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Micro focus
The document discusses Micro Focus, a software company that provides application modernization solutions. It outlines Micro Focus' products and capabilities, which allow customers to develop, test, deploy, assess and modernize business-critical applications. It then discusses two potential sales opportunities - one with a telecommunications provider in Argentina that needs to integrate legacy and new systems, and reduce costs, and one with a software provider in Colombia. The document provides an overview of IT trends and the market in Latin America and the Iberian region to help understand potential customers and opportunities.
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Micro focus
- 1. 1 Confidential andPrivateMicro Focus – Sales – January 2011 Leading the Evolution Pedro Alexander Romero
- 2. 2 Confidential andPrivateMicro Focus – Sales – January 2011 Agenda • 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 Confidential andPrivateMicro Focus – Sales – January 2011 Company Overview • 30 years experience • +18,000 Customers, over two million licensed users, including 91 of the Fortune Global 100 companies • Number of Offices: 82 in 27 different Countries • Number of employees: 1700 Micro Focus International plc provides innovative software that allows companies to develop, test, deploy, assess and modernize business-critical enterprise applications.
- 4. 4 Confidential andPrivateMicro Focus – Sales – January 2011 PARTNERS: Global Strategic Partners: HP, Dell, accenture, Microsoft, Infosys System Integrators: Atos Origin, Wipro, Keane, UST Global, HCL, Capgemini, Cognizant, CSC Speciality Resellers: Per region Hardware O&EM: IBM, Intel, hp, Unisys, Sun Migration and Transformation Consortium Independent Software Vendors: Eclipse, extend, Net Express, RM Cobol, Server Express, Visual Cobol Partners only Company Overview
- 5. 5 Confidential andPrivateMicro Focus – Sales – January 2011 Agenda • Company Overview • Products • IT Market: LA – Portugal & Spain • Sales Case Approach: – Argentina: Telecom Provider – Colombia: Software ProviderSoftware Provider • Conclusion
- 6. 6 Confidential andPrivateMicro Focus – Sales – January 2011 How to give customers what they want now… Caliber Enterprise i.Sight Micro Focus Developer RUMBA Silk StarTeam VisioBroker … … and be ready for whatever they want next Products
- 7. 7 Confidential andPrivateMicro Focus – Sales – January 2011 Caliber Caliber is an enterprise software requirements definition and management suite that facilitates collaboration, impact analysis and communication, enabling software teams to deliver key project milestones with greater speed 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 Confidential andPrivateMicro Focus – Sales – January 2011 Enterprise A suite of Application Modernization capabilities that enables CIOs and IT leaders to modernize their application portfolios. Benefits: – Dramatically cuts the operating costs of business critical applications – Increases developer and tester productivity – Improves application efficiency
- 9. 9 Confidential andPrivateMicro Focus – Sales – January 2011 i.Sight i.Sight is the most comprehensive platform for understanding application portfolios, delivering centralized business and technical insight 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 Confidential andPrivateMicro Focus – Sales – January 2011 Micro Focus Developer COBOL and Developer Tools Benefits: • Build and modernize COBOL applications – with run-time support for Windows, .NET, Unix and Linux
- 11. 11 Confidential andPrivateMicro Focus – Sales – January 2011 RUMBA Terminal Emulation and Business Process Modernization Extend the value of your host systems and apply them in new ways, while moving toward a more agile architecture. Benefits: – Greatly improved user productivity – Faster time to market with new functionality
- 12. 12 Confidential andPrivateMicro Focus – Sales – January 2011 Silk Comprehensive automated software quality management solution. Benefits: – Ensures that developed applications are reliable and meet the needs of business users – Automates the testing process, providing higher quality applications at a lower cost – Prevents or discovers quality issues early in the development cycle, reducing rework and speeding delivery
