Micro focus

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Micro focus

  1. 1. 1 Confidential and PrivateMicro Focus – Sales – January 2011Leading the EvolutionPedro Alexander Romero
  2. 2. 2 Confidential and PrivateMicro Focus – Sales – January 2011Agenda• Company Overview• ProductsProducts• IT Market: LAIT Market: LA – Portugal & Spain• Sales Case Approach:Sales Case Approach:– Argentina: Telecom ProviderArgentina: Telecom Provider– Colombia: Software ProviderColombia: Software Provider• ConclusionConclusion
  3. 3. 3 Confidential and PrivateMicro Focus – Sales – January 2011Company Overview• 30 years experience• +18,000 Customers, over two millionlicensed users, including 91 of the FortuneGlobal 100 companies• Number of Offices: 82 in 27 differentCountries• Number of employees: 1700Micro Focus International plc provides innovativesoftware that allows companies to develop, test,deploy, assess and modernize business-criticalenterprise applications.
  4. 4. 4 Confidential and PrivateMicro Focus – Sales – January 2011PARTNERS:Global Strategic Partners: HP, Dell, accenture, Microsoft, InfosysSystem Integrators: Atos Origin, Wipro, Keane, UST Global, HCL,Capgemini, Cognizant, CSCSpecialityResellers: Per regionHardware O&EM: IBM, Intel, hp, Unisys, SunMigration and Transformation ConsortiumIndependent Software Vendors: Eclipse, extend, Net Express, RMCobol, Server Express, Visual CobolPartners onlyCompany Overview
  5. 5. 5 Confidential and PrivateMicro Focus – Sales – January 2011Agenda• Company Overview• Products• IT Market: LA – Portugal & Spain• Sales Case Approach:– Argentina: Telecom Provider– Colombia: Software ProviderSoftware Provider• Conclusion
  6. 6. 6 Confidential and PrivateMicro Focus – Sales – January 2011How to give customers what they want now…CaliberEnterprisei.SightMicro Focus DeveloperRUMBASilkStarTeamVisioBroker…… and be ready for whatever they want nextProducts
  7. 7. 7 Confidential and PrivateMicro Focus – Sales – January 2011CaliberCaliber is an enterprise software requirementsdefinition and management suite thatfacilitates collaboration, impact analysis andcommunication, enabling software teams todeliver key project milestones with greaterspeed and accuracy.Benefits:• Streamlined requirements collaboration• End to end traceability of requirements• Fast and easy simulation to verify requirements• Secure, centralized requirements repository
  8. 8. 8 Confidential and PrivateMicro Focus – Sales – January 2011EnterpriseA suite of Application Modernizationcapabilities that enables CIOs and IT leadersto modernize their application portfolios.Benefits:– Dramatically cuts the operating costs of businesscritical applications– Increases developer and tester productivity– Improves application efficiency
  9. 9. 9 Confidential and PrivateMicro Focus – Sales – January 2011i.Sighti.Sight is the most comprehensive platformfor understanding application portfolios,delivering centralized business and technicalinsight into a wide range of applications –from COBOL through Java, and more.Benefits:– Enhanced portfolio management– Reduces cost and risk in application maintenance– Accelerates development and modernization projects -by 40% and more
  10. 10. 10 Confidential and PrivateMicro Focus – Sales – January 2011Micro Focus DeveloperCOBOL and Developer ToolsBenefits:• Build and modernize COBOL applications – with run-timesupport for Windows, .NET, Unix and Linux
  11. 11. 11 Confidential and PrivateMicro Focus – Sales – January 2011RUMBATerminal Emulation and Business ProcessModernizationExtend the value of your host systems andapply them in new ways, while moving towarda more agile architecture.Benefits:– Greatly improved user productivity– Faster time to market with new functionality
  12. 12. 12 Confidential and PrivateMicro Focus – Sales – January 2011SilkComprehensive automated software qualitymanagement solution.Benefits:– Ensures that developed applications are reliable and meet theneeds of business users– Automates the testing process, providing higher qualityapplications at a lower cost– Prevents or discovers quality issues early in the developmentcycle, reducing rework and speeding delivery
