Welcome to SoftSummit 2010! October 11 13, 2010 Hilton San Jose San Jose, CA
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1 Welcome to SoftSummit 2010! October 11 13, 2010 Hilton San Jose San Jose, CA
2 Flexera Software Overview and Vision Mark Bishof President and Chief Executive Officer Flexera Software
3 Agenda Flexera Software Business Update The World is Changing Flexera Software s Role
4 Flexera Software Business Update
5 Flexera Software Summary Industry Leadership Strong Management Application Usage Management Leading supplier of solutions enabling software producers to optimize revenues and enterprises to maximize value Seasoned, experienced management team Strong Financial Profile $140m in revenue $50m in EBIDTA Strong run-rate revenue profile Broad Growth Opportunities Software Entitlement Management Solutions Installation & Packaging Solutions Enterprise License Optimization Blue Chip Customers
6 Forces Driving Application Usage Management Applications Have Turned Strategic Producers of Applications Drive revenue & protect assets Mature monetization Position for usage-based future Tipping Point Consumers of Applications Avoid surprises Step beyond discounts Globalize usage Rationalization of supply
7 Application Usage Management System Producers of Applications Drive revenue & protect assets Mature monetization Position for usage-based future Strategic Solutions for Application Usage Management Consumers of Applications Avoid surprises Step beyond discounts Globalize usage Rationalization of supply
8 Applications Have Turned Strategic Software & Hardware Producers Enterprises & Government Entitlement & Compliance Management Entitlement management licensing Electronic software delivery Compliance Analytics Installation Windows installation development Cross-platform installation development Flexera Software Solutions Flexera Software Solutions Enterprise License Optimization Application discovery Inventory Entitlement management Usage collection/aggregation Reconciliation Optimization Application Readiness Application discovery and identification Compatibility testing Planning Fixing & Packaging Deployment
9 Market Leading Brands in Each Segment #1 Market share Entitlement & Compliance Management 3,000+ ISVs and Device Manufacturers 200,000,000 PC s Receiving Software Downloads and Updates 250,000,000 Installations Licensed #1 Market share Enterprise License Optimization 8 of top 10 Aerospace & Defense 6 of top 12 Semiconductor 5 of top 10 Oil and Gas Over 500 Enterprise Customers #1 Market share Software Installation 30,000+ Enterprises 30,000+ ISVs 500,000,000 Installations #1 Market share Application Packaging Over 1 million applications reliably and rapidly packaged Distributed by 3 of the top 4 PC Life Cycle Configuration Management Vendors 10,000+ Enterprises
10 The World is Changing
11 Source: IBM
12 Source: IBM
13 Source: IBM
14 Source: IBM
15 Source: IBM
16 What Does This Mean to You (and Us)? Implications on applications Applications everywhere the cloud, virtual environments, on-premises Smarter applications that connect with and obtain more timely and complete information from other apps, sensors, etc. Customer expectations for greater flexibility subscription, pay-per-use, etc. Strategic enablers Protection of intellectual property Flexibility to quickly adapt business models and deployment methods Greater insights into who owns what promote cross-/up-sell, maintenance Help customers achieve continuous compliance
17 Software Vendor Market Trends & Business Challenges Market Trends Mergers & acquisitions on the rise New license revenues declining leading to increase in audits Compliance concerns Don t know who their customers are and what they are entitled to Customers increasingly interested in usage-based models Business Challenges Maximizing revenues Ensuring compliance across increasingly global customer base Delivering a consistent experience to customers Managing operating costs
18 High-Tech Manufacturers Market Trends & Business Challenges Millions of Communicating Devices WW* Mobile Devices, Consumer Electronics, Automobile, Industrial Machines, Appliances, Toys, and Other Embedded Equipment Traditional Computers & Communications Equipment Source: IDC Device Base Model, ,000 16,000 14,000 12,000 10,000 8,000 6,000 4,000 2,000 * Excludes voice- and SMS-only phones 0 Market Trends Hardware commoditization Value migrating to applications Devices becoming internet connected Functional convergence multi-function devices Configure-to-order postponement strategies Business Challenges Monetizing applications and protecting intellectual property Managing a software business in a manufacturing company Delivering customers an excellent experience
