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Micro Focus Advantage in ActionTransformation & Innovation
Genefa Murphy Global Vice President, Marketing and Enablement
Micro Focus
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Micro Focus Today
YEARS40
COBOL Content Manager
Network Management
Data Protector
Built on stability, innovation and delivering for customers over the long term
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Broad and Diversified Global Customer Base
10 out of 10 Aerospace
and Defense
9 out of 10 Medical
Equipment
10 out of 10 Telcom
Addressable market estimates as of 2019Data sourced from IDC and/or Gartner as agreed with product management/product marketing, excludes IM&G and AMC markets
$8.3B $6.0B $7.4B $4.7B $5.1B $4.8B $4.5B $3.6B $2.9B $2.8B $1.6B
$1
.8B
$6.1B
$2.1B
$5.5B
$6.0B $2.3B$4.4B
$3.1B
$3.7B$2.8B $2.1B
$1.3B
$1.6B
$0
.7B
$0.8B
$1
.1B
$1.5B
$0.5B
$2.4B
$1.4B$0.7B
$1.7B
$0.8B$0.9B
$11.8B
$2
.1B
$1
.1B
$0
.8B
$0
.8B
$11.8B $0.0B $2.1B
$1
.1B
$0
.8B
Security Testing
Data Security
$2.7B
$2.7B
$1
.1B
$1
.1B
Privileged Access Management Software
$0
.8B
On Premise
SaaS
Total
Non-serviceable
$93Bn addressable market
Huge growth opportunity
23.4%
Application Security DevOps Multi-Cloud /
Hybrid IT Management
18.6% 28.4%CAGR CAGRCAGR
“Change is the law of life. And those who look only to the past or present are certain to miss the future”.
― John F. Kennedy
The reality for our customers is a complex hybrid landscape
Internetof
Things(IoT)
z / OSPL / I
COBOL
CICS
IMS
PublicCloud Private
Cloud
CORBA
IaaS
PaaS
That spans mainframe, mobile, On-Premise, Off-Premise , Multi-Cloud
84%of CEOs expect
digital to increase profit margin
80%Of IT decision
makers say sourcing flexibility and hybrid
IT is a business critical element
46%of product value will
be digital by 2020
50%of CEOs say their industry will be
digitally transformed by
2020
https://www.accenture.com/us-en/insights/us-federal-government/digital-decoupling?c=psv_us_afsdigitalgover_10490652&n=psgs_generic_0119&gclid=CjwKCAjwk7rmBRAaEiwAhDGhxFgCB_WY2J8otgqNnResE_BdUWHHiXKhyK825bPw-S9q--nzZ6EHzxoCIUUQAvD_BwE
Digital Transformation is fueling this complexity
Business imperatives haven’t changed – they are only accelerated and have multiplied
CIOSERVICE PROVIDER
$
$
CPOPRODUCT OWNER
$
CISOSECURITY SERVICES
Workload A
Workload B
Application X
BusinessDemands
SPEED I RISK I COST
CLOUD
PRIVATE CLOUD
SAAS
AWS
Need to make quick,informed decisions
in context
$ $
LOB LOB LOB
$
Run and Transform
One size does NOT fit all
FIND NEW REVENUEABOVE THE LINE MANDATE:
OPTIMIZE THE ENTERPRISEBELOW THE LINE CORE MANDATE:
SaaSify Business Value
Differentiated Client Service &
Experience
Automation & Process
Reengineering
Common Standardized Infrastructure
Enable mobility& access
Cost Reduction Driven
Rationalization
Analytics &Cross Sell
Bring Your Device To Work
Agile CloudDelivery Models
Consumerizationof IT
The New Normal of IT is all about balance
FIND NEW REVENUEABOVE THE LINE MANDATE:
OPTIMIZE THE ENTERPRISEBELOW THE LINE CORE MANDATE:
SaaSify Business Value
Differentiated Client Service &
Experience
Automation & Process
Reengineering
Common Standardized Infrastructure
Enable mobility& access
Cost Reduction Driven
Rationalization
Analytics &Cross Sell
Bring Your Device To Work
Agile CloudDelivery Models
Consumerizationof IT
This is at the center of Micro Focus’s Mission
RUN and TRANSFORM
INNOVATE FASTER with LOWER RISK
ONGOING DIGITAL TRANSFORMATION
“Someone who can step away from that and see the bigger picture can be very effective.”
Lee Holcomb, formerly CIO at NASA and former CTO, Department of Homeland Security
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Our values provide the foundation for Digital Transformation
We bridge the old and the new,
enabling mission critical applications
and data to continue to be leveraged
across the organization
… so you can increase longevity and maximize ROI
We build the latest innovative features and functions that
are enterprise-grade & scalable into our
core products
… so that you don’t have to
switch
We aim to provide you
with choice in deployment and
commercial models
… so you select what works for your enterprise
and budget
… so you can build an eco-system
that supports your needs
We are a neutral partner who is open
and integrated where it makes sense
Our portfolio is built to support DX
IDOL
Enterprise DevOps
Hybrid IT Management
Security, Risk & Governance
Predictive Analytics
Speed
Security
Insights
AgilityEnabled by…
Our Innovation fuels Digital Transformation
Across
Run
+
Transform
Our partnerships are critical
ChannelPartners
&GSI’s
Micro Focus Cloud Service Providers
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The Micro Focus Partner ProgramThe new Partner Program is designed around three key principles
Recognizing and rewarding in-depth product specialismSix product groups each with multiple product portfolios – providing significant cross sell opportunity. Recognition of deep product knowledge via a “Portfolio Expert” Accreditation.