  13. 13. 13 Confidential and PrivateMicro Focus – Sales – January 2011Star TeamStarTeam - Software Change andConfiguration ManagementStarTeam® is a fully integrated, cost-effectivesoftware change and configurationmanagement tool, designed for bothcentralized and geographically distributedsoftware development environments.Benefits:– Provides a single source of key information for distributedteams– Streamlines collaboration through a unified view of code andchange requests– Industry leading scalability combined with low total cost ofownership
  14. 14. 14 Confidential and PrivateMicro Focus – Sales – January 2011Visio BrokerVisiBroker - CORBA Middleware andApplication ServerVisiBroker® is the most widely deployedCORBA Object Request Broker (ORB)infrastructure – with more than 30 millionlicenses in use globally. VisiBroker givesengineers the powerful access and controlneeded to build and deploy true enterpriseclass applications.Benefits:– Delivers maximum configurability– Combines high performance with reliability– Provides numerous ways to tune and extend existingapplications
  15. 15. 15 Confidential and PrivateMicro Focus – Sales – January 2011Eclipse
  16. 16. 16 Confidential and PrivateMicro Focus – Sales – January 2011Eclipse
  17. 17. 17 Confidential and PrivateMicro Focus – Sales – January 2011Agenda• Company Overview• Products• IT Market: LA – Portugal & Spain• Sales Case Approach:– Argentina: Telecom Provider– Colombia: Software ProviderSoftware Provider• Conclusion
  18. 18. 18 Confidential and PrivateMicro Focus – Sales – January 2011• IT Market Characteristic– Market Segmentation and Identification– IT Budget– IT Services• Types Demographic Data– Geographic– Size– Industry Sector: Finance & Insurance, Services,Manufacturing & Retail, Government and Education– Technology Use and Propensity– Contact Type and Level• Rules of Thumb how to go about demographic segmentationIT Market Latin America – Portugal & Spain
  19. 19. 19 Confidential and PrivateMicro Focus – Sales – January 2011IT Market Latin AmericaSome of the major IT trends that are expected to bedemanded in Latin America during 2011 are thefollowing:– Cloud computing– Verticalization of IT solutions– Full virtualization solutions– Managed security services– Green ITSource: Fernando Belfort, ICT Research Analyst - Gerson Lehrman Group” website
  20. 20. 20 Confidential and PrivateMicro Focus – Sales – January 2011IT Market Portugal & SpainSome of the major IT trends that are expectedto be demanded during 2011 are thefollowing:– Cloud Computing- Virtualization and Software Management- Data Center consolidation- Mobile acess to information- On demand solutionsSource: Computer World España no. 1253 - January 2011
  21. 21. 21 Confidential and PrivateMicro Focus – Sales – January 2011Agenda• Company Overview• Products• IT Market: LA / Iberia• Sales Case Approach:– Argentina: Telecom Provider– Colombia: Software ProviderSoftware Provider• Conclusion
  22. 22. 22 Confidential and PrivateMicro Focus – Sales – January 2011- Customer Selection- Consultant Process- Sales Approach- Deliver SolutionSale Case: Argentina
  23. 23. 23 Confidential and PrivateMicro Focus – Sales – January 2011IT Market Argentina• IT spending is forecast by BMI to grow at a compoundannual growth rate (CAGR) of 14% over 2010-2014,with spending picking up in 2010 after a contraction in2009.• Argentina IT market is the second largest in LatinAmerica.• Total value of spending on IT products and servicesshould pass US$3.9bn in 2010 and approachUS$6.6bn by 2014.• Per capita IT spend is seen as rising from US$98 in2010 to US$158 in 2014 as the market approacheslevels last seen before the crisis of 2001.• Market concentration in Buenos Aires (26% sales)Source: Business Monitor International http://www.fastmr.com
