EMEA Update
Bill Koehl
Vice President and General Manager
23/03/2016
FY08 Observations
Internal View
› Not Consistently Achieving Quota
External View
› “BMC’s focus on it’s install base could limit growth opportunities in
segments outside its traditional user community”
– Forester Research
› “Gartner believes that most of BMC’s sales are to existing BMC’s
customers not now stand-alone customers”
– Gartner Group
2
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Software,
BMCInc.
Software, Inc.
3 Year Historical View
ESM Revenue
25% of
Revenue
30,000
6,770
ACCOUNTS
75% of
Revenue
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Software, Inc.
Customer Segmentation Metrics
Size of Account
>= $10B
Ranked by
Revenue
Metric Weight
10 Points
$1B - $10B
5 Points
$100M-$1B
1 Point
30%
Vertical Industry Opportunity
Based on knowledge
worker and IT
spending rates
High
10 Points
Med
5 Points
Low
1 Point
High
10 Points
Med
5 Points
Low
1 Point
35%
4
>$2M
Metric Weight
10 Points
$250K-$2M
5 Points
< $250K
1 Point
30%
Number of BSM
Solution groups
purchased FY06 –
Q3FY08
>13
10 Points
4 – 12
5 Points
0–3
1 Point
20%
MSM Total Spend
15%
Propensity to Buy
Propensity to buy
across 6 ESM
product areas
Based on
company’s ESM
TB BMC FY06 –
Q3FY08
Product Penetration
Country Market Maturity
Based on readiness
of business & govt.
w/in a country to
leverage IT
DSM Total Spend
Based on
company’s MSM
TB FY06 – Q3FY08
>$4M
$1M - $4M
<$1M
10 Points
5 Points
20%
1 Point
Core License Spend
High
10 Points
Med
5 Points
Low
1 Point
20%
SM/IM License
bookings from
FY06 – Q3FY08
>$2M
$250K-$2M
<$250K
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10 Points
5 Points
1 Point
30%
Total Points
Available
20
Business Relationship (BR)
Deploys and runs a large
complex IT Organization
Propensity to buy into our
BMC vision
High license ($1m) potential to
spend on solutions offered
by BMC
Strong BMC relationship except
in investment accounts
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Business Impact (BI)
Global 2000 – Highly complex IT
environment – All industry sectors
represented
BSM Platform for growth
BMC has the potential for an
Invitation to grow or enter account
Customer relationship tends
to be opportunistic
Customer tends to buy to
“pain” – solve problems
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Named
Typically less than 10 billion in
revenue and more than 2500
Employee’s
Typically transactional buyers
- Solve Point Problems
Partner lead sales and
services
Primary Buyer Type - IT point
product specialist
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Mass Market
Huge Partner Opportunity
Partners’ Manage and Lead
Generally Product and Solution
Based
Partners are Trained Exactly to
the Same Standard as BMC
Sales and Services Delivery
Capabilities
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New Worldwide Segmentation Model
Platform
Platform
/ Consultative
for GrowthSell
Solution Sell
Investment
BMC
Partner
Services
Led Services
Embedded
Partner
Led
Sales
&FY06
Services
BR
<Tied
$1Mto
in
ESM
TB
– Q308
Communication
Sell
Global
To Pain
Initiatives
BI < $500K in ESM TB FY-06 – Q308
Customer
Coordination
BR > $1M
in ESM TB FY06 – Q308
BI > $500K in ESM TB FY-06 – Q308
Business
Relationship
11
151
162 Accounts
Business Impact
1,594
689
2,283 Accounts
Named Territory Accounts
1,891 Accounts
Mass Market
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Worldwide Exponential Opportunity
Communication
Service
Support
Business
Relationship
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Service
Assurance
Service
Automation
Coordination
BMC
Global
Services
Service
Support
151
162 Accounts
Business Impact
1,594
689
2,283 Accounts
Service
Assurance
Service
Automation
BMC Primary Account
Manager
Named Territory Accounts
1,891 Accounts
Mass Market
10
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SI’s
Partners
Client Take-a-ways
› We Must Embrace Behavioral Change
in FY09
› Protect and Grow the BR and BI
customer segments through
Collaboration
› Build Pipeline and Incremental
Revenue Through Communication
with specialist organization
› Increase Sales Productivity
– Repurposed Inside Sales
– Improve Channel Alignment
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Worldwide Product Organization
Craig Harper
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WW Product Organization
Our Mission
› Dominance of the BSM Marketplace
› Accelerate Growth
› Deliver balanced revenue achievement across all BSM Disciplines
– Focus
– Expertise / Value Add
– Teamwork
› Communicate with Business Units on behalf of our clients and Field
Sales organization
– Influence our Product Strategy
– Communicate our Product/Solution Strategy and Roadmaps
› Establish the over all Go to Market Strategy
› Localize BU/Field Strategy to specific markets
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WW Product Organization
Craig Harper
Field
Marketing
Kathy
Bexley
Service
Support
M&A
Steve
Vierra
Solution
Architects
Jeff
Hodges
Field
Process
Tom
Schodorf
Ron Clegg
$260M (lic.)
