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MUK-IT 63. Roundtable Herzlich Willkommen bei der .MUK-IT 63. Roundtable Herzlich Willkommen bei

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  • MUK-IT

    63. Roundtable

    Herzlich Willkommen

    bei der Software AG

    Anton Hofmeier

    VP Sales Terracotta DACH / MdGL

  • February 15, 2013 | 2

    berblick

    Software AG www.softwareag.com

    5.500 Mitarbeiter

    >1Mrd Umsatz

    ProcessExcellence

    mit ARIS

    Prozessdigitalisierung & Integration

    mit WebMethods

    in-Memory DatenManagement fr

    Realtime Business und BigData

    mit Terracotta

  • 2013 Terracotta Inc. | Confidential Internal Use Only 3

    Trading Analytics

    Document Transfer

    Call Center Inquiries

    Trade settlement

    Build-to-Order PC

    Refresh Data Warehouse

    Airline Operations

    Track Financial Position

    Supply Chain Updates

    Die Welt dreht sich schneller

    Improvements in Business Cycle-TimeBusiness is Moving to Real-Time TransactionsBusiness is Moving to Real-Time Transactions

    30 minutes

    8 hours

    20 minutes

    1 day

    1 day

    1 month

    5 days

    6 weeks

    3 days

    5 seconds

    10 seconds

    30 seconds

    5 minutes

    15 minutes

    1 hour

    1 day

    1 day

    45 secondsMail express fax e-mail

    secondsminuteshoursdaysweeksmonths

    Source:

    3

  • 15 February 2013 4

    Warum jetzt?

  • 2013 Terracotta Inc. | Confidential Internal Use Only 5

    010010100011100011010111010010100011101110

    010010100011100011010111010010100011101110

    Slow Data

    010010100011100011010111010010100011101110010000101010001111010

    In-Memory Data

    Real-time Analytics

    Low latency Messaging

    EnterpriseApplications

    Alle relevanten Daten In-Memory AUCH Transaktionale Daten

    (schreiben) Referenzdaten wie z.B. Kunden,

    Produkte, Preise Real-Time Analytics

    Beispiel Antwortzeit von 3s auf 500ms SLA von 99,95% auf 99,999% 8 Wochen Projekt, ROI < 12 Monate

    Realtime in-Memory Daten Management

  • 2013 Terracotta Inc. | Confidential Internal Use Only 6

    500K+ Enterprise Deployments

    70% of Global 1000 use Terracotta

    2,1m developers in 190 countries

    5 PB+ Data in Memory

    99,999% high availability

    Common Java API

    Mehr unter: www.terracotta.org und www.ehcache.com

    Terracotta ist die Software AGs Big Data Strategie

    6

    Enterprise Customers

  • Leads systematisch qualifizieren

    Neukundengewinnung

  • 2013 Terracotta Inc. | Confidential Internal Use Only 8

    Software AG Global Sales Process

    8

  • 2013 Terracotta Inc. | Confidential Internal Use Only 9

    Software AG Global Sales Process

    9

  • 2013 Terracotta Inc. | Confidential Internal Use Only 10

    Standardisierte Deal-QualificationRisk Category Qualification Status Score

    Budget Is there Budget available for this project Yes 1

    Risk Budget Has the budget been allocated to the project already No -1

    Budget Does the Power (Executive) Sponsor have discretionary budget available Yes 1

    Budget Is the cost within the Power (Executive) Sponsor's approval limit Yes 1

    Risk Budget Does the Board need to approve the purchase Yes -1

    Risk Budget Have we been told the Budget amount No -1

    Authority Does the Project have an Owner / Project Sponsor (Director) Yes 1

    Authority Is the project a priority for Power (Executive) Sponsor No 1

    Authority Is there major resistance to this project in the organization Yes 1

    Authority Do we have access to the Project Sponsor (Director) Yes 1

    Authority Do we have access to the Power (Executive) Sponsor Yes 1

    Need Are the customer's needs well defined Yes 1

    Need Were we involved in defining the customer's needs Yes 1

    Need Does our solution meet the customer's needs Yes 1

    Need Are we uniquely positioned to meet the customer's needs Yes 1

    Timeline Does the Project have a defined completion date Yes 1

    -100%

    0%

    100%Budget

    Authority

    Need

    Timeline

    Pain

    Influence

    Vision

    Value

    Control

    Cost of Sale

  • 2013 Terracotta Inc. | Confidential Internal Use Only 11

    Sales Pipeline GAP Analyses

    Quote 1600k

    YTD 0k

    Weighted Pipeline 500k

    GAP 1100k

    -----------

    Average Value Deal 220k

    New Deals# 5

    Opportunity 1:3 Win 15

    Visits to identify opp (1:4) 60

    Calls 1:5 300

  • 2013 Terracotta Inc. | Confidential Internal Use Only 12

    New Business Generation WorkshopWas erreicht man an einem Tag?

    Gute Vorbereitung

    Liste mit Kontakdaten au

    ALLE machen mit

    EIN Raum

    Gemeinsames Frhstck

    Gemeinsame Besprechung

    Erfolge feiern

  • 2013 Terracotta Inc. | Confidential Internal Use Only 13

    13

    Kontakt

    Anton HofmeierVP Sales Terracotta DACH, MdGL

    Phone +49 89 54742-203

    Mobile +49 176 1592 1042

    anton.hofmeier@softwareag.com

    Website: www.softwareag.com | www.terracotta.org

    Gerne vernetzen auch ber Xing oder LinkedIN

    http://www.xing.com/profile/Anton_Hofmeier

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