24/05/2015 emea update bill koehl vice president and general manager

18/04/23

EMEA Update

Bill KoehlVice President and General Manager

© Copyright 18/04/23 BMC Software, Inc.2

FY08 Observations

Internal View› Not Consistently Achieving Quota

External View› “BMC’s focus on it’s install base could limit growth opportunities in

segments outside its traditional user community”– Forester Research

› “Gartner believes that most of BMC’s sales are to existing BMC’s customers not now stand-alone customers”

– Gartner Group

INTERNAL USE ONLY © Copyright 04/18/23 BMC Software, Inc.


3 Year Historical View

30,000ACCOUNTS

6,770ACCOUNTS


ESM Revenue

75% of Revenue

25% of Revenue


Customer Segmentation Metrics

>= $10B 10 Points

$1B - $10B 5 Points

$100M-$1B 1 Point

Size of Account

Ranked by Revenue

High 10 Points

Med 5 Points

Low 1 Point

Vertical Industry Opportunity

Based on knowledge worker and IT spending rates

High 10 Points

Med 5 Points

Low 1 Point

Country Market Maturity

Based on readiness of business & govt. w/in a country to leverage IT

High 10 Points

Med 5 Points

Low 1 Point

Propensity to Buy

Propensity to buy across 6 ESM product areas

30%

35%

15%

20%

>$2M 10 Points

$250K-$2M 5 Points

< $250K 1 Point

DSM Total Spend

Based on company’s ESM TB BMC FY06 – Q3FY08

>13 10 Points

4 – 12 5 Points

0 – 3 1 Point

Product PenetrationNumber of BSM Solution groups purchased FY06 – Q3FY08

>$4M 10 Points

$1M - $4M

5 Points

<$1M 1 Point

MSM Total Spend

Based on company’s MSM TB FY06 – Q3FY08

>$2M 10 Points

$250K-$2M

5 Points

<$250K 1 Point

Core License Spend

SM/IM License bookings from FY06 – Q3FY08

30%

20%

20%

30%

Total Points Available

20

Metric Weight Metric Weight



Business Relationship (BR)

Deploys and runs a large complex IT Organization

Propensity to buy into our BMC vision

High license ($1m) potential to spend on solutions offered by BMC

Strong BMC relationship except in investment accounts



Business Impact (BI)

Global 2000 – Highly complex IT environment – All industry sectors represented

BSM Platform for growth

BMC has the potential for an Invitation to grow or enter account

Customer relationship tends to be opportunistic

Customer tends to buy to “pain” – solve problems



Named

Typically less than 10 billion in revenue and more than 2500 Employee’s

Typically transactional buyers - Solve Point Problems

Partner lead sales and services

Primary Buyer Type - IT point product specialist



Mass Market

Huge Partner Opportunity

Partners’ Manage and Lead

Generally Product and Solution Based

Partners are Trained Exactly to the Same Standard as BMC Sales and Services Delivery Capabilities


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New Worldwide Segmentation Model

Named Territory Accounts

1,891 Accounts

1,594 6892,283 Accounts

Business Impact

BusinessRelationship

151162 Accounts

11

Mass Market

Platform / Consultative SellBMC Services EmbeddedTied to Global Initiatives

Solution SellPartner Led Sales & Services

Platform for GrowthPartner Led Services

Sell To PainCommunication Coordination

INV

ES

TM

EN

T CU

ST

OM

ER


Worldwide Exponential Opportunity

1,60

5 A

cco

un

ts

Communication Coordination

ServiceSupport

ServiceAssurance

ServiceAutomation

BMC Primary Account Manager

Named Territory Accounts

1,594 6892,283 Accounts

1,891 Accounts

BusinessRelationship

Business Impact

151162 Accounts

11

Mass Market

SI’sPartners

BMCGlobalServices

ServiceSupport

ServiceAssurance

ServiceAutomation


Client Take-a-ways

› We Must Embrace Behavioral Change in FY09

› Protect and Grow the BR and BI customer segments through Collaboration

› Build Pipeline and Incremental Revenue Through Communication with specialist organization

› Increase Sales Productivity– Repurposed Inside Sales– Improve Channel Alignment


