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MUK-IT 63. Roundtable Herzlich Willkommen bei der Software AG Anton Hofmeier VP Sales Terracotta DACH / MdGL

MUK-IT 63. Roundtable Herzlich Willkommen bei der …€¦ · MUK-IT 63. Roundtable Herzlich Willkommen bei der Software AG Anton Hofmeier VP SalesTerracottaDACH / MdGL

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MUK-IT

63. Roundtable

Herzlich Willkommen

bei der Software AG

Anton Hofmeier

VP Sales Terracotta DACH / MdGL

February 15, 2013 | 2

Überblick

Software AG – www.softwareag.com

5.500 Mitarbeiter

>1Mrd€ Umsatz

ProcessExcellence

mit ARIS

Prozessdigitalisierung & Integration

mit WebMethods

in-Memory DatenManagement für

Realtime Business und BigData

mit Terracotta

© 2013 Terracotta Inc. | Confidential Internal Use Only 3

Trading Analytics

Document Transfer

Call Center Inquiries

Trade settlement

Build-to-Order PC

Refresh Data Warehouse

Airline Operations

Track Financial Position

Supply Chain Updates

Die Welt dreht sich schneller

Improvements in Business Cycle-TimeBusiness is Moving to Real-Time TransactionsBusiness is Moving to Real-Time Transactions

30 minutes

8 hours

20 minutes

1 day

1 day

1 month

5 days

6 weeks

3 days

5 seconds

10 seconds

30 seconds

5 minutes

15 minutes

1 hour

1 day

1 day

45 secondsMail… express… fax… e-mail

secondsminuteshoursdaysweeksmonths

Source:

3

15 February 2013 4

Warum jetzt?

© 2013 Terracotta Inc. | Confidential Internal Use Only 5

010010100011100011010111010010100011101110

010010100011100011010111010010100011101110

Slow Data

010010100011100011010111010010100011101110010000101010001111010

In-Memory Data

Real-time Analytics

Low latency Messaging

EnterpriseApplications

� Alle relevanten Daten In-Memory� AUCH Transaktionale Daten

(schreiben)� Referenzdaten wie z.B. Kunden,

Produkte, Preise� Real-Time Analytics

� Beispiel� Antwortzeit von 3s auf 500ms� SLA von 99,95% auf 99,999%� 8 Wochen Projekt, ROI < 12 Monate

Realtime in-Memory Daten Management

© 2013 Terracotta Inc. | Confidential Internal Use Only 6

� 500K+ Enterprise Deployments

� 70% of Global 1000 use Terracotta

� 2,1m developers in 190 countries

� 5 PB+ Data in Memory

� 99,999% high availability

� Common Java API

� Mehr unter: www.terracotta.org und www.ehcache.com

Terracotta ist die Software AG’s Big Data Strategie

6

Enterprise Customers

Leads systematisch qualifizieren

Neukundengewinnung

© 2013 Terracotta Inc. | Confidential Internal Use Only 8

Software AG Global Sales Process

8

© 2013 Terracotta Inc. | Confidential Internal Use Only 9

Software AG Global Sales Process

9

© 2013 Terracotta Inc. | Confidential Internal Use Only 10

Standardisierte „Deal-Qualification“Risk Category Qualification Status Score

Budget Is there Budget available for this project Yes 1

Risk Budget Has the budget been allocated to the project already No -1

Budget Does the Power (Executive) Sponsor have discretionary budget available Yes 1

Budget Is the cost within the Power (Executive) Sponsor's approval limit Yes 1

Risk Budget Does the Board need to approve the purchase Yes -1

Risk Budget Have we been told the Budget amount No -1

Authority Does the Project have an Owner / Project Sponsor (Director) Yes 1

Authority Is the project a priority for Power (Executive) Sponsor No 1

Authority Is there major resistance to this project in the organization Yes 1

Authority Do we have access to the Project Sponsor (Director) Yes 1

Authority Do we have access to the Power (Executive) Sponsor Yes 1

Need Are the customer's needs well defined Yes 1

Need Were we involved in defining the customer's needs Yes 1

Need Does our solution meet the customer's needs Yes 1

Need Are we uniquely positioned to meet the customer's needs Yes 1

Timeline Does the Project have a defined completion date Yes 1

-100%

0%

100%Budget

Authority

Need

Timeline

Pain

Influence

Vision

Value

Control

Cost of Sale

© 2013 Terracotta Inc. | Confidential Internal Use Only 11

Sales Pipeline GAP Analyses

� Quote 1600k

� YTD 0k

� Weighted Pipeline 500k

� GAP 1100k

� -----------

� Average Value Deal 220k

� New Deals# 5

� Opportunity 1:3 Win 15

� Visits to identify opp (1:4) 60

� Calls 1:5 300

© 2013 Terracotta Inc. | Confidential Internal Use Only 12

New Business Generation WorkshopWas erreicht man an einem Tag?

� Gute Vorbereitung

� Liste mit Kontakdaten au

� ALLE machen mit

� EIN Raum

� Gemeinsames Frühstück

� Gemeinsame Besprechung

� Erfolge feiern

© 2013 Terracotta Inc. | Confidential Internal Use Only 13

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Kontakt

• Anton HofmeierVP Sales Terracotta DACH, MdGL

• Phone +49 89 54742-203

• Mobile +49 176 1592 1042

[email protected]

• Website: www.softwareag.com | www.terracotta.org

• Gerne vernetzen auch über Xing oder LinkedIN

• http://www.xing.com/profile/Anton_Hofmeier