- 13. 13 Confidential andPrivateMicro Focus – Sales – January 2011 Star Team StarTeam - Software Change and Configuration Management StarTeam® is a fully integrated, cost-effective software change and configuration management tool, designed for both centralized and geographically distributed software development environments. Benefits: – Provides a single source of key information for distributed teams – Streamlines collaboration through a unified view of code and change requests – Industry leading scalability combined with low total cost of ownership
- 14. 14 Confidential andPrivateMicro Focus – Sales – January 2011 Visio Broker VisiBroker - CORBA Middleware and Application Server VisiBroker® is the most widely deployed CORBA Object Request Broker (ORB) infrastructure – with more than 30 million licenses in use globally. VisiBroker gives engineers the powerful access and control needed to build and deploy true enterprise class applications. Benefits: – Delivers maximum configurability – Combines high performance with reliability – Provides numerous ways to tune and extend existing applications
- 15. 15 Confidential andPrivateMicro Focus – Sales – January 2011 Eclipse
- 16. 16 Confidential andPrivateMicro Focus – Sales – January 2011 Eclipse
- 17. 17 Confidential andPrivateMicro Focus – Sales – January 2011 Agenda • Company Overview • Products • IT Market: LA – Portugal & Spain • Sales Case Approach: – Argentina: Telecom Provider – Colombia: Software ProviderSoftware Provider • Conclusion
- 18. 18 Confidential andPrivateMicro 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 segmentation IT Market Latin America – Portugal & Spain
- 19. 19 Confidential andPrivateMicro Focus – Sales – January 2011 IT Market Latin America Some of the major IT trends that are expected to be demanded in Latin America during 2011 are the following: – Cloud computing – Verticalization of IT solutions – Full virtualization solutions – Managed security services – Green IT Source: Fernando Belfort, ICT Research Analyst - Gerson Lehrman Group” website
- 20. 20 Confidential andPrivateMicro Focus – Sales – January 2011 IT Market Portugal & Spain Some of the major IT trends that are expected to be demanded during 2011 are the following: – Cloud Computing - Virtualization and Software Management - Data Center consolidation - Mobile acess to information - On demand solutions Source: Computer World España no. 1253 - January 2011
- 21. 21 Confidential andPrivateMicro Focus – Sales – January 2011 Agenda • Company Overview • Products • IT Market: LA / Iberia • Sales Case Approach: – Argentina: Telecom Provider – Colombia: Software ProviderSoftware Provider • Conclusion
- 22. 22 Confidential andPrivateMicro Focus – Sales – January 2011 - Customer Selection - Consultant Process - Sales Approach - Deliver Solution Sale Case: Argentina
- 23. 23 Confidential andPrivateMicro Focus – Sales – January 2011 IT Market Argentina • IT spending is forecast by BMI to grow at a compound annual growth rate (CAGR) of 14% over 2010-2014, with spending picking up in 2010 after a contraction in 2009. • Argentina IT market is the second largest in Latin America. • Total value of spending on IT products and services should pass US$3.9bn in 2010 and approach US$6.6bn by 2014. • Per capita IT spend is seen as rising from US$98 in 2010 to US$158 in 2014 as the market approaches levels last seen before the crisis of 2001. • Market concentration in Buenos Aires (26% sales) Source: Business Monitor International http://www.fastmr.com
- 24. 24 Confidential andPrivateMicro Focus – Sales – January 2011 Opportunities: – Goverment: Education sector – ERP software for expanding export sector – Service sector Competitive Landscape: - Software market leader: Microsoft - Microsoft forecast that sales would rise 20% in the second half of 2010, with business demand growing 30%. - Software giant SAP has formed an alliance with IBM, Linux systems integrator Red Hat and Argentine telecoms company Metrotel to offer hosted solutions - Government is expected to be a key vertical and, in June 2010, Japanese giant NEC announced the launch of a cloud computing base general education system for the Ministry - PC Providers: - HP 27% (*); Dell 17% (*), Lenovo 15,3 % (*), 60 % Locally assembled (*) (*):= According to custom data 1HF 2010 IT Market Argentina
- 25. 25 Confidential andPrivateMicro Focus – Sales – January 2011 Sale Case: Argentina Initial Contact: Social Network
