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TBR
TECHNOLOGY BUSINESS RESEARCH, INC.
TBR’s Software Business QuarterlySM
Research Highlights and OutlookTechnology Business Research (TBR) Quarterly Webinar Series
April 17, 2012
TBR
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Software Business Quarterly Research Highlights and Outlook: Webinar Presenters
Elizabeth Hedstrom HenlinAnalyst, Software Practiceelizabeth.hedstromhenlin@tbri.com@EAHHTBR
Stuart WilliamsDirector, TBR’s Software Practicestuart.williams@tbri.com@s2_williams
TBR
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TBR’s Software Business Quarterly (SBQ) reports deliver unique insight and value through in-depth analysis in a concise, consumable format Clients are gaining advantages and better understanding revenue opportunities through not only our reports but also through their personal relationships with TBR.
• TBR reports are unique for their deep holistic analysis of leading vendor businesses.
• Financial modeling and TBR insights help customers build a better understanding of vendor business models.
• TBR reports and webinars are designed to be responsive to client timelines, to be clear and concise, and to provide insights across multiple layers of an organization.
• TBR’s strategic assessment provides an impartial reality check on a vendor’s progress in its strategic objectives.
Software Business Quarterly Research Highlights and Outlook: Webinar Overview
TBR
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Solutions Selling: Solving business problems through product portfolios expanded by new features, acquisitions or alliances
BI + Mobility as Growth Engines: High-interest trends as means to rebrand core vendor strengths
Midmarket Best Practices – Cloud: Evolving core products for cloud delivery to move enterprise strengths down-market
Software Vendor Trends for 2012
For 2012, software vendors are looking to cloud and mobile delivery methods to counter the changing standard of modest industry growth
SBQ 4Q11 Research Highlights and 2012 Outlook
TBR
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Vendors’ 4Q11 results signal the beginning of a long-term industry shift – and positioning comprehensive solutions-centric portfolios allows leading firms to seize an advantage in the market.
Software Vendor Trends for 2012 – Solutions Selling
Solutions positioning lets leading vendors position themselves as end-to-end capable “trusted advisors” to IT managers and key C-suite influencers
SBQ 4Q11 Research Highlights and 2012 Outlook
TBR
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Growth leaders are finding ways to tap into customers’ desires for additional compatible functionality and leading-edge technology via low-impact upgrades.
SBQ 4Q11 Research Highlights: Key Trends
The significant year-to-year slowdown in license revenue growth is driving the software vendor landscape’s evolving product and sales strategies
TBR
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Highlighted Vendor Best Practices – 4Q11 SBQ Vendor Reports
Oracle:• Ability to package industry-focused solutions allows
Oracle to sell ready-for-deployment products into verticals, maintaining customer-centric products.
• Successful market footprints for Exadata, Exalogic, Exalytics and the Database Appliance will pave the way for Oracle to marry its systems and software portfolios in a solutions-oriented approach.
IBM SW:• IBM’s aggressive string of 4Q11 acquisitions
reinforces its strategy of leveraging acquisitions to drive Smarter Planet functionality and growth.
• TBR believes IBM is assembling the right software building blocks to meet its goal of $10 billion in Smarter Planet revenue by 2015.
VMware:• Record 2011 revenue performance indicates
buyers see virtualization as fundamental to cloud. • TBR sees VMware moving its evolving portfolio –
increasingly capable of end-to-end virtualization, cloud, and management – to aim for competitors’ core strengths in orchestration and integration.
Market leaders are linking point solutions to customer-focused, integrated software product families to drive revenue growth
SBQ 2012 Research Outlook: Solutions Selling
TBR
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Near-term share gains for vendors will come from tailoring offerings to planned customer investment areas, capitalizing on leading-edge adopters.
Software Vendor Trends for 2012 – BI + Mobility as Growth Engines
SBQ 4Q11 Research Highlights and 2012 Outlook
Vendors are aligning offerings to capture BI investment in 2012, looking to cloud & mobile delivery as well as predictive analytics to win purchasers
TBR
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Leading vendors are iterating core products to attach to leading trends – including BI and mobility – to appeal to net-new buyers.
SBQ 4Q11 Research Highlights: Key Trends
Solving business problems within core install bases will stimulate near-term license sales for software vendors in 2012
TBR
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Data growth and access remain customer concerns in 2012, and leading vendors will solve business problems with ready-to-implement offerings
SBQ 2012 Research Outlook: BI and Mobility
HP SW:• Analytics, BI and big data are viable opportunities
for HP, with a focus that builds on the company’s roots in IT infrastructure and service management.
• TBR sees the best approach for HP as positioning its analytics solutions – via Autonomy, Knightsbridge, and Vertica – to solve business problems related to operational excellence.
BMC Software:• BMC Software’s long-term goal is to integrate cloud
and mobile management into its portfolio, with its aspiration of managing the end-to-end IT stack.
