead the industry. Government-backed reforms are expected to contribute to significant increases in spending for IT investments. In addition, by generating new opportunities for IT vendors globally, cloud computing is expected to reshape the industry. It is anticipated to offer immense opportunity to penetrate in the small and medium business sector. High volatility in currency exchange rates, a shrinking talent pool, and high labor costs in developed countries are some of the major challenges for the IT services industry. The increasing global demand for systems, software, and services, as well as IT spending by governments, and the banking and financial sectors are likely to boost the IT services market. The industry is highly correlated with economic cycles as IT services are project based and often represent discretionary spending.

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Banking & Financial Services

Assets of the largest 1,000 banks in the world grew by 6.8% to a record US$96.4 trillion while profits declined by 85% to US$115 billion. Growth in assets in adverse market conditions was largely a result of recapitalization. EU banks holds the largest share of the total, 56%. Asian banks’ share amounts to 14%, while the share of US banks amounts to 13%. Fee revenue generated by global investment banking totals US$66.3 billion. The United States has the most banks in the world in terms of institutions i.e. 7,085 including 82,000 branches. This is an indicator of the geography and regulatory structure of the USA, resulting in a large number of small to medium-sized institutions in its banking system. China’s top 4 banks have in excess of 67,000 branches with an additional 140 smaller banks. Japan has 129 banks and 12,000 branches. Germany, France, and Italy each had more than 30,000 branches – more than double the 15,000 branches in the UK. Financial services are the economic services provided by the finance industry, which encompasses a broad range of organizations that manage money, including credit unions, banks, credit card companies, insurance companies, accountancy companies, consumer finance companies, stock brokerages, investment funds and some government sponsored enterprises. The financial services industry represents 20% of the market capitalization of the S&P 500 in the United States. Finance industry income as a proportion of GDP is 7.5%, and the finance industry’s proportion of all corporate income is 20%. The financial services industry constitutes the largest group of companies in the world in terms of earnings and equity market capitalization. However it is not the largest category in terms of revenue or number of employees. It is also a slow growing and extremely

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Internet

The Internet continues to grow, driven by ever greater amounts of online information and knowledge, commerce, entertainment and social networking. The estimated total number of Internet users is 2.095 billion (30.2% of world population). It is estimated that the Internet now carries more than 97% of all telecommunicated information was carried over the Internet. Overall Internet usage has seen tremendous growth. The prevalent language for communication on the Internet has been English. Electronic business (E-business) involves business processes spanning the entire value chain: electronic purchasing and supply chain management, processing orders electronically, handling customer service, and cooperating with business partners. E-commerce seeks to add revenue streams using the Internet to build and enhance relationships with clients and partners. According to research firm IDC, the size of total worldwide e-commerce, when global business-to-business and -consumer transactions are added together, will equate to $16 trillion. I Date, another research firm, estimates the global market for digital products and services at $4.4 trillion. A report by Oxford Economics adds those two together to estimate the total size of the digital economy at $20.4 trillion, equivalent to roughly 13.8% of global sales. While much has been written of the economic advantages of Internet-enabled commerce, there is also evidence that some aspects of the Internet such as maps and location-aware services may serve to reinforce economic inequality and the digital divide. Electronic commerce may be responsible for consolidation and the decline of brick and mortar businesses resulting in increases in income inequality. The global internet access market has total revenues of $242,420.1m, representing a compound annual growth rate (CAGR) of 13.8%. Market consumption volume increased with a CAGR of 10.2%, to reach a total of 573,193.2 thousand subscribers. The performance of the market is forecast to decelerate, with an anticipated CAGR of 8.2% over the next five years, which is expected to drive the market to a value of $359,280.7m.

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Locations

This service is primarily available within the following locations:

Los Angeles CA

The economy of Los Angeles is driven by international trade, entertainment (television, motion pictures, video games, recorded music), aerospace, technology, petroleum, fashion, apparel, and tourism. Los Angeles is also the largest manufacturing center in the western United States. The contiguous ports of Los Angeles and Long Beach together comprise the fifth-busiest port in the world and the most significant port in the Western Hemisphere and is vital to trade within the Pacific Rim. Other significant industries include media production, finance, telecommunications, law, healthcare, and transportation. The city is home to six Fortune 500 companies. They are energy company Occidental Petroleum, healthcare provider Health Net, metals distributor Reliance Steel & Aluminium, engineering firm AECOM, real estate group CBRE Group and builder Tutor Perini.