Driving growth and delivering predictable Partner profitabilityIncreased market opportunity with our broadened product portfolio and an install base of c. 40,000 customers.Financial benefits including Deal Registration and MDF for all Gold and Platinum Partners.
1Making it easy to do business with Micro FocusA simplified Program structure of 3 Partner tiers: Authorized, Gold, Platinum. No revenue requirements forAuthorized and Gold. Free access to our Partner Portal and to on demand sales, technical training and certification.
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3
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Partner Membership ProgressionThree membership tiers reward your investment in Micro Focus
<< across 6 Product Groups >> << across 6 Product Groups >>REQUIREMENTS
BENEFITS
Authorized Partner Gold Partner
Front-end partner discount
Access to the Partner Portal
Online sales & technical enablement
Access to the Micro Focus knowledgebase
Deal registration rebates
Assigned partner manager
Instructor led training
Marketing support and MDF
50 support request entitlements
Additional financial benefits
Advanced technical training
Joint Go To Market engagement
Free access to Micro Focus events
Partner Advisory Council
Authorized Partner Gold Partner Platinum Partner
A formal partner agreement
with Micro Focus
2 x Sales Certificationsin a given Product Group
2 x Technical Certificationsin a given Product Group
Gold Partner +
$1M Annual Bookingsin total new business salesacross all product groups
Partner Portal R2
A single global Partner ProgramThree tiers of membership progression: Authorized, Gold, Platinum across 6 product groups
• Earn healthy Deal Registration and Referral Rebates
• Significant Market Development Fundsavailable to Gold and Platinum partners
• Free of charge Sales and Technical Training and Certification and advanced instructor led training available
Success in partnering
• A head to head win over ServiceNow replacing BMC.
• A clear proposition for licences and services, excellent positioning of the value of an ELA, and an agreed action plan with the customer
Key win reasons:
The compelling user experience with out of the
box machine learning and AIOps
Lower cost of ownership
Flexibility of deployment • Bringing together services and solutions
• Aligning to key trends around Secure DevOps
Enterprise DevOps
Hybrid IT Management
Security, Risk & Governance
Predictive Analytics
Speed
Security
Insights
AgilityEnabled by…
Micro Focus provides the critical elements to successful DX
Across
Run
+
Transform
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Enterprise DevOpsBuild and deliver better software faster
ALM Octane
Hybrid IT ManagementTransform IT for Agility
Robotic Process Automation
Security, Risk and Governance
ANALYTICS & MACHINE LEARNING
DATA GOVERNANCE & PROTECTION
APPLICATION SECURITY
IDENTITY & ACCESS MANAGEMENT ENDPOINT SECURITY
SECURITY OPERATIONS
INFORMATION ARCHIVING
Identities | Applications | Data
Financial Crimes Risk Management (FCRM)
Unusual inquiries by employee to customer information
Unusual number of accounts viewed
Unusual number of unique accounts viewed (compared to self, branch, division, district, area, call center, back office)
Unusual customer information access for an employee, branch, division, district, area
Collaborating on the first MTD, Security Analytics solution
STOPS
of zero-day memory exploits
100%
Polyverse provides only Moving Target Defense
proven by U.S. DoD
Predictive Analytics Collect and analyze in time to act
Workbenches * Investigation, case mgmt, automated remediation, 3rd party integrations
Reporting& Compliance
3rd PartyBI Tools
Connectors&
Feeds IT | OT | IOT | Cloud | Physical | Flow Vuln | Intel | Asset | Users
Data Sources Temporal Enrichment
Known UnknownProblem / Threat
Correlation Hunting
30 days
HDFS
Forensic
3-6 months
Unified Data Lake
yearsReal Time
IDOL
Universal Messaging layer
Vertica at the core of the everyday Vertica powers the applications and services that enable our data-driven world
Network Optimization
Clickstream Analytics
Ride Share
Smart Agriculture
Health / EMR Analytics
WearableAnalytics
Predictive Maintenance
SecurityAnalysis
Customer Analytics
SoftwareOptimization
Smart Buildings
Route Optimization
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“When I hear a man preach, I like to see him act as if he were fighting bees”.
― Abraham Lincoln
10M-20M code lines
scanned for security daily
~100K builds annually
~10M test runs annually
~180K support tickets created
annually
~6K patches managed annually
In-house Traditional
Azure AWS Google Cloud
Private cloud SaaS
19K Servers113PB Storage 156K VMs
Waterfall Iterative Agile DevOps
41K Devices
Oracle Cloud
4.8K Engineering staff 24X7 operations
Micro Focus runs on Micro Focus
We are built to run and transform
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We run Micro Focus on Micro Focus
620New stories since March
2018
139New public case studies
144New
approved logos
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We PowerWe ProtectWe Partner
We help YOUR customers deliver Digital Transformation
and innovate faster with lower risk. Helping THEM Run
& Transform their business.