MUK-IT 63. Roundtable. Herzlich Willkommen bei der Software AG. Anton Hofmeier VP Sales Terracotta DACH / MdGL

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1 MUK-IT 63. Roundtable Herzlich Willkommen bei der Software AG Anton Hofmeier VP Sales Terracotta DACH / MdGL

2 Überblick February 15, Software AG Mitarbeiter >1Mrd Umsatz ProcessExcellence mit ARIS Prozessdigitalisierung & Integration mit WebMethods in-memory DatenManagement für Realtime Business und BigData mit Terracotta

500 Mitarbeiter >1Mrd Umsatz ProcessExcellence mit ARIS

3 Die Welt dreht sich schneller Business is Moving to Real-Time Transactions Improvements in Business Cycle-Time Trading Analytics Airline Operations Call Center Inquiries Track Financial Position Supply Chain Updates 30 minutes 20 minutes 8 hours 1 day 1 day 5 seconds 30 seconds 10 seconds 5 minutes 15 minutes Document Transfer Mail express fax 3 days 45 seconds Refresh Data Warehouse 1 month 1 hour Trade settlement 5 days 1 day Build-to-Order PC 6 weeks 1 day Source: months weeks days hours minutes seconds 2013 Terracotta Inc. Confidential Internal Use Only 3 3

10 seconds 5 minutes 15 minutes Document Transfer Mail express fax e-mail 3 days 45 seconds Refresh Data Warehouse 1 month 1 hour Trade

4 Warum jetzt? 15 February

5 Realtime in-memory Daten Management Enterprise Applications Alle relevanten Daten In-Memory AUCH Transaktionale Daten (schreiben) Referenzdaten wie z.b. Kunden, Produkte, Preise Real-Time Analytics Real-time Analytics In-Memory Data Beispiel Antwortzeit von 3s auf 500ms SLA von 99,95% auf 99,999% 8 Wochen Projekt, ROI < 12 Monate Low latency Messaging Slow Data 2013 Terracotta Inc. Confidential Internal Use Only 5

Kunden, Produkte, Preise Real-Time Analytics 010010100011100011010 111010010100011101110 010010100011100011010 111010010100011101110

6 Terracotta ist die Software AG s Big Data Strategie 500K+ Enterprise Deployments Enterprise Customers 70% of Global 1000 use Terracotta 2,1m developers in 190 countries 5 PB+ Data in Memory 99,999% high availability Common Java API Mehr unter: und Terracotta Inc. Confidential Internal Use Only 6 6

countries 5 PB+ Data in Memory 99,999% high availability Common Java API Mehr unter:

7 Leads systematisch qualifizieren Neukundengewinnung

8 Software AG Global Sales Process 2013 Terracotta Inc. Confidential Internal Use Only 8 8

9 Software AG Global Sales Process 2013 Terracotta Inc. Confidential Internal Use Only 9 9

Standardisierte Deal-Qualification Risk Category Qualification Status Score Budget Is there Budget available for this project Yes 1 Risk Budget Has the budget been allocated to the project already No

10 Standardisierte Deal-Qualification Risk Category Qualification Status Score Budget Is there Budget available for this project Yes 1 Risk Budget Has the budget been allocated to the project already No -1 Budget Does the Power (Executive) Sponsor have discretionary budget available Yes 1 Budget Is the cost within the Power (Executive) Sponsor's approval limit Yes 1 Risk Budget Does the Board need to approve the purchase Yes -1 Risk Budget Have we been told the Budget amount No -1 Authority Does the Project have an Owner / Project Sponsor (Director) Yes 1 Authority Is the project a priority for Power (Executive) Sponsor No 1 Authority Is there major resistance to this project in the organization Yes 1 Authority Do we have access to the Project Sponsor (Director) Yes 1 Authority Do we have access to the Power (Executive) Sponsor Yes 1 Need Are the customer's needs well defined Yes 1 Need Were we involved in defining the customer's needs Yes 1 Need Does our solution meet the customer's needs Yes 1 Need Are we uniquely positioned to meet the customer's needs Yes 1 Timeline Does the Project have a defined completion date Yes 1 100% Budget Cost of Sale Authority Control 0% -100% Need Value Timeline Vision Influence Pain 2013 Terracotta Inc. Confidential Internal Use Only 10

to approve the purchase Yes -1 Risk Budget Have we been told the Budget amount No -1 Authority Does the Project have an Owner / Project Sponsor (Director) Yes 1 Authority Is the project a priority

11 Sales Pipeline GAP Analyses Quote YTD Weighted Pipeline GAP 1600k 0k 500k 1100k Average Value Deal 220k New Deals# 5 Opportunity 1:3 Win 15 Visits to identify opp (1:4) 60 Calls 1: Terracotta Inc. Confidential Internal Use Only 11

Deals# 5 Opportunity 1:3 Win 15 Visits to identify opp (1:4)

12 New Business Generation Workshop Was erreicht man an einem Tag? Gute Vorbereitung Liste mit Kontakdaten au ALLE machen mit EIN Raum Gemeinsames Frühstück Gemeinsame Besprechung Erfolge feiern 2013 Terracotta Inc. Confidential Internal Use Only 12

mit EIN Raum Gemeinsames Frühstück Gemeinsame Besprechung

13 Kontakt Anton Hofmeier VP Sales Terracotta DACH, MdGL Phone Mobile Website: Gerne vernetzen auch über Xing oder LinkedIN Terracotta Inc. Confidential Internal Use Only 13 13

terracotta.org Gerne vernetzen auch über Xing oder LinkedIN http://www.xing.

DATA is just like CRUDE. It s valuable, but if unrefined it cannot really be used.

Data is the new Oil DATA is just like CRUDE. It s valuable, but if unrefined it cannot really be used. Clive Humby "Digitale Informationsspeicher Im Meer der Daten" "Die Menschen produzieren immer mehr