Illustrative Example of

Intangible Asset
Valuation
Shockwave Corporation

Working Party No. 6s Special

Session on the Transfer Pricing
Aspects of Intangibles
Foreward

This presentation contains general information only and none of Deloitte Touche
Tohmatsu, its member firms, or affiliates (Deloitte), by means of this
presentation or its publication, rendering accounting, business, financial, tax,
legal, investment or other professional advice or service. The opinion expressed
within this presentation are my own and do not necessarily represent positions,
strategies or opinions of Deloitte, nor The Canadian Institute of Chartered
Business Valuators. This is not an official presentation from Deloitte. The
presentation is for general information purposes only and should not be
considered as a substitute for professional advice and counsel.

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 Introduction

Intangible Asset Valuation

3 Deloitte & Touche LLP and affiliated entities.

 Introduction Methodology Recap Illustrative Example Conclusion

Overview
1. Valuation process
2. Methodology Recap:
Reflief from Royalty
Excess Earnings
Cost
Greenfield
With or Without
3. Illustrative Example Shockwave Case Study
Tradenames
Content
Workforce
License
Customers
Technology
4. Reasonability
Weighted Average Return on Assets

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 Introduction Methodology Recap Illustrative Example Conclusion

Valuation Process

Value
Conclusion

Reasonableness Step 7

Project Planning Step 6

Analysis

Diligence Step 5

Identification
Step 4

Scoping Step 3

Valuation
Purpose Step 2

Step 1

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 Methodology Recap

Intangible Asset Valuation

6 Deloitte & Touche LLP and affiliated entities.

 Introduction Methodology Recap Illustrative Example Conclusion

Relief from Royalty

Description Frequent Applications

Determines value by reference to the hypothetical Brand (most common);

royalty payments that would be saved through
owning the asset, as compared with licensing the Technology; and,
asset from a third party.
Know-how.

2 1
t Revenue
FV = PV(r) x
t=0
4
Royalty (1 tax) Diligence Matters
Key Inputs
3

1 Revenue forecast associated with the Revenues that are not attributable to the intangible
intangible asset being valued (i.e. non-brand product revenues)

2 Expected life of the intangible Length of economic benefit of the asset

3 Notional royalty rate applicable to the Appropriateness of observable comparables used to

intangible derive a notional royalty rate

4 Discount rate Risk premiums included in the discount rate

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 Introduction Methodology Recap Illustrative Example Conclusion

Excess Earnings
Description Frequent Applications

The present value of the earnings attributable to the

Customer relationships IPR&D
subject intangible asset after providing for the
proportion of the earnings that attribute to returns for Vendor relationships Order backlog
contributory assets. In order to determine a fair
return on and/or of these contributory assets, their Technology Licenses
value must be capable of being determined in
priority.
5 1 Revenue 7
t
2 PV(r)
FV = PV(r) Expenses + Tax
t=0 3
6 CACs Benefit
Key Inputs Diligence Matters
4
Taxes
1 Applicable revenue forecast Revenue migration/attrition rate
2 Applicable expenses
Expenses saved or to be excluded from the earnings
3 Contributory asset charges (CAC) attributable to the asset (i.e. S&M)
4 Expected future tax rates Valuation/selection of the contributory assets and the
5 Expected life rates of return used in calculation

6 Discount rate Consistency of expenses and CACs

Tax amortization benefit (asset values, tax Risk premiums included in the discount rate
7
rates, tax amortization rates)

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 Introduction Methodology Recap Illustrative Example Conclusion

Cost
Description Frequent Applications

Estimates the fair value of an asset by approximating Licenses and permits;

its depreciated replacement cost, which would Certifications;
include all costs necessary to construct a similar
asset of equivalent utility at prices applicable at the Internally-generated software; and
time of reconstruction. Workforce.
The cost approach is based on the premise that a
prudent third-party purchaser would pay no more for
an asset than its replacement cost.

1
Replacement Cost New
Key Inputs
2 Obsolescence Factors Diligence Matters

1 All hypothetical costs that are needed to recreate Inclusion/exclusion of any overhead costs and the
the asset including materials and labour allocation rate used;
2 Adjustment factors to reduce the replacement Inclusion of opportunity costs;
cost to the functional, economic, and Functional, economic, and technological adjustment
technological condition of the subject asset factor assumptions
Inclusion of taxes or tax shield

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 Introduction Methodology Recap Illustrative Example Conclusion

With or Without
Description Frequent Applications

Estimates the fair value of an asset by comparing

Non-competition agreements;
the value of the business inclusive of the asset, to
the hypothetical value of the same business Franchises; and
excluding the asset. Processes and technologies.

