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Welcome to SoftSummit 2010
 

Welcome to SoftSummit 2010

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by Mark Bishof, President and Chief Executive Officer, Flexera Software

by Mark Bishof, President and Chief Executive Officer, Flexera Software

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    Welcome to SoftSummit 2010 Welcome to SoftSummit 2010 Presentation Transcript

    • Welcome toSoftSummit 2010!October 11 – 13, 2010Hilton San JoseSan Jose, CA
    • Flexera SoftwareOverview and VisionMark BishofPresident and Chief Executive OfficerFlexera Software
    • Agenda• Flexera Software Business Update• The World is Changing• Flexera Software’s Role
    • Flexera SoftwareBusiness Update
    • Flexera Software Summary Application Usage Management Industry Leadership Leading supplier of solutions enabling software producers to optimize revenues and enterprises to maximize value Strong Management Seasoned, experienced management team • $140m in revenue Strong Financial Profile • $50m in EBIDTA • Strong run-rate revenue profile • Software Entitlement Management Solutions Broad Growth • Installation & Packaging Solutions Opportunities • Enterprise License Optimization Blue Chip Customers
    • Forces Driving Application Usage ManagementApplications Have Turned Strategic Producers of Consumers of Applications Applications • Drive revenue & • Avoid surprises protect assets • Step beyond • Mature discounts monetization • Globalize usage • Position for • Rationalization usage-based Tipping of supply future Point
    • Application Usage Management “System” Producers of Consumers of Applications Applications • Drive revenue Strategic • Avoid surprises & protect Solutions for • Step beyond assets Application discounts • Mature Usage • Globalize monetization Management usage • Position for • Rationalization usage-based of supply future
    • Applications Have Turned StrategicSoftware & Hardware Producers Enterprises & Government Entitlement & Compliance Enterprise License Management Optimization • Entitlement management • Application discovery licensing • Inventory • Electronic software delivery • Entitlement management • Compliance • Usage collection/aggregation • Analytics • Reconciliation • Optimization Flexera Software Solutions Flexera Installation Software Application Readiness • Windows installation • Application discovery and development Solutions identification • Cross-platform installation • Compatibility testing development • Planning • Fixing & Packaging • Deployment
    • Market Leading Brands in Each Segment #1 Market share #1 Market share Entitlement & Compliance Management Enterprise License Optimization • 3,000+ ISVs and Device Manufacturers • 8 of top 10 Aerospace & Defense • 200,000,000 PC’s Receiving Software • 6 of top 12 Semiconductor Downloads and Updates • 5 of top 10 Oil and Gas • 250,000,000 Installations Licensed • Over 500 Enterprise Customers #1 Market share #1 Market share Software Installation Application Packaging • 30,000+ Enterprises • Over 1 million applications reliably and rapidly • 30,000+ ISVs packaged • 500,000,000 Installations • Distributed by 3 of the top 4 PC Life Cycle Configuration Management Vendors • 10,000+ Enterprises
    • The World is Changing
    • Source: IBM
    • Source: IBM
    • Source: IBM
    • Source: IBM
    • Source: IBM
    • What Does This Mean to You (and Us)? • Implications on applications • Applications everywhere—the cloud, virtual environments, on-premises • Smarter applications that connect with and obtain more timely and complete information from other apps, sensors, etc. • Customer expectations for greater flexibility—subscription, pay-per-use, etc. • Strategic enablers • Protection of intellectual property • Flexibility to quickly adapt business models and deployment methods • Greater insights into who owns what— promote cross-/up-sell, maintenance • Help customers achieve continuous compliance
    • Software VendorMarket Trends & Business Challenges • Market Trends • Mergers & acquisitions on the rise • New license revenues declining leading to increase in audits • Compliance concerns • Don’t know who their customers are and what they are entitled to • Customers increasingly interested in usage-based models • Business Challenges • Maximizing revenues • Ensuring compliance across increasingly global customer base • Delivering a consistent experience to customers • Managing operating costs
