EMEA Channel

James Anderson, Director EMEA Channel

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My remit:BUILD our channel to support accelerated

GROWTH

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Exciting Times

LANDESK Channel Value Proposition

Independent, channel focused software vendor

Established markets growing

YoY

Joint sales and marketing

planning

Award Winning & Industry Leading

Technology

Technical and Sales enablement

Compelling commercial agreements to grow

revenue

Managed and Professional

Service potential

U n i fi e dE n d p o i n t

M a n a g e m e n t

I T A s s e t M a n a g e m e n t

I T S e r v i c e M a n a g e m e n t

U S E R - C E N T E R E DS e r v i c e M a n a g e m e n t

Our Solution focus

S e c u r e C o n fi g u r a ti o n M a n a g e m e n t

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Product Innovation - Workspaces

I T E x e c u ti v e I T A n a l y s t

S e c u r i t yA d m i n i s t r a t o r A s s e t M a n a g e r

E n d U s e r

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2015 (ytd) Review

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• Organisational Changes– Creating a Channel organisation with local strategy

• Program Changes– Improving Deal registration margins

– Bringing the Platinum threshold down

• Technical enablement courses– Deep Dive sessions

• Systems and Security• Service Desk

2015 Channel Summary

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A year in numbers

110%Ytd achievementagainst our Channel bookings goal3

partnersdelivering over

$1m in bookings150+partners

transacting with us across our LD and

SV business

$2,769, 274largest single deal

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• 7% Growth in Channel Bookings– vs slight decline in overall bookings

– On top of 12% growth in 2014

• Growth coming from EMEA South – 48% growth on 2014

– 2 partners over $1million

• Channel accounts for 59% of our business– Up from 50% in 2014

Channel Bookings ‘15 vs ‘14

2013 2014 2015

Bookings Q1-Q3 YoY

Channel

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• ITSM leads the way– TUM and LDSD account for 41% of new

bookings

• TUM bookings up 60% in Channel

• Services – over $1.5m– Missed opportunity for our channel

partners

Product splits ‘15 vs ‘14

Data Analytics5%

Manage-ment Suite

25%

Patch Manager

4%Profes-sional

Services13%

Secure User Man-agement

7%

Security Suite2%

Service Desk8%

Total User Manage-

ment33%

2015 split by product in Channel

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Looking Ahead

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• ITSM will continue to lead our new business discussions

• ITAM is a huge potential growth area

• UEM will grow as mobile and traditional management tools converge

• Secure Configuration Management is ever present

Evolving our Business

S e c u r eC o n fi g u r a ti o n M a n a g e m e n t

A s s e tM a n a g e m e n t

S e r v i c eM a n a g e m e n t

U n i fi e dE n d p o i n t

M a n a g e m e n t

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• Over 60% of our direct business is services– Our lead times are growing

• We need more skilled partners

• We outsourced over $1m in 2014 and will do so again in 2015

The Services Gap

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• ROI is strong– ~10x return on every $ spent

• Increase partner lead generation– More activities from our partners

– Lead by our partners

• Closer engagement with the marketing teams– Content improvements

– Drive for on-demand content

Marketing and Lead Generation

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A phased approach

P h a s e 1

B u i l d o n a p l atf o r m o f c o r e

p a r t n e r s a n d e va l u ate n e e d s

P h a s e 2

B u i l d c a p a b i l i t y a n d t o o l s , a n d s t a r t t o c h a n g e

b e h av i o u r

P h a s e 3

A c c e l e rate p e r fo r m a n c e ,

c o nti n u e t o c h a n g e a n d g r o w

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To-do list in 2016

)① Continue to reward our Partners Keep our deal registration principles

Reward technical skills

Ensure strong renewal performance

)② Expand and Enable our Channel More Partners

Improve our tools – Portal, LMS and sales and marketing content

Stronger and more relevant enablement Sales and Technical Areas of specialisation

Increase demand generation activity

)③ Move towards Channel Centric Internal work to be done

Reliant on our partners to help us fill the gaps

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The Route to market - vision

Enterpriseover 10000 nodes

Mid-Market1000-10000 nodes

SMBUp to 1000 nodes

Top/Named Accounts Enterprise lead with partner support, Hybrid

Enterprise and Partners together, Indirect

Remaining managed accounts

SMB/unmanaged accounts

Channel lead with Sales support, Indirect

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Goal:Channel growth to 70%

of our business

Thank you!

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Awards 2015

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EMEA North Marketing excellence award

Zitac Consulting

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EMEA North Service Partner of the year

Pangea Systems

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EMEA North Growth Partner of Year

MarXtar

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EMEA North Partner sales person of the year

Brian White

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EMEA Partner of Year

Softcat