  24. 24. 24 Confidential and PrivateMicro Focus – Sales – January 2011Opportunities:– Goverment: Education sector– ERP software for expanding export sector– Service sectorCompetitive Landscape:- Software market leader: Microsoft- Microsoft forecast that sales would rise 20% in the second halfof 2010, with business demand growing 30%.- Software giant SAP has formed an alliance with IBM, Linux systemsintegrator Red Hat and Argentine telecoms company Metrotel tooffer hosted solutions- Government is expected to be a key vertical and, in June 2010,Japanese giant NEC announced the launch of a cloud computingbase general education system for the Ministry- PC Providers:- HP 27% (*); Dell 17% (*), Lenovo 15,3 % (*), 60 % Locallyassembled (*)(*):= According to custom data 1HF 2010IT Market Argentina
  25. 25. 25 Confidential and PrivateMicro Focus – Sales – January 2011Sale Case: ArgentinaInitial Contact: Social Network
  26. 26. 26 Confidential and PrivateMicro Focus – Sales – January 2011Challenge• Actual system platform limite the development andmanagement of new services and compromises theobjectives of operational cost reduction, maintenance costand sistem integration• Modernization process of system platform will take severalyears, thats why the importance to integrate new andlegacy systems• System diversity is a minor problem when compare withdata dispersion, duplicity and lack of integrity of keybusines data. Req. Data Base integration.Sale Case: Argentina
  27. 27. 27 Confidential and PrivateMicro Focus – Sales – January 2011Enterprise ManagementMarketing&OfferManagementStrategy, Infrastructure & ProductStrategy &CommitInfrastructureLifecycle MgmtProduct LifeCycle MgmtMARKETINGSERVICESRESOURCESSUPPLIERSupport Fulfillment Assurance BillingCUSTOMERSERVICESRESOURCESSUPPLIEROperations(1) e-TOM: Enhanced Telecommunication Operation MapASAP Aprov BOSSFECCBSSISISAP (FI / HR / MM)ABOSSNCSNETCONOACSE OACSETOLBPRESUSSISE-MovilnetSAD-WAPSAOFAMASIRSISCOM2KTASSISE-AveríasSISESRLSTELLARNET TRIPTOM/TONICSSAP SDXPERTASAP O/MBOSS O/MSGCINTRANETBCDSISE REMEDYXPERTPPLSAP PMDATAMART Corpo.DATAMART ClienteDATAMART RedDATAMART RedSAP EBPInsumos/SRDF4TELDIREDPPLGESTORESSIASERASAP InvBOSS ActivRed InteligenteHP OpenCallRating PPASPPASSale Case: ArgentinaPlatform analysis
  28. 28. 28 Confidential and PrivateMicro Focus – Sales – January 2011Enterprise ManagementMarketing&OfferManagementStrategy, Infrastructure & ProductStrategy &CommitInfrastructureLifecycle MgmtProduct LifeCycle MgmtMARKETINGSERVICESRESOURCESSUPPLIERSupport Fulfillment Assurance BillingCUSTOMERSERVICESRESOURCESSUPPLIEROperations(1) e-TOM: Enhanced Telecommunication Operation MapASAP Aprov BOSSFECCBSSISISAP (FI / HR / MM)ABOSSNCSNETCONOACSE OACSETOLBPRESUSSISE-MovilnetSAD-WAPSAOFAMASIRSISCOM2KTASSISE-AveríasSISESRLSTELLARNET TRIPTOM/TONICSSAP SDXPERTASAP O/MBOSS O/MSGCINTRANETBCDSISE REMEDYXPERTPPLSAP PMDATAMART Corpo.DATAMART ClienteDATAMART RedDATAMART RedSAP EBPInsumos/SRDF4TELDIREDPPLGESTORESSIASERASAP InvBOSS ActivRed InteligenteHP OpenCallRating PPASPPAS• Process with low support ofautomatized systemsSale Case: ArgentinaPlatform analysis
  29. 29. 29 Confidential and PrivateMicro Focus – Sales – January 2011Enterprise ManagementMarketing&OfferManagementStrategy, Infrastructure & ProductStrategy &CommitInfrastructureLifecycle MgmtProduct LifeCycle MgmtMARKETINGSERVICESRESOURCESSUPPLIERSupport Fulfillment Assurance BillingCUSTOMERSERVICESRESOURCESSUPPLIEROperations(1) e-TOM: Enhanced Telecommunication Operation MapASAP Aprov BOSSFECCBSSISISAP (FI / HR / MM)MAXIMOBOSSNCSNETCONOACSE OACSETOLBPRESUSSISE-MovilnetSAD-WAPSAOFAMASIRSISCOM2KTASSISE-AveríasSISESRLSTELLARNET TRIPTOM/TONICSSAP SDXPERTASAP O/MBOSS O/MSGCINTRANETMOVILTRACKHCMSISTRASISE REMEDYXPERTPPLSAP PMDATAMART Corpo.DATAMART ClienteDATAMART RedDATAMART RedSAP EBPInsumos/SRDF4TELDIREDPPLGESTORESSIASERASAP InvBOSS ActivRed InteligenteHP OpenCallRating PPASPPAS• Dificulty to handle financeinformaton due to data structure• Logictic process support notincludes sales point inventarylevel.Sale Case: ArgentinaPlatform analysis
  30. 30. 30 Confidential and PrivateMicro Focus – Sales – January 2011MICRO FOCUS MODERNIZATION WORKBENCH®• The Modernization Workbench platform is the mostcomprehensive solution to understand applicationportfolios.• Provides users with centralized business and technicalinsight into their core applications.• Collects detailed insights into your application portfolio.Business Benefits• Improve Governance• Gain Business Visibility• Control the BusinessSale Case: ArgentinaDelivered Solution
