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QSC AG
Disclaimer
2
This presentation contains forward-looking statements based on management estimates and reflects
the current views of QSC AG's ("QSC") management board with respect to future events. These forward-
looking statements correspond to the situation at the time this presentation was prepared. Such
statements are subject to risks and uncertainties, which often fall outside the sphere of influence of
QSC. These risks and uncertainties are covered in detail within the Risk Report section in our financial
statements.
Although the forward-looking statements are made with great care, their correctness cannot be
guaranteed. Therefore the actual results may deviate from the expected results described herein.
QSC does not intend to update or adjust any forward-looking statements after the publication of
the presentation.
QSC AG
11:00 a.m. – 11:10 a.m. Words of welcome Jürgen Hermann
11:10 a.m. – 11:35 a.m. Preliminary figures for 2015 & outlook 2016 Stefan A. Baustert
11.35 a.m. – 12.05 p.m. Strategy: How QSC is returning to
growth course Jürgen Hermann
12.05 p.m. – 12.30 p.m. Pure Enterprise Cloud: The entire
ICT portfolio from the Cloud Felix Höger
Agenda
3
QSC AG
Significant rise in earnings despite revenue decline
Revenues
Two-track development:
Growth in the Cloud and
Consulting segments; decreases
in TC and Outsourcing business
Earnings
Cost-cutting programme
impacting positively
8
QSC AG
Cost reductions are working faster than planned
9
Sustainable cost reduction
Merging of locations
Insurance, telecommunication and
other services
Reduction in the workforce
Personnel
QSC AG
Staff reductions faster than planned
Main measures
Termination of fixed-term
contracts
Natural staff attrition
Socially responsible staff
reduction
> ~70% of planned volume
has already been achieved
10
QSC AG
Improved EBITDA margin
11
Successes in cost-cutting contribute to an
increase in EBITDA
Focus on business fields with higher margins
EBITDA margin
QSC AG
Regular depreciation at a stable level in 2015
12
Regular depreciation was
€ 12-13 million per quarter
in 2015
Special depreciation at end
of year will relieve pressure
in coming years
Significant reduction in regular
depreciation in 2016
QSC AG
Significantly improved EBIT in 2015
13
Cost-cutting programme is paying off
Lower depreciation enables further
improvement in EBIT in 2016
EBIT margin
QSC AG
Cloud: Revenues virtually doubled
Cloud business still in its early stages
Growing demand for Cloud-based services
such as Cloud-based telephony
Scalability of the business model enables
significantly improved gross profits
The Cloud segment has been generating
positive gross profits since Q3 2015
Gross margin
14
QSC AG
Consulting: Growth in revenues and earnings
High demand for SAP consulting
Growing demand for Cloud expertise
(SAP HANA)
Higher share of external service providers
(targeted increase in SAP employees planned)
Microsoft
SAP
Microsoft and SAP
Gross margin
15
QSC AG
Outsourcing: Marked rise in gross margin
Focus on SME customers and strong
margin revenues
Existing customers are loyal to QSC:
Order intake increases to € 223.2 million
(2014: € 177.4 million)
Ongoing industrialisation and virtualisation
Increase in gross profit is based on
reorganisation and cost-cutting programme
Gross margin
16
QSC AG
Telecoms: Stable revenues with business customers
Stricter regulation is burdening the TC business
Business with resellers additionally impaired
by fierce price competition
Despite stricter regulation, revenues with
business customers remain stable
Improved revenues mix leads to higher
gross margin
TC revenues with resellers
TC revenues with business customers
TC revenues (total)
Gross margin
17
QSC AG
Moderate CAPEX in 2015
18
Focus
Infrastructure
Development of Pure Enterprise Cloud
Customer projects
Share of CAPEX in revenues as a percentage
QSC AG
Significantly improved free cash flow
FCF of € 7.1 million exceeds raised
forecast of € 5 million
Positive FCF enables QSC to pay out a
dividend for 2015
Management Board proposes a dividend
of 3 cents per share
19
QSC AG
Equity ratio at a solid 35%
Shareholders‘ equity and long-
term liabilities cover over
100% of long-term assets with
matching maturities
High cash and cash equivalents
of € 74.0 million
20
QSC AG
2016: The first year of the Pure Enterprise Cloud
In the current year, QSC is concentrating on
Developing the Cloud business
Marketing the Pure Enterprise Cloud
Completing the cost-cutting programme
For the current year QSC is planning
Revenues of € 380 – 390 million
EBITDA of € 34 – 38 million
A positive free cash flow
22
QSC AG
QSC hires further Cloud experts
23
Two-track development in 2016
Hiring of Cloud experts for
sales and operation of the
Pure Enterprise Cloud
Necessary staff custs in order
to achieve the target of 1,350
employees by the end of 2016
Staff reorganisation leads to
one-off costs in the mid
single-digit million range
QSC AG
QSC is ready to digitise the SME sector
27
New positioning: Focus on the digital transition in the German SME sector
New management team with proven track record
2 We are selectively targeting our sales efforts on the German SME sector
3 We have drastically reduced costs and increased profitability
1 We are radically industrialising IT and standardising the portfolio
QSC AG
Positioning greatly sharpened
28
With decades of experience and expertise
in the areas of Cloud, Consulting, Outsourcing, and
Telecommunications, QSC accompanies its
customers securely into the digital age.
