GTM STRATEGY: RELEVANCE & SCALE

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Ashley Davis
7 years ago
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2 SAFE-HARBOR-STATEMENT This presentation includes forward-looking statements based on the beliefs of Software AG management. Such statements reflect current views of Software AG with respect to future events and results and are subject to risks and uncertainties. Actual results may vary materially from those projected here, due to factors including changes in general economic and business conditions, changes in currency exchange, the introduction of competing products, lack of market acceptance of new products, services or technologies and changes in business strategy. Software AG does not intend or assume any obligation to update these forward-looking statements. This presentation constitutes neither an offer nor recommendation to subscribe or buy in any other way securities of Software AG or any of the companies that are members of the Group at present or in the future, nor does it form part of such an offer and it should not be understood as such. This presentation does not constitute an offer of sale of securities in the United States of America. Securities may not be offered or sold in the United States of America without registration or exemption from registration in accordance with the U.S. Securities Act of 1933 in its currently valid form Software AG. All rights reserved.

6 OPTIMIZE TO PERFORM Optimized Demand Generation process Clearly recognizable brand Customer Driven segmentation Simplified, unified & agile processes Maximize maintenance revenue Pipe Coverage +18% YoY Marketing contribution 32% Bolder, Fresher & Articulating Software AG s Key values Strategic Accounts DBP License share +12pp (lic rev +43%) DBP Deals > 1M up 53% & average deal size up 14% YoY Rightsizing: DBP Sales HC -11% YoY Centralized team & processes. Standardized systems Maintenance revenue Growth: +3% YoY (7% DBP) Premier Maintenance launched Software AG. All rights reserved.

7 TRANSFORM TO OUTPERFORM Industry & Use Case driven Go to Market Expanded Eco-system as a force multiplier GCS: Value Creation & Market Maker On premise & Cloud player One performing Team Use Case related DBP license: +31% YoY 46 Use cases, 100+ assets in the Digital Market place Active Partners +60% YoY Indirect Revenue share +3pp YoY Over 600 new Consultants trained +70 customer projects where value > business case 40 New references triggered 2015 Cloud Order Entry: + 131% YoY 2015 Cloud Revenue +75% YoY DBP Sales Productivity +19% YoY (DBP License revenue/total DBP license HC) Software AG. All rights reserved.

RELEVANCE SOFTWARE AG OFFERS THE WORLD S FIRST DIGITAL

12 RELEVANCE GCS A VALUE CREATION DRIVER Business Value achieved Account Management as ONE Team (value based selling) Satisfaction & References Project Excellence Partner Coaching & Enablement Measurable Post Sales Value Creation Up and cross sell & Max share of wallet Co-Innovations & Content Creation Software AG. All rights reserved.

15 Partner Focus SAG Challenges SAG Challenges PARTNERING IS STRATEGIC GOALS ALIGNED WITH COMPANY STRATEGY Accelerate Profitable Growth & Scale Gaps in GCS service capability & capacity to cover all regions, products and industries on a global scale Some customers look for solutions to accelerate time to value High efforts in pipeline generation, more complex and long sales cycles Missing bandwidth of direct sales to cover all regions, products, industries and market segments Extend Services capacity & capability: Complement our global service coverage via competent and committed partners Solutions Build: Drive proliferation of solutions accelerators & fully fledge applications on top of SAG DBP. Joint Selling (Co-Sell & Resell in Named accts): Increase effectiveness of our direct sales force by contributing to sales cycle White Space Resell: Generate incremental revenue by covering white spaces Software AG. All rights reserved.

WHERE ARE WE NOW DIGITAL MARKETPLACE - A CREDIBLE INDUSTRY ECOSYSTEM MEDIA BACKBONE CONDUCTOR CONNECTED SERVICE EXPERIENCE WIPRO LOOKING GLASS PROCESS INQUIRIES MANAGEMENT SCHEER BPAAS ARIS MOBILE

16 WHERE ARE WE NOW DIGITAL MARKETPLACE - A CREDIBLE INDUSTRY ECOSYSTEM MEDIA BACKBONE CONDUCTOR CONNECTED SERVICE EXPERIENCE WIPRO LOOKING GLASS PROCESS INQUIRIES MANAGEMENT SCHEER BPAAS ARIS MOBILE SERVICES ACCORD ALFABET ACCELERATOR GLOBAL OPERATIONS SOLUTIONS PPM4SRM PROCUREMENT INTRADAY LIQUIDITY MONITORING CONTINUOUS ASSURANCE SMART WORK BENCH EVENT FABRIC AMAZONE SERVICES Software AG. All rights reserved.

GTM EVOLUTION 2 PHASES: VALUE PLAY AND BROADEN COVERAGE 2015 2016 2017 2018 Phase 1 Phase 2 Phase 1 Phase 2 Establish Value Play Goal : Laid the foundation for DBP License Growth From

influencers: Solution build & Co-Sell GCS: From project led to Value creation & Market maker Strengthen Value Play & Broaden Coverage Goal : Accelerate Execution for Profitable Growth

19 GTM EVOLUTION 2 PHASES: VALUE PLAY AND BROADEN COVERAGE Phase 1 Phase 2 Phase 1 Phase 2 Establish Value Play Goal : Laid the foundation for DBP License Growth From opportunistic to Relationship led Focus on Key installed base accounts Account Management & VB selling Start Industry Specialization Expand Ecosystem with Focus on SI s who are influencers: Solution build & Co-Sell GCS: From project led to Value creation & Market maker Strengthen Value Play & Broaden Coverage Goal : Accelerate Execution for Profitable Growth Value: Reinforce Focus: less accounts per AE Establish Global Account Program Customer 360 Establish new RoutesTo Market (RTM) : Inside Sales, White Spaces resell Software AG. All rights reserved.

20 2016 PRIORITIES ALL ABOUT EXECUTION LEADERSHIP CUSTOMER SUCCESS SALES & MARKETING EXCELLENCE SCALE PEOPLE Double-digit License Growth in DBP Best of breed & Best of SUITE A&N Retention Co-Innovation Premier Support GCS Value Delivery Effective Demand Generation Account Management Opportunity Management Customer 360 & in context sales enablement Partner Ecosystem: white space coverage, solutions build, joint selling, services Inside Sales People Development ONE TEAM Software AG. All rights reserved.