Inflectra ADLM Vendor Briefing 2014

© Copyright 2014, Inflectra Corporation - 1 -
Inflectra ADLM MQ Vendor Briefing
Prepared by Inflectra for Gartner

© Copyright 2014, Inflectra Corporation
Agenda
 Additional Survey Questions [5]
 Industry Future [10]
 Company Vision [15]
 Vertical Strategy [5]
 Partner Strategy [5]
 What else do we need to know? [20]
- 2 -

Additional Survey Questions
- 3 -

Survey Responses
 What was your year over year growth rate for your
ADLM revenue? ~ 33%
 What is your approximate R&D investment as a % of
revenue? ~ 38%
 How many new customer installations have you done in
the last 12 months? ~1,700
 Who are your biggest competitors and what is your
approximate win rate for each one?
 HP
 Microsoft
 SmartBear
 VersionOne
 (Atlassian is partner more than a competitor)
- 4 -

Industry Future
How do you see ADLM practices changing over the next 5 years?
- 5 -

Changes in the Software Industry
 Increasingly heterogeneous environment
 The old days of Wintel + Web are over
 Microsoft, iOS, Linux, Android flavors, embedded
 Mix of native apps, web, services, devices
 Wearable devices, internet appliances
 Everything is connected
 The Internet connecting businesses, customers, suppliers in
increasingly intertwined web
 Security and data privacy increasingly important
 All business are becoming involved in software
 The line between hardware and software is blurred / gone
 Information driving competitive advantage
 Customers creating their own stories through social media
- 6 -

Challenges to the A(D)LM Industry
 Agile has become the “new normal”. No longer a
differentiator for project management.
 Tools need to support different agile flavors, traditional, hybrid.
 Agile spreading beyond software, PM tools need to support
hardware companies, marketing organizations, etc.
 Customers don’t want to have to integrate a bunch of
separate tools, looking for seamless integration and/or
comprehensive suites
 Likely to be increasing vendor consolidation
 Marketing, Development, QA and Support need to be able to
work with the same set of data and work together
 Separate tools for QA, Development and Marketing likely to lose
favor in the coming years
 Security no longer optional - customers more demanding
- 7 -

Opportunities for the A(D)LM Market
 ALM / ADLM is increasingly the new “ERP” for
enterprises.
 ALM will transform companies in the same way that
manufacturing was transformed by the flow / management of
information and business intelligence with ERP
 See increasing connections between ALM tools, financials,
corporate strategy and planning. Agile marketing/strategy
 Agile and ALM making inroads into regulated markets,
for example:
 Healthcare & medical devices
 Financial services & banking
 Avionics & real-time systems
 Increasing network effects as customers and partners
collaborate using compatible tool platforms
- 8 -

Company Vision
How will your company and your ADLM products drive change in ADLM practices?
- 9 -

Inflectra Vision & Mission
 Our company purpose hasn’t changed since its
inception:
“…We are dedicated to helping our customers - large
corporations, small businesses, professional services
firms, government agencies and individual developers –
with the means to effectively and affordably manage
their software development lifecycles, so as to
decrease the time to market and increase return on
investment.”
 Our focus has been consistently on making things easy
and affordable for our customers. Easy to try, easy to
buy and easy to use.
- 10 -

Background
 Originally our focus was on the QA (SpiraTest, Rapise) and Project
Management Disciplines (SpiraPlan, SpiraTeam):
- 11 -
Requirements
Management
Software Testing &
Quality Assurance
Software
Development
Customer Support
IT Asset
Management
Project Management
Ideas & Concept
Discovery
Program & Portfolio Management
Collaboration and Communication

2012 Strategy / Focus
 In 2012 we expanded our approach to include customer
support (KronoDesk):
- 12 -
Requirements
Management
Software Testing &
Quality Assurance
Software
Development
Customer Support
IT & Business
Operations
Project Management
Ideas & Concept
Discovery

2013 Strategy
 In 2013 we expanded SpiraTeam to meet the
collaboration challenge & enhance RM & idea mgt:
- 13 -
Requirements
Management
Software Testing &
Quality Assurance
Software
Development
Customer Support
IT & Business
Operations
Project Management
Ideas & Vision
Discovery

Near-Term Strategy (2014/2015)
 Plans for are to address the needs in the PPM and IT /
BizOps space as well as enhanced DevOps:
- 14 -
Requirements
Management
Software Testing &
Quality Assurance
Software
Development
Customer Support
IT & Business
Operations
Project Management
Ideas & Vision
Discovery

Growth Plan & Investment Strategy
 Inflectra is privately held and has been profitable since
inception.
 No seed capital or expansion funding to date
 We can take a longer-term view of the market that some of our
competitors that are either publically traded or VC-funded
 We have been growing at approximately 33% annually.
 Investments have been funded from organic cash flow
 Have made significant investments in our data-center
infrastructure to support expanding SaaS platform
 Development of existing product portfolio and new
products planned to be funded organically.
 External funding would be used if situations where there was a
need to acquire strategic technologies / companies.
- 15 -