© Copyright 18/04/23 BMC Software, Inc.12 04/18/23

Worldwide Product Organization

Craig Harper


WW Product OrganizationOur Mission

› Dominance of the BSM Marketplace › Accelerate Growth› Deliver balanced revenue achievement across all BSM Disciplines

– Focus– Expertise / Value Add– Teamwork

› Communicate with Business Units on behalf of our clients and Field Sales organization

– Influence our Product Strategy– Communicate our Product/Solution Strategy and Roadmaps

› Establish the over all Go to Market Strategy› Localize BU/Field Strategy to specific markets



Service Automation

$132M (lic.)

ServiceAssurance

$270m (TB)

Service Support$260M (lic.)

WW Product OrganizationCraig Harper

Identify$45M (TB)

Tom Schodorf

Ron Clegg

John McMahon

Mary Nugent

SoftwareConsulting

MaryNugent

Partner

RonClegg

BSM FieldStrategy

SeanMcDermott

SalesSpecialists

JohnMcMahon

M&A

SteveVierra

FieldProcess

FieldMarketing

KathyBexley

JeffHodges

SolutionArchitects

TomSchodorf

Field Process



Service Automation

ServiceAssurance

Atrium

Service Support

Alignment with our ESM Business UnitProducts

Paul AvenantSol Development

K Behnia/T BishopOffice of the CTO

John PetersESM Marketing

Jim GrantSenior Vice PresidentESM Business Unit

Alisa NesslerSolution Support

Scott HassettESM Ops & Value Chain

Herb Van Hook

ESM Business Planning

Product

Line

Product

Management

Israel GatProduct Line

Bob GutekunstProduct Line

Krishna PrasadProduct Line

Scott FultonProduct Line

Roy RitthalerProduct Mgmt

Brent BrightwellProduct Mgmt

Warren CookProduct Mgmt

P. PadmanabhanProduct Mgmt

Eli AlmogCTO Office

Troy ClineCTO Office

Atwell WilliamsCTO Office

Doug BagleyCTO Office

Mitch LandryProgram Mgmt

Mary MorganProgram Mgmt

Brian BorackProgram Mgmt

Mary MorganProgram Mgmt

Becky StraussSupport

DeWayne McNallySupport

Jay ShankarSupport

Lucy Karis Support

Mark KusionowiczMarketing

Bronna ShapiroMarketing

Gerry RoyMarketing

Paul FarrMarketing



Service Automation

ServiceAssurance

Service Support

WW Product Organization- EMEACraig Harper

Identify Tom Schodorf

Robert Cole

Luca Lazzaron

Herve Timsit

SoftwareConsulting

Rob Cole

FieldMarketingJonathan Priestley


Greg Rahim


Field Sales Specialists Profile

› “Hunter among Hunters”› Ability to cover a broader territory

– Inventory Opportunities– Qualify and Prioritize

› Expert in qualifying opportunities.› Flexible based on role

– Capable of leading the sales effort– Capable of becoming a part of an overall account team and strategy

› Rapid value add– Establishes trust and credibility with both the technology buyer and economic buyer– Understand and customizes the ROI to the customer– Cultivates and effective uses client references

› Gracefully transitions the relationships to be “farmed” by account manager › Works well with the client team


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Service Automation

ServiceAssurance

Service Support

IdentifySI’s

Partners

BMCGlobalServices

Intentional Alignment


EMEA

› Amsterdam – EMEA Headquarters

78 Countries

3300 Customers

>$600m Revenues

1,100 Employees

Sales & Mgmt 280

SC’s 120

Consulting Services 140

Field Marketing 35

Field Operations 25

MF 130

Corp Ops, Legal, etc 120

Finance 60

HR 10

R&D 180


Aligning How a Customer Buys With How BMC Sells

100% Partner Driven

Product / Solution Buyer

Solution Buyer

Business and IT Executive Buyers

Mainly Product

Focus

BSM via Solution

up to Discipline

BSM via Discipline

BSM

How Customers Buy Key Customer Buyer Approach & EMEA Numbers

Total BR Accounts: 210Parent: 76 Child: 134Consultative Selling, Upselling, Renewals and Services