Service
Automation
John McMahon
$132M (lic.)
Service
Assurance
Mary Nugent
$270m (TB)
Identify
$45M (TB)
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Tom Schodorf
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Software, Inc.
BSM Field
Strategy
Sean
McDermott
Sales
Specialists
John
McMahon
Software
Consulting
Mary
Nugent
Partner
Ron
Clegg
Alignment with our ESM Business Unit
Products
Jim Grant
Senior Vice President
ESM Business Unit
Paul Avenant
Sol Development
Herb Van Hook
ESM Business Planning
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K Behnia/T Bishop
Office of the CTO
John Peters
ESM Marketing
Alisa Nessler
Solution Support
ESM Ops & Value Chain
Scott Hassett
Product
Line
Product
Management
Service
Support
Krishna Prasad
Product Line
Warren Cook
Product Mgmt
Atwell Williams
CTO Office
Gerry Roy
Marketing
Jay Shankar
Support
Mitch Landry
Program Mgmt
Atrium
Bob Gutekunst
Product Line
Brent Brightwell
Product Mgmt
Troy Cline
CTO Office
Bronna Shapiro
Marketing
DeWayne McNally
Support
Mary Morgan
Program Mgmt
Service
Automation
Scott Fulton
Product Line
P. Padmanabhan
Product Mgmt
Doug Bagley
CTO Office
Paul Farr
Marketing
Lucy Karis
Support
Mary Morgan
Program Mgmt
Service
Assurance
Israel Gat
Product Line
Roy Ritthaler
Product Mgmt
Eli Almog
CTO Office
Mark Kusionowicz
Marketing
Becky Strauss
Support
Brian Borack
Program Mgmt
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WW Product Organization- EMEA
Craig Harper
Field
Marketing
Jonathan
Priestley
Service
Support
Service
Automation
Service
Assurance
Identify
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Software
Consulting
Rob Cole
Robert Cole
Luca Lazzaron
Herve Timsit
Greg Rahim
Tom Schodorf
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Field Sales Specialists Profile
› “Hunter among Hunters”
› Ability to cover a broader territory
›
›
›
›
›
17
– Inventory Opportunities
– Qualify and Prioritize
Expert in qualifying opportunities.
Flexible based on role
– Capable of leading the sales effort
– Capable of becoming a part of an overall account team and strategy
Rapid value add
– Establishes trust and credibility with both the technology buyer and economic buyer
– Understand and customizes the ROI to the customer
– Cultivates and effective uses client references
Gracefully transitions the relationships to be “farmed” by account manager
Works well with the client team
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Intentional Alignment
BMC
Global
Services
Service
Support
Service
Automation
Service
Assurance
SI’s
Partners
Identify
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Software, Inc.
EMEA
Sales & Mgmt
280
SC’s
120
Consulting Services
140
Field Marketing
35
Field Operations
25
MF
130
Corp Ops, Legal, etc
120
Finance
60
78 Countries
HR
10
3300 Customers
R&D
180
>$600m Revenues
› Amsterdam – EMEA Headquarters
1,100 Employees
19
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Aligning How a Customer Buys With How BMC
Sells
How Customers Buy
Key Customer Buyer
Business
and IT
Executive
Buyers
BSM
Approach & EMEA Numbers
Total BR Accounts: 210
Parent: 76 Child: 134
Consultative Selling, Upselling, Renewals and
Services
Total of 70 Account Reps covering BI and BR
(not inclusive of management)
BSM via
Discipline
Solution
Buyer
Total BI Accounts: 535
Parent: 440 Child: 95
Solution Selling, Upselling, Renewals and
Services
BSM via
Solution
up to
Discipline
Product /
Solution
Buyer
Total Named Accounts: 515
16 Territory Managers + 19 ISD Territory
Managers
Product Selling, Upselling, Renewals and
Services
100%
Partner
Driven
Purely Partner Driven
Product Selling
Mainly
Product
Focus
Investment Accounts
20
Existing Accounts
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New Organization Structure
› All conflict is removed so we can focus on the customer
– FY09 is all about the country… not which sales division
– Country Managers now have total revenue responsibility in their country
› How does it effect you?
