Steve Shine - EVP WW Sales & Services Roland Pfeiffer Country Manager

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1 Steve Shine - EVP WW Sales & Services Roland Pfeiffer Country Manager April 2008

2 Where is Ingres Now? Open Source What s the point? Ingres Strategy in the Open Source Market Place. Implementing the Strategy. Core Propositions Appliances (Icebreaker, BI, Content Management) Application Rejuvenation and Development Other Open Source Activities Implementing the strategy in the D/A/CH Region Q&A Ingres Partner Summit Ingres 2008 Slide 2

3 Where is Ingres now? From Closed to Open Source. Day 1 (Nov 2005) - Code line and 100 staff (Mostly Engineers) Build an infrastructure (Offices, IT, Processes) Hire Sales, Marketing, Business Development Formalize our customer relationships Develop our Business Strategy and Product Road maps Build our Services Capability (ETC, Luminary, MIS Alchemy) Develop our Partner Ecosystem (WW Prague Partner Summit) Develop Market Communication Strategy Develop an Open Source Community Ingres Partner Summit Ingres 2008 Slide 3

4 Where is Ingres now? +350 Staff Over 13,000 customers (mostly with partners) +US$50m revenues in 2007 (+75% growth on 2006) Operations: US(HQ),NEMEA,D/A/CH,SEMEA,ANZ, APAC, INDIA Ingres Partner Summit Ingres 2008 Slide 4

5 Open Source What s the point? It Depends. Free? Faster Innovation? Lower Total Cost? Choice? Ingres Partner Summit Ingres 2008 Slide 5

6 Open Source Model Cost savings or greater investment Example Traditional Proprietary Software fees structure over 5 years Initial Initial License License Fees Fees (5x (5x Support) Support) Eliminating upfront license capex and creates more services Investment and hence fast ROI or simply cut costs. Equivalent Open Source Subscriptions ie half the investment over 5 years Support Support & & Maintenance Maintenance Support Support & & Maintenance Maintenance Support Support & & Maintenance Maintenance Support Support & & Maintenance Maintenance Support Support & & Maintenance Maintenance Year 1 Year 2 Year 3 Year 4 Year 5 Lower Cost or Greater Value Annual Annual OSS OSS Subscription Subscription Annual Annual OSS OSS Subscription Subscription Annual Annual OSS OSS Subscription Subscription Annual Annual OSS OSS Subscription Subscription Annual Annual OSS OSS Subscription Subscription Year 1 Year 2 Year 3 Year 4 Year 5 Or even free!?! Ingres Partner Summit Ingres 2008 Slide 6

7 Open Source Maturity Non-mission critical business applications Mission critical business applications Very little $ spent here Enormous savings possible here. Free but immature Open Source Vendors Proprietary Software Vendors Enterprise Grade Open Source Vendors Low cost (free) is most important Failure is acceptable High entry costs (licenses) Lock-in The current legacy Ingres Partner Summit Ingres 2008 Slide 7 Failure unacceptable TCO important Choice important

8 Enterprise Grade Open Source The open source DBMSs are generally missing some or all the necessary functionality to support mission-critical systems...ingres is the exception, as it does contain the necessary functionality. Open Source Database Management Systems are Maturing and Usable, Gartner, January 2008 Ingres Partner Summit Ingres 2008 Slide 8

9 Open Source Market Opportunity.. the largest disruptor the software industry has seen (Source: Gartner, IDG) DBMS category is second only to Linux 66% currently use or plan to use OSS DBMS in the next 12 months... (Source: Gartner) Ingres Partner Summit Ingres 2008 Slide 9

10 Ingres Value Proposition The Open Source Model You Want Superior economics Agility and speed Customer driven innovation The Enterprise Strength You Need Performance, reliability, availability, security Enterprise features and modern tools Superior support for mission critical use Open Source Without Compromises Ingres Partner Summit Ingres 2008 Slide 10

11 Implementing the strategy The only Enterprise Grade Open Source RDBMS USP Stand out from the crowd What we sell Ind. Geo Choose where you want to win first BI CM AD Decide which propositions Direct The Conductors How we go to market OEM OEM MMC ISV VAD VAD ISV GD SI VAR VAR Harris Partners SI Alliances People buy solutions not Databases Geo Dependant The Orchestra Partners are our primary channel to market Ingres Partner Summit Ingres 2008 Slide 11

12 Implementing the strategy Local Engagement model Americas EMEA EMEA APAC APAC Direct Sales Direct Sales Direct Sales Direct Sales Direct Sales Direct Sales Inside Sales Inside Sales Inside Sales Inside Sales Inside Sales Inside Sales Partner Sales Partner Sales Partner Sales Partner Sales Partner Sales Partner Sales Renewal Sales Renewal Sales Renewal Sales Renewal Sales Renewal Sales Renewal Sales Global Program Reach Consulting Services Consulting Services Consulting Services Consulting Services Consulting Services Consulting Services Global Bus Dev Marketing Global Support Ingres Partner Summit Ingres 2008 Slide 12

13 Proposition Highlights Appliances Icebreaker Appliance Platform BI Appliance Content Management Appliance Open Source Application Rejuvenation and Development Other Open Source Activity Ingres Partner Summit Ingres 2008 Slide 13