Product Roadmap for 2014 / 2015
 SpiraTeam®
 Enhanced estimation and planning
 Support for Kanban and additional methodologies
 Data-driven testing and dynamic test suites
 TaraVault™
 Enterprise Git & Subversion SCM hosting & integration
 Rapise ®
 Support for testing mobile devices
 Load / performance testing support
 Exploratory testing functionality
 KronoDesk ®
 Enhanced workflows, custom reporting & SLA management
- 16 -

Longer term plans
 The following areas will be addressed by either add-ons
to our existing products or potentially new products:
 Human Resource Management
 Roadmapping and Infrastructure Investment Planning
 Project Financial Management
 Support for Industry-Specific Solutions
 ITIL (KronoDesk)
 CPR Part 11 (SpiraTest)
- 17 -

Vertical Strategy
Does your company target specific vertical industries? If so which industries do you target?
- 18 -

Sales Model
 Inflectra uses an online sales model that emphasizes
intuitive tools and a ‘low-touch’ approach.
 10% of our customers come through reseller channels
 25% from referrals, word of mouth, former customers
 65% of our customers find us through online marketing (paid
search, sponsored blogs, etc.)
 Training and consulting services provided by our
partners.
 Customers can research, sign up for a trial, make
purchase without needing to contact us.
 Prospective customers have access to our help desk, support
forums and knowledge base
 Provide WebEx demonstrations to customers worldwide
- 19 -

Industries Serviced
 Using our sales model, we have traditionally serviced multiple
industries agnostically:
Energy & Industrial
Government
Retail & Consumer Goods
Healthcare & Bio-Technology
Financial & Business Services
Information Technology
Transportation & Hospitality
Telecommunications

Industry Focus with OEM Partners
 Industry OEM partnerships to develop industry-specific
solutions based on our products:
 Core Banking Group
Financial Services & Banking
Solutions based on SpiraTeam & Rapise
 OnShore Technology Group
Healthcare and Medical Device
Development & Testing Solutions
based on SpiraTeam & Rapise
- 21 -

What else do we need to know?
- 22 -

Points of Differentiation
1. Affordable solutions that can be used by
organizations of varying sizes and functions.
2. Complete suites rather than point systems.
3. Integrated, interoperable solutions rather than a one-
vendor lock-in
4. Available in both on-premise and hosted options that
facilitate use in SaaS, PaaS, IaaS or traditional
environments.
5. Exceptional support that comes free with every
purchase.
This is validated by our ~ 80% customer retention rate.
- 23 -

Solution Partner Network
 We have an extensive worldwide partner network that is used to
provide global consulting and training services:
North America
Asia
Australia
South America & Mexico
Europe
Middle East & Africa

Partnership Expansions
 Planning on Chinese joint-venture in 2015 to
provide local sales/support capability for
Chinese customers
 Partnering with PTA to provide European cloud-
based hosting and full-service consulting and
professional services solutions
- 25 -

Software Partnerships in 2014
 Inflectra has been pursuing strategic technology
partnerships to support our ALM vision
 Neotys
Leader in performance and load testing
Plans to closely integrate SpiraTeam &
Rapise with NeoLoad platform
 Qualitia
Leader in scriptless test automation.
SpiraTest incorporated into platform
 ProjectLocker
Leader in hosted Git, Subversion
repositories & cloud-based DevOps
- 26 -

Recent Testimonials
 Quick to implement and easy to work with
“…I've worked with many ALM tools including TFS and HP QCALM. SpiraTeam is
quick to implement and easy to work with. The key is mapping out your hierarchy and
workflows for the project or all your projects if you're creating a template. This makes
creating future projects a snap. The ease and flexibility of creating a custom Issue
workflow was also key to a quick implementation. SpiraTeam has good basic
functionality covering the different SDLC artifacts Issues, Requirements, Test
Management, Releases, etc... There may be some features higher tiered ALM tools
may have, but if they're not must haves for your team then SpiraTeam is the way to
go. I've worked with the Inflectra Support team on easy and very complex issues.
They've been very responsive on their communication and followups. They're always
a joy to work with.“ – Doug Gee
 Easy to use ALM tool at an affordable price
User experience is great, since SpiraTeam is a lightweight tool and we hadn’t had
any experience with such a tool before adopting SpiraTeam…. We find particularly
useful the options for test case re-use (linked test cases), separating test cases from
test data (parameters), using test sets as containers for test cases, and using custom
fields. We are eager to also adopt the other modules, especially incident
management and requirements management, to benefit from the traceability between
all the different artifacts we manage. - Galina
- 27 -

Questions?
- 28 -

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