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IGEL-Briefing 2012

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  1. IGEL-Briefing 2012 English Deutsch

  2. IGEL-Briefing DirectorSales February, 2012 Erhard Behnke ManagedThin Client Soft- and Hardware Solutions

  3. IGEL Technology • Value Proposition for Partners • Partner Network • Products and Services • Business Partnerships • IGEL Customers

  4. IGEL Technology –Company Overview

  5. IGEL Technology – FromPasttoPresent • Founded 1989 as IGEL GmbH in Augsburg, manufacturing Multi-Video Cards • Manufacturing Terminals and Thin Clients since 1992/1997 • Launched worldwide first ever Linux Thin Client 1993/4 • IGEL Technology GmbH established 2001.

  6. IGEL Technology – FromPasttoPresent • Headquartered in Bremen, Engineering Dept. in Augsburg • German market leader in Thin Clients since 2006(30% market share according to IDC) • Installed Base approx. 1 Mio units, Employees approx. 140+ • World wide # 3 (byrev), Europe # 3, Linux TCs ww #2

  7. Assessment of Key Business Drivers • Desktop Virtualization, HVDs and Cloud Computing • IT cost reduction requirements (TCO) • Standardization and consolidation of applications and the IT workplace • Demand for increased IT staff efficiency • Legal issues with users • Supporting Green-IT initiatives “IGEL is a well established vendor in this market, but is a thought leader in terms of the future direction the market is taking” Butler Group

  8. Value Proposition • IGEL Software and hardware comes with an outstanding set of functions and connectivity options (5 year hardware warranty) • Modular firmware sizesfor Linux and MS Windows Embedded • Customers find theright OS andtherightfeature pack • Well designed, extremely reliable hardware with very stable software (based on Standards) • IGEL devices come bundled with the market leading IGEL Universal Management Suite

  9. IGEL Technology GmbH, Bremen, Germany and R & D Center Augsburg, Germany IGEL S/E Asia C. Melchers GmbH & Co. Singapore IGEL North Asia C. Melchers (H.K.) Ltd., Hong Kong & Melchers Shanghai Ltd., Shanghai, PRC C. Melchers GmbH & Co. Beijing Representation IGEL Technology Ltd., Reading, UK IGEL America IGEL Technology America LLC., Cincinnati, USA IGEL HQ and Offices 100%

  10. IGEL Technology Worldwide Offices 1 2 3 4 5 7 6 8 1. IGEL Technology GmbH, Bremen (HQ Germany) 2. IGEL Technology GmbH, Augsburg (R&D Germany) 3. IGEL Technology Ltd. Reading (UK) 4. IGEL Technology, Singapore 5. IGEL Technology, Hong Kong (PRC) 6. IGEL Technology, Shanghai (PRC) 7. IGEL Technology America (USA) 8. IGEL Technology, Beijing (PRC)

  11. Shipments 2001 – 2011without Software Licences -0,17% +28,5% +2,9% +21,4% +19,8% 175.503 +26,6% 175.196 +97,8% 136.626 132.831 109.418 91.372 +22,4% +30,7% +18,7% 72.157 19.205 36.485 22.804 29.810

  12. Shipments 2001 – 2011 incl. Software licences The SW licencesarethebasisforfutureThin Client sales 28.786 +33,1% +3,5 +44,3% +2,9% +21,4% 175.503 175.196 +19,8% +26,6% 136.626 132.831 +97,8% 109.418 91.372 +22,4% +30,7% +18,7% 72.157 36.485 19.205 22.804 29.810

  13. IGEL Target Markets • By industry segment: • Healthcare • Finance / Insurance • Government / Education • Retail • Transport & Logistics • Utilities • By key regions/countries: • Germany • UK • Austria/Switzerland • BeNeLux • Nordics • France • Bygeography: • Western Europe • North America • Asia Pacific

  14. IGEL‘s Market Position on $ASP Value Basis Worldwide WW = #3 USA = #8 Canada = #7 LatinAmerica = Other* APAC = Other* EMEA = #3 Western Europe = #3 CEMA = Other* Source: IDC 2010 * Latelypresentandactive but not listed Western Europe Germany = #1 Finland = #2 Sweden = #3 Belgium = #3 Switzerland = #3 Austria = #4 Norway = #4 Ireland = #4 Netherlands = #4 UK = #5 Denmark = #7 Rest ofW.Europe = #7 France = #13

