DATA#3 LIMITED — Investor Presentation 2022

Nov 15, 2022

ELECTRONIC LODGEMENT Data# 3 Limited ABN 31 010 545 267

16 November 2022

The Manager ASX Markets Announcements Office Australian Securities Exchange 20 Bridge Street SYDNEY NSW 2000

Dear Sir or Madam,

DTL Investor Briefing Presentation

Data# 3 Limited (ASX:DTL) advises it will hold an in-person Investor Briefing from 9:00am to 12:30pm (AEDT) today. The briefing will be held at J.P. Morgan in Sydney: Sky Lobby Reception, 85 Castlereagh Street.

In accordance with the Listing Rules, I have attached a copy of the presentation for release to the market.

A recording of the presentation will be available after the event, accessible via the following link: https://investor.data3.com/Investor-Centre

Authorised by:

Bremner Hill Chief Financial Officer

Laurence Baynham

CEO & Managing Director

Agenda

Opening presented by Laurence Baynham

Data#3 Overview and Strategy presented by Brad Colledge

Sales Strategy presented by John Tan

Our Industry and Customers presented by Garrett MacDonald Q&A

Morning Tea – 10:10am

Customer Story presented by Paul Crouch Delivering the Digital Future presented by Graham Robinson Talent Acquisition presented by Janelle Phillips Customer Lifecycle presented by Peter Jarrett Q&A Summary and Closing presented by Laurence Baynham Lunch – 12pm

Data#3 in FY22

Our Market

• According to Gartner, Australian IT spending is growing at 6.5%
• Cloud computing continues to grow at an accelerated rate. Examples of 30-50%.
• Software(+21%) and services(+12.2%) are growing.

Our position

• Aligned to market leading vendors such as Microsoft, Cisco, HP and Dell
• Strong cloud revenues aligned to the accelerated growth. Over \$1 Billion.
• Annual Reccurring Revenue (ARR) over 66%
• Accelerating services Project Services, Managed Services, People and Consulting
• Strong customer base, we continue to gain market share, and there is still plenty of opportunity

Digital Transformation

Artificial Intelligence

Internet of Things 3D Printing

Workplace

Multi-cloud Modern Security Connectivity Data & Analytics

Integrated Solutions

Multi-cloud

Modern Data Centre

Public Cloud

Private Cloud

Modern Workplace

Collaboration End User Devices

Printing

Systems Management

Security

Cloud Security

Data Security and Privacy

Identity and Access Management

Infrastructure and Endpoint Security

Security Monitoring and Analytics

Data & Analytics

Business Analytics

Customer Management

Internet of Things

Location-Based Analytics

Connectivity

IT-OT Networking Software-Defined Networks Software-Defined WAN Wireless Networks

Consulting Project Services Support Services

Lifecycle

Requirements Building

Consult with subject matter experts to formalise the scope of the business problem, the desired outcomes, the process, the expected costs, and benefits of addressing the problem, and evaluate the impact of doing nothing.

Explore Possibilities

Work to understand how available solutions may address the problem, and the possible combinations of people, process, and technology to achieve the desired business outcomes.

Use and Embed

Integration of the solution aligned with business objectives through roll-out, user training, and change management activities which embed the solution into standard business processes.

Lifecycle

Operational Handover

Build

Operational support training and

Implementation of the chosen solution; including project management activities, detailed designs, physical installation, and integration with any cloud services. Completion of any test

Discover and Research

Gaining awareness of business problems; either new, previously misunderstood, or underappreciated. Engage across business to gather more details and ensure buy-in from key stakeholders.

Optimise

Regular solution reviews against expected benefits and emerging business requirements. Exploration of new opportunities to extract additional value while ensuring the solution is still fit for purpose.

Manage

Ongoing management of the solution and evaluation through measurement against expected benefits.

Tailor the Solution

Consolidate the learnings to identify the right solution to meet the specific needs and budget.

Supplier Selection

total cost of ownership.

