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State of the MSM Business - EMEA Nick Glover Vice President EMEA, MSM Sales & Software Consulting 07/07/2015 FY09 MSM Business Strategy › Coverage plan designed to maximize the opportunities in MSM’s two distinct businesses – Renewal – Growth (Net New Product Revenues) › Continue to optimize current coverage model › Increase our investment in “Growth Business” – MSM’s “Rising Star” – Partners are key to MSM’s success • Developed an investment plan for CONTROL-M utilizing and leveraging our partners • Improve partner contribution to support MSM goals 2 © Copyright 07/07/2015 BMC Software, Inc. MSM Business Remains Strong! › Exceeded our FY08 financial commitments › Consistent execution – Built off FY07 success – Accelerated Operational Excellence – Continued focus on education › Established metrics to measure the quality of MSM transactions › Improved our ability to defend our value against competition 3 © Copyright 07/07/2015 BMC Software, Inc. Analysts Recognize our Mainframe Commitment Forrester: SWOT Analysis: BMC Software, Q4 2006: “Out of the [Big Four], BMC is a visionary and thought leader regarding topics such as BSM and the CMDB, and provides the products to support this leadership.” 4 © Copyright 07/07/2015 BMC Software, Inc. MSM’s Position within BSM › Mainframe Data Management (IMS & DB2) – Enhance the availability, performance and recoverability of mainframe databases › Mainframe Infrastructure Management (MAINVIEW) – Manage, monitor and automate, z/OS its subsystems and storage › Enterprise Scheduling & Mainframe Output Management (CONTROL-M and CONTROL-D) – Efficiently deliver enterprise batch scheduling for legacy and modern application workloads – Provide application report distribution management 5 © Copyright 07/07/2015 BMC Software, Inc. The Markets are Taking Notice – Recent Summaries Raymond James & Associates Inc Oppenheimer & Co. BMC Beats Again on Strong Bookings and Margins BMC Software Continues Beat-and-Raise Streak . • TTM annualized mainframe bookings solutions, and better than expected mainframe strength. were up 12%, with pricing stabilizing and capacity gains continuing. • BMC continues to benefit from strong demand for BSM Pacific Crest Securities BMC’s BSM Engine Revs Up in Q4; Outlook Is Improving Cowen and Company Solid quarter, remains preferred way to play mainframe • BMC reported strong Q4 results and offered an outlook that presents a stable demand picture. .” • Top line better than expected, driven by mainframe. 6 • Mainframe stabilization is driving revenue, margin improvement. Credit Suisse North America Mainframe Renaissance: Big Getting Bigger • Earnings Reinforce Positive Mainframe Thesis. © Copyright 07/07/2015 BMC Software, Inc. Thought Leadership – Community Involvement MSM in EMEA news 34 times in FY08! 7 12 września 2007 BMC Software zbadało branżę mainframe Michał Tomaszkiewicz Un estudio sobre la industria sobre el Mainframe revela su crecimiento y la expansiontinuada en SOA y Servicios WEB BMC Software, reprezentowane w Polsce przez CompFort Meridian, ogłosiło wyniki swojego dorocznego badania rynku systemów mainframe. Mainframe: cresce nelle architetture SOA e Web service Dinosaurier Fachkräftemangel bei Mainframes befürchtet Tags: Internet Von: Martin Schindler Donnerstag, 6. September 2007 Anders als die realen Dinosaurier scheinen die Dinosaurier unter den Rechnern nicht vom Aussterben bedroht zu sein. Das zumindest legt der aktuelle Mainframe Report des SoftwareHerstellers BMC nahe. Über die Hälfte der MainframeBestandskunden und hier vor allem größere Betriebe sehen wachsenden Bedarf bei den Kapazitäten. Dieser Bedarf werde hauptsächlich von Themen wie Service-orientierten Architekturen (SOA) und Web Services getrieben. 11/09/2007 Gli intervistati ritengono i Mainframe fondamentali nelle iniziative SOA e Web service in qualità di data hub e transaction server. Il 93% prevede un futuro roseo in quanto piattaforma adatta ai workload di oggi e di domani. A conferma del costante impegno nella ricerca e nello sviluppo customer-centric, BMC Software ha presentato i risultati dell'analisi annuale sullo stato del mercato mainframe. Lo studio raccoglie i feedback forniti dagli utenti mainframe su base globale rispetto alle strategie pianificate nei rispettivi ambienti IT. © Copyright 07/07/2015 BMC Software, Inc. MSM Management Structure for EMEA › Europe In Country – Northern (Paul Boyce) • UK, Ireland, Nordics, BENELUX – Central (Uwe Behley) • DACH – Southern (Marc Beschi) • Iberia, France, Italy › Emerging Markets – Eastern Europe (Uwe Behley) – Middle East, Africa, GITC (Matthew Twist; reports to Paul Boyce) › Account Segmentation (no change) – Enterprise Accounts – Named – Growth 8 © Copyright 07/07/2015 BMC Software, Inc. Partner Participation by Account Segment › Europe In Country – Enterprise Accounts • When a Partner can assist in moving an opportunity forward • Installations, migrations, conversions – Named • Enterprise accounts designated by MSM for partner coverage – Growth • New IS team to drive opportunities through Partners › Emerging Markets – All Account Segments 9 © Copyright 07/07/2015 BMC Software, Inc. Partners Are Key Component for MSM Success › Why do we use Partners? – Grow MSM business • New logos • Expand our coverage – Experienced Service Providers • How MSM ensures successful installations, migrations and conversions • Make the products sticky – Knowledge of the MSM solutions • Technical resources who can present and demonstrate solutions • Understand the competitive landscape in their geographies – Strong relationships with customers • Understand the customers business, language and the geographical landscape 10 © Copyright 07/07/2015 BMC Software, Inc. FY09 Partner Enablement › Sales training – WWFEF (1st time for MSM & 9 EMEA partner attended) – Straight Scoops › Technical training – WWTEF widely expanded in FY09 (16 EMEA partners attended) – Monthly technical webinars › Certification – Updated CONTROL-M certification for technical consulting & L1 Support – Created partner certification logo › Communications – New MSM material on the Partner Portal – MSM regular contributor to Partner Newsletter 11 © Copyright 07/07/2015 BMC Software, Inc. Working with Partners Fiscal Year FY08 68 MSM EMEA Partners Contributed ~22% of Total Bookings WHAT WILL YOU DO IN FY09? 12 © Copyright 07/07/2015 BMC Software, Inc.