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  • 1. State of the MSM Business - EMEA Nick Glover Vice President EMEA, MSM Sales & Software Consulting 13/05/10
  • 2. FY09 MSM Business Strategy
    • Coverage plan designed to maximize the opportunities in MSMs two distinct businesses
      • Renewal
      • Growth (Net New Product Revenues)
    • Continue to optimize current coverage model
    • Increase our investment in Growth Business
      • MSMs Rising Star
      • Partners are key to MSMs success
        • Developed an investment plan for CONTROL-M utilizing and leveraging our partners
        • Improve partner contribution to support MSM goals
    Copyright 13/05/10 BMC Software, Inc.
  • 3. MSM Business Remains Strong!
    • Exceeded our FY08 financial commitments
    • Consistent execution
      • Built off FY07 success
      • Accelerated Operational Excellence
      • Continued focus on education
    • Established metrics to measure the quality of MSM transactions
    • Improved our ability to defend our value against competition
    Copyright 13/05/10 BMC Software, Inc.
  • 4. Analysts Recognize our Mainframe Commitment Copyright 13/05/10 BMC Software, Inc. Forrester: SWOT Analysis: BMC Software, Q4 2006: Out of the [Big Four], BMC is a visionary and thought leader regarding topics such as BSM and the CMDB, and provides the products to support this leadership.
  • 5. MSMs Position within BSM
    • Mainframe Data Management (IMS & DB2)
      • Enhance the availability, performance and recoverability of mainframe databases
    • Mainframe Infrastructure Management (MAINVIEW)
      • Manage, monitor and automate, z/OS its subsystems and storage
    • Enterprise Scheduling & Mainframe Output Management (CONTROL-M and CONTROL-D)
      • Efficiently deliver enterprise batch scheduling for legacy and modern application workloads
      • Provide application report distribution management
    Copyright 13/05/10 BMC Software, Inc.
  • 6. The Markets are Taking Notice Recent Summaries Copyright 13/05/10 BMC Software, Inc.
    • Cowen and Company
    • Solid quarter, remains preferred way to play mainframe
    • BMC reported strong Q4 results and offered an outlook that presents a stable demand picture. .
    • Top line better than expected, driven by mainframe.
    • Oppenheimer & Co.
    • BMC Software Continues Beat-and-Raise Streak .
    • BMC continues to benefit from strong demand for BSM solutions, and better than expected mainframe strength.
    • Raymond James & Associates Inc
    • BMC Beats Again on Strong Bookings and Margins
    • TTM annualized mainframe bookings were up 12%, with pricing stabilizing and capacity gains continuing.
    • Pacific Crest Securities
    • BMCs BSM Engine Revs Up in Q4; Outlook Is Improving
    • Mainframe stabilization is driving revenue, margin improvement.
    • Credit Suisse North America
    • Mainframe Renaissance: Big Getting Bigger
    • Earnings Reinforce Positive Mainframe Thesis.
  • 7. Thought Leadership Community Involvement Copyright 13/05/10 BMC Software, Inc. Dinosaurier Fachkrftemangel bei Mainframes befrchtet Tags: Internet Von: Martin Schindler Donnerstag, 6. September 2007 Anders als die realen Dinosaurier scheinen die Dinosaurier unter den Rechnern nicht vom Aussterben bedroht zu sein. Das zumindest legt der aktuelle Mainframe Report des Software-Herstellers BMC nahe. ber die Hlfte der Mainframe-Bestandskunden und hier vor allem grere Betriebe sehen wachsenden Bedarf bei den Kapazitten. Dieser Bedarf werde hauptschlich von Themen wie Service-orientierten Architekturen (SOA) und Web Services getrieben. Un estudio sobre la industria sobre el Mainframe revela su crecimiento y la expansiontinuada en SOA y Servicios WEB 12 wrzenia 2007 BMC Software zbadao bran mainframe Micha Tomaszkiewicz BMC Software, reprezentowane w Polsce przez CompFort Meridian, ogosio wyniki swojego dorocznego badania rynku systemw mainframe. MSM in EMEA news 34 times in FY08! Mainframe: cresce nelle architetture SOA e Web service 11/09/2007 Gli intervistati ritengono i Mainframe fondamentali nelle iniziative SOA e Web service in qualit di data hub e transaction server. Il 93% prevede un futuro roseo in quanto piattaforma adatta ai workload di oggi e di domani. A conferma del costante impegno nella ricerca e nello sviluppo customer-centric, BMC Software ha presentato i risultati dell' analisi annuale sullo stato del mercato mainframe . Lo studio raccoglie i feedback forniti dagli utenti mainframe su base globale rispetto alle strategie pianificate nei rispettivi ambienti IT.
  • 8. MSM Management Structure for EMEA
    • Europe In Country
      • Northern (Paul Boyce)
        • UK, Ireland, Nordics, BENELUX
      • Central (Uwe Behley)
        • DACH
      • Southern (Marc Beschi)
        • Iberia, France, Italy
    • Emerging Markets
      • Eastern Europe (Uwe Behley)
      • Middle East, Africa, GITC (Matthew Twist; reports to Paul Boyce)
    • Account Segmentation (no change)
      • Enterprise Accounts
      • Named
      • Growth
    Copyright 13/05/10 BMC Software, Inc.
  • 9. Partner Participation by Account Segment
    • Europe In Country
      • Enterprise Accounts
        • When a Partner can assist in moving an opportunity forward
        • Installations, migrations, conversions
      • Named
        • Enterprise accounts designated by MSM for partner coverage
      • Growth
        • New IS team to drive opportunities through Partners
    • Emerging Markets
      • All Account Segments
    Copyright 13/05/10 BMC Software, Inc.
  • 10. Partners Are Key Component for MSM Success
    • Why do we use Partners?
      • Grow MSM business
        • New logos
        • Expand our coverage
      • Experienced Service Providers
        • How MSM ensures successful installations, migrations and conversions
        • Make the products sticky
      • Knowledge of the MSM solutions
        • Technical resources who can present and demonstrate solutions
        • Understand the competitive landscape in their geographies
      • Strong relationships with customers
        • Understand the customers business, language and the geographical landscape
    Copyright 13/05/10 BMC Software, Inc.
  • 11. FY09 Partner Enablement
    • Sales training
      • WWFEF (1 st time for MSM & 9 EMEA partner attended)
      • Straight Scoops
    Copyright 13/05/10 BMC Software, Inc. NEW!
    • Technical training
      • WWTEF widely expanded in FY09 (16 EMEA partners attended)
      • Monthly technical w