Aconex acquires Conject

Aconex logo 2014In the biggest deal yet seen in the construction SaaS market, the Melbourne, Australia-based collaboration technology provider Aconex has acquired Munich, Germany-based rival Conject for A$96m (c. €65m or £51m or US$73.3m).

Aconex announced the agreement to acquire Conject Holding GmbH earlier today, along with its intention to launch a fully underwritten placement to raise approximately A$120m to cover the deal costs (read The Australian). The deal eclipses the previous biggest acquisition seen in the sector, the February 2006 purchase of Constructware by Autodesk, then valued at US$46m.

ConjectThe transaction is expected to close on or about 31 March 2016, subject to customary closing conditions, including approval by Germany’s Federal Ministry of Economics and Technology. According to Aconex, in the financial year ended 31 December 2015, Conject generated €24.5m (A$36.1m – £19.3m or US$27.6m) in total revenue and €0.8m (A$1.1m – £0.7m or US$0.8m) in earnings before interest, taxes, depreciation, and amortisation (EBITDA). The acquisition price implies a trailing revenue multiple of 2.7x.

Aconex anticipates the acquisition will help grow its revenues and profits, and will accelerate its business in Europe and other regions with a larger customer base, expanded sales and product development teams, and increased scale of operations. It does, though, expect to incur some one-time transaction and restructuring costs.

Strategic Synergies

Aconex CEO Leigh Jasper said:

Leigh Jasper“This acquisition will significantly expand our market penetration and user network throughout Europe, and will further consolidate our position as a leader in the global market for cloud-based construction collaboration solutions,” said Aconex CEO Leigh Jasper. “We believe that the strategic, operational and financial synergies of the business combination will substantially increase the long-term value that we are able to deliver to Aconex customers and shareholders. The addition of Conject will reinforce our strategic focus of growing the network, expanding product breadth and driving scale.”

The acquisition is consistent with our strategy of market consolidation, and Conject provides the primary market consolidation opportunity available today. Conject’s customer base, business and culture are highly complementary to ours. Their footprint across Europe’s largest construction and infrastructure markets, particularly Germany and the UK, will strengthen our presence and further increase our global economies of scale by leveraging our existing infrastructure. We believe that the transaction will provide opportunities to improve Conject’s operating performance and drive margin expansion and growth over time. We look forward to welcoming their management and employees, integrating their operations, and serving their customers.”

Outlook for Conject’s Business Integrated with Aconex

Conject recorded compound annual revenue growth (CAGR) of 18% over the last three calendar years (read my report on its 2014 performance). For the year ended 31 December 2015, Conject achieved gross margin of 73% and EBITDA margin of 3%. Aconex believes that under its ownership and management, the Conject business can achieve 15-20% revenue growth over the next four years, with gross margin of 70-72% in the near term and 73-75% in the medium term. With improvements in operating performance and the effects of product and operational synergies, Aconex expects the EBITDA margin to improve, reaching 11-16% in the near term and 20-25% in the medium term on an ongoing operations basis, excluding the impact of one-time costs related to the acquisition and integration.

“Leading the Construction Collaboration Market in Europe”

Conject the ILM groupConject, the Infrastructure Lifecycle Management (ILM) Group – described by Aconex in its release as “Leading the Construction Collaboration Market in Europe” (a claim that might be disputed by its fast-growing rival Think Project!, also based in Munich) – was founded in 2000 in Germany and in December 2010 it acquired BIW Technologies, a Woking, UK-based construction collaboration software provider founded in 1999. Headquartered in Munich, Conject currently has approximately 210 employees located in 12 offices in nine countries. The company has served large, complex construction and infrastructure projects throughout Europe and other regions, with a customer base of more than 670 asset owners/operators and contractors and users in approximately 50 countries. Major customers include:

  • ArcelorMittal/Nippon Steel (Germany)
  • Stiftung Zollverein (Germany)
  • Bank Austria
  • The National Grid (U.K.)
  • University of Manchester (U.K.)
  • Groupe Vinci (France)
  • BNP Paribas Residentiel (France)
  • Spectrum Holding (Russia)
  • Mace (Poland)
  • Changi Airport Authority (Singapore)
  • Hyundai (United Arab Emirates).

Conject’s current product portfolio supports the plan-build-operate lifecycle of assets. For project management, the company provides a cross-company collaboration platform which operates both on premise and in the cloud. Conject also provides solutions for mobility, cost control, mobile inspections (launched in the UK in May 2014, following its Wapp6 acquisition), and facility management.

Conject EVMAconex believes that Conject’s successful experience in marketing, selling and supporting its Project Controls solution will benefit the commercial launch of the Aconex connected cost module later in calendar year 2016. This module will provide unified cost control across the project lifecycle, including claims and payments, contract administration, earned value management (EVM – post), budgeting, cost performance, and forecasting. The cloud-based cost control solution was acquired with Worksite in July 2015 and has been subsequently integrated with the Aconex collaboration platform.