1 4
3 Revenue 6 Revenue 7
t
Expenses PV3(r)
t
Expenses
FV = PV1(r) PV2(r) + Tax
t=0 t=0
2 CapEx/WC 5 CapEx/WC Benefit
Key Inputs Diligence Matters
Taxes Taxes
1 Free cash flow forecast for business with asset
2
Identification of incremental income
Enterprise-wide discount rate
Length of recreation period and pattern of ramp-up
3 Expected life of business
Assumption around competition and market share
4 Free cash flow forecast excluding subject asset
Cost of recreation
5 Enterprise-wide discount rate excluding asset
Incremental risk to business cost of capital excluding
6 Expected period to replace asset + costs
asset
7 Tax amortization benefit (asset values, tax
rates, tax amortization rates)

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 Introduction Methodology Recap Illustrative Example Conclusion

Greenfield
Description Application

Estimates the value of the asset based on the Non primary income generating assets
discounted cashflows of a notional start-up business Licenses and permits;
with no assets but the subject intangible.
Rights (i.e. Water, cutting, mining)
Franchise agreements
1
2 Revenue 4
t
Expenses PV(r)
FV = PV(r) + Tax
t=0
3 CapEx/WC Benefit
Key Inputs Diligence Matters
Taxes

1 Start-up cashflow forecast, including capital costs

Support for start-up levels of income and capital
2 Expected ramp-up period and pattern costs
3 Start-up-type discount rate Support for length and pattern of ramp-up
4 Tax amortization benefit (asset values, tax rates, Assumption around competition and market share
tax amortization rates) Incremental risk premiums in discount rate to reflect
start-up nature of cashflows

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 Introduction Methodology Recap Illustrative Example Conclusion

Discount rate considerations

WACC WARA Discount rate Considerations

> WACC
> cost of equity
Goodwill
> returns on
other assets

Cost of equity
ENTERPRISE VALUE

Equity
In between rates

Risk
Intangible Assets for tangible
asset backing
and goodwill

Lease rates
Mortgage rates
Fixed assets
Asset-backed
lending rates
Debt

Short-term
Working Capital
borrowing rate

Reward
12 OECD TP WP6: Illustrative Example of Intangible Asset Valuation Deloitte
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 Illustrative Example

Shockwave Corporation

13
 Introduction Methodology Recap Illustrative Example Conclusion

Shockwave Corporation: Business Overview

Business Overview

Shockwave Corporation is Canadas largest satellite radio provider. Shockwave commenced operations five
years ago when the Canadian government granted satellite spectrum licenses to four Canadian start-ups
seeking to cultivate a then burgeoning industry for Canada. Since that time, precipitated by the accelerating
wireless data needs of telecommunication industry technology, the government has stated that it will not be
licensing any new spectrum for satellite radio, but may approve the sale or transfer of existing spectrum.

Shockwave generates its revenue from monthly subscriptions to consumers sourced via a direct retail sales
channel (i.e. direct mail, print and television advertisements, billboards, and retail in-store kiosks).

Shockwave does not manufacture the satellite radio receivers used by consumers, but transmits signals that
can be received by a unit once the unit is registered/activated as an Shockwave unit.

After five years of research and development activities, Shockwave developed a proprietary software
technology for the transmission of on-demand radio content. As a result, Shockwave created six new on-
demand premium subscription stations exclusively broadcasting educational programs covering Parenting,
Finance, History, Motivational topics, Biographies, and Cooking. This premium service is only offered to
customers that are on a regular subscription, and are not available separately. The success of this novel
business was immediate, generating incremental revenues of approximately $45 million last year.

Most of Shockwaves regular music and talk radio content is acquired from third-party sources, based on
normal recording industry royalty-based pay scales. However, for the exclusive broadcast on its premium on-
demand channels, Shockwave produced an archive of over 1,000 twenty- to sixty-minute proprietary programs
protected by copyright created via internal publishers and third-party consultants (i.e. doctors, professors, and
professionals).

Two of Shockwaves competitors operate in the B2B space, providing satellite radio content to the airline, and
commercial real estate industries, respectively. These competitors have unbranded product offerings.