Evaluate one or more suppliers; taking into consideration technical capabilities, solution approach, skills transfer, adoption strategy, operational support services, and

Purchase

Finalise supplier negotiations including validation the scope of work and clarification of contractual obligations for both parties.

plans and project documentation.

Strategic Focus Areas

Long-term view, not transactional

Lifecycle approach

Joint investments with global vendors

Security

Accelerating Services

Protecting our business Market opportunity

Go to market with Business Aspect

Completed rebuild of Managed Services

Strong growth in Consulting & Support Services

Complementing vendor incentive programs

We will continue to focus on driving growth in our services and software businesses to increase recurring revenues and improve margins

Example of implementing our strategy

We start with a customer conversation.

How we can enable our customer's success through the adoption of, for example, Cisco technology.

We consult design and implement a solution. Focus on the adoption and ultimately management of the solution.

A recent example for a large resources organisation included implementing a secure, modern, efficient networking environment. This led to an improved customer experience and for Data#3 to large infrastructure software and services investments.

We then repeat this success utilising our vendor and industry expertise with many customers across Australia.

This results not only in customer success, and success for Data#3, however in this instance also leads to success with a Global leading vendor, Cisco.

Announcing

"It's fantastic to see Australian partners leading in a global forum. Congratulations to the Data #3 team on your outstanding achievement.

The strength of our partnership underpins our unparalleled success. I look forward to continuing our work together to help customers respond to their business challenges."

Cisco Vice President for Australia and New Zealand, Ben Dawson, said,

Vendor Partners – Investment in Global Leaders

Award winning business – Vendor Partners

Cisco Global Partner of the year for Security Cisco Partner of the year ANZ Microsoft Worldwide Device Distributor/Reseller Partner of the year Microsoft Worldwide Surface Reseller Partner of the year HPE Greenlake Partner of the year Dell Technologies Channel Services Delivery Excellence Partner of the year Palo Alto Networks Security Growth Partner of the year Veeam Pro Partner of the year ANZ Jabra Top Public Sector Sales Australian Reseller News (ARN) Enterprise Partner Innovation Award APC Most sustainable partner of the year

Growing Market

Substantial and loyal customer base

World leading solutions Best people

John Tan

Chief Customer Officer

Customers

Solutions & Services

Customers & Outcomes

Customers & Buying Models have Changed

• Recurring / Subscription / Annuity
• Consumption or as-a-Service
• Outcome Driven
• Technology as the Enabler
• Line of Business Driven
• Consumerisation of IT

Digital + Human

Buyers indicating a preference for digital commerce channels 83%

Coverage

Geographic Coverage Sector Specialisations Segments – Prospecting & Managing

Capabilities

Consulting (Business Aspect) Hardware & Software Services Capabilities

Security

Remains the #1 priority for customers and boards

Hybrid Work

Bringing together devices, collaboration, security & connectivity

Cloud

Continued movements between public & private clouds

Lifecycle

Focused on consulting through to managed services

Our core purpose is to enable our customers' success

Customer Success

Mastering Vendor Strategy Changes

• Strategy pivoted from Hardware to Software
• Built a Customer Experience focus
• Global Advisory
• Shaping future programs and offers
• New reliance on Telemetry and Data
• Customer Success Platform
• Leverage learnings across our vendors

Partnerships with Vendors & Customers

DATA & INSIGHTS

Telemetry and insights built on customer usage and services intelligence.

SOLUTIONS Recurring, Annuity, As

Service, and

Consumption

a

-Based

JOURNEYS

Engaging with customers throughout the lifecycle of solutions through digital or face -to -face engagement

OUTCOMES

Customers realise the true business benefits of technology and drive digital transformation

Garrett MacDonald

Chief Marketing Officer

Information Technology Sector

861K Number of people employed by tech industry

65K New jobs created during COVID-19

1 in 16 Australians work in the tech industry

8.5% Tech industry GDP contribution

1M Forecasted tech industry employment by 2025

\$255bn Forecasted contribution to GDP by 2031

Industry GDP Contribution

Australian

IT spend \$117bn

AUSTRALIAN IT SPEND

Top 3 increases; Software +21% Devices +12.3% Services +12.2%

Data#3's Customers

Data#3 Customers

Top 100 Customers

65%

Make up of total Revenue

Number of Customers (By Group)