Aconex also believes that the Conject acquisition will help drive penetration of its Aconex Connected BIM solution in the UK and other European markets leading the adoption of building information modelling (BIM) for construction projects. Aconex Connected BIM (launched in October 2014) manages BIM data and processes for project-wide collaboration between design and construction teams and handover to the asset owner. The company envisions similar leverage for Aconex Field, which enables field safety and quality inspections and defects management on mobile devices.

My reaction

The deal consolidates Aconex’s global leadership position among the SaaS collaboration pure plays, and it may also re-energise the Conject business. I have been hearing industry rumours about Conject being put up for sale and/or looking for new investment for some months; while the early signs of a resurgence were strong following the December 2010 acquisition of BIW Technologies, I think that initial dynamism has dissipated in recent years.

Despite the heavy losses BIW experienced when the Global Financial Crisis devastated the construction market in 2008 (read BIW – Battered in Woking), it retained a strong management team led by Colin Smith. After BIW plc went into administration, it recapitalised in late 2009. Effectively a ‘pre-pack’ deal was done that allowed previous directors and shareholders to acquire the operating company, BIW Technologies Ltd, and start afresh, free of the loan notes that brought the holding company down (while also destroying any equity held by many employees – myself included).

The acquisition of BIW by Conject a year later gave the Munich-based company a strong footprint in the UK and in the Middle East and other markets, and there also appeared to be a good ‘fit’ between the construction and FM strengths of the two firms. Rivals perhaps expected the UK management team to disappear but during the first 15 months, BIW CEO Colin Smith (below right) quickly replaced Martin Reents as Conject CEO, BIW sales director Steve Cooper also joined the holding company’s board, and the BIW SaaS product suite remained the strongest in the group’s portfolio, with investments in a new SaaS FM application and, later, BIM, set to strengthen the offering.

Colin SmithHowever, after Colin Smith left in December 2013 (later joining Textura), the business, in my view, lost momentum. UK revenues were growing, but Conject lagged technologically behind its rivals in responding to industry demands for BIM capabilities (it finally joined the BIM race just a year ago) and for mobile functionality; a UK launch of the SaaS FM solution was repeatedly postponed; and despite rebranding to Conject many UK end-users still tended to refer to the core platform as “BIW”. In April 2015, Smith’s successor Ralf Händl talked fairly conservatively about the polarisation created by BIM and about industry consolidation, perhaps hinting that Conject was open to suitors. Today, we have seen how that consolidation forecast has worked out.

Aconex’s founders and other members of its management team share some of the dynamism and ambition personified in Colin Smith, I think. I believe they will re-energise what became a somewhat staid Conject business, while also dramatically increasing the Aconex group’s penetration into Europe, particularly in the UK and in the central and eastern European markets where Conject has long retained a strong presence.

In terms of technology, the cost management capabilities of Conject’s Financial Control application, developed in the early 2000s to meet a major contractor’s exacting demands, have long been a strength and will accelerate the availability of tried and tested project cost control technology for contractor organisations and other industry clients. Conject’s UK team has led the group’s BIM developments, and with UK BIM practices now increasingly being emulated in other countries, this will add strength to Aconex’s BIM offering. However, I would not be surprised if Aconex disposed of some of the non-SaaS elements of Conject’s German operation, while looking to expand its own whole-life asset and data management capabilities in the cloud.

Update (22 March 2016) – A snippet from the transcript of the Aconex teleconference regarding the acquisition, quoting Leigh Jasper, and covering the integration aspects of the deal:

As part of this acquisition, we have put together a detailed plan to fully integrate Conject and the Aconex business, driving overall profit growth for the combined entity. We have factored in a one-time operational integration investment to bring Conject up to Aconex operating standards, which will ultimately drive more efficiency and productivity into the team. We will leverage synergy to improve operating performance and increase global economies of scale.

We will consolidate the platforms in much the same way that we have consolidated the INCITE Keystone platform; continuing to operate the Conject platform in the near term, but then fully aligning customers and integrating the platforms over the long term, ultimately resulting in one platform for all customers on the Aconex network. The success of the INCITE Keystone acquisition has provided a strong template for how this can work with the Conject-Aconex integration.

[Disclosure: As mentioned, I am a former employee of BIW Technologies (2000- May 2009). I have also undertaken consultancy work for Conject.] Apologies also to anyone affected by a short datacentre outage around noon GMT, 17 March.

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    • Harrison on 17 March 2016 at 11:51 am

    The 2 best systems on the market today become 1 game changer.

    • Terryinperth on 17 March 2016 at 1:53 pm

    Catch me if you can? It just became a one horse race! World conquest next?

    As former BIW then Conject now Aconex, you’re now in Aconex colours!

    • Don on 17 March 2016 at 5:21 pm

    Aconex have a bad reputation in the industry, employing bullying tactics towards both employees and clients alike, mainly in Australia but also in UK / Europe. Maybe this acquisition will be the start of the shedding of this image. They are positioning themselves as a serious global player

    • Bruno on 18 March 2016 at 7:52 am

    I do find it strange that Aconex have no presence in South Africa. Is it that their bullish tatics are not tolerated there or is because they know they cannot compete against platforms that are suited for Africa’s industry where companies like Asite and 4Projects have invested.

