micro focus

1 Confidential and PrivateMicro Focus – Sales – January 2011

Leading the Evolution

Pedro Alexander Romero


Agenda

• Company Overview

• ProductsProducts

• IT Market: LA IT Market: LA – Portugal & Spain

• Sales Case Approach:Sales Case Approach:

– Argentina: Telecom ProviderArgentina: Telecom Provider

– Colombia: Software ProviderColombia: Software Provider

• ConclusionConclusion


Company Overview

• 30 years experience

• +18,000 Customers, over two million licensed users, including 91 of the Fortune Global 100 companies

• Number of Offices: 82 in 27 different Countries

• Number of employees: 1700

Micro Focus International plc provides innovative software that allows companies to develop, test, deploy, assess and modernize business-critical enterprise applications.


PARTNERS:Global Strategic Partners: HP, Dell, accenture, Microsoft, Infosys

System Integrators: Atos Origin, Wipro, Keane, UST Global, HCL, Capgemini, Cognizant, CSC

Speciality

Resellers: Per region

Hardware O&EM: IBM, Intel, hp, Unisys, Sun

Migration and Transformation Consortium

Independent Software Vendors: Eclipse, extend, Net Express, RM Cobol, Server Express, Visual Cobol

Partners only

Company Overview


Agenda


• Products

• IT Market: LA – Portugal & Spain

• Sales Case Approach:

– Argentina: Telecom Provider

– Colombia: Software ProviderSoftware Provider

• Conclusion


How to give customers what they want now…

Caliber

Enterprise

i.Sight

Micro Focus Developer

RUMBA

Silk

StarTeam

VisioBroker

…

… and be ready for whatever they want next

Products


Caliber

Caliber is an enterprise software requirements definition and management suite that facilitates collaboration, impact analysis and communication, enabling software teams to deliver key project milestones with greater speed and accuracy.

Benefits:

• Streamlined requirements collaboration

• End to end traceability of requirements

• Fast and easy simulation to verify requirements

• Secure, centralized requirements repository


Enterprise

A suite of Application Modernization capabilities that enables CIOs and IT leaders to modernize their application portfolios.

Benefits:

– Dramatically cuts the operating costs of business critical applications

– Increases developer and tester productivity

– Improves application efficiency


i.Sight

i.Sight is the most comprehensive platform for understanding application portfolios, delivering centralized business and technical insight into a wide range of applications – from COBOL through Java, and more.

Benefits:– Enhanced portfolio management

– Reduces cost and risk in application maintenance

– Accelerates development and modernization projects - by 40% and more


Micro Focus Developer

COBOL and Developer Tools

Benefits:• Build and modernize COBOL applications – with run-time

support for Windows, .NET, Unix and Linux


RUMBA

Terminal Emulation and Business Process Modernization

Extend the value of your host systems and apply them in new ways, while moving toward a more agile architecture.

Benefits:– Greatly improved user productivity

– Faster time to market with new functionality


Silk

Comprehensive automated software quality management solution.

Benefits:– Ensures that developed applications are reliable and meet the

needs of business users

– Automates the testing process, providing higher quality applications at a lower cost

– Prevents or discovers quality issues early in the development cycle, reducing rework and speeding delivery


Star Team

StarTeam - Software Change and Configuration Management

StarTeam® is a fully integrated, cost-effective software change and configuration management tool, designed for both centralized and geographically distributed software development environments.

Benefits:– Provides a single source of key information for distributed

teams

– Streamlines collaboration through a unified view of code and change requests

– Industry leading scalability combined with low total cost of ownership


Visio Broker

VisiBroker - CORBA Middleware and Application Server

VisiBroker® is the most widely deployed CORBA Object Request Broker (ORB) infrastructure – with more than 30 million licenses in use globally. VisiBroker gives engineers the powerful access and control needed to build and deploy true enterprise class applications.