% Of Total Revenue

Commercial 45%

Government 55%

Health, Education, Mining focus

Business and Technology Priorities

Digital Transformation

Driving Operational Efficiency

Attracting and retaining the workforce

Improving the customer experience

Reducing enterprise costs

Top 5 Business Priorities

Cyber Security

Networking

Cloud

Data

Top 5 Technology Priorities

Customer Satisfaction

Customer Satisfaction

FY19 4.15

FY20 4.28

FY21 4.34

FY22 4.34

Scores are out of 5

FY22 Customer stories

Customer Story

Sydney Football Stadium

Designed with the fan experience at heart. It offers more visitors and patrons an improved entertainment experience through enhanced design and improvements in accessibility, safety, fan and player experience and overall improved operations

Infrastructure NSW

How it aligns with our Strategy

Building on Building

• Growth in existing pipeline

• Improving our Services mix • Larger, longer engagements • Leveraging our experience

• National opportunity

• Government Support/Involvement

Graham Robinson

Chief Technology Officer

Solutions Development

Technology Trends

Customers

Solutions & Services

Customers & Outcomes

Digital Transformation

Artificial Intelligence

Internet of Things

3D Printing

				Identity	Security	Management and Protection	Compute	Advanced Compute Data	Advanced Data	Development	Networking	AI and Analytics
$\bm{\triangleright}$ Azure Active Directory	$\overline{\mathbf{A}}$ Azure Domain Services	$\sim$ Active Directory Connect Health	$(\mathbf{x})$ Windows Virtual Desktop	Dedicated Host	$\Omega$ Azure VMware Solution				٠						స్తో Cognitive Services Decision	୨୨ Cognitive Services Language
$R_{\Phi}^2$ Azure B2B	8 Azure B2C	$\hat{\phantom{0}}$ $\mathbf{R}$ Azure MultiFactor Authentication	票 Azure Stack	وي. ويون Container Service	ė Virtual Machine Availability Set	$\Lambda$ Management Groups	э Azure Arc	俊 Azure Automation	$\triangleq$ Event Grid	$\mathbb{S}$ Stream Analytics	Notification Hubs	녬 Logic Apps	Ŷ. Web Apps	F Note Application Service Environment	ר Cognitive Services Search	$\bullet$ Cognitive Services Vision
高 Work Account	۰ Microsoft Account	۰, Role Based Access Control	$\bullet$ т Virtual Machine	$\bullet$ . O Virtual Machine Scale Set	Ĉ Tags	₽ Azure Monitor	Azure Alert	٥ Subscription	量 Event Hubs	$\mathbf{\dot{z}}$ Azure IoT Hub	N Service Bus	জ Azure Functions	♤ API Apps	SendGrid	тл allk Power BI	$(\cdots)$ $\sim$ Cognitive Services Speech
Conditional Access	$\blacksquare$ Security Center	4P Application Insights	TO Azure Advisor	٠ Azure Backup	R Azure Site Recovery	$\mathcal{S}_2$ Azure Migrate	Œ. Database Migration Service	Ō Cost Management	$\bullet$ SQL SQL Database	W SQL SQL Managed Instance	$\widehat{\P}$ PostgreSQL	. . SQL Elastic Pool	جخ Cosmos DB	S Azure Purview	$\bullet$ Azure Search	9819 Cognitive Services
0 Key Vault	$\bullet$ Resource Group	Δ Π, Azure Rights Management	B Network Watcher	$\odot$ Azure Traffic Manager	Ф Application Gateway	$\mathbf{P}$ Load Balancer	$\bullet$ Virtual WAN	QNS DNS	H a ka Data Lake	$\bigcirc$ Azure Media Services	0 . . $\cdots$ Data Factory	0 Azure Synapse Analytics	-1 Redis Cache	參 HD Insight	❺ Bot Sevices	A Machine Learning
≏ A Cloud App Security	$\bullet$ Azure Sentinel	Network Security Group	œ Front Door	Δ ExpressRoute	Ą VPN Gateway	ぐう Virtual Network	◇ Virtual Subnet	a. On-Premises Data Gateway	$\bullet$ Data Box	= Storage Account	$\mathbf{F}$ File Sync	Ξ StorSimple	DataBricks	T. $\sim$ Digital Twins	۱ Azure loT Central	$\bullet$ Analysis Services
		П DDoS Protection	Azure Firewall	Azure Bastion	÷ Content Delivery Network	$\bullet$ ৻ৡ Private Link	JSON Azure Resource Manager	Ai Azure BluePrint	Α Automation Runbooks	$\mathbf{z}$ Dev Test Labs	ſ $\blacksquare$ Resource Graph	Azure DevOps

