SAS PARTNER KICK-OFF 2016

Transcription

1 2016 FEBRUARY 22, 2016

2 ANNUAL REVENUE

3 2015 REVENUE PERCENTAGES BY INDUSTRY

4 2015 REVENUE PERCENTAGES BY REGION

5 2014 GLOBAL PARTNERING IMPACT SAS NSR Partner Sourced NSR Partner Impacted NSR

6 LEADERSHIP CHANGES POSITIVE FOR PARTNERS

7 TOTAL SAS MARKET OPPORTUNITY $14.7 SAS Addressable Market Size: Priority Area $US Billions $10.6 $10.6 $8.1 $7.0 $4.9 $5.7 $5.0 $3.0 $4.3 $2.6 $3.7 BUSINESS INTELLIGENCE CUSTOMER INTELLIGENCE RISK MANAGEMENT DATA MANAGEMENT FRAUD AND SECURITY INTELLIGENCE ANALYTICS

8 2015 ANALYST ACCOLADES SAS Named a Leader in Gartner Magic Quadrants: Data Quality Business Intelligence and Analytics Data Integration Digital Marketing Analytics Advanced Analytics Platforms Multichannel Campaign Management Merchandise Assortment Management Applications Marketing Resource Management SAS Named a Leader in Forrester Wave Reports: Magic Quadrant for Data Quality Tools, November 18, 2015, Saul Judah, Ted Friedman Gartner RAS Core Research Note G Magic Quadrant for Digital Marketing Analytics, September 17, 2015, Martin Kihn, Adam Sarner, Andrew Frank, Kirsten Newbold-Knipp, Christie Eubanks. Gartner RAS Core Research Note: G Magic Quadrant for Merchandise Assortment Management Applications, August 5, 2015, Robert Hetu Gartner RAS Core Research Note: G Magic Quadrant for Data Integration Tools, July 29, 2015, Eric Thoo, Lakshmi Randall Gartner RAS Core Research Note G Magic Quadrant for Multichannel Campaign Management, April 13, 2015, Adam Sarner, Julie Hopins, Jennifer Polk, Mike McGuire Gartner RAS Core Research Note: G Magic Quadrant for Business Intelligence and Analytics, February 23, 2015, Rita L. Sallam, Bill Hostmann, Kurt Schlegel, Joao Tapadinhas, Josh Parenteau, Thomas W. Oestreich Gartner RAS Core Research Note: G Magic Quadrant for Advanced Analytics Platforms, February 19, 2015, Gareth Herschel, Alexander Linden, Lisa Kart Gartner RAS Core Research Note: G Magic Quadrant for Marketing Resource Management, January 26, 2015, Kimberly Collins Gartner RAS Core Research Note: G Cloud BI Platforms Big Data Predictive Analytics Data Quality Solutions Enterprise Business Intelligence Platforms Agile Business Intelligence Platforms The Forrester Wave : Cloud BI Platforms, Q The Forrester Wave : Data Quality Solutions, Q The Forrester Wave : Agile Business Intelligence Platforms, Q The Forrester Wave : Big Data Predictive Analytics Solutions, Q The Forrester Wave : Enterprise Business Intelligence Platforms, Q1 2015

9 FOCUS AREAS D ATA MANAGEMENT CUSTOMER INTELLIGENCE BUSINESS VISUALIZATION F R A U D & FINANCIAL CRIMES A D V A N C E D ANALYTICS R I S K MANAGEMENT

10 CUSTOMER SUCCESS VIDEO International Organization of Migration working with Nepal analyzing data

11 TECHNOLOGY HIGHLIGHTS RYAN SCHMIEDL

12 40Years Mission Analytics Evolution Market Driven Innovation Continuous

13 FOCUS AREAS D ATA MANAGEMENT CUSTOMER INTELLIGENCE BUSINESS VISUALIZATION F R A U D & FINANCIAL CRIMES A D V A N C E D ANALYTICS R I S K MANAGEMENT

14 WHAT'S TOP OF MIND Innovation Simplicity BIG and small problems New use cases Real-Time

15 USER EXPERIENCE Modern HTML5, micro-services based architecture, Cloud-ready Interactive Visual and collaborative Integrated Support Analytical Lifecycle Intelligent Recommend next actions, Interpret voice commands

16 SAS MACHINE LEARNING Extensive Largest library of production-ready machine learning methods Speed & Scale Operationalize machine learning through one interface and language for any size of data Innovative New methods, optimized parameter tuning and options

17 COMPUTING OPTIONS Mobile Desktop Server Cloud Deliver results to decision makers in rich visually appealing form Powerful tools for analysts and information consumers Enterprise class options to address large users and/or data problems Access to SAS ondemand