Benefits:– Delivers maximum configurability– Combines high performance with reliability– Provides numerous ways to tune and extend existing

applications


Eclipse


Agenda


• Products





• Conclusion


• IT Market Characteristic

– Market Segmentation and Identification

– IT Budget

– IT Services

• Types Demographic Data

– Geographic

– Size

– Industry Sector: Finance & Insurance, Services, Manufacturing & Retail, Government and Education

– Technology Use and Propensity

– Contact Type and Level

• Rules of Thumb how to go about demographic segmentation

IT Market Latin America – Portugal & Spain


IT Market Latin America

Some of the major IT trends that are expected to be demanded in Latin America during 2011 are the following:

– Cloud computing

– Verticalization of IT solutions

– Full virtualization solutions

– Managed security services

– Green IT

Source: Fernando Belfort, ICT Research Analyst - Gerson Lehrman Group” website


IT Market Portugal & Spain

Some of the major IT trends that are expected to be demanded during 2011 are the following:

– Cloud Computing

- Virtualization and Software Management

- Data Center consolidation

- Mobile acess to information

- On demand solutions

Source: Computer World España no. 1253 - January 2011


Agenda


• Products

• IT Market: LA / Iberia




• Conclusion


- Customer Selection

- Consultant Process

- Sales Approach

- Deliver Solution

Sale Case: Argentina


IT Market Argentina

• IT spending is forecast by BMI to grow at a compound annual growth rate (CAGR) of 14% over 2010-2014, with spending picking up in 2010 after a contraction in 2009.

• Argentina IT market is the second largest in Latin America.

• Total value of spending on IT products and services should pass US$3.9bn in 2010 and approach US$6.6bn by 2014.

• Per capita IT spend is seen as rising from US$98 in 2010 to US$158 in 2014 as the market approaches levels last seen before the crisis of 2001.

• Market concentration in Buenos Aires (26% sales)

Source: Business Monitor International http://www.fastmr.com


Opportunities:– Goverment: Education sector– ERP software for expanding export sector– Service sector

Competitive Landscape:- Software market leader: Microsoft

- Microsoft forecast that sales would rise 20% in the second half of 2010, with business demand growing 30%.

- Software giant SAP has formed an alliance with IBM, Linux systems integrator Red Hat and Argentine telecoms company Metrotel to offer hosted solutions

- Government is expected to be a key vertical and, in June 2010, Japanese giant NEC announced the launch of a cloud computing base general education system for the Ministry

- PC Providers: - HP 27% (*); Dell 17% (*), Lenovo 15,3 % (*), 60 % Locally

assembled (*)(*):= According to custom data 1HF 2010

IT Market Argentina



Initial Contact: Social Network


Challenge

• Actual system platform limite the development and management of new services and compromises the objectives of operational cost reduction, maintenance cost and sistem integration

• Modernization process of system platform will take several years, thats why the importance to integrate new and legacy systems

• System diversity is a minor problem when compare with data dispersion, duplicity and lack of integrity of key busines data. Req. Data Base integration.



Enterprise Management

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Strategy, Infrastructure & Product

Strategy &Commit

InfrastructureLifecycle Mgmt

Product LifeCycle Mgmt

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Support Fulfillment Assurance Billing

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Operations

(1) e-TOM: Enhanced Telecommunication Operation Map

ASAP Aprov BOSS

FEC

CBSSISI

SAP (FI / HR / MM)A

BOSS

NCS

NETCON

OACSE OACSET

OLBPRESUS

SISE-Movilnet

SAD-WAP

SAO

FAMA

SIR

SISCOM2K

TAS

SISE-Averías

SISE

SRL

STELLAR

NET TRIP

TOM/TONICS

SAP SD

XPERT

ASAP O/M

BOSS O/M

SGC

INTRANET

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SISE REMEDY

XPERT

PPL

SAP PM

DATAMART Corpo.

DATAMART Cliente

DATAMART Red

DATAMART Red

SAP EBP

Insumos/SRDF

4TELDIRED

PPL

GESTORES

SIASER

ASAP Inv

BOSS Activ

Red Inteligente

HP OpenCall

Rating PPAS

PPAS

Sale Case: ArgentinaPlatform analysis



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Strategy &Commit



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Operations


ASAP Aprov BOSS

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SAP (FI / HR / MM)A

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OACSE OACSET

OLBPRESUS

SISE-Movilnet

SAD-WAP

SAO

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SIR

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SISE-Averías

SISE

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TOM/TONICS

SAP SD

XPERT

ASAP O/M

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SGC

INTRANET

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SISE REMEDY

XPERT

PPL

SAP PM

DATAMART Corpo.

