10/04/23

State of the MSM Business - EMEANick Glover

Vice President EMEA, MSM Sales & Software Consulting

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FY09 MSM Business Strategy

› Coverage plan designed to maximize the opportunities in MSM’s two distinct businesses

– Renewal– Growth (Net New Product Revenues)

› Continue to optimize current coverage model› Increase our investment in “Growth Business”

– MSM’s “Rising Star”– Partners are key to MSM’s success

• Developed an investment plan for CONTROL-M utilizing and leveraging our partners

• Improve partner contribution to support MSM goals

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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

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Analysts Recognize our Mainframe Commitment

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.”

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MSM’s 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

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The Markets are Taking Notice – Recent Summaries

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.

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.

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.

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

BMC’s BSM Engine Revs Up in Q4; Outlook Is Improving

• Mainframe stabilization is driving revenue, margin improvement.

Pacific Crest Securities

BMC’s 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.

Credit Suisse North America

Mainframe Renaissance: Big Getting Bigger

• Earnings Reinforce Positive Mainframe Thesis.

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DinosaurierFachkräftemangel bei Mainframes befürchtetTags: Internet Von: Martin Schindler Donnerstag, 6. September 2007Anders 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. Über die Hälfte der Mainframe-Bestandskunden und hier vor allem größere Betriebe sehen wachsenden Bedarf bei den Kapazitäten. Dieser Bedarf werde hauptsächlich von Themen wie Service-orientierten Architekturen (SOA) und Web Services getrieben.

Un estudio sobre la industria sobre el Mainframe revela su crecimiento y la expansi󮠣ontinuada en SOA y Servicios WEB

12 września 2007BMC Software zbadało branżę mainframeMichał Tomaszkiewicz

BMC Software, reprezentowane w Polsce przez CompFort Meridian, ogłosiło wyniki swojego dorocznego badania rynku systemów mainframe.

Thought Leadership – Community Involvement

MSM in EMEA news 34 times in FY08!

Mainframe: cresce nelle architetture SOA e Web service

11/09/2007Gli intervistati ritengono i Mainframe fondamentali nelle iniziative SOA e Web service in qualità 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.

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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

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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

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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

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FY09 Partner Enablement

› Sales training – WWFEF (1st time for MSM & 9 EMEA partner attended)– Straight Scoops

› Technical training– WWTEF widely expanded in FY09 (16 EMEA

partners attended)– Monthly technical webinars

› Certification– Updated CONTROL-M certification for technical

consulting & L1 Support– Created partner certification logo

› Communications– New MSM material on the Partner Portal – MSM regular contributor to Partner Newsletter

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Working with Partners

Fiscal Year FY0868 MSM EMEA Partners

Contributed ~22% of Total Bookings

WHAT WILL YOU DO IN FY09?