QSC AG is the digitiser for the
German Mittelstand.
Secure.
Innovative.
At your side.
QSC AG
All companies in the SME sector are faced with huge challenges!
Digitisation is revolutionising the SME sector
29
Digitisation is …
entering the core processes of every company,
affecting all industries and the German SME sector,
fundamentally changing existing business models,
compelling companies to act and adapt to the new conditions.
QSC AG
Specific challenges at a glance
Wachstum Kunden
Technologie Geschäftsprozesse
Innovation Sicherheit
Generate more revenue from new business models,
market access and sales channels!
Meet (new) expectations regarding offer individuality
and pricing, reachability and service!
Secure compatibility with digital ecosystems and added
value chains of tomorrow!
Enhance flexibility, efficiency and speed through
digitisation and automation!
Modern IT, cloud computing and the Internet of Things
are complex topics – and at the same time drive and
provide the foundation for every digital transition!
Security is essential in the digital age – and an
enormous challenge in the SME sector!
Growth Customers
Technology Business processes
Innovation Security
30
QSC AG
Top 5 key digital technologies*
31
* Sources: Bitkom, Crisp Research, IDC, own research
CLOUD BIG DATA SECURITY IOT ALL-IP
QSC AG
Digital
QSC portfolio SAP-HANA
Platform
SAP S/4HANA
IoT Cloud
platform
“Solucon” for
a large
number of IoT
and Industry
4.0 scenarios
Managed
Security
Services
Certified
German data
centres
All-IP voice
and data
services
Corporate
Network
Services
Workplace
Services
Application
Services
Communi-
cation as a
service
Key digital
technologies
QSC portfolio covers the key digital technologies
32
IOT ALL-IP BIG DATA CLOUD SECURITY
QSC AG
Excellent position in the competitive environment
33
Comparison of
competition in the
German SME sector
QSC AG
DTAG/T-Systems
Cancom
Bechtle
All for One Steeb
IOT ALL-IP BIG DATA CLOUD SECURITY
QSC AG
Digital solutions already in use
34
Key QSC digital
technologies
Customers
Fressnapf/
Tchibo
Novoferm
tormatic
URBANA
IOT ALL-IP BIG DATA CLOUD SECURITY
QSC AG
Key QSC digital
technologies
Customers
Fressnapf/
Tchibo
Digital
solutions
Digital solutions already in use: Fressnapf & Tchibo
35
SAP
landscape on
HANA
IT operation by
certified
German QSC
data centres
All-IP
network (e.g.
Corporate
Network
Services)
Infrastruc-
ture as a
service
Communi-
cation as a
service
Omni-channel challenge (integration of stationary trade and e-commerce)
IOT ALL-IP BIG DATA CLOUD SECURITY
QSC AG
Digital solutions already in use: Novoferm tormatic
36
Key QSC digital
technologies
Customer
Novoferm
tormatic
Digital solutions
Solucon
Gateway
Mobility
Module
Encryption
Secure
operation in
certified
German QSC
data centres
IoT Cloud
platform
Solucon
IOT ALL-IP BIG DATA CLOUD SECURITY
Novoferm tormatic is an international provider in the area of gate automation
Challenge: digitisation of value creation
QSC AG
Key QSC digital
technologies
Digital solutions already in use: URBANA
37
Customer
URBANA
Digital
solutions
Intelligent
networking of
energy
consumption
meters
Encryption
Secure
operation in
certified
German QSC
data centres
IoT-Cloud
platform
Solucon
Analysis of
external
factors
(e.g. weather)
as part of
energy
management
URBANA is an energy provider for the residential industry, trade and industry
Challenge: digitisation of energy consumption data
IOT ALL-IP BIG DATA CLOUD SECURITY
QSC AG
End-to-end quality!