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New York NY

New York is a global hub of international business and commerce and is one of three “command centers” for the world economy (along with London and Tokyo). The city is a major center for banking and finance, retailing, world trade, transportation, tourism, real estate, new media as well as traditional media, advertising, legal services, accountancy, insurance, theatre, fashion, and the arts in the United States. New York City has been ranked first among 120 cities across the globe in attracting capital, business, and tourists. Many major corporations are headquartered in New York City, including 45 Fortune 500 companies. New York is also unique among American cities for its large number of foreign corporations. One out of ten private sector jobs in the city is with a foreign company.

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Chicago IL

Chicago has the third largest gross metropolitan product in the United States. The city has also been rated as having the most balanced economy in the United States, due to its high level of diversification. Chicago is a major world financial center, with the second largest central business district in the United States. The city is the headquarters of the Federal Reserve Bank of Chicago (the Seventh District of the Federal Reserve). The city and its surrounding metropolitan area are home to the second largest labor pool in the United States with approximately 4.25 million workers. In addition, the state of Illinois is home to 66 Fortune 1000 companies, including those in Chicago.

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London UK

London generates approximately 20 per cent of the UK’s GDP (or $446 billion); while the economy of the London metropolitan area – the largest in Europe – generates approximately 30 per cent of the UK’s GDP (or an estimated $669 billion). London is one of the pre-eminent financial centres of the world and vies with New York City as the most important location for international finance. London’s largest industry is finance, and its financial exports make it a large contributor to the UK’s balance of payments. Around 325,000 people are employed in financial services in London. London has over 480 overseas banks, more than any other city in the world. Over 85% (3.2 million) of the employed population of greater London works in the services industries. The City of London is home to the Bank of England, London Stock Exchange, and Lloyd’s of London insurance market. Over half of the UK’s top 100 listed companies (the FTSE 100) and over 100 of Europe’s 500 largest companies have their headquarters in central London. Over 70 per cent of the FTSE 100 are within London’s metropolitan area, and 75 per cent of Fortune 500 companies have offices in London.

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Tel Aviv IL

Tel Aviv has been described as a “flourishing technological center” by Newsweek and a “miniature Los Angeles” by The Economist. In 1998, the city was described by Newsweek as one of the 10 most technologically influential cities in the world. Since then, high-tech industry in the Tel Aviv area has continued to develop. The Tel Aviv metropolitan area (including satellite cities such as Herzliya andPetah Tikva) is Israel’s center of high-tech, sometimes referred to as Silicon Wadi. Tel Aviv is home to the Tel Aviv Stock Exchange (TASE), Israel’s only stock exchange, which has reached record heights since the 1990s. The Tel Aviv Stock exchange has also gained attention for its resilience and ability to recover from war and disasters. For example, the Tel Aviv Stock Exchange was higher on the last day of both the 2006 Lebanon war and the 2009 Operation in Gaza than on the first day of fighting. Many international venture-capital firms, scientific research institutes and high-tech companies are headquartered in the city. Industries in Tel Aviv include chemical processing, textile plants and food manufacturers.

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Client Projects

This service’s current client projects include:

Initial public offering concomitant with stock acquisition & reverse merger: $75m cash; $50m stock; $10m convertible preferred

Corporate portfolio strategy transformation for a group of biomedical device and neuro-stimulation implantable devices companies with a strong intellectual property asset base – Preparation and planning of S-1 registration/filing and public offering with PIPE support: drafting of corporate formation documents, contribution agreements, all capitalization contracts, and other incidental legal documentation – Tax shelter strategies development with accounting and attorney firms for offshore holding consolidation of internal licensing assets and capital gain cash flows – Private placement Series A rounds for several of spin-off asset-based ventures in neuro-stimulation space: PPM preparation inclusive of pro-forms modeling, go-to-market strategies, corporate formations, investor relations, and all other related activities including management of legal/financial service providers.