18 SAS Cloud Analytics SERVICES SOFTWARE SAS MARKETPLACE Results -as-a-service Managed Services Applications Self-service Apps Services APIs Enterprise Hosting Remote Managed Software & Services Currently Available CI Claims Analytics Episode Analytics Visual Analytics Visual Statistics Life Science Analytics Framework Currently Available CI 360 Visual Analytics Visual Statistics Intelligent Advertising for Publishers OnDemand for Academics Planned for 2016 Statistics Machine Learning Visual Analytics Visual Statistics Visual Investigator SAS mash-ups (i.e. Aristotle ) Forecasting Prediction Segmentation Sentiment Scoring Watchlist Data Quality Forecasting Prediction Segmentation Sentiment Scoring Watchlist APIs Data Quality APIs

19 REAL-TIME ANALYTICS Increased demand for analytics in stream Low-latency and high throughput Scoring and learning algorithms Embeddable SAS Event Stream Processing

20 NEW MARKETS NEW MARKETS Internet of Things Cyber Intelligence Analyst

21 THE EDGE Smart Cities and Homes Connected Customer Communications Surveillance Connected Auto Energy I OFnternet T hings Building Management Agriculture M2M & Wireless Sensor Network Manufacturing Healthcare Retail

22 SAS CYBERSECURITY IDENTIFY PREVENT DETECT RESPOND RECOVER Prevent & Detect Firewalls & Intrusion Protection Identity Management Respond Data Loss Prevention X Vulnerability Scanning! Web & Gateways Endpoint Protection SIEM / Incident Resp. 10,000 Alerts Daily 250 Reviewed by Analysts 30 Fully Investigated Malware Sandboxing Behavioral Analytics Copyr i g ht 2016, SAS Ins titut e Inc. All rights res er ve d.

23 VISUAL INVESTIGATOR

24 KEY TAKEAWAYS Modern User Experience New algorithms for new problems Address problems BIG and small SAS Cloud Analytics New Use Cases IoT SAS Cybersecurity Visual Investigator

25 OUR MISSION Ensuring the continued prosperity and growth of SAS and our partners by creating alternate routes to market enabling our customers to consume our software in diverse ways

26 OUR GOAL AND OBJECTIVES Establish SAS as the analytics partner-of-choice in a broad and diverse partner ecosystem Effective partnering is a major growth engine driving SAS Business success will be shared Partners will participate in 35% and will drive 25% of new SAS revenue by 2018 Partners will realize a $1B+ opportunity through 2018

27 OUR STRATEGIC INITIATIVES Clear and disciplined GTM model Global Alliances and Channels Analytics Modernization with partners Channel expansion Partner Program and Enablement Services Globalize the function

28 CLEAR AND DISCIPLINED GTM MODEL Global System Integrators Regional System Integrators Technology Channel Resale, managed analytics services, OEM $1B $500M Sell-with Direct Sales Sell-Through Channel

29 CHANNEL PROOF POINTS Resale 2015 revenue growth greater than 200% Almost 200 active resellers globally Enablement engagement increasing MASP Launched program mid-year Very positive response; nine agreements complete with large pipeline OEM Two agreements completed in 2015 Several pending and a number in the pipeline

30 PRODUCTS AND CHANNELS DIRECTION Andy Bitterer Senior Director, Product Management

31 SALES ENGAGEMENT PROCESS

32 SALES ENGAGEMENT CHANGES Submit ORF Review ORF Sales & PSD Review Execute ORF Communicate to Partner Partner Partner Manager Partner Manager Partner Operations Partner Manager

33 PARTNER PROGRAM

34 PARTNER PROGRAM 10 credentials (across all 6 tracks, held by at least 6 people) + EITHER 2 competency badges OR 1 competency badge and 2 specializations $10M revenue requirement 4 credentials (in 4 different tracks, held by at least 2 people) $500K revenue requirement (varies by region) 1 credential (in any track, any competency category) Proactive communications in April regarding status of meeting requirements

35 PARTNER PROGRAM Play Play Content Differentiating Message the partner delivers Not product focused. Capability, value, customer-story driven. Area of known market opportunity and ability to execute. Includes enablement and customer facing content. Goal: Create a sales cycle. Sales Essentials Describes Play business Issue, What we do, Where we ve done it, How we do it, Value to business, Target Audience, Customer Metrics, Competition & Differentiation. Customer Introduction Letter Provides Partners the content needed to write a customer introduction letter or call script to gain meeting. Customer Conversation Starter (presentation) Partner deck/infographic to deliver in 1st customer meeting. Business issue and capability driven message fully scripted.

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37 PARTNER FORUM 2016 Save the Date 2016 Partner Forum September 11-12, 2016

38 CALL TO ACTION PartnerNet Stay connected via your Alliance Manager Have a great 2016!

39 THANK YOU