• By enhancing its Control-M product with mobile functionality, BMC is iterating core mainframe strengths to attack new growth opportunities – positioning itself for 2012 growth.
SAP:• By beating its 2011 revenue forecast, HANA is now
core to SAP’s strategic growth initiatives. • For 2012 SAP is implementing HANA as “the next-
generation architecture in every … [category] where [it goes] for leadership” – including cloud, mobility, analytics, applications, and database technology.
TBR
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TBR sees leading vendors successfully positioning themselves with scalable solutions to penetrate previously inaccessible segments with enterprise-grade, midmarket-ready solutions.
Software Vendor Trends for 2012 – Cloud Delivery as a Midmarket Best Practice
SBQ 4Q11 Research Highlights and 2012 Outlook
Countering the maturity of the enterprise software market, leading vendors are looking at the midmarket for new global opportunities
TBR
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Leading vendors are looking to the midmarket to counter slowing core segment growth rates, and have the top-line opportunity to invest in the near-term.
SBQ 4Q11 Research Highlights: Key Trends
Support revenue will remain an integral part of enterprise vendor growth, driving investment in cloud-fueled midmarket opportunities
TBR
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Transitioning core capabilities to cloud delivery models positions vendors to drive long-term gains, as customers focus on scalable deployments
SBQ 2012 Research Outlook: Cloud as Means to Midmarket
CA Technologies:• With Cloud Commons, CA Technologies is facilitating
cloud adoption while creating visibility for its own leadership, vision and cloud portfolio.
• CA Technologies has heightened its profile with key midmarket customers’ trusted advisors, creating a near-term segment competitive advantage.
Microsoft:• Microsoft is extending its global presence with the
launch of Dynamics CRM’s social collaboration functionality in India.
• With BRIC markets skewing to the midmarket, the combination of Dynamics CRM and Office 365 positions Microsoft to take near-term share.
Oracle:• Oracle’s private cloud activities, dating back to 2009,
provide the technical experience behind the 4Q11 launch of its Social Network as well as its pending Public Cloud.
• With subscription-based, cost-effective cloud solutions, Oracle has an appealing offering for core customers while also expanding its midmarket reach.
TBR
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SP Research Current Topics 1Q12 Report Key Themes• Applications
purchasing, by market/segment
• Appliance Adoption• Software CSAT• Vendor Reports:o Oracleo SAP AGo IBM Softwareo HP Softwareo Microsofto BMC Softwareo CA Technologieso VMwareo Symantec
• Vendor Benchmark
Outline best practices of enterprise vendors winning in the midmarket, growth opportunities
How are systems management vendors linking core businesses to cloud opportunities?
What are leading purchasing scenarios and drivers for BI, analytics, data management portfolios?
How are vendors meeting customers’ data security needs in cloud and traditional deployments?
Highlight divergent purchasing trends and buying criteria within high-growth markets (e.g., midmarket and BRICS countries – Brazil, Russia, India, China, South Africa).
High-Growth Segments
Systems Management
BI & Analytics
Security
Enterprise Software
NOTE: THE CLOUD BUSINESS QUARTERLY AND TBR’S SOFTWARE PRACTICE CLOUD RESEARCH WILL BE COVERED WITHIN THE CLOUD BUSINESS QUARTERLY RESEARCH HIGHLIGHTS AND OUTLOOK WEBINAR.
2012 opportunities for software vendors continue to coalesce around solving customers’ business problems with incremental investments
SBQ 2012 Research Outlook – 1Q12 Research Highlights
TBR
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Questions?
SBQ 4Q11 Research Highlights and 2012 Outlook
TBR
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For further information, please contact:
Stuart Williams James McIlroyDirector, Software Practice Vice President, Salesstuart.williams@tbri.com mcilroy@tbri.com
TBR
TECHNOLOGY BUSINESS RESEARCH, INC.
About TBR
Technology Business Research (TBR) is a leading independent technology market research and consulting firm specializing in the business and financial analyses of hardware, software, networking equipment, wireless, portal and professional services vendors.
Serving a global clientele, TBR provides timely and accurate market research and business intelligence in formats that are tailored to clients’ needs. Our analysts are available to further address client-specific issues or information needs on an inquiry or proprietary consulting basis.
TBR has been empowering corporate decision makers since 1996.
To learn how our analysts can address your unique business needs, please visit our website or contact us today.
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This report is based on information made available to the public by the vendor and other public sources. No representation is made that this information is accurate or complete. Technology Business Research will not be held liable or responsible for any decisions that are made based on this information. The information contained in this report and all other TBR products is not and should not be construed to be investment advice. TBR does not make any recommendations or provide any advice regarding the value, purchase, sale or retention of securities. This report is copyright-protected and supplied for the sole use of the recipient. Contact Technology Business Research, Inc. for permission to reproduce.