CAPITAL MARKET DAY 2017 GTM STRATEGY UPDATE. Eric Duffaut CCO. March 14, Software AG. All rights reserved.
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1 CAPITAL MARKET DAY 2017 GTM STRATEGY UPDATE Eric Duffaut CCO March 14, Sftware AG. All rights reserved.
2 SAFE-HARBOR-STATEMENT This presentatin includes frward-lking statements based n the beliefs f Sftware AG management. Such statements reflect current views f Sftware AG with respect t future events and results and are subject t risks and uncertainties. Actual results may vary materially frm thse prjected here, due t factrs including changes in general ecnmic and business cnditins, changes in currency exchange, the intrductin f cmpeting prducts, lack f market acceptance f new prducts, services r technlgies and changes in business strategy. Sftware AG des nt intend r assume any bligatin t update these frward-lking statements. This presentatin cnstitutes neither an ffer nr recmmendatin t subscribe r buy in any ther way securities f Sftware AG r any f the cmpanies that are members f the Grup at present r in the future, nr des it frm part f such an ffer and it shuld nt be understd as such. This presentatin des nt cnstitute an ffer f sale f securities in the United States f America. Securities may nt be ffered r sld in the United States f America withut registratin r exemptin frm registratin in accrdance with the U.S. Securities Act f 1933 in its currently valid frm Sftware AG. All rights reserved.
3 #WITHOUTCOMPROMISE GTM STRATEGY UPDATE Eric Duffaut, Chief Custmer Officer
4 SOFTWARE AG IS POWERING YOUR DAY EVERY DAY Sftware AG. All rights reserved.
5 RELEVANCE & SCALE Sftware AG. All rights reserved.
6 Sftware AG. All rights reserved.
7 BUILT THE FOUNDATION FOR GROWTH Phase PHASE 1 1 Phase PHASE 2 2 GOAL: Laid the fundatin fr DBP License Grwth GOAL: Operatinal Excellence t accelerate Prfitable Grwth Sftware AG. All rights reserved.
8 2016 VS 2014 PHASE 1 TRANSFORMATION PAID OFF: RELEVANCE & SCALE All KPI s NC Sftware AG. All rights reserved.
9 2016 VS 2014 PHASE 1 TRANSFORMATION PAID OFF: SALES EFFECTIVENESS & EFFICIENCY All KPI s NC Sftware AG. All rights reserved.
10 2016 PHASE 1 TRANSFORMATION PAID OFF: CUSTOMER CENTRICITY CUSTOMER SATISFACTION A&N PRODUCT REVENUE +39 pp NPS = Net Prmter Scre YY All KPI s NC Sftware AG. All rights reserved.
11 2016 VS 2014 PHASE 2 TRANSFORMATION PAID OFF: BUILDING THE FUTURE PIPELINE DEVELOPMENT +20% 2017 vs QR unweighted DBP pipeline YY grwth All KPI s NC Sftware AG. All rights reserved.
12 KEY 2016 WINS Sftware AG. All rights reserved.
13 KEY 2016 WINS Sftware AG. All rights reserved.
14 2016 VS 2015 NORTH AMERICA, LEADING MARKET DBP LICENSE DBP PRODUCT AVERAGE DEAL SIZE DEALS OVER 1M +19% +9% +43% +58% PRODUCTIVITY SMD COSTS % REV +33% -15pp Average Dealsize DBP License deals (incl. 12 mnth maintenance) CUSTOMER SATISFACTION +26pp Based in values f DBP Deals ver 1M (incl. 12 mnth maintenance) PIPELINE DEVELOPMENT +19% DBP License Revenue per Revenue Generating HC After Crss Charges; Incl: Ttal Revenue Generating DBP Sales, Marketing and Distributin csts / DBP Licenses revenue NPS = Net Prmter Scre 4QR unweighted DBP pipeline YY grwth All KPI s NC Sftware AG. All rights reserved.
15 2017 ACCELERATING PROFITABLE GROWTH THROUGH OPERATIONAL EXCELLENCE Sftware AG. All rights reserved.
16 END-TO-END CUSTOMER LIFECYCLE MANAGEMENT Sftware AG. All rights reserved.
17 2017 BUSINESS GOALS Accelerate DBP Prfitable License Grwth Retain & Gain frm A&N Installed Base Maintenance Revenue Grwth Prfitable GCS Grwth: Value Creatin & Market Maker capabilities Custmer Satisfactin & Emplyee Engagement Sftware AG. All rights reserved.
18 2017 PRIORITIES Next Generatin Marketing Effective Pipeline Generatin Enhance Digital Marketing & Scial Media Operatinal Sales Excellence Guided Custmer Engagement Mdel A&N 2050 Accelerate cntributin frm Key Accunts GCS: Custmer Innvatin & Value Services Strnger Interlck with Field Sales Accelerate Innvatin & Value Driven Services Next Generatin Supprt Services Enterprise Active Supprt Enterprise Premium Services Building Multi Rutes t Market Inside Sales Mdel Accelerate Ecsystem expansin & mnetizatin Sftware AG. All rights reserved.
19 GUIDED CUSTOMER ENGAGEMENT MODEL IDEATION DISCOVERY RECOMMENDATION VALIDATION AGREEMENT SUCCESS BUSINESS MEET WITH BUSINESS STAFF INDUSTRY QUESTIONNAIRE INITIATIVES & PRIORITIES TECHNICAL CURRENT IT LANDSCAPE EXISTING ASSETS AS-IS ARCHITECTURE BUSINESS CASE CUSTOMER REFERENCES CUSTOM DEMONSTRATION PROOF-OF- CONCEPT PILOT FINALIZE SCOPE CONFIRM TO-BE ARCHITECTURE APPROACH CUSTOMER PORTAL CONTINUAL ENGAGEMENT (MONTHLY OR QUARTERLY REVIEWS) ACTIVE SUPPORT TRAINING & IMPLEMENTATION SERVICES Sftware AG. All rights reserved.
20 GTM KEY PLAYS A&N Mdernizatin Business & IT Transfrmatin Hybrid Integratin & API Management Next Generatin Applicatins Platfrm IT Lifecycle R&D Marketing Presales Sales Enablement Assets Sftware AG. All rights reserved.
21 DIGITIZATION IS ACCELERATING WE ARE READY TO BENEFIT Glbal Infrastructure Sftware Market Segments related t Digital Business Platfrm Market segments related t DBP s 5 building blcks + IT Revenue 2015 ($b) Δ % 2014/15 Δ % 2015/20 Integratin 6.7-1% BPM 2.7 5% Business & IT Transfrmatin - Analytics & Decisins 8.7 3% In-Memry Data 4.1-4% IT Platfrms* 0.3 n/a Ttal related market % Surces: Gartner Frecast: Enterprise Sftware Markets, Wrldwide, , 3Q16 Update, September , Matthew Cheung, et al. * IT Platfrms Market Reprt , published by IT Analytics Sftware AG. All rights reserved.
22 MAKING SOFTWARE AG A DESTINATION FOR CUSTOMERS PARTNERS SHAREHOLDERS EMPLOYEES Sftware AG. All rights reserved.
23 Q&A Sftware AG. All rights reserved.
24 Investr Relatins Uhlandstrasse Darmstadt Germany phne: +49 (0) 6151 / fax: +49 (0) 6151 / sftwareag.cm investr.relatins@sftwareag.cm Sftware AG. All rights reserved.
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