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EMEA Update Bill Koehl Vice President and General Manager 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

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emea update

EMEA Update

Bill Koehl

Vice President and General Manager

fy08 observations
FY08 Observations

© Copyright 07/03/2014 BMC Software, Inc.

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

INTERNAL USE ONLY © Copyright 3/7/2014 BMC Software, Inc.

slide3

3 Year Historical View

75% of

Revenue

25% of

Revenue

ESM Revenue

30,000

ACCOUNTS

6,770

ACCOUNTS

© Copyright 07/03/2014 BMC Software, Inc.

INTERNAL USE ONLY © Copyright 3/7/2014 BMC Software, Inc.

customer segmentation metrics
Customer Segmentation Metrics

Size of Account

DSM Total Spend

Metric Weight

Metric Weight

Based on company’s ESM TB BMC FY06 – Q3FY08

Ranked by Revenue

30%

30%

Vertical Industry Opportunity

Product Penetration

Number of BSM Solution groups purchased FY06 – Q3FY08

Based on knowledge worker and IT spending rates

35%

20%

Total Points Available

20

Country Market Maturity

MSM Total Spend

Based on readiness of business & govt. w/in a country to leverage IT

Based on company’s MSM TB FY06 – Q3FY08

15%

20%

Propensity to Buy

Core License Spend

Propensity to buy across 6 ESM product areas

SM/IM License bookings from FY06 – Q3FY08

20%

30%

© Copyright 07/03/2014 BMC Software, Inc.

INTERNAL USE ONLY © Copyright 3/7/2014 BMC Software, Inc.

business relationship br
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

© Copyright 07/03/2014 BMC Software, Inc.

INTERNAL USE ONLY © Copyright 3/7/2014 BMC Software, Inc.

business impact bi
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

© Copyright 07/03/2014 BMC Software, Inc.

INTERNAL USE ONLY © Copyright 3/7/2014 BMC Software, Inc.

named
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

© Copyright 07/03/2014 BMC Software, Inc.

INTERNAL USE ONLY © Copyright 3/7/2014 BMC Software, Inc.

mass market
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

© Copyright 07/03/2014 BMC Software, Inc.

INTERNAL USE ONLY © Copyright 3/7/2014 BMC Software, Inc.

new worldwide segmentation model
New Worldwide Segmentation Model

Investment

BR < $1M in ESM TB FY06 – Q308

BI < $500K in ESM TB FY-06 – Q308

Customer

BR > $1M in ESM TB FY06 – Q308

BI > $500K in ESM TB FY-06 – Q308

Platform for Growth

Partner Led Services

Sell To Pain

Solution Sell

Partner Led Sales & Services

Platform / Consultative Sell

BMC Services Embedded

Tied to Global Initiatives

Communication

Coordination

Business

Relationship

11

151

CUSTOMER

INVESTMENT

162 Accounts

Business Impact

1,594

689

2,283 Accounts

Named Territory Accounts

1,891 Accounts

Mass Market

9

INTERNAL USE ONLY © Copyright 3/7/2014 BMC Software, Inc.

© Copyright 07/03/2014 BMC Software, Inc.

worldwide exponential opportunity
Worldwide Exponential Opportunity

Service

Support

Service

Support

BMC

Global

Services

ServiceAssurance

ServiceAssurance

Service

Automation

Service

Automation

SI’s

Partners

Communication

Coordination

Business

Relationship

11

151

1,605 Accounts

162 Accounts

Business Impact

1,594

689

BMC Primary Account Manager

2,283 Accounts

Named Territory Accounts

1,891 Accounts

Mass Market

© Copyright 07/03/2014 BMC Software, Inc.

client take a ways
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

© Copyright 07/03/2014 BMC Software, Inc.

INTERNAL USE ONLY © Copyright 3/7/2014 BMC Software, Inc.

worldwide product organization

Worldwide Product Organization

Craig Harper

3/7/2014

© Copyright 07/03/2014 BMC Software, Inc.

ww product organization our mission
WW Product OrganizationOur 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

© Copyright 07/03/2014 BMC Software, Inc.

INTERNAL USE ONLY © Copyright 3/7/2014 BMC Software, Inc.

ww product organization craig harper
WW Product OrganizationCraig Harper

Field

Marketing

BSM Field

Strategy

M&A

Software

Consulting

Field Process

Solution

Architects

Sales

Specialists

Field

Process

Partner

Kathy

Bexley

Steve

Vierra

Jeff

Hodges

Tom

Schodorf

Ron

Clegg

Sean

McDermott

Mary

Nugent

John

McMahon

Service

Support

$260M (lic.)

Ron Clegg

Service

Automation

$132M (lic.)

John McMahon

Service

Assurance

$270m (TB)

Mary Nugent

Identify

$45M (TB)

Tom Schodorf

© Copyright 07/03/2014 BMC Software, Inc.

INTERNAL USE ONLY © Copyright 3/7/2014 BMC Software, Inc.

alignment with our esm business unit products
Alignment with our ESM Business UnitProducts

Jim Grant

Senior Vice President

ESM Business Unit

Herb Van Hook

ESM Business Planning

Paul Avenant

Sol Development

K Behnia/T Bishop

Office of the CTO

John Peters

ESM Marketing

Alisa Nessler

Solution Support

Scott Hassett

ESM Ops & Value Chain

Product

Line

Product

Management

Warren Cook

Product Mgmt

Atwell Williams

CTO Office

Krishna Prasad

Product Line

Gerry Roy

Marketing

Jay Shankar

Support

Mitch Landry

Program Mgmt

Brent Brightwell

Product Mgmt

Troy Cline

CTO Office

Bob Gutekunst

Product Line

Bronna Shapiro

Marketing

DeWayne McNally

Support

Mary Morgan

Program Mgmt

P. Padmanabhan

Product Mgmt

Doug Bagley

CTO Office

Scott Fulton

Product Line

Paul Farr

Marketing

Lucy Karis

Support

Mary Morgan

Program Mgmt

Roy Ritthaler

Product Mgmt

Eli Almog

CTO Office

Israel Gat

Product Line

Mark Kusionowicz

Marketing

Becky Strauss

Support

Brian Borack

Program Mgmt

Service

Support

Atrium

Service

Automation

Service

Assurance

© Copyright 07/03/2014 BMC Software, Inc.

