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1 | © 2018 Software AG. All rights reserved. For internal use only
Mike Saxton
Regional President, APJ
Software AG
SOFTWARE AG 2017 REVIEW AND STRATEGY 2018 SIMPLER, SMARTER, STRONGER
SOFTWARE AG CLOSES FISCAL 2017 WITH RECORD-BREAKING QUARTER
- Digital Business Platform: most successful quarter in company's history - Adabas & Natural: Strong growth in Q4 - Profitability: Q4 operating profit margin at all-time high - Increase in all major operational KPIs: Total revenue, Operating profit & EBIT - Accelerated growth in Cloud: Order entry up +110 percent, revenue grows by +66 percent - 2018 Outlook: Strong growth in IoT / Cloud expected
17 |
SIMPLE
© 2018 Software AG. All rights reserved. For internal use only
249+ SKUs CURRENT
NEW 38 SKUs
18 |
SIMPLE
© 2018 Software AG. All rights reserved. For internal use only
50+ Metrics CURRENT
NEW 7 Metrics
19 |
RELEVANT
© 2018 Software AG. All rights reserved. For internal use only
CURRENT
NEW Digital Business Platform Capability
DBP API Management Includes API Catalog, API Consumption, API Gateway, API Portal
APAMA ARIS ALFABET CENTRASITE CONNX ENTIREX ITCAMPUS MASHZONE
ONEDATA LONGJUMP METAQUARK METISMO NIRVANA OPTIMIZE
TERRACOTTA WEBMETHODS ZEMENTIS
APAMAARISALFABETCENTRESITECONNXENTIREX
ITCAMPUSMASHZONEONEDATALONGJUMP
METAQUARKMETISMONIRVANAOPTIMIZE TERRACOTTAWEBMETHODSZEMENTIS
20 |
CHOICE
© 2018 Software AG. All rights reserved. For internal use only
CURRENT
NEW
PERPETUAL
SaaS For Some Offerings
SUBSCRIPTION
21 |
COMMON RUN & DESIGN TIME
CONTAINERS | MICROSERVICES
FULL DEVOPS TOOLCHAIN
DBP CORE PACKAGES
ALL RELEVANT CAPABILITIES
DBP EXTENSIONS
DBP TRANSFORMATION
EXTENSIONS DBP TRANSFORMATION
CORE PACKAGES
PROCESS INTELLIGENCE
SYSTEM ACCESS
OPTIMIZE SAP SOLUTIONS
GOV, RISK & COMPLIANCE
STRATEGIC PLANNING
IT FINANCE MGMT
BUS. & IT STRATEGY SYNC
IT RISK & COMPLIANCE
IN-MEMORY DATA MGMT
MESSAGING
MASTER DATA MGMT
PREDICTIVE DECISIONING
ADVANCED MONITORING
ROBOTIC PROCESS AUTOMATION
VISUALIZATION
ADAPTERS
DBP TRANSFORMATION
IT BUSINESS
DBP CONTAINER DBP CONTAINER
AP
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DIFFERENTIATE
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NEW PRICING PROCESS INTELLIGENCE
SYSTEM ACCESS
OPTIMIZE SAP SOLUTIONS
GOV, RISK & COMPLIANCE
STRATEGIC PLANNING
IT FINANCE MGMT
BUS. & IT STRATEGY SYNC
IT RISK & COMPLIANCE
IN-MEMORY DATA MGMT
MESSAGING
MASTER DATA MGMT
PREDICTIVE DECISIONING
ADVANCED MONITORING
ROBOTIC PROCESS AUTOMATION
VISUALIZATION
ADAPTERS
DBP TRANSFORMATION
IT BUSINESS
DBP CONTAINER DBP CONTAINER
AP
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EM
EN
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B2B
IN
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GR
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PROCESS INTELLIGENCE
SYSTEM ACCESS
OPTIMIZE SAP SOLUTIONS
GOV, RISK & COMPLIANCE
STRATEGIC PLANNING
IT FINANCE MGMT
BUS. & IT STRATEGY SYNC
IT RISK & COMPLIANCE
IN-MEMORY DATA MGMT
MESSAGING
MASTER DATA MGMT
PREDICTIVE DECISIONING
ADVANCED MONITORING
ROBOTIC PROCESS AUTOMATION
VISUALIZATION
ADAPTERS
DBP TRANSFORMATION
IT BUSINESS
DBP CONTAINER DBP CONTAINER
AP
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B2
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SUBSCRIPTION
BU
SIN
ES
S
BT BUSINESS USER BT SERVER
User User
METRIC
SUBSCRIPTION BASED PRICING
User BT ANALYSIS USER BT CONSUMER
MONTHLY (€)
3,750* 200 25
4 User Based Sizes
5
