capital market day 2016 gtm strategy: relevance & scale/media/files/s/... · management...

© 2015 Software AG. All rights reserved.

CAPITAL MARKET DAY 2016

GTM STRATEGY: RELEVANCE & SCALE

Eric Duffaut

CCO

February 10, 2016

2 |

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.


SAFE-HARBOR-STATEMENT

3 | © 2015 Software AG. All rights reserved.

SOFTWARE AG

Software AG as a Relevant and Scalable Customer

Centric Market Leader, driving Customer Success and

Profitable Growth

MISSION & GOAL


THE “HOW”…..

OPTIMIZE

TO PERFORM

Accelerating

Within the

Known

ROI

Innovating

Beyond the

Known

Experiments, Innovate

TRANSFORM TO

OUT PERFORM


OUR ROADMAP TO SUCCESS

PERFORMING

NORMING

FORMING

DISRUPTING

SUCCESS


OPTIMIZE TO PERFORM

Optimized Demand Generation process Pipe Coverage +18% YoY

Marketing contribution 32% 1

Clearly recognizable brand Bolder, Fresher & Articulating Software AG‘s Key values 2

Customer Driven segmentation Strategic Accounts DBP License share +12pp (lic rev +43%)

DBP Deals > 1M€ up 53% & average deal size up 14% YoY 3

Simplified, unified & agile processes Rightsizing: DBP Sales HC -11% YoY

Centralized team & processes. Standardized systems 4

Maximize maintenance revenue Maintenance revenue Growth: +3% YoY (7% DBP)

Premier Maintenance launched 5


TRANSFORM TO OUTPERFORM

Industry & Use Case driven Go to Market Use Case related DBP license: +31% YoY

46 Use cases, 100+ assets in the Digital Market place 6

Expanded Eco-system as a force multiplier

Active Partners +60% YoY

Indirect Revenue share +3pp YoY

Over 600 new Consultants trained

7

GCS: Value Creation & Market Maker

+70 customer projects where value > business case

40 New references triggered

8

On premise & Cloud player

2015 Cloud Order Entry: + 131% YoY

2015 Cloud Revenue +75% YoY

9

One performing Team

DBP Sales Productivity +19% YoY

(DBP License revenue/Total DBP license HC)

10


INDUSTRY USE CASE DRIVEN GTM OVERVIEW OF ASSET CREATION 2015

0

2

4

6

8

10

USE CASES RELEASED


SOFTWARE AG RELEVANCE & SCALE


RELEVANCE SOFTWARE AG OFFERS THE WORLD’S FIRST DIGITAL BUSINESS PLATFORM

11 | © 2015 Software AG. All rights reserved. 11 |

RELEVANT TO CUSTOMER BOARDROOM



Project Excellence

Account Management

as ONE Team (value based selling)

Partner Coaching &

Enablement

Satisfaction &

References

Up and cross sell &

Max share of wallet

Co-Innovations &

Content Creation

Measurable Post Sales

Value Creation

Business Value

achieved

RELEVANCE GCS – A VALUE CREATION DRIVER

13 | © 2015 Software AG. All rights reserved. 13 |

OUR ‘GO TO MARKET’ MUST BE SCALABLE



THINK…

BIG W I D E R


PARTNERING IS STRATEGIC GOALS ALIGNED WITH COMPANY STRATEGY

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

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

SA

G C

ha

llenges

SA

G C

ha

lle

ng

es

Pa

rtn

er

Fo

cu

s


WHERE ARE WE NOW DIGITAL MARKETPLACE - A CREDIBLE INDUSTRY ECOSYSTEM

MEDIA BACKBONE

CONDUCTOR

SCHEER BPAAS

ARIS MOBILE SERVICES

INTRADAY LIQUIDITY

MONITORING

CONNECTED SERVICE

EXPERIENCE

ACCORD ALFABET

ACCELERATOR

CONTINUOUS

ASSURANCE

WIPRO LOOKING

GLASS

GLOBAL OPERATIONS

SOLUTIONS

SMART WORK BENCH

PROCESS INQUIRIES

MANAGEMENT

PPM4SRM

PROCUREMENT

EVENT FABRIC

AMAZONE SERVICES

http://www.google.nl/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&uact=8&ved=0ahUKEwjqzu3IttHJAhVEPxQKHY9uAwcQjRwIBw&url=http://goodlogo.com/extended.info/wipro-logo-3859&psig=AFQjCNH6DMckv1AOR4_tAOaaU19piojbhQ&ust=1449841485906416

https://www.google.nl/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&uact=8&ved=0ahUKEwjwrty1ydPJAhULbhQKHX28A2oQjRwIBw&url=https://en.wikipedia.org/wiki/Tata_Consultancy_Services&psig=AFQjCNHw0CunLHLIwLTSGfRl_Ksn6zVbYA&ust=1449915262722616

http://www.google.nl/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&uact=8&ved=0ahUKEwj8nYGKt9HJAhXBXBQKHRVMC7gQjRwIBw&url=http://www.brandsoftheworld.com/logo/cognizant-technology-solutions-0&bvm=bv.109395566,d.d24&psig=AFQjCNEsUvfyl2CpxK7Zifg4rjz0ya9tpQ&ust=1449841623594253


BEST OF BREED &

BEST OF SUITE

RELEVANT &

READY TO SCALE

MOMENTUM

CO-INNOVATION


IT IS NOT ABOUT DOING MORE,

BETTER • FASTER • OFTEN

IT IS ABOUT DOING WHAT WE DO


2015 2016 2017 2018

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

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

GTM EVOLUTION 2 PHASES: VALUE PLAY AND BROADEN COVERAGE

Phase 1 Phase 2 Phase 1 Phase 2

Establish Value Play Strengthen Value Play & Broaden Coverage


• 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

LEADERSHIP CUSTOMER SUCCESS SALES & MARKETING

EXCELLENCE SCALE PEOPLE

2016 PRIORITIES ALL ABOUT EXECUTION

21 |

Q&A



Investor Relations

Uhlandstrasse 12

64297 Darmstadt

Germany

phone: +49 (0) 6151 / 92 1900

fax: +49 (0) 6151 / 9234 1900

softwareag.com

e-mail: [email protected]

@SoftwareAG_IR

mailto:[email protected]

capital market day 2016 gtm strategy: relevance & scale/media/files/s/... · management...

Documents