14 OECD TP WP6: Illustrative Example of Intangible Asset Valuation THE CANADIAN INSTITUTE OF CHARTERED BUSINESS VALUATORS
 Introduction Methodology Recap Illustrative Example Conclusion

Shockwave Corporation: Valuation of Intangibles

On January 1, 2011, the shares of Shockwave were acquired for $0.8 billion. The net debt and
tangible assets acquired approximated $0.4 billion and $0.5 billion respective. The Purchaser
would like you to fair value Shockwaves material identifiable intangible assets for certain
financial reporting and tax needs.
Equity Price
$0.8 Billion
Net Debt
$0.4 Billion
Enterprise Value
$1.2 Billion Tradename
Tangible Assets On-Demand
$0.5 Billion Technology
Relief from Royalty
Customer
Excess Earnings
Intangible Assets Identified relationships Valuation
Cost
$0.7 Billion Intangibles Broadcast License Methodologies
Greenfield
Program Content
With or Without
Assembled
Workforce
Goodwill

15 OECD TP WP6: Illustrative Example of Intangible Asset Valuation THE CANADIAN INSTITUTE OF CHARTERED BUSINESS VALUATORS
 Introduction Methodology Recap Illustrative Example Conclusion

Shockwave Corporation: Historical Operating Results

Historical Operations Cashflow Statement 2005 2006 2007 2008 2009 2010
1 Regular subscription revenues have grown from $100 1 Revenue Regular 102 305 508 813 900
million to $900 over the first 5 years of operations On-Demand 45
2 Cost of sales for regular subscriptions reflect normal 102 305 508 813 945
2
industry music content royalties and equate to 60% of COS Regular 56 168 279 447 495
revenues 3 On-Demand 20 40
56 168 279 467 535
3 Direct costs for On-Demand subscriptions represents a
non-variable cost and ranges between $800/min and Gross Profit 46 137 229 346 410
4 Operating Costs 10 15 40 60 80 85
$2,000/min for content development. Approximately
1,000 programs have been developed to date for a total 5 R&D 3 10 20 15 12
cost of $60 million 10 18 50 80 95 97
6 S&M 15 20 55 65 100 120
4 Operating, sales & marketing, and G&A expenses are
semi-variable in nature, approximately 60% of which is 4 G&A 5 5 10 15 20 24
labour costs (production, human resource, legal, sales, EBITDA (30) 3 22 69 131 169
marketing, finance, and executive), with the balance 3% 7% 14% 16% 18%
representing third-party consulting, marketing, Depreciation 53 74 87 92 96
professional and facilities costs. These costs increase EBIT (30) (50) (52) (18) 38 73
pro-rata with On-Demand revenues Taxes
Depreciation - (53) (74) (87) (92) (96)
5 Shockwave incurred approximately $60 million in R&D
spending to develop the On-Demand technology Capex 200 170 150 120 110 110
platform over a 5 year period Working Capital 8 16 16 24 11
(230) (175) (144) (68) (4) 48
6 General brand marketing costs approximate 2/3rds of
the total sales and marketing spend, which approximates
7 Statement of Financial Position
12% to 13% of revenues Net Working Capital 76 Net Debt 400
7 Financial position includes $76 million of working capital, Broadcasting PP&E 438 Equity 114
$438 million of PP&E, and $400 million of net debt Total Assets 514 Liabilities & Equity 514

16 OECD TP WP6: Illustrative Example of Intangible Asset Valuation THE CANADIAN INSTITUTE OF CHARTERED BUSINESS VALUATORS
 Introduction Methodology Recap Illustrative Example Conclusion

Shockwave Corporation: Acquisition Forecast

Acquisition Forecast Cashflow Statement 2011 2012 2013 2014 2015 Residual
1
1 Regular subscription revenues are expected to grow Revenue Regular 945 992 1,042 1,094 1,149 1,206
5% annually 2 On-Demand 71 99 104 109 115 121
1,016 1,091 1,146 1,203 1,264 1,327
2 On-Demand subscriptions are expected to increase
3 COS Regular 520 546 573 602 632 663
from 5% of the customer-base in 2010 to 7.5% in 2011,
On-Demand 30 30 30 35 35 35
before leveling at 10% beyond 2012 550 576 603 637 667 698
3 Approximately $30 million of On-Demand content will Gross Profit 466 516 543 567 597 628
be developed annually to replace the 1/3rd that will 4 Operating Costs 100 103 105 108 110 113
become obsolete annually, and grow the business 5 R&D 12 12 13 13 13 14
112 115 118 121 124 127
4 Operating, Sales & Marketing, and G&A expenses are
S&M 137 140 144 148 151 155
expected to grow between 2%-3% annually 4
G&A 25 26 26 27 28 28
5 Due to continual technological changes in transmission EBITDA 192 235 255 272 294 318
and receiving technology, Shockwave re-writes 19% 22% 22% 23% 23% 24%
approximately 20% of the software's algorithm code on Depreciation 98 98 98 99 99 99
an annual basis EBIT 95 137 157 173 195 219
6
6 The Purchaser cannot avail themselves of historical tax Taxes 33 48 55 60 68 77
losses, and expects to pay taxes at a rate of 35% Depreciation (98) (98) (98) (99) (99) (99)
7
Capex 100 100 100 100 100 100
7 Capital expenditures are expected to replace 8 Working Capital 6 6 4 5 5 5
broadcasting equipment depreciating 20% annually 53 81 96 107 121 137
8 Non-cash working capital investments of 8% of 9 Long-term growth 2.5%
revenues Residual Value 1,438
Discount Periods 0.5 1.5 2.5 3.5 4.5 4.5
9 Long-term growth is expected to equal 2% to 3% 10 Discount Factor 12.0% 0.9 0.8 0.8 0.7 0.6 0.6
The internal rate of return of 12% reflects a market-
10 Present Value 50 68 72 72 73 863
based WACC, an after-tax cost of debt between 5%-6% Enterprise Value 1,199
and a cost of equity between 15% to 16% Net Debt 400
Fair Value of Shares 799
17 OECD TP WP6: Illustrative Example of Intangible Asset Valuation THE CANADIAN INSTITUTE OF CHARTERED BUSINESS VALUATORS
 Introduction Methodology Recap Illustrative Example Conclusion

