Ramlam Funding Profile

Ramlam Funding ProfileEmerging Markets Scenario

“Emerging Markets” FY13 Budget AllocationItem Page

Scenario Summary – FY13 Budget Allocation

Allocation of OPEX by BU by Theater 3

Allocation by OPEX by Function by Theater 4

Financial Profile

Corporate Financial Projection 4

BU Financial Projections 5

Revenue Growth Contribution by BU 6

Revenue Growth Contribution by Theater 6

OPEX Spend Concentration by Function 7

OPEX Spend Concentration by BU 7

Strategic Profile

Portfolio Evolution

Corporate Portfolio Evolution 13

Evolution by BU 14

Evolution by Theater 15

Evolution by Corporate Goal 16

Evolution by Product / Service 17

Benefit Timing

Benefit Timing by BU 18

Benefit Timing by Theater 19

Benefit Uncertainty

Theater Revenue Uncertainty 20

Business Unit Revenue Uncertainty 21

Risk Profile

Corporate Risk Profile by BU 22

Corporate Risk Profile by Corporate Goal 23

Corporate Internal Risk by BU 24

Corporate External Risk by BU 25

Productivity Trends

ER by BU 26

Headcount by Function 27

Business Initiative Maturity

Initiative Maturity by Product by BU 28-30

BU Budget Allocation

Function Budget Allocation

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“Emerging Markets” Financial ProfileItem Page




Financial Profile







Strategic Profile

Portfolio Evolution


Evolution by BU 14




Benefit Timing



Benefit Uncertainty



Risk Profile





Productivity Trends

ER by BU 26




Financial Projection - Corporate

FY2013 FY2014 FY2015Bookings 579,163,499 609,768,181 661,828,598 Revenue 523,728,624 601,127,394 660,239,218 COGS 315,860,158 336,593,144 363,124,366 GM 207,868,466 264,534,250 297,114,852 GM % 39.69% 44.01% 45.00%Engineering 35,054,686 42,475,015 47,265,305 Marketing 31,099,556 21,798,179 24,685,006 Sales 20,043,960 23,603,454 22,840,582 Service 8,076,922 10,702,017 11,338,114 G&A 6,383,302 8,891,657 10,484,078 Total Opex 100,658,426 107,470,322 116,613,085 CM 107,210,040 157,063,928 180,501,767 CM % 20.47% 26.13% 27.34%Other Exp 20,651,319 22,217,235 27,575,459 OM 86,558,721 134,846,693 152,926,308 OM % 16.53% 22.43% 23.16%

Corporate Financial ProjectionInternal Report

FY2013 FY2014 FY2015Bookings 579,163,499 609,768,181 661,828,598 Revenue 523,728,624 601,127,394 660,239,218 COGS 315,860,158 336,593,144 363,124,366 GM 207,868,466 264,534,250 297,114,852 GM % 39.69% 44.01% 45.00%Engineering 36,670,070 44,615,419 49,532,928 Marketing 34,330,325 26,078,986 29,220,252 Sales 22,063,190 26,278,958 25,675,110 G&A 7,594,840 10,496,960 12,184,795 Total Opex 100,658,426 107,470,322 116,613,085 CM 107,210,040 157,063,928 180,501,767 CM % 20.47% 26.13% 27.34%Other Exp 20,651,319 22,217,235 27,575,459 OM 86,558,721 134,846,693 152,926,308 OM % 16.53% 22.43% 23.16%

Corporate Financial ProjectionExternal Report

Financial Projection - BU

FY2013 FY2014 FY2015Bookings 76,832,277 113,393,614 118,292,369 Revenue 67,229,498 80,003,384 79,483,645 COGS 34,855,613 39,918,691 52,723,106 GM 32,373,885 40,084,693 26,760,539 GM % 48.15% 50.10% 33.67%Engineering 5,689,805 8,303,941 8,534,212 Marketing 8,630,403 4,111,371 3,858,297 Sales 4,311,909 5,069,750 4,747,107 Service 1,323,899 2,390,028 2,641,942 G&A 1,185,647 2,145,230 2,157,217 Total Opex 21,141,662 22,020,320 21,938,774 CM 11,232,223 18,064,373 4,821,765 CM % 16.71% 22.58% 6.07%Other Exp 3,466,095 3,007,336 4,159,411 OM 7,766,128 15,057,037 662,354 OM % 11.55% 18.82% 0.83%

BU Financial Projection - YorkFY2013 FY2014 FY2015

Bookings 214,192,790 244,249,435 281,866,824 Revenue 210,243,689 240,718,340 267,628,142 COGS 121,278,585 134,407,364 139,305,960 GM 88,965,104 106,310,976 128,322,182 GM % 42.32% 44.16% 47.95%Engineering 16,056,050 15,086,131 16,027,595 Marketing 8,693,097 7,121,354 9,292,196 Sales 7,320,351 7,678,051 7,499,721 Service 3,046,527 3,482,361 4,385,139 G&A 2,223,822 3,092,739 3,923,737 Total Opex 37,339,847 36,460,636 41,128,389 CM 51,625,257 69,850,340 87,193,793 CM % 24.55% 29.02% 32.58%Other Exp 8,600,187 10,081,969 9,910,482 OM 43,025,070 59,768,371 77,283,311 OM % 20.46% 24.83% 28.88%

BU Financial Projection - SmithFY2013 FY2014 FY2015

Bookings 288,138,432 252,125,132 261,669,405 Revenue 246,255,437 280,405,670 313,127,431 COGS 159,725,960 162,267,089 171,095,300 GM 86,529,477 118,138,581 142,032,131 GM % 35.14% 42.13% 45.36%Engineering 13,308,831 19,084,943 22,703,498 Marketing 13,776,057 10,565,454 11,534,514 Sales 8,411,700 10,855,653 10,593,754 Service 3,706,496 4,829,627 4,311,033 G&A 2,973,833 3,653,689 4,403,123 Total Opex 42,176,917 48,989,366 53,545,922 CM 44,352,560 69,149,215 88,486,209 CM % 18.01% 24.66% 28.26%Other Exp 8,585,037 9,127,930 13,505,566 OM 35,767,523 60,021,285 74,980,643 OM % 14.52% 21.41% 23.95%

BU Financial Projection - Canton

Contribution to Revenue Growth - BU

Contribution to Revenue Growth - Theater

Concentration of OPEX Spend - Function

Concentration of OPEX Spend - BU

“Emerging Markets” Strategic ProfileItem Page




Financial Profile







Strategic Profile

Portfolio Evolution


Evolution by BU 14




Benefit Timing



Benefit Uncertainty



Risk Profile





Productivity Trends

ER by BU 26




Corporate Portfolio Evolution - BU

Corporate Portfolio Evolution - Theater

Corporate Portfolio Evolution - Goal

Corporate Portfolio Evolution – P/S

Benefit Timing - BU

Benefit Timing - Theater

Benefit Uncertainty - Theater

Benefit Uncertainty - BU

Risk Profile - BU

Risk Profile - Goal

Internal Risk Profile - BU

External Risk Profile - BU

Productivity Trends - BU

Headcount Trends - Function

Ramlam Funding Profile

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