INTERNAL USE ONLY © Copyright 3/7/2014 BMC Software, Inc.

ww product organization emea craig harper
WW Product Organization- EMEACraig Harper

Field

Marketing

Software

Consulting

Jonathan Priestley

Rob Cole

Service

Support

Robert Cole

Service

Automation

Luca Lazzaron

Service

Assurance

Herve Timsit

Greg Rahim

Identify

Tom Schodorf

© Copyright 07/03/2014 BMC Software, Inc.

INTERNAL USE ONLY © Copyright 3/7/2014 BMC Software, Inc.

field sales specialists profile
Field Sales Specialists Profile

“Hunter among Hunters”

Ability to cover a broader territory

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

© Copyright 07/03/2014 BMC Software, Inc.

INTERNAL USE ONLY © Copyright 3/7/2014 BMC Software, Inc.

slide18

BMC

Global

Services

SI’s

Partners

Intentional Alignment

Service

Support

Service

Automation

Service

Assurance

Identify

18

© Copyright 07/03/2014 BMC Software, Inc.

INTERNAL USE ONLY © Copyright 3/7/2014 BMC Software, Inc.

slide19

Amsterdam – EMEA Headquarters

EMEA

78 Countries

3300 Customers

>$600m Revenues

1,100 Employees

© Copyright 07/03/2014 BMC Software, Inc.

aligning how a customer buys with how bmc sells

Investment Accounts

Existing Accounts

Aligning How a Customer Buys With How BMC Sells

How Customers Buy

Key Customer Buyer

Approach & EMEA Numbers

Total BR Accounts: 210Parent: 76 Child: 134Consultative Selling, Upselling, Renewals and Services

Total of 70 Account Reps covering BI and BR (not inclusive of management)

Business and IT Executive Buyers

BSM

Total BI Accounts: 535Parent: 440 Child: 95Solution Selling, Upselling, Renewals and Services

Solution Buyer

BSM via Discipline

INVESTMENT

CUSTOMER

Total Named Accounts: 51516 Territory Managers + 19 ISD Territory ManagersProduct Selling, Upselling, Renewals and Services

BSM via Solution up to Discipline

Product /

Solution Buyer

100% Partner Driven

Mainly Product

Focus

Purely Partner DrivenProduct Selling

20

INTERNAL USE ONLY © Copyright 3/7/2014 BMC Software, Inc.

© Copyright 07/03/2014 BMC Software, Inc.

new organization structure
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?
    • 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 07/03/2014 BMC Software, Inc.

emea executive team
EMEA Executive Team

Bill Koehl

VP and General Manager

Marja Schalks

Executive Assistant

Mark Newton

Regional Director NER

Olav Strand

Regional Director CER

TBD

Regional Director SER

Vishal Rao

DirectorGlobal Accounts

Dermot Costello

Director iSD

Edouard Fourcade

VP, WW Comp & BP

Nick Glover

VP, MSM EMEA

Eric Blum

VP Consulting Services

Neil Yekell

VP Finance

Luca Lazzaron

VP & GM Bladelogic

Bjorn Mattsson

Director Channels

Robert Cole

Director SW Consulting

Gertjan van Dam

Director Best Practices

Jim Darragh

Director WW Field Ops

Nick McEvoy

Director Field Operations

Todd Reeves

Sr. Director HR

Jonathan Priestley

Director Field Marketing

Elodie Dowling

Sr. Legal Counsel

Jon Rendle

Director Cust. Support

Gavin Tapper

Director Order Mgmt

Huub Smeets

Director Procurement

© Copyright 07/03/2014 BMC Software, Inc.

europe sales organization

Mark NewtonRegional Director NER

Olav StrandRegional Director CER

TBDRegional Director SER

Dermot CostelloDirectoriSD Europe

EUROPE Sales Organization

Bill Koehl

VP and General Manager

Vishal RaoDirector Global Accounts

Gertjan van DamDirectorBest Practices

Nick McEvoyDirector Field Ops

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

NETHERLANDS

Hans van Donge

FRANCE

Eric Lecoq

SER

Marco Vascellari

BELGIUM/LUX

Jan Duthoo

© Copyright 07/03/2014 BMC Software, Inc.

global accounts
Global Accounts

EMEA-based Global Accounts

U.S.-based Global Accounts

© Copyright 07/03/2014 BMC Software, Inc.

bmc is better equipped than ever before to service this need
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)

© Copyright 07/03/2014 BMC Software, Inc.

our areas of focus in emea

1

Meet or achieve our financial goals (predictable revenue)

Do your job – let the customer know we’re the best, change the game, increase sales productivity and demonstrate teamwork

2

3

Service Assurance – must compete and claim victory in this space

5

Develop our relationships and our references (more time with our customers)

Our Areas Of Focus in EMEA

Claim victory with CMDB and win with Service Automation

4

© Copyright 07/03/2014 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

What can you do for me?

© Copyright 07/03/2014 BMC Software, Inc.