innovation at work jörg klingler managing director germany & group director cee
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Innovation at WorkInnovation at WorkJörg Klingler
Managing Director Germany & Group Director CEE
InterSystems Vision
High Performance DatabaseHigh Performance DatabaseHigh Performance DatabaseHigh Performance Database
With Rapid Application DevelopmentWith Rapid Application DevelopmentWith Rapid Application DevelopmentWith Rapid Application Development
Innovation at Work
2005 Results2005 Results2005 Results2005 Results
Innovation and Market OpportunitiesInnovation and Market OpportunitiesInnovation and Market OpportunitiesInnovation and Market Opportunities
2005 Revenue by Type
64%
34%
License
Support
Rental
Overall revenueOverall revenuegrew 12%grew 12%
2005 Revenue by Product
88%
9%
3%
Caché
Open M
Ensemble
Ensemble grewEnsemble grewmore than 3xmore than 3x
2005 New License Revenue by Product
88%
4%
8%
Caché
Open M
Ensemble
68 Ensemble68 Ensemblecustomers incustomers in19 countries19 countries
2005 Revenue by Region
4%
70%
23%
3%
North America
EMEA
Latin America
Asia Pacific
Latin America hadLatin America hadthe fastest growththe fastest growth
Growth in Partners
• 123 New partners added in 2005123 New partners added in 2005
• Increased focus on larger partners with Increased focus on larger partners with installed baseinstalled base
• Investing to make it easier for them to moveInvesting to make it easier for them to move• Sybase (T-SQL)Sybase (T-SQL)• MultiValueMultiValue
Digital Technology
• Leading supplier of integrated software Leading supplier of integrated software solutions for the newspaper industrysolutions for the newspaper industry
• Migrating very sophisticated applications Migrating very sophisticated applications from Sybase to Caché (thousands of from Sybase to Caché (thousands of stored procedures)stored procedures)
• Production systems in U.S. and Europe Production systems in U.S. and Europe this yearthis year
Rhyme
• UK-based leader in solutions and UK-based leader in solutions and services for Asset Management industryservices for Asset Management industry
• Applications use Caché, MultiValue and Applications use Caché, MultiValue and other technologiesother technologies
• Moving Fiscal multi-currency multi-firm Moving Fiscal multi-currency multi-firm settlement system from UniVerse to settlement system from UniVerse to CachéCaché
Innovation at WorkInnovation at Work
Solutions Conundrum
0%
25%
50%
75%
100%
1985 2005
ServicesSoftwareHardware
Changing Landscape
“Almost every project that takes over a year to complete will have negative ROI.”
“Projects longer than a year claiming positive ROI usually show more creativity in accounting than in technology.”
New Market Opportunities
Connectable ApplicationsConnectable Applications
Demand for Connectable Applications
“Research firm IDC has identified corporate customers' top three criteria for selecting software vendors. They include "providing solutions that integrate and interoperate in the customer's environment." CIOs are increasingly turning to vendors with vertical-industry knowledge that can offer pre-integrated products that are interoperable with the current infrastructure.”
Building a “Totally Connected” Enterprise
• To other applicationsTo other applications
• To usersTo users
• To business processesTo business processes
• To customers, suppliers, partners, …To customers, suppliers, partners, …
Demands applications that are better connectedDemands applications that are better connected
Ensemble & Connectable Applications
• For EnterprisesFor Enterprises: The fastest and lowest risk path to : The fastest and lowest risk path to new functionalitynew functionality
• For Systems IntegratorsFor Systems Integrators: The power to rapidly : The power to rapidly assemble and reliably deliver high value-add assemble and reliably deliver high value-add solutions for projects of any size and scopesolutions for projects of any size and scope
• For Application PartnersFor Application Partners: The ideal way to create : The ideal way to create the connectable applications that enterprises want, the connectable applications that enterprises want, without rip-and-replacewithout rip-and-replace
Ensemble @ Motoman
WhoWho • Worldwide leader in industrial roboticsWorldwide leader in industrial robotics
WhatWhat • Use Ensemble adapters and process Use Ensemble adapters and process automation to orchestrate information flow automation to orchestrate information flow between robots and medical laboratory between robots and medical laboratory systemssystems
WhyWhy • Rapid entry into a new marketRapid entry into a new market• Win first key customerWin first key customer
Ensemble @ MIND CTI
WhoWho • $18M telecom applications supplier$18M telecom applications supplier
WhatWhat • Extend billing, mediation and customer care Extend billing, mediation and customer care applications with workflow and business applications with workflow and business process modelsprocess models
WhyWhy • Speed implementation and improve fit with Speed implementation and improve fit with unique customer requirementsunique customer requirements
Ensemble @ Maestro
WhoWho • Division of $3B financial services ISVDivision of $3B financial services ISV
WhatWhat • New composite applications to automate New composite applications to automate key multi-application business processeskey multi-application business processes
WhyWhy • Generate new and existing customer salesGenerate new and existing customer sales• Regain central position in customer’s viewRegain central position in customer’s view
New Market Opportunities
Connectable ApplicationsConnectable Applications
Software as a ServiceSoftware as a Service
Software as a Service
“The majority of software vendors will shift from upfront license revenue to longer-term subscription revenue business models by 2008.”
“There is no doubt that software as a service has become an undeniable force within the software industry.”
Software as a Service
• Converts periodic “big” purchases into steady Converts periodic “big” purchases into steady revenue streamsrevenue streams
• Attaches revenue to measurable customer results Attaches revenue to measurable customer results and benefitsand benefits
• Focuses customer attention on the functional Focuses customer attention on the functional richness of the solution and the quality of the servicerichness of the solution and the quality of the service
• Leverages the rapid development, efficiency and Leverages the rapid development, efficiency and scalability of Caché and Ensemblescalability of Caché and Ensemble
Caché @ MyLab
WhoWho • Lab IT leader in FinlandLab IT leader in Finland
WhatWhat • Transitioning from lab information Transitioning from lab information systemssystems to Web-based lab information to Web-based lab information servicesservices
• No more license fees, implementation No more license fees, implementation fees, …fees, …
WhyWhy • Improve efficiency and quality through Improve efficiency and quality through consolidationconsolidation
• Increase revenue and consistencyIncrease revenue and consistency
New Market Opportunities
Connectable ApplicationsConnectable Applications
Software as a ServiceSoftware as a Service
Regional / National Connectivity ProjectsRegional / National Connectivity Projects
NICTIZ
Example SI Partners
Working with leading systemsWorking with leading systemsintegrators to tackle projectsintegrators to tackle projects
of any size and scopeof any size and scope
Working with leading systemsWorking with leading systemsintegrators to tackle projectsintegrators to tackle projects
of any size and scopeof any size and scope
Leveraging Application Partners
Systems IntegratorSystems Integrator
EnsembleEnsemble
PartnerPartnerSolutionSolution
PartnerPartnerSolutionSolution
Partners applications arePartners applications areoften the key to majoroften the key to major
opportunitiesopportunities
Partners applications arePartners applications areoften the key to majoroften the key to major
opportunitiesopportunities
The Key to Success
Product excellenceProduct excellence
PartnershipsPartnerships
Innovation at WorkInnovation at WorkJörg Klingler
Managing Director Germany & Group Director CEE
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