DATAMART Cliente

DATAMART Red

DATAMART Red

SAP EBP

Insumos/SRDF

4TELDIRED

PPL

GESTORES

SIASER

ASAP Inv

BOSS Activ

Red Inteligente

HP OpenCall

Rating PPAS

PPAS• Process with low support of automatized systems




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Strategy &Commit



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Operations


ASAP Aprov BOSS

FEC

CBSSISI

SAP (FI / HR / MM)MAXIMO

BOSS

NCS

NETCON

OACSE OACSET

OLBPRESUS

SISE-Movilnet

SAD-WAP

SAO

FAMA

SIR

SISCOM2K

TAS

SISE-Averías

SISE

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STELLAR

NET TRIP

TOM/TONICS

SAP SD

XPERT

ASAP O/M

BOSS O/M

SGC

INTRANET

MOVILTRACK

HCM

SISTRA

SISE REMEDY

XPERT

PPL

SAP PM

DATAMART Corpo.

DATAMART Cliente

DATAMART Red

DATAMART Red

SAP EBP

Insumos/SRDF

4TELDIRED

PPL

GESTORES

SIASER

ASAP Inv

BOSS Activ

Red Inteligente

HP OpenCall

Rating PPAS

PPAS

• Dificulty to handle finance informaton due to data structure

• Logictic process support not includes sales point inventary level.



MICRO FOCUS MODERNIZATION WORKBENCH®

• The Modernization Workbench platform is the most comprehensive solution to understand application portfolios.

• Provides users with centralized business and technical insight into their core applications.

• Collects detailed insights into your application portfolio.

Business Benefits

• Improve Governance

• Gain Business Visibility

• Control the Business

Sale Case: ArgentinaDelivered Solution


Agenda


• Products

• IT Market: LA / Iberia



– Colombia: Software Provider

• Conclusion


- Customer Selection

- Consultant Process

- Sales Approach

- Deliver Solution

Sale Case: Colombia


IT Market Colombia

• IT spending is forecast by BMI to grow at a compound annual growth rate (CAGR) of 13% over 2010-2014.

• Election in 2010 of perceived business-friendly Juan Manuel Santos should boost business confidence and IT investment

• The government sees increased information and communication technology (ICT) spending as a key means to advance its central strategic goal of helping the country reintegrate disaffected groups.

• Per capita IT spend is projected to rise by 43% from US$48 in 2010 to US$74 by 2014, while PC penetration has exceeded expectations and could reach 20% within our forecast period.

• The government had been working on a general software law. The law is expected to include measures such as allowing investments in software to be amortised and depreciated like other capital investments.

Source: Business Monitor International http://www.fastmr.com


Opportunities:

– Goverment– ERP software for Finance sector

Competitive Landscape:- Growth area is: SAP related consulting

- Chilean IT consultancy ActualiSAP expand in Colombia- HP has partnered with SAP on its solution 'Business

AllColombia in-One Fast-Start', while - Neoris has expanded its IT operations in Colombia. - Major local vendor Productura de Software Latin America

(PSL) counts among its key clients Colombia's state oil company Ecopetrol, cosmetics company Avon, and Colombia's largest bank Bancocolombia.

- Colombia has a growing domestic software sector- Citrix Systems was one vendor to report growing interest in

virtualisation from Colombia's public sector

IT Market Colombia


PSL is a CMMi level 5 company that provides nearshore software development services to clients in the US and Latin America, at highly competitive costs.

Over the past 25 years, developed critical software applications for clients that range from the Panama Canal and the largest banks in the region, to hundreds of small and medium

businesses across different industry verticals.

Markets:US, European and Latin American markets. Offices: Medellin (Colombia), Mexico and US

Sale Case: Colombia


Sale Case: Colombia

Challenge

• IT department use a wide variety of technologies and platforms because develop systems for external clients, using multiple platforms and programming languages.

• Development requirement to use open software platform

• Devoting ever more resources to IT maintenance and support, despite a growing demand for new customer applications.


Delivered Solution

CALIBER

Enable software teams to deliver key project milestones with greater speed and accuracy

Business Benefits

• Fast and easy simulation to verify requirements

• Streamlined requirement collaboration

• Faster time to completion, weeks rather than months

• Savings in staffing and services

• Higher quality applications and improved standards

Sale Case: Colombia


Agenda


• Products




– Colombia: Software Provider

• Conclusion


• Micro Focus Vision

• Transformational improvement Benefits

• Continous Improvement Benefits

Conclusion

40

gracias

thank you

obrigado

http://www.microfocus.com/