    • former sales on 18 March 2016 at 8:52 pm

    “The 2 best systems on the market today became 1 game changer”
    “World conquest next?”

    Couldnt agree more. Anyone who has worked in this industry knows what this merger means…boom baby!!!

    but small struggling competitors like Asite and 4Projects (Roy Hill fame – hahahahahahahah!) snipe that Aconex are bullies and Aconex cannot compete!! Fellas pleaaaze, just give up now.

    Glad I kept my ESOP shares 🙂

      • Extranet User on 20 March 2016 at 4:13 pm

      4projects was bought by Viewpoint last year. It will be interesting to watch the Aconex and Viewpoint battle in the UK and European market.

    • Bruno on 21 March 2016 at 4:31 pm

    I think ‘ Former Sales’ is just another brainwashed Aconex user, unless you still doing cloud based real-time construction document management Aconex takes first prize, although falls back dramatically when trying to integrate true collaborative BIM. I personally have to say from experience Aconex are behind on cBIM and iBIM(M) and maybe by aquiring Conject it shows us just how far they really are with true BIM capabilties but definitley have the largest marketing and advertising budget.
    Lets not forget that Aconex was one of the last Saas platforms to integrate with Microsoft Outlook, along withl BIW Tech who couldnt either until it became Conject 🙂 the treadmill turns very quickly in this industry, i just hope they can keep up.

      • Sebastian on 22 March 2016 at 4:01 am


      What’s your view of 4Projects since Roy Hill? Seems like that disaster killed them

      Who can catch Aconex now? Who is the industry tortoise

        • Bruno on 24 March 2016 at 10:02 am

        Hey Sebastain, Interesting debate. Firstly, let’s not shoot 4Projects’ application down. The software is a good platform for collaboration. Since Roy Hill contract with 4Projects, a deal that was done by the former 4Projects VAR, Project Collaboration in Australia before the ViewPoint Aquisition. That relationship with the VAR went very south which i believe is what sparked the collapse of 4Projects clients in Australia . 4Projects partnership with Construction Computer Software in South Africa also collapsed due to the ViewPoint aquisition, as these two companies are competitors globally. 4Project in the Middle East never really took off.
        We all know that when 4Projects became ViewPoint Collaboration in the US and never got off the ground successfully and I think ViewPoint relied heavily on its ROI from the UK. There has been a lot of hiring and staff leaving 4Projects too, which does not make it easy for ViewPoint who also have the Baines Group now as a shareholder.
        In closing I do hope they sort the internal issues out, as they are an important player in this market and I would hate to see Aconex rubbing their hands over this muddy water.

    • Rob Vanderhill on 23 March 2016 at 11:16 am

    Maybe if Asite and Think merge in response to this – plus they make a strategic financial alliance with Procore and e-builder in US there will be a challenge.
    4Projects is done, just whittling away in Viewpoint.

    • Edmond on 25 March 2016 at 7:51 pm

    Its a shame that BIW didn’t kick on from a few years ago. Was it at lack of leadership, investment or ambition? Regardless, its been a steady decline since being the UK market leader a decade ago. Goes to show if you stand still the market will move on without you.

    The real value for Aconex is the Conject customer base and ownership of established trade routes into new territories. They’ll go through the Conject organisation like a does of salts, getting shot of the ageing, disjointed solutions and poorly performing business units.

    Time will tell, but I suspect customers will suffer as a result of less choice and rising prices (gotta pay those shareholders!).

    1. BIW got financially squeezed. Its funding included loans from some angel investors and when Global Financial Crisis hit, some of these loans were called in. Simultaneously, anticipated revenues from key projects were disappearing as projects were mothballed or cancelled. The directors kept the core business going (albeit by going down a pre-pack route) but they, investors and employee shareholders lost any hope of a windfall from their stake in the holding company. As part of Conject, the former BIW business looked to be recovering, but – as I wrote in my post – I think its leadership hesitated when it should have been pushing hard to capitalise upon the BIM and mobile opportunities (in the end, too little too late).

      As you say, Aconex will review what it’s got from the Conject deal and I expect it to discard elements of the business that are surplus to requirements. The sales operation is sound, but I understand some of the solutions, particularly in the German operation, were outdated, and there is clearly also some duplication between the merged businesses’ solutions.

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  7. […] following the acquisition of key competitor Conject by the international market leader Aconex in March 2016, but has been busy expanding its own European footprint in recent […]

  8. […] Melbourne, Australia-based SaaS construction collaboration vendor, Aconex, provided a trading update covering the quarter ending 30 September 2016 on Monday (25 October announcement). Gross cash receipts totalling Au$41.8 million (US$31.65m, £26.1m or €29.01m), showing an increase of 44% from the first quarter last year (clearly boosted by now including Conject revenues). Net operating cash flow from core operations was Au$2.0 million, excluding acquisition and integration costs of Au$1.6 million related to the Conject acquisition. […]

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