PROCESS INTELLIGENCE GOV, RISK & COMPLIANCE
Instance Instance SYSTEM ACCESS
200 5,000 5,000
OPTIMIZE SAP SOLUTIONS User 200 User
CAPABILITY
IT
User User
3,7K+ 160 16
User based Sizes
User based Sizes User based Sizes
2,1K+ 2,1K+ 2,1K+
Team | Multi-Team | Functional | Enterprise 2,1K+ User based Sizes
IT BUSINESS USER IT SERVER
User User IT ANALYSIS USER
3,750* 200 25
4 User Based Sizes
STRATEGIC PLANNING IT RISK & COMPLIANCE
4 User Based Sizes 4 User Based Sizes IT FINANCIAL MGMT
2,100* 2,100* 2,100*
BUS. & IT STRATEGY SYNC 4 User Based Sizes 2,100* 4 User Based Sizes
3,7K+ User based Sizes
DBP CONTAINER 500 GB Memory
B2B INTEGRATION API MANAGEMENT
CPU Core CPU Core HYBRID INTEGRATION
3,750 3,750 5,000
CPU Core
STREAMING ANALYTICS DYNAMIC APPS
CPU Core 5,000 5,000
CPU Core
PREDICTIVE DECISIONING ROBOTIC PROCESS AUTOMATION
CPU Core CPU Core ADVANCED MONITORING
3,750 2,500 2,500
CPU Core*
VISUALIZATION MASTER DATA MANAGEMENT
CPU Core 2,500 1,250
CPU Core
CPU Core ADAPTERS 1,250*
IN-MEMORY DATA MGMT MESSAGING
GB Memory 3,750 500
CPU Core
DB
P
24 |
NEW CUSTOMER
4 CPUs & 8 GBs Each
Net License
$925K
Sold by a Partner PROCESS INTELLIGENCE
SYSTEM ACCESS
OPTIMIZE SAP SOLUTIONS
GOV, RISK & COMPLIANCE
STRATEGIC PLANNING
IT FINANCE MGMT
BUS. & IT STRATEGY SYNC
IT RISK & COMPLIANCE
IN-MEMORY DATA MGMT
MESSAGING
MASTER DATA MGMT
PREDICTIVE DECISIONING
ADVANCED MONITORING
ROBOTIC PROCESS AUTOMATION
VISUALIZATION
ADAPTERS
DBP TRANSFORMATION
IT BUSINESS
DBP CONTAINER DBP CONTAINER
AP
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DBP CONTAINER
HY
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AP
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25 |
BENEFITS
1 Simpler Model
Software AG
2 More Revenue 3 Opportunity to Grow 4 Predictability 5 Competitive Option
© 2018 Software AG. All rights reserved. For internal use only
1 Lower Entry Price
Customer
2 OPEX vs CAPEX 3 Spreads Cost over Time 4 Better Customer Service 5 Prove before Big Spend
26 | © 2018 Software AG. All rights reserved. For internal use only
Mike Saxton
Senior Vice President, APJ
Software AG
SOFTWARE AG 2017 REVIEW AND STRATEGY 2018 SIMPLER, SMARTER, STRONGER
27 |
2018 REGIONAL PRIORITIES Customer
• CXO Suite Coverage plan
• Office of the CTO (OOCTO) – “Successful Project
Outcome”
• Key Accounts – Account Management
– Not opportunity management
Partner
• Focus on Mutual Relevance
• Executive vs Opportunistic relationships
People – Shared Responsibility
• Quarterly Employee Surveys
• Embed coaching in day to day conversations
• Evaluate - Key Roles and People Exercise
• Enable people based on individual evaluation
Further enhance sales cadence
• Close Plans
• Account Plans
• Office Days - OOCTO
Key
Accounts Focus
People Agenda
Cadence Leadership
GTM DOUBLE
APJ
REVENUE
BY
2021
Leadership
• Communicate Balanced Scorecard / Qtr
• Launch OOCTO
Go-to-Market
• Ramp up IOT COE – Win KEY references
• Enhance Application Modernization proposition
alongside DBP – CBA example
• Protect the Core
• Build a GCS credible mass
28 |
SOFTWARE AG NAMES NEW CHIEF EXECUTIVE OFFICER
• Appointment takes effect as of August 1st, 2018
• Sanjay Brahmawar to succeed current CEO Karl-Heinz Streibich
• Sanjay Brahmawar is currently General Manager Global
Revenue of IBM Watson Internet of Things at Munich, Germany.
• Sanjay Brahmawar was born in India and has Belgian nationality.
He lives with his family nearby to HQ in Munich and is a
passionate runner and cyclist in his leisure time.
SANJAY BRAHMAWAR