19 Enterprises & Governments Market Trends & Business Challenges Market Trends Don t know what apps are owned/used Software audits are increasing No controls over software spend ad hoc contracts and purchases Compliance risk made worse by M&A Reduced headcount and budgets SaaS, virtualization, cloud Business Challenges Buy what you need, use what you have Continuous compliance Optimize applications at usage level Maximize value
20 Flexera Software s Role
21 Applications Have Turned Strategic Software & Hardware Producers Enterprises & Government Entitlement & Compliance Management Entitlement management licensing Electronic software delivery Compliance Analytics Installation Windows installation development Cross-platform installation development Flexera Software Solutions Flexera Software Solutions Enterprise License Optimization Application discovery Inventory Entitlement management Usage collection/aggregation Reconciliation Optimization Application Readiness Application discovery and identification Compatibility testing Planning Fixing & Packaging Deployment
22 Continuous Compliance & Optimization Platform Contracts & Entitlements Producers of Applications Portal Continuous Compliance & Optimization Portal Consumers of Applications Portal Inventory & Usage
23 SaaS Business Challenges and Strategies CHALLENGES Many pure-play SaaS companies have one-size fits all packaging resulting in missed revenues. SaaS business models need to change on a dime to address an evolving market. Example: NetSuite has only two options: NetSuite and NetSuite CRM+ STRATEGIES Package and price offerings to match what customers want to buy WITHOUT involving engineering SaaS providers are losing 40-60% of potential revenues to credential sharing abuse SaaS providers have a one size fits all approach to licensing, leaving potential customers and revenues out Protect service against revenue leakage to credential sharing License (e.g. annual, concurrent use etc) service according to how customers want to pay for access Example: ESRI offers a day-pass for some products
24 Announcing: Flexera Software Solutions for SaaS Growing SaaS Revenues Define service bundles based on features Create entitlements for service bundles Provision SaaS users based on entitlements Automate subscription management, up- /cross-sells Gain customer insights on products and version Define and enforce license models (e.g., concurrent use, annual, trials) and usage policies Augment user credentials with machine identities to formulate license usage policies SaaS Services Sue Jan Available today via market leading and proven FlexNet Publisher (licensing) and FlexNet Operations (entitlement and subscription management) solutions
25 High-Tech Mfr Business Challenges & Strategies CHALLENGES Device manufacturers face eroding margins on hardware products STRATEGIES Push hardware costs to end customers by making device capabilities available as pure software Enable up- and cross-sell revenues by delivering capabilities as software add-ons or on a trial basis Service providers need to provision capacity to meet peak demand which leads to unused capacity during off-peak periods Allow service providers to dial up/dial down capacity on-demand without deploying hardware, eliminating unused hardware Service providers and branch office locations need to reduce power consumption, space and administrative costs Consolidate many capabilities into one device
26 Announcing: Flexera Software Solutions for Virtual Appliances Protect Margins, Enable Cross-/Up-sells and Flexible Capacity Models Protect intellectual property Automate capacity and capability provisioning and de-provisioning Enable field-upgrade of capacity and capabilities for virtual appliances Report deployment of virtual appliances provisioned to FlexNet Operations Automate cross-/up-sells of capabilities Compare capacity and capabilities owned versus deployed by an end customer Available today via market leading and proven FlexNet Embedded (licensing) and FlexNet Operations (entitlement management) solutions
27 Taking on the Cloud! For more information on our cloud/saas offerings Tuesday, October 12 th Technical Track Licensing 11:30 am 12:30 pm
28 Thank You for Coming! Please welcome Tom Reilly Chief Executive Officer ArcSight
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