QSC is the only SME full-service provider to offer proprietary TÜV- and ISO-certified
data centres in Germany, proprietary Cloud/ICT solutions and a proprietary voice-
data network.
Proprietary data
centres
Proprietary voice /
data network
Proprietary Cloud/
ICT solutions
Strengths and competitive advantages at a glance
38
2
3
1
Respected partner at eye level with the SME sector
Real end-to-end quality
30,000 satisifed business customers
QSC AG
Sales process
Provision
& operation
Digital, highly efficient business model
39
German SME
sector
Target company
size:
200-5,000 IT seats
Standardised
service catalogue
PURE ENTERPRISE CLOUD MORE REVENUES HIGHER MARGIN
Simpler
Faster
Qualitatively better
More price competitive
QSC AG
Sales focus on new service catalogue
Target group: 200-5,000 IT seats, no new customers in traditional 1:1 outsourcing
Discontinuation of industry-specific sales and development of a Pure-Enterprise-Cloud sales
(new and experienced team)
New and process-oriented sales approach (from lead generation to closing a deal)
New go-to-market Q-loud/Solucon:
Development and expansion of the partner eco system (e.g. integrators from the automation
environment)
Digital business model consulting (“from advice through to implementation“)
Focus on digital marketing:
Increased digital visibility to support future sales successes
Positioning in the relevant digitisation and cloud topics (Content Marketing, SEM, SEO)
Sales alignment follows new business model
40
QSC AG
Back to growth course by 2017
41
2015
2016
2017
Declining business areas Growth areas Revenue
development ∑
Outsourcing
Telecommunication B2B2C (cannot be migrated to PEC)
Outsourcing
Telecommunication B2B2C (cannot be migrated to PEC)
Outsourcing
Telecommunication B2B2C (cannot be migrated to PEC)
Cloud
Consulting
Telecommunication B2B2B
Cloud
Consulting
Telecommunication B2B2B
Cloud
Consulting
Telecommunication B2B2B
QSC AG
QSC as central part of the future Cloud Economy
43 QSC AG
Use market opportunities Digital visibility
Paradigm shift in how ICT services are addressed, sold and operated!
Focus on sales
! Industrialisation
QSC AG
Pure Enterprise Cloud (PEC): Target market addressed
44 Sources: Schober Group International, 2015; techconsult, “IT-Cloud-Index” 2015
3,500,000
approx. 16,000
30
550
>90%
70-80%
15-30%
DAX enterprises
Large enterprises
>5,000 IT seats/employees
Upper SMEs
200 – 5,000 IT seats/employees
Small and very small enterprises
<200 IT seats/employees
Global Players
Providers
Number of German
companies according
to size categories
Web hosters
Degree of use
external
IT operations
QSC AG
PEC: Share of wallet in the target market
45 Source: “ITK-Marktzahlen Deutschland 2015”, BITKOM
26%
14%
4% 33%
16%
7%
Expenditure
structure
ICT budget
approx. 16,000 target enterprises
IT services
Software
TC infrastructure
TC services
IT hardware (proportionate)
TC terminal devices
QSC AG
Cloud
Storage
SAP Consulting
Services
Security
Services
Client
Management
Compute
Resources
IP Telephony
UCC Services
Application
Management
VPN and
network
operation
Virtual Desktop
Services
Internet
of Things
Corporate
Applications
Mobile Device
Management
User
Help Desk
SAP Operations
PURE
ENTERPRISE CLOUD
PEC: Service portfolio through all QSC disciplines
46 QSC AG
QSC AG
Customer‘s view: Modular services
47
SECURITY SERVICES
END-TO-END RESPONSIBILITY
NETWORK AND CLIENT SERVICES
Company
headquarters
Branch
Home office
Mobile
employees
CLOUD PLATFORM
Public Cloud
Services
QSC data centres
CLOUD SERVICES
Customer‘s company Virtual desktops
IP telephony
Sector software
Collaboration
Legacy software
ERP software
Public SaaS/IaaS
All-IP
network
QSC AG
LAN/WAN
LAN/WAN
WAN
Mobility Internet of Things
PURE ENTERPRISE CLOUD
QSC AG
Cloud series production instead of IT manufacture
48
PURE ENTERPRISE CLOUD CUSTOMER
SHARED CLOUD PLATFORM AGGREGATION & SERVICE LAYER
Specialised
Team I
Specialised
Team II
Specialised
Team III
Specialised
Team N
Managed Private Cloud
QSC Data Centres
Managed Public Cloud
QSC Cloud
Service I
QSC Cloud
Service II
QSC Cloud
Service III
QSC Cloud
Service N
Customer A
Customer B
Customer C
Customer N
QSC AG
Prerequisite: Cloud series production in the “IT factory”
49
Availability of modern high-performance infrastructures (data centres, network)
Virtualised and scalable IT and system architectures (“shared” instead of “dedicated”)
New IT organisation and provision of services “from the conveyor belt” (no customer silos!)