Shockwave Corporation: Diligence Information

Subscribers are renewing at a rate of 80% Approximately 2/3rds of S&M costs are
annually, which is consistent with other marketing related, with 1/3rd attributable to new
Customers marketplace participants customer acquisition and selling costs

Management could recreate the technology Given the annual updates to 20% of the
On-Demand at the same cost, with an accelerated technology, the estimated life of the existing
development timetable of 3 rather than 5 technology approximates 5 years
Technology years

Given the newness of the industry, new Capital providers for radio start-ups expect a
entrants would follow the same pattern of return on investment of approximately 20%
License market share growth once licensed. Operating costs in 2005 related to licensing
activities

B2B unbranded competitor product Research of arms length tradename

offerings are half the price, and accrue arrangements evidences royalties of 4% for
Tradename 2/3rds the annual marketing spending telecom retailers, 4% on retail products, 6% for
food services, and 2% for technology resellers

Approximately 20% of the content Costs approximate $1000/min for parenting &
On-Demand developed in 2010 is outdated, and 5% of health modules (30 min), $1,500/min for 30 min
the content is inactive/unused finance & motivational modules and 60 min
Content biographies, and $2,500 for 60 min history
modules
Recruiting costs for operations staff New hires are 50% as productive as existing
approximate 10% of salary, 15% for R&D and staff over a 6 month training period for R&D
Workforce S&M staff, and 20% for G&A staff and G&A staff, and a 3 month period for
operations and S&M staff
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 Introduction Methodology Recap Illustrative Example Conclusion

Shockwave Corporation: Diligence Information

Intangible Relief from Excess With or

Cost Greenfield Rationale
Asset Royalty Earnings Without

Tradenames Availability of comparable and

observable royalties
Replacement costs available
Content Costs and time not prohibitive
Only acceptable method
Workforce No independent cashflows or
observable market
No observable market or ability to
replace independently
License Impacts overall cashflows for the
business without an ability to
disaggregate
No observable market or ability to
replace independently
Customers Independent direct cashflows are
capable of being estimated and
disaggregated from total cashflows
No observable market
Independent direct cashflows are
Technology capable of being estimated and
disaggregated from total cashflows
Costs and time to recreate are
capable of being estimated
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 Introduction Methodology Recap Illustrative Example Conclusion

Shockwave Corporation: Tradename Relief from Royalty

Tradename ($millions) 2011 2012 2013 2014 2015 Residual 1 Revenues

Revenues 1 1,016 1,091 1,146 1,203 1,264 1,327 Based on forecast for all branded
Royalty Rate 3.50% 3.50% 3.50% 3.50% 3.50% 3.50% revenues
2
Royalty Savings 36 38 40 42 44 46
Taxes 35.0% (12) (13) (14) (15) (15) (16) 2 Royalty Rate
After-Tax Royalty Savings 23 25 26 27 29 30 Comparable research range of
Long-term Growth 2.5% 3 216
2% to 6%
Discount Periods 0.5 1.5 2.5 3.5 4.5 4.5
Discount Factor 16.5% 4 0.93 0.80 0.68 0.59 0.50 0.50
Present Value 21 20 18 16 14 108
Total 198 Brand Margin B2B Retail Diff
TAB 5 29 4 Product Price 50 100 50
Fair Value 227 Discount Rate
Marketing Cost 6 8 3
Cost of equity
Net Profit 44 92 47
Indefinite life
% 89% 92% 3%
5 Revenue growth risk
Tax Basis
Assumption of depreciable Brand recognition, competition, 3
Life
tax basis for asset and margin Assumption of an indefinite life
WARA

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 Introduction Methodology Recap Illustrative Example Conclusion

Shockwave Corporation: Content Cost Approach

2
1 Replacement Cost (new) Functional Obsolescence
Assumed no inflation from the Assumption that these modules would be
original costs to develop in 2010 replicated in an updated version if replaced