- 26. 26 Confidential andPrivateMicro Focus – Sales – January 2011 Challenge • Actual system platform limite the development and management of new services and compromises the objectives of operational cost reduction, maintenance cost and sistem integration • Modernization process of system platform will take several years, thats why the importance to integrate new and legacy systems • System diversity is a minor problem when compare with data dispersion, duplicity and lack of integrity of key busines data. Req. Data Base integration. Sale Case: Argentina
- 27. 27 Confidential andPrivateMicro Focus – Sales – January 2011 Enterprise Management Marketing& Offer Management Strategy, Infrastructure & Product Strategy & Commit Infrastructure Lifecycle Mgmt Product Life Cycle Mgmt MARKETINGSERVICESRESOURCESSUPPLIER Support Fulfillment Assurance Billing CUSTOMERSERVICESRESOURCESSUPPLIER Operation s (1) e-TOM: Enhanced Telecommunication Operation Map ASAP Aprov BOSS FEC CBSS ISI SAP (FI / HR / MM) A BOSS NCS NETCON OACSE OACSET OLBPRESUS SISE-Movilnet SAD-WAP SAO FAMA SIR SISCOM2K TAS SISE-Averías SISE SRL STELLAR NET TRIP TOM/TONICS SAP SD XPERT ASAP O/M BOSS O/M SGC INTRANET B C D SISE REMEDY XPERT PPL SAP PM DATAMART Corpo. DATAMART Cliente DATAMART Red DATAMART Red SAP EBP Insumos/SRDF 4TELDIRED PPL GESTORES SIASER ASAP Inv BOSS Activ Red Inteligente HP OpenCall Rating PPAS PPAS Sale Case: Argentina Platform analysis
- 28. 28 Confidential andPrivateMicro Focus – Sales – January 2011 Enterprise Management Marketing& Offer Management Strategy, Infrastructure & Product Strategy & Commit Infrastructure Lifecycle Mgmt Product Life Cycle Mgmt MARKETINGSERVICESRESOURCESSUPPLIER Support Fulfillment Assurance Billing CUSTOMERSERVICESRESOURCESSUPPLIER Operation s (1) e-TOM: Enhanced Telecommunication Operation Map ASAP Aprov BOSS FEC CBSS ISI SAP (FI / HR / MM) A BOSS NCS NETCON OACSE OACSET OLBPRESUS SISE-Movilnet SAD-WAP SAO FAMA SIR SISCOM2K TAS SISE-Averías SISE SRL STELLAR NET TRIP TOM/TONICS SAP SD XPERT ASAP O/M BOSS O/M SGC INTRANET B C D SISE REMEDY XPERT PPL SAP PM DATAMART Corpo. DATAMART Cliente DATAMART Red DATAMART Red SAP EBP Insumos/SRDF 4TELDIRED PPL GESTORES SIASER ASAP Inv BOSS Activ Red Inteligente HP OpenCall Rating PPAS PPAS • Process with low support of automatized systems Sale Case: Argentina Platform analysis
- 29. 29 Confidential andPrivateMicro Focus – Sales – January 2011 Enterprise Management Marketing& Offer Management Strategy, Infrastructure & Product Strategy & Commit Infrastructure Lifecycle Mgmt Product Life Cycle Mgmt MARKETINGSERVICESRESOURCESSUPPLIER Support Fulfillment Assurance Billing CUSTOMERSERVICESRESOURCESSUPPLIER Operation s (1) e-TOM: Enhanced Telecommunication Operation Map ASAP Aprov BOSS FEC CBSS ISI SAP (FI / HR / MM) MAXIMO BOSS NCS NETCON OACSE OACSET OLBPRESUS SISE-Movilnet SAD-WAP SAO FAMA SIR SISCOM2K TAS SISE-Averías SISE SRL STELLAR NET TRIP TOM/TONICS SAP SD XPERT ASAP O/M BOSS O/M SGC INTRANET MOVILTRACK HCM SISTRA SISE REMEDY XPERT PPL SAP PM DATAMART Corpo. DATAMART Cliente DATAMART Red DATAMART Red SAP EBP Insumos/SRDF 4TELDIRED PPL GESTORES SIASER ASAP Inv BOSS Activ Red Inteligente HP OpenCall Rating PPAS PPAS • Dificulty to handle finance informaton due to data structure • Logictic process support not includes sales point inventary level. Sale Case: Argentina Platform analysis
- 30. 30 Confidential andPrivateMicro Focus – Sales – January 2011 MICRO FOCUS MODERNIZATION WORKBENCH® • The Modernization Workbench platform is the most comprehensive solution to understand application portfolios. • Provides users with centralized business and technical insight into their core applications. • Collects detailed insights into your application portfolio. Business Benefits • Improve Governance • Gain Business Visibility • Control the Business Sale Case: Argentina Delivered Solution
- 31. 31 Confidential andPrivateMicro Focus – Sales – January 2011 Agenda • Company Overview • Products • IT Market: LA / Iberia • Sales Case Approach: – Argentina: Telecom Provider – Colombia: Software Provider • Conclusion
- 32. 32 Confidential andPrivateMicro Focus – Sales – January 2011 - Customer Selection - Consultant Process - Sales Approach - Deliver Solution Sale Case: Colombia