  31. 31. 31 Confidential and PrivateMicro Focus – Sales – January 2011Agenda• Company Overview• Products• IT Market: LA / Iberia• Sales Case Approach:– Argentina: Telecom Provider– Colombia: Software Provider• Conclusion
  32. 32. 32 Confidential and PrivateMicro Focus – Sales – January 2011- Customer Selection- Consultant Process- Sales Approach- Deliver SolutionSale Case: Colombia
  33. 33. 33 Confidential and PrivateMicro Focus – Sales – January 2011IT Market Colombia• IT spending is forecast by BMI to grow at a compoundannual growth rate (CAGR) of 13% over 2010-2014.• Election in 2010 of perceived business-friendly JuanManuel Santos should boost business confidence and ITinvestment• The government sees increased information andcommunication technology (ICT) spending as a key meansto advance its central strategic goal of helping the countryreintegrate disaffected groups.• Per capita IT spend is projected to rise by 43% from US$48in 2010 to US$74 by 2014, while PC penetration hasexceeded expectations and could reach 20% within ourforecast period.• The government had been working on a general softwarelaw. The law is expected to include measures such asallowing investments in software to be amortised anddepreciated like other capital investments.Source: Business Monitor International http://www.fastmr.com
  34. 34. 34 Confidential and PrivateMicro Focus – Sales – January 2011Opportunities:– Goverment– ERP software for Finance sectorCompetitive Landscape:- Growth area is: SAP related consulting- Chilean IT consultancy ActualiSAP expand in Colombia- HP has partnered with SAP on its solution BusinessAllColombia in-One Fast-Start, while- Neoris has expanded its IT operations in Colombia.- Major local vendor Productura de Software Latin America(PSL) counts among its key clients Colombias state oilcompany Ecopetrol, cosmetics company Avon, andColombias largest bank Bancocolombia.- Colombia has a growing domestic software sector- Citrix Systems was one vendor to report growing interest invirtualisation from Colombias public sectorIT Market Colombia
  35. 35. 35 Confidential and PrivateMicro Focus – Sales – January 2011PSL is a CMMi level 5 company that provides nearshoresoftware development services to clients in the US and LatinAmerica, at highly competitive costs.Over the past 25 years, developed critical software applicationsfor clients that range from the Panama Canal and the largestbanks in the region, to hundreds of small and mediumbusinesses across different industry verticals.Markets:US, European and Latin American markets.Offices: Medellin (Colombia), Mexico and USSale Case: Colombia
  36. 36. 36 Confidential and PrivateMicro Focus – Sales – January 2011Sale Case: ColombiaChallenge• IT department use a wide variety oftechnologies and platforms because developsystems for external clients, using multipleplatforms and programming languages.• Development requirement to use opensoftware platform• Devoting ever more resources to ITmaintenance and support, despite a growingdemand for new customer applications.
  37. 37. 37 Confidential and PrivateMicro Focus – Sales – January 2011Delivered SolutionCALIBEREnable software teams to deliver key projectmilestones with greater speed and accuracyBusiness Benefits• Fast and easy simulation to verify requirements• Streamlined requirement collaboration• Faster time to completion, weeks rather than months• Savings in staffing and services• Higher quality applications and improved standardsSale Case: Colombia
  38. 38. 38 Confidential and PrivateMicro Focus – Sales – January 2011Agenda• Company Overview• Products• IT Market: LA – Portugal & Spain• Sales Case Approach:– Argentina: Telecom Provider– Colombia: Software Provider• Conclusion
  39. 39. 39 Confidential and PrivateMicro Focus – Sales – January 2011• Micro Focus Vision• Transformational improvement Benefits• Continous Improvement BenefitsConclusion
  40. 40. 40graciasthank youobrigado

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