1
2
Replacement Depreciated
Module # of Cost/Min Cost New Replacement
Type (Mins) Modules ($) ($mill) Outdated Inactive Cost ($mill)
Parenting 30 150 1,000 4.5 15 8 3.8
Health 30 175 1,000 5.3 18 9 4.5
Finance 30 300 1,500 13.5 100 20 8.1
Motivational 30 125 1,500 5.6 13 6 4.8
Biographies 60 100 1,500 9.0 25 5 6.3
History 60 150 2,500 22.5 25 8 17.6
1,000 60.4 195 55 45.1 5
4

5 Depreciated Replacement Cost

4
Economic Obsolescence Assumption that any tax benefits and
Assumption that these modules would not costs would offset (embedded TAB ~$7
generate future economic returns if replaced million)
Assumption that there are no additional
opportunity costs (i.e. significant time
investment)

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 Introduction Methodology Recap Illustrative Example Conclusion

Shockwave Corporation: License Greenfield Approach

2011 2012 2013 2014 2015 Residual 1 Revenues
Revenue Regular 102 305 508 813 900 Assumed original 2005 through 2010
On-Demand - - - - 45 start-up costs would be equally
102 305 508 813 945 applicable as at valuation date, including
ramp-up and commercialization pattern,
COS Regular 56 168 279 447 495
margins, and capital costs, with the
On-Demand - - - 20 40
exception of:
56 168 279 467 535
Reduced time-period by 1 year,
Gross Profit 46 137 229 346 410
assuming 2005 activities could be
Operating Costs 15 40 60 80 85 truncated
R&D 3 10 20 15 12 1
Excluded year 1 start-up costs for
18 50 80 95 97
G&A and operations ($15 million),
S&M 35 55 65 100 120 assuming these costs relate to
G&A 5 10 15 20 24 licensing activities
EBITDA (12) 22 69 131 169
-12% 7% 14% 16% 18% 2 Residual Value
Capex 370 150 120 110 110
Based on current purchase price
Working Capital 8 16 16 24 11 as representative of exit value
(390) (144) (68) (4) 48
Residual Value 1,199 2 3 Discount Rate
Discount Periods 0.5 1.5 2.5 3.5 4.5 4.5 Reflective of start-up type
Discount Factor 20% 3 0.9 0.8 0.6 0.5 0.4 0.4 required rates of return
Present Value (356) (110) (43) (2) 21 528
Total 38 4 Tax Basis
Tax Amortization Benefit 5 4 Assumption of depreciable tax
Fair Value of License 43 basis for asset

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 Introduction Methodology Recap Illustrative Example Conclusion

Shockwave Corporation: Workforce Cost Approach

3
2 Recruiting Costs Training Costs
Costs to find and replace workforce based on Opportunity cost of salary incurred over period
normal search and hire costs new hires would be unproductive or underutilized

2 3

Recruitment Recruitment Unproductive Training Replacement Replacement

Avg. Salary Cost (% of Cost Training Period Cost Cost Cost
Workforce # of FTEs ($000) Salary) ($000/FTE) (months) ($000/FTE) ($000/FTE) ($millions)
Operations 630 80 10% 8 1.5 10 18 11
R&D 130 75 15% 11 3.0 19 30 4
S&M 330 90 15% 14 1.5 11 25 8
G&A 60 200 20% 40 3.0 50 90 5
Total 1,150 101,850 4 29
1

4 Depreciated Replacement Cost

Assumption that any tax benefits and
1 Workforce costs would offset (embedded TAB ~$7
Assumed all employees are required to million)
generate value, and are compensated at FMV Assumption that there are no additional
opportunity costs (i.e. significant time
investment)

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 Introduction Methodology Recap Illustrative Example Conclusion