Lean processes: Sales (offer), customer transition, IT operation, service and support
Adaption of customer requirement to QSC provider offer and not vice versa
Defined catalogue of services from pre-assembled service modules
Maximum standardisation/industrialisation/automation of all processes
Transformation to “IT factory” -> efficiency, operational stability, effects of scale
QSC AG
Transformation to “IT factory”: The 80/20 rule …
50
ICT provision SO FAR ICT provision IN FUTURE
Standardised
Standardised Customised
Customised
QSC AG
Pure Enterprise Cloud: Central milestones in 2015/2016
51
Pure Enterprise Cloud Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mch Apr May Jun Jul Aug Sep Oct Nov Dec
PEC design, planning, development
of infrastructure (network, host,
storage, data centres etc.)
PEC service catalogue of
standardised services available
Concept/roll-out new organisation
service delivery/operations
PEC “going live” (production-ready)
PEC further developments
(portfolio, industrialisation etc.)
PEC sales deadiness/marketing roll-
out (sales PPT, pre-sales calculator,
sales briefings etc.)
Start of customer portfolio migration
and acquisition of new customer
business
QSC AG
Pure Enterprise Cloud: Current portfolio structure
52
PURE ENTERPRISE CLOUD
DATA CENTRES &
NETWORK INFRASTRUCTURE
ENTERPRISE WORKPLACE
ENTERPRISE APPLICATIONS
MANAGED SERVICES
SERVICE
& SUPPORT
SECURITY
QSC AG
Excerpt from the portfolio:
Digression into the “virtual desktop”
53
PURE ENTERPRISE CLOUD
SERVICE
& SUPPORT
SECURITY
ENTERPRISE WORKPLACE
RECHENZENTREN &
INFRASTRUKTUR
ENTERPRISE APPLICATIONS
MANAGED SERVICES
VIRTUAL
DESKTOP
CLIENT
MANAGEMENT
ENTERPRISE
MOBILITY
UCC & IP-
TELEPHONY
END USER
HELPDESK
QSC AG
The “virtual desktop”: Start browser and get working …
54
Secure and individual
data and software access
via any terminal device
No up-front investment,
start immediately
Cost flexibilisation as a
result of use-dependent
charging according to
application/user/month
Window to entire enterprise IT
(ERP, sector, legacy software)
Ready-to-use office work
station from Pure
Enterprise Cloud
QSC AG
Customer view: IT agility and flexibility
55
Pay-per-use
(per month, per
application, per user,
per use)
Course of business
(revenue, number of
staff, necessary IT
resources)
Investment
costs
Rigid IT resource costs
(infrastructure,
service, licence and IT
staff costs)
Course of business
(revenue, number of
staff, necessary IT
resources) Unused investment capital
(“too many” IT resources)
Productivity losses
(“too few” IT resources)
Traditional IT operation
Pure Enterprise Cloud
Setup costs
Q1 Q2 Q3 Q4
Jan Feb Mch Apr May Jun Jul Aug Sep Oct Nov Dec Jan
QSC AG
Multi-Cloud Management: QSC as single point of contact
56
PUBLIC CLOUD
SERVICES
PRIVATE CLOUD/
TRADITIONAL IT
QSC CLOUD
SERVICES
PURE ENTERPRISE CLOUD
Public
Enterprise
QSC
QSC AG
Pure Enterprise Cloud: Good reasons for the SME sector
57
Future-
proof End-to-end
services
Portfolio breadth
and depth
Trust and
security
Cost
flexibility
Agility and
scalability
Proprietary
data centre
SLA
At eye
level
Independence
from manufacturer Experience/
competence variety
Connectability
Internet of Things
PURE ENTERPRISE CLOUD
QSC AG
Contact
QSC AG
Arne Thull
Head of Investor Relations
T +49 221 669-8724
M +49 221 669-8009
www.qsc.de
58
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