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Eric Duffaut

Chief Customer Officer

February 4, 2015

Capital Market Day 2015 Go To Market Strategy

IMAGINE The great things we can do

Relevant to Customer

BOARDROOM

Enable our customers to

STAND OUT IN THE DIGITAL WORLD

How do we

SUCCEED?

2015 – Key Success Factors

Eco System expansion to get ready for scale • Strategic initiative and major KPI 4 Maximize Maintenance Revenue • New dedicated LoB 5

Improve Demand Generation Effectiveness • ONE Marketing team 1 Dramatically improve BPE Sales Productivity & Excellence • New GTM Model

• Standard & effective supporting processes (Sales Enablement, Account & Territory planning, Top

Accounts program, etc…)

2

From Product to Industry Use Cases driven Go to Market • Cross-board areas strategic initiative 3

GCS Value Creation & Knowledge Multiplier • Post Sales Process & Go live references

• Co-Innovation with Customers

• Partners Enablement

6

Our ‘Go To Market’ model is

RELEVANT

SCALABLE

FOCUSED

Customer Driven Segmentation

Global Accts

Enterprise Accounts

General Business

Opportunity Led

Goal: Market share

Relationship Led

Goal: Share of Wallet

1 Global Account Director per Global Key Account

Account Executive (AE) managing 1-10 key accounts

Territory Accounts

Executive (TAE) 20-30 targeted accounts

pro-actively covered &

opportunistic coverage

of rest of territory

Field resources alignment

Global Accts (GAD)

Enterprise Accounts Account Executives

General Business Territory Accounts Executives

C O V E R A G E M O D E L

Industry Focus will increase Relevance

Global Accts (GAD)

Enterprise Accounts Account Executives

General Business Territory Accounts Executives

I N D U S T R Y C E N T R I C

Finance Auto-motive Transport &

Logistics

Telco &

Media Utilities

Consumer

Services Retail Govt. Oil & Gas

Alternative Routes to Market to maximize Coverage

Global Accts (GAD)

Enterprise Accounts Account Executives

General Business Territory Accounts Executives

FOCUSED + RELEVANT + Ready for SCALE

Global Accts (GAD)

Enterprise Accounts Account Executives

General Business Territory Accounts Executives

Finance Auto-motive Transport &

Logistics

Telco &

Media Utilities

Consumer

Services Retail Govt. Oil & Gas

• Maximizing coverage

• Optimizing customer touch

• Extending service capabilities

ENGAGEMENT TYPES: OEM - ReSell - CoSell - Service - Innovation

Partners are a force multiplier to

accelerate profitable growth

Scale faster: Increase relevance:

• Broadening industry and vertical footprint

• Accelerating innovation & solutions

• Speeding up cloud product market adoption

‘Use Case’ Centric GTM

Market Relevance + Customer Centricity + Sales Effectiveness

Solution Assets + Products + Services

Inform Transact Communicate Distribute

€

= COMPETITIVE ADVANTAGE

Ideas & Requests

Ratings & Reviews Resources & Demos

Pricing & Billing

Digital Business Marketplace

Solution Owner

Partners

Community

Customers

Catalog