Slide 1: Investor Briefing
Investor Briefing New York City, Palace Hotel Greg Corgan OpenText EVP Worldwide Field Operations September 6th, 2012 Copyright © OpenText Corporation. All rights reserved.
Slide 2: Safe Harbor Statement
Safe Harbor Statement Certain statements in this presentation constitute forward-looking statements or forward- looking information within the meaning of applicable securities laws (“forward-looking statements”). Such forward-looking statements involve known and unknown risks, uncertainties and othe
Slide 3: Greg Corgan
Greg Corgan 24 Years with IBM 2 Startups EVP Worldwide Sales at CA Technologies EVP Worldwide Field Operations at Infor 3
Slide 4: First Principles
First Principles Grow World-Class Customer License Selling Success Revenue Organization 4
Slide 5: Delivering Success in Fiscal 2013
Delivering Success in Fiscal 2013 Cross sell and up sell into customer base Greater discipline in deal structure & discounting Emerging market expansion SAP Partner program Sales force expansion 5
Slide 6: Update on Priorities
Update on Priorities OpenText My Day 1 Observations Go Forward Priorities Leadership Solid Management Team Build out their teams Customers Strong Customer Base Expand and optimize coverage Drive Harder Partners Outstanding SAP Relationship Leverage more productively Build additional relationships Hi
Slide 7: Field Organization
Field Organization Steve Best Ted Harrison Graham Pullen Gary Weiss America Sales EMEA Sales APJ Sales iX & Portfolio Sales Walter Kohler Patrick Barnert Brad Keller Professional Services Partners WW Sales Operations 7
Slide 8: Update on Priorities
Update on Priorities OpenText My Day 1 Observations Go Forward Priorities Leadership Solid Management Team Build out their teams Customers Strong Customer Base Expand and optimize coverage Drive Harder Partners Outstanding SAP Relationship Leverage more productively Build additional relationships Hi
Slide 9: Account Segmentation Model
Account Segmentation Model • Top historical and potential future revenue producers • 1 to 10 per “Key Account” AE Key Accounts • Focus on building relationships and getting deeper and wider • Highest level of support (Value Engr, SC’s, etc.) • Next band of accounts based on historical and potential
Slide 10: Selling Areas (Americas)
Selling Areas (Americas) Americas Canada East USA West USA Public Sector Latin America ( expanding) 10
Slide 11: Selling Areas (EMEA)
Selling Areas (EMEA) EMEA UK Northern Europe Southern Europe DACH Emerging ( expanding) 11
Slide 12: Selling Areas (APJ)
Selling Areas (APJ) EMEA ANZ South East Asia Japan India ( expanding) China ( expanding) 12
Slide 13: Growth and Opportunity
Distribution Model Strategic Alliances Growth and Opportunity System Integrators SI / FSI VARs Distributors OEM Technology Alliances 13
Slide 14: Professional Services at OpenText
Professional Services at OpenText MISSION FACTS Help our customers derive value Global Presence from their OpenText investment FY12 Revenue 257.2M in a fast, cost-effective and FY12 Margin 20.3% predictable way. COMPLETE OFFERING FUTURE / INITIATIVES Strategy Consulting EIM Strategy Focus Design / B
Slide 15: Leaders Buy From Leaders
Leaders Buy From Leaders Analyst Ratings: Enterprise Content Management (October 2011) Analyst Ratings: Business Process Analyst Tools (December 2011) OPENTEXT Analyst Ratings: Web Content Management (November 2011) 4 abtty to erect | oe Gartner OreNTeXt OreNTeXt OreNTeXt Analyst Ratings: Analyst Ra
Slide 16: Unleashing the Power of Information
Unleashing the Power of Information