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Venture Capital Fund focused on intellectual property portfolios – Fund 1:$50m & Fund 2: $100m

Created entire package of financial models and analytics for conventional 2/20 economics of $50M in Contributions – sensitivity analysis for exit timeline and risk factors, value creation roadmap, company operating structure and financial plan, reinvestment scenarios. – modeled innovative investment and execution strategy for intellectual property space in fund economics of $100M in contributions. – engineered capitalization approach to maximize advantages related to reduced risk of innovative investment philosophy by increasing company position to 40% with no carry and 1% contribution.

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E-Commerce medical test preparation & continued education co – $15m sales

Authored operating plan, valuation analysis, and investment terms for LPs to take position in the company and use that capital to fund GP contributions. Analyzed target investment operating profile to arrive at the optimal timing of tranches. Defined go-to-market strategy by developing revenue structure and pricing strategy to maximize recurring. Revenue and free up cash by optimizing operating cycle. Created comprehensive set of financial models to analyze and forecast consumer and business segment. Market channels. Consumer channels analysis included sales funnel conversion ratios for SEO, paid search, and affiliate networks; served as foundation for 3-yr marketing plan to reduce cost of leads by 50%. Improved cost structure of the enterprise channel, consisting of internal sales organization and a distributor agreement, by 25% resulting for re-negotiated shorter payment schedule from distributor and revised compensation and commission structure for internal direct sales. Identified and collaborated directly with banking partner to implement revolving working capital facility.

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Real Estate Management Company – $175m revenue

Developed capital allocation strategy to invest $350M fund across commercial projects of $15-25M. Created infrastructure deployment roadmap and identified provider partners, negotiated delivery terms and device structure, mitigated risk with hedging investments and debt placements. Designed full set of financial models to arrive at projected 5 years of pro-forma statements that included sensitivity return analysis. Oversaw the investor relations management team.

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E-Commerce Marketing Media Company – $30m Revenue

Developed comprehensive analytical and financial model for real-time assessment of conversion funnel metrics across multiple promotional campaigns and channels. Identified and executed joint-venture opportunity with a competitor to capture lead aggregation synergies: initiated, negotiated, and structured term-sheet for the venture, managed execution of legal framework in collaboration with attorneys, created 100-day tactical plan along with metric-based process management tools. Created innovative pricing structure based on sliding scale base rate instead of conventional CPM: price increases become slower and smaller with accelerating growth of subscriber base, while requiring longer client commitments with expanding recurring revenue.

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Divestiture: Financial Services Instrument Aggregator – $175m EV – $100m cash + $75m earn out

Generated comprehensive financial and strategic analysis framework for assessment of growth opportunities, timing of required cash injections, and potential instrument scenarios: Conclusive analytics pointing to divestiture as optimal option for addressing required return metrics of existing investor base, while leveraging existing strategic alliances to secure the buyer. Engaged several of existing distribution partners with proposed up-integration of the client company on premise of substantial revenue synergies to be captured by partner with considerable sales force: designed entire presentation/communication collateral and delivered in every case of potential deal opportunity. Established competitive dynamic buyers and negotiated term-sheet with maximized returns, exceeding required metrics by $40M: leveraged earn-out approach to increase overall valuation and most importantly upfront cash in absolute terms. Managed process to closing, overseeing attorneys, accountants, tax advisory, and valuation firms. Achieved accelerated diligence with closing 30 days ahead of term-sheet timeline.

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Venture Fund Advisory: Investment in and monitoring of healthcare information technology project – $0 to $50m in 12 months

Advised VC client on sourcing and closing early stage investment for patent-driven IT venture with closed loop communications solution for hospital pharmacies and laboratories. – Negotiated valuation with founding team for 25% discount to asking figure and 20% increase in offered equity position. Assisted VC in identifying and engagement management bench team to monitor and grow new investment. Produced strategic and implementation plans for deployment by monitoring team, resulting in revenues of $50M within 12 months of successfully completed industry pilot, exceeding original projections by $15M.

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