  15. Operating Principles • The IGEL sales is indirect through qualified and trained channel partners • The contact to customers is established by industry focused sales and consultancy teams • The IGEL brand is developed in the core markets • IGEL’s solid growth is primarily financed organically • The growth must be matched by the organization

  16. ISO (Re-)Certification (ISO 9001:2008/14001:2008) for IGEL Technology GmbH and Ltd.

  17. IGEL Value Proposition for Partners

  18. IGEL Technology Distributor (Partner) Reseller (Partner) End user Go-To-Market Strategy - IndirectSales Model 100% indirect = 100% Channel Business Partner Account Manager for all countries Key Account Manager for industry segments (Government, Education, Healthcare, Finance & Insurance, Retail, Transport & Logistics, Utilities)

  19. Points of Differentiation • No stock required, products will be send directly to final destination • No minimum order volume • High customer satisfaction due to local assembling and services • Free evaluation units combined with presales and webinars available ensuring easy and risk free testing before purchase

  20. Points of Differentiation • Partner Account Managers help channel partners by joint events and customer visits • The Key Account Managers focus on industry segments and thus consult customers based on their industry demand • We include industry specific requirements (e.g. for healthcare, government e.g. certified VPN clients, for retail, for finance e.g. desktop credit card reader keyboard support)

  21. Value Proposition for Partners Marketing • Vendor integration into internal and external communication • Content for newsletters and website • Banner adverts for website • Partner recruitment campaigns • Link into joint vendor activities from the same line card

  22. IGEL Value Proposition Warehouse • Located in Bremen (Germany), Cincinnati (US), with fast access to each country • Worldwide delivery with main logistics partners • Fast processing and handling. Flexible and ready for biggest volumes • Quality control – each device is tested before it leaves our stock

  23. IGEL Value Proposition Production • IGEL flashes each device with the latest firmware, when the units will be shipped • Factory installed options and services • Customizing solutions for individual customer needs (i.e. asset tags, different color and customer logo)

  24. IGEL Value Proposition Services • IGEL offers a fast and easy-to-use RMA • Repairs, warranty handlings and final quality control to be in progress within 3-4 days maximum • Service Partner Network throughout various countries

  25. IGEL Partner Network

  26. IGEL Partner Program • Get Reseller closer to IGEL and into the TC Market • IGEL builds qualified Resellers • Reseller get trained and qualified • Results in motivated Partners

  27. IGEL Partner Program • Guidance • Project Qualification, Pre-Sales Support, joint sales calls, deal registration, SPQs • Vertical expertise, customer service • Joined webinars with customer orientation • Equipment • Demo equipment (NFR), free evaluation units for customer projects • Event and tradeshow support • Marketing support, demand generation, PR, website referral Training Sales, PreSales and update training/webinar Partner days Marketing communication Acquisition techniques

  28. IGEL isavailable via 800+ AIPs andtrained Partners in… Americas Asia / Pacific 1 Argentina 2 Brazil 3 Canada 4 Chile 5 Colombia 6 Ecuador 7 Mexico 8 Uruguay 9 USA 10 Venezuela 11 Australia 12 China 13 Hong Kong (Macau) 14 Indonesia 15 Malaysia 16 New Zealand 17 Pillipines 18 Singapore 19 Thailand 20 Vietnam 11 10 13 15 17 14 18 19 20 12 16 1 9 8 7 6 5 4 3 2

  29. IGEL isavailable via 800+ AIPs andtrained Partners in… EMEA 21 Austria 22 Belgium 23 Cyprus 24 Czech Republic 25 Denmark 26 Faroe Islands 27 Finland 28 France 29 Germany 30 Greece 31 Hungary 32 Ireland 33 Italy 34 Lithuania 35 Luxembourg 36 Netherlands 37 Norway 38 Poland 39 Portugal 40 Slovakia 41 South Africa 42 Spain 43 Sweden 44 Switzerland 45 Russia 46 United Kingdom 26 45 30 34 33 43 37 27 46 32 25 42 39 35 22 36 38 40 29 21 44 24 31 23 28 41

  30. IGEL Distribution Partner 2011 France Nordic, Baltic APAC Benelux Switzerland Norway Germany, Austria Germany Poland Hong Kong ANZ BeLux Denmark U.K. Germany Ireland Israel South Africa Italy U.S.A Netherlands