Shockwave Corporation: Customers Excess Earnings

2011 2012 2013 2014 2015 2016 1 Revenues
Revenues 1 945 992 1,042 1,094 1,149 1,206 Based on overall forecast revenues for
Customer Erosion 20.0% 80% 64% 51% 41% 33% 26% the business, assuming:
Existing Customer Rev. 756 635 533 448 376 316
Existing subscribers will experience
COGS 440 368 309 261 218 183 20% annual attrition
Operations 74 60 49 40 33 27
Existing subscribers revenues, net of
S&M 3 0.0% - - - - - -
attrition, will growth at the same rate
G&A 19 15 12 10 8 7 as new subscribers
EBITDA 2 223 192 164 137 117 99
On-demand revenues are attributable
Depreciation 73 57 46 37 29 24 to technology rather than customers
EBIT 151 135 118 100 87 76
Taxes 35.0% 53 47 41 35 31 27 2 Costs
Fixed Assets 3.3% 25 21 18 15 13 11
COGS, operating costs, G&A, and
Brand 2.3% 17 14 12 10 9 7
depreciation assumed to attribute to
Working Capital 0.7% 5 4 4 3 3 2
4 existing customer revenues on a pro-rata
License 0.8% 6 5 4 4 3 3 basis with new customer revenues
Workforce 0.3% 3 2 2 2 1 1
42 40 37 32 29 26 3 S&M Costs
Discount Periods 0.5 1.5 2.5 3.5 4.5 5.5 S&M costs excluded assuming no
Discount Factor 5 15.0% 0.93 0.81 0.71 0.61 0.53 0.46 incremental selling costs to existing
Present Value 39 33 26 20 15 12 customers, and a brand CAC to cover
Discrete Period 144 general marketing
5 Discount Rate
Residual 31
Reflects cost of equity, adjusted 4 Contributory Asset Charges
Total 175
TAB 28 for risk profile Next Slide
6
Fair value 203 6
Tax Basis
Assumption of depreciable tax
basis for asset

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 Introduction Methodology Recap Illustrative Example Conclusion

Shockwave Corporation: Contributory Asset Charges

2011 2012 2013 2014 2015 Residual 1 PP&E CAC
1
Opening PP&E 438 440 442 444 445 446 Represents Return On investment in PP&E only,
Capex 100 100 100 100 100 100 as Return Of investment in PP&E considered in
Depreciation 20.0% 98 98 98 99 99 99 the Excess Earnings via depreciation
Ending PP&E 440 442 444 445 446 447
Required Return On investment rate based on
Return On 8.0% 35 35 35 36 36 36
consideration of ABL rates (i.e. mortgages, leases,
Revenues 945 992 1,042 1,094 1,149 1,206 senior debt, secured lending, etc.)
CAC - PP&E 3.3% 3.7% 3.6% 3.4% 3.3% 3.1% 3.0%
CAC as a percentage of total revenues over which
2
asset accrues its returns
Opening Working Capital 76 81 87 92 96 101
Change 6 6 4 5 5 5 2
Working Capital CAC
Ending Working Capital 81 87 92 96 101 106 Represents Return On investment in working
Return On 3.3% 6 7 7 8 8 8 capital only, as the asset does not waste
Revenues 945 992 1,042 1,094 1,149 1,206
Required Return On investment rate based on
CAC - PP&E 0.7% 0.7% 0.7% 0.7% 0.7% 0.7% 0.7%
consideration of short-term borrowing rates
3
Opening Content 45 45 45 45 48 50 CAC as a percentage of total revenues over which
New Content 30 30 30 35 35 35 asset accrues its returns
Depreciation 40.0% 30 30 30 32 33 34 3 Content CAC
Ending Content 45 45 45 48 50 51 Represents Return On and Return Of
Return On 15.0% 7 7 7 7 7 8 investment, as replacement of the asset is not
Revenues 71 99 104 109 115 121 otherwise explicitly captured in the Excess
Return On % 10% 7% 6% 6% 6% 6% Earnings
Return Of 20 20 20 21 22 22
Required Return On investment rate based on
Return Of % 28% 20% 19% 19% 19% 18%
consideration of cost of equity, risk profile of the
CAC - Content 27.3% 37% 26% 25% 25% 25% 25%
asset, and WARA
4 Tradename CAC
Tradename Pre-tax 4 3.5% CAC as a percentage of On-Demand revenues
Based on after-tax royalty where the asset accrues its returns
Tradename After-tax 2.3% rate used to value asset
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THE CANADIAN INSTITUTE OF CHARTERED Touche Tohmatsu
BUSINESS VALUATORS
 Introduction Methodology Recap Illustrative Example Conclusion