–
–
–
–
–
–
21
Increase your focus on the customer, right people on the right set of accounts
Strong infrastructure and specialization support
A much clearer line of sight to services, products and operation
Both Client and Product disciplines working closer together
Larger quotas but paid on everything
Simplified compensation plan
© Copyright 23/03/2016 BMC Software, Inc.
EMEA Executive Team
Bill Koehl
VP and General Manager
Marja Schalks
Executive Assistant
Mark Newton
Olav Strand
TBD
Vishal Rao
Dermot Costello
Regional Director NER
Regional Director CER
Regional Director SER
Director Global Accounts
Director iSD
Edouard Fourcade
Nick Glover
Eric Blum
Neil Yekell
Luca Lazzaron
VP, WW Comp & BP
VP, MSM EMEA
VP Consulting Services
VP Finance
VP & GM Bladelogic
Bjorn Mattsson
Robert Cole
Gertjan van Dam
Jim Darragh
Nick McEvoy
Director Channels
Director SW Consulting
Director Best Practices
Director WW Field Ops
Director Field Operations
Todd Reeves
Jonathan Priestley
Elodie Dowling
Jon Rendle
Gavin Tapper
Sr. Director HR
Director Field Marketing
Sr. Legal Counsel
Director Cust. Support
Director Order Mgmt
Huub Smeets
Director Procurement
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EUROPE Sales Organization
Bill Koehl
VP and General Manager
Vishal Rao
Gertjan van Dam
Nick McEvoy
Director
Global Accounts
Director
Best Practices
Director
Field Ops
Mark Newton
Olav Strand
TBD
Dermot Costello
Regional Director
NER
Regional Director
CER
Regional Director
SER
Director
iSD Europe
UK
Mark Newton
GERMANY
Olav Strand
ITALY
Bettina Giordani
NER
Michelle Murphy
NORDIC
Mats Ferm
AUSTRIA/SWITZERLAND
Christian Winkelbauer
IBERIA
Miguel Fito
CER
Ives Bretzer
FRANCE
Eric Lecoq
SER
Marco Vascellari
NETHERLANDS
Hans van Donge
BELGIUM/LUX
Jan Duthoo
23
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Global Accounts
EMEA-based Global Accounts
24
U.S.-based Global Accounts
© Copyright 23/03/2016 BMC Software, Inc.
BMC Is Better Equipped Than Ever Before To
Service This Need
BMC ITSM
Change Management
Service Request System
Incident Management
Asset Management
Definitive Software Library (DSL)
BMC Configuration Automation
› BCA for Servers
› BCA for Clients
› BCA for Networks (BladeLogic)
› Run Book Automation (RealOps)
› BMC Performance Assurance
BMC Event Manager (BEM)
Service Impact Manager (SIM)
ProactiveNet Analytics (PNET)
BMC Performance Manager (BPM)
Transaction Management (TMART)
25
© Copyright 23/03/2016 BMC Software, Inc.
Our Areas Of Focus in EMEA
26
1
Meet or achieve our financial goals (predictable revenue)
2
Do your job – let the customer know we’re the best, change the game,
increase sales productivity and demonstrate teamwork
3
Service Assurance – must compete and claim victory in this space
4
Claim victory with CMDB and win with Service Automation
5
Develop our relationships and our references (more time with our customers)
© Copyright 23/03/2016 BMC Software, Inc.
What can you do for me?
› Be Self Sufficient and Add Value
› Understand we have Quarterly Targets
› Focus More on ESM Solutions and Less on Point Products
– Too much focus still on only Remedy
› Sell New Licenses
› Learn the way we do business and follow the rules we must follow
– Best Practices and Revenue Recognition Training
› Must grow DSM Business
› Pan European organizations
27
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