MUK-IT 63. Roundtable Herzlich Willkommen bei der …€¦ · MUK-IT 63. Roundtable Herzlich...
Transcript of MUK-IT 63. Roundtable Herzlich Willkommen bei der …€¦ · MUK-IT 63. Roundtable Herzlich...
MUK-IT
63. Roundtable
Herzlich Willkommen
bei der Software AG
Anton Hofmeier
VP Sales Terracotta DACH / MdGL
February 15, 2013 | 2
Überblick
Software AG – www.softwareag.com
5.500 Mitarbeiter
>1Mrd€ Umsatz
ProcessExcellence
mit ARIS
Prozessdigitalisierung & Integration
mit WebMethods
in-Memory DatenManagement für
Realtime Business und BigData
mit Terracotta
© 2013 Terracotta Inc. | Confidential Internal Use Only 3
Trading Analytics
Document Transfer
Call Center Inquiries
Trade settlement
Build-to-Order PC
Refresh Data Warehouse
Airline Operations
Track Financial Position
Supply Chain Updates
Die Welt dreht sich schneller
Improvements in Business Cycle-TimeBusiness is Moving to Real-Time TransactionsBusiness is Moving to Real-Time Transactions
30 minutes
8 hours
20 minutes
1 day
1 day
1 month
5 days
6 weeks
3 days
5 seconds
10 seconds
30 seconds
5 minutes
15 minutes
1 hour
1 day
1 day
45 secondsMail… express… fax… e-mail
secondsminuteshoursdaysweeksmonths
Source:
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010010100011100011010111010010100011101110
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Slow Data
010010100011100011010111010010100011101110010000101010001111010
In-Memory Data
Real-time Analytics
Low latency Messaging
EnterpriseApplications
� Alle relevanten Daten In-Memory� AUCH Transaktionale Daten
(schreiben)� Referenzdaten wie z.B. Kunden,
Produkte, Preise� Real-Time Analytics
� Beispiel� Antwortzeit von 3s auf 500ms� SLA von 99,95% auf 99,999%� 8 Wochen Projekt, ROI < 12 Monate
Realtime in-Memory Daten Management
© 2013 Terracotta Inc. | Confidential Internal Use Only 6
� 500K+ Enterprise Deployments
� 70% of Global 1000 use Terracotta
� 2,1m developers in 190 countries
� 5 PB+ Data in Memory
� 99,999% high availability
� Common Java API
� Mehr unter: www.terracotta.org und www.ehcache.com
Terracotta ist die Software AG’s Big Data Strategie
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Enterprise Customers
© 2013 Terracotta Inc. | Confidential Internal Use Only 10
Standardisierte „Deal-Qualification“Risk Category Qualification Status Score
Budget Is there Budget available for this project Yes 1
Risk Budget Has the budget been allocated to the project already No -1
Budget Does the Power (Executive) Sponsor have discretionary budget available Yes 1
Budget Is the cost within the Power (Executive) Sponsor's approval limit Yes 1
Risk Budget Does the Board need to approve the purchase Yes -1
Risk Budget Have we been told the Budget amount No -1
Authority Does the Project have an Owner / Project Sponsor (Director) Yes 1
Authority Is the project a priority for Power (Executive) Sponsor No 1
Authority Is there major resistance to this project in the organization Yes 1
Authority Do we have access to the Project Sponsor (Director) Yes 1
Authority Do we have access to the Power (Executive) Sponsor Yes 1
Need Are the customer's needs well defined Yes 1
Need Were we involved in defining the customer's needs Yes 1
Need Does our solution meet the customer's needs Yes 1
Need Are we uniquely positioned to meet the customer's needs Yes 1
Timeline Does the Project have a defined completion date Yes 1
-100%
0%
100%Budget
Authority
Need
Timeline
Pain
Influence
Vision
Value
Control
Cost of Sale
© 2013 Terracotta Inc. | Confidential Internal Use Only 11
Sales Pipeline GAP Analyses
� Quote 1600k
� YTD 0k
� Weighted Pipeline 500k
� GAP 1100k
� -----------
� Average Value Deal 220k
� New Deals# 5
� Opportunity 1:3 Win 15
� Visits to identify opp (1:4) 60
� Calls 1:5 300
© 2013 Terracotta Inc. | Confidential Internal Use Only 12
New Business Generation WorkshopWas erreicht man an einem Tag?
� Gute Vorbereitung
� Liste mit Kontakdaten au
� ALLE machen mit
� EIN Raum
� Gemeinsames Frühstück
� Gemeinsame Besprechung
� Erfolge feiern
© 2013 Terracotta Inc. | Confidential Internal Use Only 13
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Kontakt
• Anton HofmeierVP Sales Terracotta DACH, MdGL
• Phone +49 89 54742-203
• Mobile +49 176 1592 1042
• Website: www.softwareag.com | www.terracotta.org
• Gerne vernetzen auch über Xing oder LinkedIN
• http://www.xing.com/profile/Anton_Hofmeier