Shockwave Corporation: Technology With and Without

2011 2012 2013 2014 2015 Residual 1 Revenues
Regular 945 992 1,042 1,094 1,149 Based on overall forecast revenues for the
On-Demand 55 86 business, excluding on-demand revenues
Revenues 1 945 992 1,042 1,149 1,235 assuming:
Regular 520 546 573 602 632 Pre-revenue build period of 3 vs. 5 year
On-Demand 35 35
Equivalent ramp-up pattern towards 10% of
COGS 520 546 573 637 667 regular subscribers
Operations 93 93 96 103 108
2
S&M 127 128 131 141 148 Costs
G&A 23 23 24 26 27 COGS, Operating Costs, S&M, G&A based on
R&D 3 20 20 20 13 13 2 proration of total revenues between regular vs.
EBITDA 162 182 199 230 272 on-demand business assumed incremental to
Depreciation 98 98 98 99 99 on-demand business (capital costs excluded)
EBIT 64 84 100 131 173 3
Taxes 35% 22 29 35 46 61
R&D Costs
After-tax earnings 139 153 164 184 212 Assumed original $60 million
Capital Expenditures 100 100 100 100 100 development costs to be incurred over 3
vs. 5 year period
Working Capital 4 4 4 9 7
36 49 60 75 105
4 Residual
Long-term Growth 2.5% 1,438 4
Discount Periods 0.5 1.5 2.5 3.5 4.5 4.5 Reflects original residual value
Discount Factor 5 13.5% 0.94 0.83 0.73 0.64 0.57 0.57 after ramp-up period (including
Present Value 33 41 43 48 59 813 WACC)
Without Technology 1,038 6 6 With vs Without 5 Discount Rate
With Technology 1,199 Deduct value of business with Reflects heightened risk to
Technology Value 161 technology vs. without overall business over ramp-up
TAB 28 period
Assumption of depreciable tax
Fair Value 188
basis for asset, not businesses

26 OECD TP WP6: Illustrative Example of Intangible Asset Valuation 2009 Deloitte

THE CANADIAN INSTITUTE OF CHARTERED Touche Tohmatsu
BUSINESS VALUATORS
 Introduction Methodology Recap Illustrative Example Conclusion

Shockwave Corporation: Technology Excess Earnings

2011 2012 2013 2014 2015 Residual 1 Revenues
Revenues 1 71 99 104 109 115 121 Based on total on-demand forecast revenues
COGS assuming:
2
Operations 7 9 10 10 10 10 Perpetual life no obsolescence
5 Development 12 12 13 13 13 14
Regular subscriber revenues excluded --
S&M 3 33.3% 4 3 4 4 4 5 5 attributable to other assets (i.e. customer
G&A 2 2 2 2 3 3 value) akin to a CAC
EBIT 47 71 75 80 84 89 2 Content Costs
Taxes 16 25 26 28 30 31
Considered as part of Content
Brand 2.3% 2 2 2 2 3 3 CAC (return on and of),
Content 27.3% 19 27 28 30 31 33 including reinvestment
License 0.8% 1 1 1 1 1 1 3
6 Costs
Workforce 0.3% 0 0 0 0 0 0
Operating Costsand G&A based on proration of
PP&E 0.0% - - - - - -
total revenues between regular vs. on-demand
Working Capital 0.7% 0 1 1 1 1 1
business assumed incremental to on-demand
Cashflow 8 15 16 17 19 20 business
Long-term Growth 2.5%
4 S&M Costs
Residual 145
Discount Periods 0.5 1.5 2.5 3.5 4.5 4.5 Assumed 1/3rd
of S&M costs represents selling
Discount Factor 7 16.5% 0.93 0.80 0.68 0.59 0.50 0.50 costs attributable to on-demand business based
Present Value 8 12 11 10 9 73 on pro-rata revenues
Total 123 Assume brand CAC to cover general marketing
TAB 18
6 CACs 5
Fair Value 141 Development Costs
Reflects required returns on and All development costs to
7
Discount Rate of contributory assets, but: maintain and extend life of
Reflects cost of equity, WARA, risk profile Excludes PP&E technology included
of asset, and heightened risk of future
development/perpetual life Includes Content

27 OECD TP WP6: Illustrative Example of Intangible Asset Valuation 2009 Deloitte

THE CANADIAN INSTITUTE OF CHARTERED Touche Tohmatsu
BUSINESS VALUATORS
 Introduction Methodology Recap Illustrative Example Conclusion

Shockwave Corporation: Technology Finite Life

2011 2012 2013 2014 2015 Residual 1 Revenues
Revenues 71 99 104 109 115 121 Based on total on-demand forecast revenues
Migration Factor 20.0% 90% 72% 58% 46% 37% 29% assuming:
Existing Technology 1 64 71 60 50 42 36 20% annual migration/obsolescence
COGS 2
5 Regular subscriber revenues excluded --
Operations 6 7 6 5 4 3 attributable to other assets (i.e. customer
S&M 3 33.0% 4 3 3 2 2 2 1 value) akin to a CAC
G&A 2 2 1 1 1 1 2 Content Costs
EBIT 53 60 51 43 36 30
Considered as part of Content CAC (return on
Taxes 19 21 18 15 13 11
and of), including reinvestment
Brand 2.3% 1 2 1 1 1 1
Content 27.3% 17 20 16 14 12 10 3 Costs
License 6 0.8% 1 1 0 0 0 0 Operating Costs and G&A based on proration of
Workforce 0.3% 0 0 0 0 0 0 total revenues between regular vs. on-demand
Working Capital 0.7% 0 0 0 0 0 0 business assumed incremental to on-demand
Cashflow 14 17 14 12 10 9 business
Long-term Growth -15.2% 14% -15% -15% -15% -15% 4 S&M Costs
Residual 30 Assumed 1/3rd of S&M costs represents selling
Discount Periods 0.5 1.5 2.5 3.5 4.5 4.5 costs attributable to on-demand business based
Discount Factor 7 13.5% 0.94 0.83 0.73 0.64 0.57 0.57 on pro-rata revenues
Present Value 14 14 10 8 6 17
Assume brand CAC to cover general marketing
Total 68
TAB 12 5
6
Development Costs
Fair Value 80 CACs All development costs extend life
Reflects required returns on and of technology excluded
7
Discount Rate of contributory assets, but:
Reflects cost of equity, WARA, risk profile
Excludes PP&E
of asset, and heightened risk of future
development/perpetual life Includes Content