Five Trends

Talent	Cyber Security	Automation	Decentralisation	Digital Experience
New Business Models Technology Change Skills Evolution ICT Expansion Data3 Focus: • Technology Modernisation • Lifecycle Services

Five Trends

Janelle Phillips

General Manager – People Solutions

8% Growth in tech workforce

6% Data#3 annual growth

5.5% Tech workforce annual growth

1M Forecasted tech industry employment by 2025

In FY22 Data#3 group had 1,378 people, which includes a combination of permanent, contracted and casual staff

*ACS Australia's Digital Pulse 2022 /Unlocking the tech sector: beyond one million

Data#3 Talent Strategy 2023

Data#3 is taking steps to enable our current needs and contribute to the growth the industry needs in the future.

People Solutions

embedded specialist recruitment division

Data#3 is unique in our structure, which differentiates us from others, having our own embedded recruiting and sourcing division, People Solutions, enables our business with Talent.

Talent Attraction

Investment in sourcing

Providing the right talent to our customers either directly or via our services team enables our customers in delivering the digital future.

Innovative Approaches

These people focused initiatives are key to attracting and connecting with talent.

Alternative Sourcing

Graduate Recruitment Programs

Partnered with Cisco, Women in Digital and leading Qld Universities

Traineeships

Partnered with Microsoft

Industry Placements

School student placements

Offshoring

Engaging skills for noncustomer facing services

Employer of Choice

Data#3's Core Values

Honesty Excellence Agility Respect Teamwork

Peter Jarrett

General Manager – Business Aspect

What does Business Aspect do?

We help our customers solve ICT and digital transformation challenges by providing insightful business and technology consulting services delivered by our talented team.

We solve business challenges throughout the customer lifecycle

We Drive the Digital Future by guiding Australian organisations on their digital transformation journey

With a history of delivering technology to support our customers' business objectives

Engagement

Enhance Stakeholder

Improve Customer Experience

Increase Business Agility

Drive Profitable Growth

Deliver

Operational Efficiency

Manage Business Risk

Our Practices bring the Capability to Deliver the Digital Future

Digital & ICT Advisory

Plan, architect and invest in technology with business impact

Transformation & Governance

Lead and govern complex business transformations

Information & Analytics

Manage the value of data and information from insight to accountability

Cyber Security & Risk

Proactively and costeffectively manage IT and business risks

Cyber Security & Risk

Leaders in information security and risk consulting services with over 15 years of delivery experience provided by a team of practitioners who work alongside Data#3 Security and Solutions

Some Examples of our Customers' Journeys

We have helped:

• A government agency on a multi-year journey to lift their enterprise architecture maturity and guide a complex digital transformation.
• A federal agency with delivery capability, providing a talented team to support the delivery of their ICT program including architecture, cloud design and development, identity and access management, cyber security compliance and business continuity.
• A ports authority with ICT strategy guidance on multiple work streams including cloud, cyber security, information governance and systems reviews including IT/OT.

The guidance that Business Aspect provides forms an important part of the customer lifecycle which leads to significant flow-on value that the broader Data#3 team provides to enable our customers' success.

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