  31. IGEL Partner Strategy • 27 Distribution Partners • More than 800 Authorized IGEL Partners • Wetargetvalueaddedresellers & distributors • Authorized IGEL Partners (AIPs) aretreatedequally (onepartnershiplevel) • The partnerprogramfocuses on Guidance, Equipment and Training, not kick backs

  32. Igel products&services

  33. IGEL Product Line

  34. IGEL Universal Management Suite • Managing 100% of hardware and software settings • Buddy Update – efficient device updates in branch offices via the WAN • Certificate based and encrypted communication • Firmware CRC checks for device recovery • IGEL Universal Management Suite scales to unlimited number of managed Thin Clients

  35. High Availability Extension • Optionale extensionforthe UMS • Suitablefor • Companies withsimultanouesbootingof >500 Thin Client devices • Companies in whichfailsafeoperationofthe UMS isofmission-critialimportance • Licencing: • Each TC needs a licence • Nomixedinfrastructures • IGEL UMS 4.0 includesfivetestlicences (onlyfortestingpurposes)

  36. IGEL Universal Desktop Converter Software • Smooth and cost efficient migration of existing PC and third party Thin Client hardware to SBC and VDI environments • Allowing unified management of IGEL TCs, converted PCs and third party TCs • Available from even 1 licence • Postpones hardware investments; frees IT budgets

  37. All remotelymanagedwiththe IGEL Universal Management Suite UMS IGEL‘s Universal Desktop Portfolio Universal Desktop Converter UDC Small andCostEfficient Device UD2 series Most Sold Standard Thin Client UD3 series Powerful for Multimedia, Expandable UD5 series Integrated TFT-Display Thin Client UD9 series

  38. Firmware Packages Entry • Basis firmwarepackage • Access to server-basedapplications via ICA and RDP Standard • Includes all featuresofthe Entry Package • Support forvirtualdesktops • Local web browser • PDF Reader • Terminal emulation • Access to VPN protocols Advanced • Includes all featuresofthe Standard Package • Media Player • VoIP • Native SAP GUI • USB re-direction

  39. SharedWorkplace • Allows user-dependentconfigurationbased on settingprofiles • Allowsconfigurationsettingstobemadeforfactors such as • Session types • Right/left-handedmouse-button operation • Optional featurethatcanbelicencedfor IGEL thinclientsoftware • Can also beused in mixedenvironmentswithSharedWorkplacedesktopsandstandardworkplaces

  40. SharedWorkplace UMS Server User 1 Profile User 2 Profile User 3 Profile UMS DB

  41. IGEL Linux USPs • Most comprehensive VDI integration • Microsoft RDS Remote App support in Linux • Microsoft Remote FX support in Linux • Authentication at domain • Failsafe firmware updates • Custom partition for integration of customer specific individual applications

  42. IGEL WES 2009 and WES 7 USPs • Active Directory Integration • Supporting MS SCCM management • Failsave firmware update due to integrated rescue system • Enhanced Partial Update Builder

  43. Security Enhancements • Broadest range of security features (industry best Smartcard support, eToken and biometric authentication support, …) • Delegated User Setup (Useful for locking down a device based on UMS profiles but delegating some configuration back to end users – mouse, screen settings etc) • USB Access Control (close all ports or open selectively for specific devices)

  44. Technical USPs • Modular products with various options,e.g. WLAN  foot stands, additional serial or parallel ports, anti-theft USB port • Broadest peripheral linux driver, USB drives, cameras, etc.) support (printers, scanner/sane) • Industry best digital dictation support (Philips, Grundig, Nuance, Olympus)

  45. …more Technical USPs • Firmware support for 3 years after device EOL • Quarterly firmware updates free of charge • Native clients (Cisco VPN, original IBM 5250, SAP GUI and more) integrated in firmware • Customization of firmware and hardware according to customer/industry requirements (e.g. software client integration, accessories, side panel painting, etc.)

  46. Service & Support • We offer service (repairs) and a highly qualified support ensuring business continuity • We are personal - face the customer, face the partner, don’t do everything anonymous

  47. Igel Business partnerships

  48. More Than 24 Technology Partners

  49. IGEL Customers & benefits

  50. Success Stories: IGEL Customers (selection)