28 OECD TP WP6: Illustrative Example of Intangible Asset Valuation 2009 Deloitte

THE CANADIAN INSTITUTE OF CHARTERED Touche Tohmatsu
BUSINESS VALUATORS
 Introduction Methodology Recap Illustrative Example Conclusion

Shockwave Corporation: Weighted Average Returns Analysis

1 2 Intangibles 4 Brand
Tangible Assets
Based on after-tax cost of Based on cost of equity, adjusted Represents time-weighted
debt, including short-term for risk profile and finite vs. average start-up return of 20%
borrowings and ABL rates indefinite life nature of assets and 12% terminal value return

WARA -- With or Without Approach WARA -- Excess Earnings Approach (Indefinite Life) WARA -- Excess Earnings Approach (Finite Life)
Return Contribution Return Contribution Return Contribution
Asset Value (After-tax) to WACC Asset Value (After-tax) to WACC Asset Value (After-tax) to WACC
1 Working Capital 76 2.9% 0.2% Working Capital 76 2.9% 0.2% Working Capital 76 2.9% 0.2%
Fixed Assets 438 6.5% 2.4% Fixed Assets 438 6.5% 2.4% Fixed Assets 438 6.5% 2.4%
2
Brand 198 16.5% 2.7% Brand 198 16.5% 2.7% Brand 198 16.5% 2.7%
3 Technology 161 13.5% 1.8% Technology 123 16.5% 1.7% Technology 68 13.5% 0.8%
Content 38 15.0% 0.5% Content 33 15.0% 0.4% Content 33 15.0% 0.4%
4 Customers 175 15.0% 2.2% Customers 175 15.0% 2.2% Customers 175 15.0% 2.2%
License 32 15.5% 0.4% License 28 15.5% 0.4% License 28 15.5% 0.4%
Workforce 24 13.5% 0.3% Workforce 21 13.5% 0.2% Workforce 21 13.5% 0.2%
Goodwill 80 22.9% 1.5% Goodwill 108 20.3% 1.8% Goodwill 163 20.3% 2.8%
Enterprise Value 1,199 WACC 12.0% Enterprise Value 1,199 WACC 12.0% Enterprise Value 1,199 WACC 12.0%

3 Technology 3 Technology Weighted Average Cost of Capital

Based on cost of equity, adjusted for: Purpose and Value RRR Contribution
Life (indefinite vs finite) decision:

Goodwill rate of return Build vs. Buy Working Capital 75 2.9% 0.2%
Development risk Existing finite life LT Debt 325 6.0% 1.6%
vs indefinite future Equity 800 15.5% 10.3%
Incremental risk to overall development
business without technology,
1,200 12.0% 12.0%
rights
including residual value

29 OECD TP WP6: Illustrative Example of Intangible Asset Valuation 2009 Deloitte

THE CANADIAN INSTITUTE OF CHARTERED Touche Tohmatsu
BUSINESS VALUATORS
 Introduction Methodology Recap Illustrative Example Conclusion

Shockwave Corporation: Reasonability Check

Tradenames are the most valuable asset, followed by customer

relationships, then technology
Goodwill rate of return is above intangible rates of return
Goodwill rate of return is consistent with a start-up type rate of return
for the industry
The Technology is twice as valuable as its original cost
Required rates of returns for all assets are consistent with their risk
profile
Goodwill approximates 10% of the purchase price (i.e. why pay for
goodwill?)

30 OECD TP WP6: Illustrative Example of Intangible Asset Valuation 2009 Deloitte

THE CANADIAN INSTITUTE OF CHARTERED Touche Tohmatsu
BUSINESS VALUATORS
 Introduction Methodology Recap Illustrative Example Conclusion

QUESTIONS?

31 OECD TP WP6: Illustrative Example of Intangible Asset Valuation 2009 Deloitte

THE CANADIAN INSTITUTE OF CHARTERED Touche Tohmatsu
BUSINESS VALUATORS