14 Software Appliance Platform Ingres Icebreaker Ingres Database Integrated with Linux Integrated and Validated Maintenance Stream Value for Customers & Partners Lower cost setup and deployment Online updates Standard configuration = better service Platform for Application Solutions Tomcat Ingres Java Linux Apache/Tomcat Ingres 2006 Linux Java Linux Ingres Icebreaker Integrated Validated Lower Cost Slide Ingres Partner 14 Summit Ingres 2008 Slide 14

15 Business Intelligence Appliance Full Featured BI Suite Reporting, analytics, data integration, database, operating system One Install, Simplified Configuration 40% Faster Simpler Patching 75% Lower Implementation Costs One Vendor for Support Target Mid-Market BI Salesforce.com solution SaaS reporting/integration hub Download now Jasper Studio JasperServer JasperAnalysis JasperETL Apache/Tomcat Ingres Ingres 2006 Icebreaker Java Linux Ingres Icebreaker BI Appliance Slide Ingres Partner 15 Summit Ingres 2008 Slide 15

16 Content Management Appliance mid 2008 Rich Featured CM Suite One Install, Simplified Configuration 40% Faster Simpler Patching One Vendor for Support Document Management, Collaboration, Records Management, Knowledge Management, Web Content Management and Imaging Apache/Tomcat Ingres Ingres 2006 Icebreaker Java Linux Ingres Icebreaker CM Appliance Slide Ingres Partner 16 Summit Ingres 2008 Slide 16

17 Application Development - Rejuvenation FAT Client OpenROAD or ABF Refactor from this closed architecture Ingres Ingres Partner Summit Ingres 2008 Slide 17

18 To this open architecture Web Services Application Services Borrower Management Stock Control Self Service Data Access Layer Static Data Session Manager Borrowers Lending Catalogue Stock Cash Mgmnt Security Common Services Ingres Partner Summit Ingres 2008 Slide 18

19 Open Source Application Development Offers one click and code use Provides a complete, fully integrated development and deployment platform Supports Java, EJB, C++, DDL, Web, WSDL and XSD modeling with markerless graphical edit-ing and visualization of structure and behavior in diagrams using UML-like notation Offers a complement of software construction tools for a variety of implementation technologies Leverages the open, extensible Eclipse 3.2 platform Integrates with your software lifecycle and development team s processes Seamless transition to production environment on Ingres Enterprise ready RDBMS Development Environment Java Server Faces Tomcat Web server Runtime Environment Download now - Slide Ingres Partner 19 Summit Ingres 2008 Slide 19

20 Open Source Initiatives OpenRoad Open Source project Ingres OpenROAD Home - Ingres Community Wiki 1st step to Open Source OpenRoad What is Open sourced: The 4GL source for the OpenROAD Development IDE component of the OpenROAD product Current community contributions: Luminary, Infor, Lufthansa, Peerless IT Ingres Partner Summit Ingres 2008 Slide 20

21 Open Source Community Activities Ingres Janitor project Basically clean up the ingres source code. More details will be presented tomorrow. Jaspersoft/ Ingres bundle, Alfresco/Ingres bundle community bundle as a prepackaged solution based on GPL community project content. Help to build mindshare and foster community development on Ingres. Ingres does NOT provide any support or services around these bundles. CCV Open Solutions Alliance - open source alliance group that focuses on interoperability among open source companies. Deb Woods is sitting on the board of this group and we are jointly working on the CCV project Ingres Partner Summit Ingres 2008 Slide 21

22 Ingres DACH Implementing the strategy Ingres Partner Summit Ingres 2008 Slide 22

23 Locations D/A/CH Standorte Langen (Frankfurt) Ilmenau Regionale Büros München Stuttgart Düsseldorf Hamburg Hamburg Ilmenau Düsseldorf (ETC) Frankfurt (Langen) Stuttgart München Ingres Partner Summit Ingres 2008 Slide 23

24 D/A/CH Organisation Enterprise Support Education Sales and Business Development Professional Services European Technology Center Ingres Partner Summit Ingres 2008 Slide 24

25 Enterprise Support, Education Ingres Level 1 and EMEA Support Contacts: Sarkaut Mohn, Manager, Customer Support Support Policy: Support Contact Information: D/A/CH Education Center in the Langen office location Education Schedule: Training courses offered: Ingres Partner Summit Ingres 2008 Slide 25

26 Sales and Business Development Direct Sales Wiebke Schröter Dimitre Leonidov Franz Fasching Partner Sales Peter Koch Karl-Georg Wohlschiess Business Development Olaf Laber Reinhard Schumann Dirk Paasche Ingres Partner Summit Ingres 2008 Slide 26

27 Services Consulting Services Premium Services Service Resources Heinz-Ulrich Huxhagen Ippokratis Peidis Pool of ETC Service Consultants Ingres Partner Summit Ingres 2008 Slide 27

28 Thank You Q&A Ingres Partner Summit Ingres 2008 Slide 28

29 Fragen Select question from audience a, state s where a.participant = s.participant and s.state = curious Ingres Partner Summit Ingres 2008 Slide 29

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