Total of 70 Account Reps covering BI and BR (not inclusive of management)

Total BI Accounts: 535Parent: 440 Child: 95Solution Selling, Upselling, Renewals and Services

Total Named Accounts: 51516 Territory Managers + 19 ISD Territory ManagersProduct Selling, Upselling, Renewals and Services

Purely Partner DrivenProduct Selling

Existing AccountsInvestment Accounts

INVE

STM

ENT CUSTO

MER

INTERNAL USE ONLY © Copyright 04/18/23 BMC Software, Inc.20


New Organization Structure

› All conflict is removed so we can focus on the customer– FY09 is all about the country… not which sales division– Country Managers now have total revenue responsibility in their country

› How does it effect you?– Increase your focus on the customer, right people on the right set of accounts – Strong infrastructure and specialization support – A much clearer line of sight to services, products and operation– Both Client and Product disciplines working closer together– Larger quotas but paid on everything– Simplified compensation plan


EMEA Executive Team

Bill Koehl

VP and General Manager

Marja Schalks

Executive Assistant

Jon Rendle

Director Cust. Support

Gavin Tapper

Director Order Mgmt

Edouard Fourcade

VP, WW Comp & BP

Jim Darragh

Director WW Field Ops

Mark Newton

Regional Director NER

Olav Strand

Regional Director CER

TBD

Regional Director SER

Dermot Costello

Director iSD

Nick Glover

VP, MSM EMEA

Neil Yekell

VP Finance

Todd Reeves

Sr. Director HR

Gertjan van Dam

Director Best Practices

Elodie Dowling

Sr. Legal Counsel

Eric Blum

VP Consulting Services

Jonathan Priestley

Director Field Marketing

Robert Cole

Director SW Consulting

Vishal Rao

Director Global Accounts

Bjorn Mattsson

Director Channels

Huub Smeets

Director Procurement

Luca Lazzaron

VP & GM Bladelogic

Nick McEvoy

Director Field Operations


Mark Newton

Regional Director NER

Olav Strand

Regional Director CER

TBD

Regional Director SER

Dermot Costello

DirectoriSD Europe

EUROPE Sales Organization

Bill KoehlVP and General Manager

Gertjan van Dam

DirectorBest Practices

Vishal Rao

Director Global Accounts

Nick McEvoy

Director Field Ops

UK Mark Newton

GERMANYOlav Strand

ITALYBettina Giordani

NERMichelle Murphy

CERIves Bretzer

SERMarco Vascellari

IBERIAMiguel Fito

FRANCEEric Lecoq

AUSTRIA/SWITZERLANDChristian Winkelbauer

NORDICMats Ferm

NETHERLANDSHans van Donge

BELGIUM/LUXJan Duthoo


EMEA-based Global Accounts U.S.-based Global Accounts

Global Accounts


BMC Is Better Equipped Than Ever Before To Service This Need

BMC ITSMChange Management

Service Request SystemIncident Management

Asset ManagementDefinitive Software Library (DSL)

BMC Event Manager (BEM)Service Impact Manager (SIM)ProactiveNet Analytics (PNET)

BMC Performance Manager (BPM)Transaction Management (TMART)

BMC Configuration Automation› BCA for Servers› BCA for Clients› BCA for Networks (BladeLogic)› Run Book Automation (RealOps)› BMC Performance Assurance


Our Areas Of Focus in EMEA

Meet or achieve our financial goals (predictable revenue)1

Claim victory with CMDB and win with Service Automation4

Service Assurance – must compete and claim victory in this space 3

Do your job – let the customer know we’re the best, change the game, increase sales productivity and demonstrate teamwork 2

Develop our relationships and our references (more time with our customers)5


What can you do for me?

› Be Self Sufficient and Add Value

› Understand we have Quarterly Targets

› Focus More on ESM Solutions and Less on Point Products– Too much focus still on only Remedy

› Sell New Licenses

› Learn the way we do business and follow the rules we must follow– Best Practices and Revenue Recognition Training

› Must grow DSM Business

› Pan European organizations

24/05/2015 emea update bill koehl vice president and general manager

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