- 33. 33 Confidential andPrivateMicro Focus – Sales – January 2011 IT Market Colombia • IT spending is forecast by BMI to grow at a compound annual growth rate (CAGR) of 13% over 2010-2014. • Election in 2010 of perceived business-friendly Juan Manuel Santos should boost business confidence and IT investment • The government sees increased information and communication technology (ICT) spending as a key means to advance its central strategic goal of helping the country reintegrate disaffected groups. • Per capita IT spend is projected to rise by 43% from US$48 in 2010 to US$74 by 2014, while PC penetration has exceeded expectations and could reach 20% within our forecast period. • The government had been working on a general software law. The law is expected to include measures such as allowing investments in software to be amortised and depreciated like other capital investments. Source: Business Monitor International http://www.fastmr.com
- 34. 34 Confidential andPrivateMicro Focus – Sales – January 2011 Opportunities: – Goverment – ERP software for Finance sector Competitive Landscape: - Growth area is: SAP related consulting - Chilean IT consultancy ActualiSAP expand in Colombia - HP has partnered with SAP on its solution 'Business AllColombia 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 Colombia's state oil company Ecopetrol, cosmetics company Avon, and Colombia's largest bank Bancocolombia. - Colombia has a growing domestic software sector - Citrix Systems was one vendor to report growing interest in virtualisation from Colombia's public sector IT Market Colombia
- 35. 35 Confidential andPrivateMicro Focus – Sales – January 2011 PSL is a CMMi level 5 company that provides nearshore software development services to clients in the US and Latin America, at highly competitive costs. Over the past 25 years, developed critical software applications for clients that range from the Panama Canal and the largest banks in the region, to hundreds of small and medium businesses across different industry verticals. Markets:US, European and Latin American markets. Offices: Medellin (Colombia), Mexico and US Sale Case: Colombia
- 36. 36 Confidential andPrivateMicro Focus – Sales – January 2011 Sale Case: Colombia Challenge • IT department use a wide variety of technologies and platforms because develop systems for external clients, using multiple platforms and programming languages. • Development requirement to use open software platform • Devoting ever more resources to IT maintenance and support, despite a growing demand for new customer applications.
- 37. 37 Confidential andPrivateMicro Focus – Sales – January 2011 Delivered Solution CALIBER Enable software teams to deliver key project milestones with greater speed and accuracy Business 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 standards Sale Case: Colombia
- 38. 38 Confidential andPrivateMicro Focus – Sales – January 2011 Agenda • Company Overview • Products • IT Market: LA – Portugal & Spain • Sales Case Approach: – Argentina: Telecom Provider – Colombia: Software Provider • Conclusion
- 39. 39 Confidential andPrivateMicro Focus – Sales – January 2011 • Micro Focus Vision • Transformational improvement Benefits • Continous Improvement Benefits Conclusion
- 40.
Editor's Notes
- #4 Micro Focus helps its customers significantly reduce application development and operating costs, increase the flexibility and value of information technology resources, and better manage the risks inherent in both mainframe and open-systems development and deployment
- #7 Old slide text: The existing communications landscape: Complex (messy, legacy systems, emerging technology, regulations, etc.) Rapidly changing (new technology, new consumer demands and expectations, new regulations, etc.) Competitive (fickle consumers, agile competitors, pressure on ARPU from shareholders.) And to top it all off, end consumers are very, very demanding – we have to work hard to meet their expectations, and even harder to stay ahead of them.
- #36 Capability Maturity Model Integration (CMMI) is a process improvement approach that helps organizations improve their performance. CMMI can be used to guide process improvement across a project, a division, or an entire organization. CMMI in software engineering and organizational development is a process improvement approach that provides organizations with the essential elements for effective process improvement. CMMI is a trademark owned by Software Engineering Institute of Carnegie Mellon University. According to the Software Engineering Institute (SEI, 2008), CMMI helps "integrate traditionally separate organizational functions, set process improvement goals and priorities, provide guidance for quality processes, and provide a point of reference for appraising current processes.“