    • High-Tech Manufacturers Market Trends & Business Challenges Millions of Communicating Devices WW* 18,000 • Market Trends 16,000 • Hardware commoditization 14,000 • Value migrating to applications Mobile Devices, Consumer Electronics, Automobile, 12,000 • Devices becoming internet connected Industrial Machines, Appliances, Toys, and Other 10,000 • Functional convergence – Embedded Equipment 8,000 multi-function devices 6,000 • Configure-to-order postponement 4,000 strategies 2,000 • Business Challenges Traditional Computers & Communications Equipment 0 2008 2010 2012 2014 • Monetizing applications and protectingSource: IDC Device Base Model, 2009 * Excludes voice- and SMS-only phones intellectual property • Managing a software business in a manufacturing company • Delivering customers an excellent experience
    • Enterprises & GovernmentsMarket Trends & Business Challenges Market Trends • Don’t know what apps are owned/used • Software audits are increasing • No controls over software spend—ad hoc contracts and purchases • Compliance risk—made worse by M&A • Reduced headcount and budgets • SaaS, virtualization, cloud Business Challenges • Buy what you need, use what you have • Continuous compliance • Optimize applications at usage level • Maximize value
    • Flexera Software’s Role
    • Applications Have Turned StrategicSoftware & Hardware Producers Enterprises & Government Entitlement & Compliance Enterprise License Management Optimization • Entitlement management • Application discovery licensing • Inventory • Electronic software delivery • Entitlement management • Compliance • Usage collection/aggregation • Analytics • Reconciliation • Optimization Flexera Software Solutions Flexera Installation Software Application Readiness • Windows installation • Application discovery and development Solutions identification • Cross-platform installation • Compatibility testing development • Planning • Fixing & Packaging • Deployment
    • Continuous Compliance & Optimization Platform Contracts & Entitlements Producers of Continuous Consumers of Applications Compliance & Applications Portal Optimization Portal Portal Inventory & Usage
    • SaaS Business Challenges and Strategies CHALLENGES STRATEGIESMany pure-play SaaS companies have Package and price offerings to match“one-size fits all” packaging resulting in what customers want to buy WITHOUTmissed revenues. SaaS business models involving engineeringneed to change on a dime to address anevolving market.Example: NetSuite has only two options:NetSuite and NetSuite CRM+SaaS providers are losing 40-60% of Protect service against revenue leakagepotential revenues to credential sharing to credential sharingabuseSaaS providers have a “one size fits all” License (e.g. annual, concurrent use etc)approach to licensing, leaving potential service according to how customers wantcustomers and revenues out to pay for access Example: ESRI offers a day-pass for some products
    • Announcing: Flexera Software Solutions for SaaSGrowing SaaS Revenues• Define service bundles based on features• Create entitlements for service bundles SaaS• Provision SaaS users based on entitlements Services• Automate subscription management, up- /cross-sells• Gain customer insights on products and version• Define and enforce license models (e.g., concurrent use, annual, trials) and usage policies Sue Jan• Augment user credentials with machine identities to formulate license usage policies• Available today via market leading and proven FlexNet Publisher (licensing) and FlexNet Operations (entitlement and subscription management) solutions
    • High-Tech Mfr Business Challenges & Strategies CHALLENGES STRATEGIESDevice manufacturers face eroding Push hardware costs to end customersmargins on hardware products by making device capabilities available as pure software Enable up- and cross-sell revenues by delivering capabilities as software add-ons or on a trial basisService providers need to provision capacity Allow service providers to dial up/dialto meet peak demand which leads to down capacity on-demand withoutunused capacity during off-peak periods deploying hardware, eliminating unused hardwareService providers and branch office Consolidate many capabilities into onelocations need to reduce power deviceconsumption, space and administrativecosts
    • Announcing: Flexera Software Solutions for Virtual AppliancesProtect Margins, Enable Cross-/Up-sells and Flexible Capacity Models• Protect intellectual property• Automate capacity and capability provisioning and de-provisioning• Enable field-upgrade of capacity and capabilities for virtual appliances• Report deployment of virtual appliances provisioned to FlexNet Operations• Automate cross-/up-sells of capabilities• Compare capacity and capabilities owned versus deployed by an end customer• Available today via market leading and proven FlexNet Embedded (licensing) and FlexNet Operations (entitlement management) solutions
    • Taking on the Cloud!For more information on ourcloud/SaaS offeringsTuesday, October 12thTechnical Track – Licensing11:30 am – 12:30 pm
    • Thank You for Coming!Please welcome…Tom ReillyChief Executive OfficerArcSight