Land & Expand. Peter Custers / Serkan Unal

Transcription

1 Land & Expand Peter Custers / Serkan Unal

2 Legal Disclaimer This Presentation contains forward-looking statements, including, but not limited to, statements regarding the value and effectiveness of QlikTech's products, the introduction of product enhancements or additional products and QlikTech's growth, expansion and market leadership, that involve risks, uncertainties, assumptions and other factors which, if they do not materialize or prove correct, could cause QlikTech's results to differ materially from those expressed or implied by such forward-looking statements. All statements, other than statements of historical fact, are statements that could be deemed forward-looking statements, including statements containing the words "predicts," "plan," "expects," "anticipates," "believes," "goal," "target," "estimate," "potential," "may", "will," "might," "could," and similar words. QlikTech intends all such forward-looking statements to be covered by the safe harbor provisions for forward-looking statements contained in Section 21E of the Exchange Act and the Private Securities Litigation Reform Act of Actual results may differ materially from those projected in such statements due to various factors, including but not limited to: risks and uncertainties inherent in our business; our ability to attract new customers and retain existing customers; our ability to effectively sell, service and support our products; our ability to manage our international operations; our ability to compete effectively; our ability to develop and introduce new products and addons or enhancements to existing products; our ability to continue to promote and maintain our brand in a cost-effective manner; our ability to manage growth; our ability to attract and retain key personnel; the scope and validity of intellectual property rights applicable to our products; adverse economic conditions in general and adverse economic conditions specifically affecting the markets in which we operate; and other risks more fully described in QlikTech's publicly available filings with the Securities and Exchange Commission. Past performance is not necessarily indicative of future results. The forward-looking statements included in this presentation represent QlikTech's views as of the date of this presentation. QlikTech anticipates that subsequent events and developments will cause its views to change. QlikTech undertakes no intention or obligation to update or revise any forward-looking statements, whether as a result of new information, future events or otherwise. These forward-looking statements should not be relied upon as representing QlikTech's views as of any date subsequent to the date of this presentation. This Presentation should be read in conjunction with QlikTech's periodic reports filed with the SEC (SEC Information), including the disclosures therein of certain factors which may affect QlikTech s future performance. Individual statements appearing in this Presentation are intended to be read in conjunction with and in the context of the complete SEC Information documents in which they appear, rather than as stand-alone statements Qlik Technologies Inc. All rights reserved. QlikTech and QlikView are trademarks or registered trademarks of Qlik Technologies Inc. or its subsidiaries in the U.S. and other countries. Other company names, product names and company logos mentioned herein are the trademarks, or registered trademarks of their owners.

3 The Problem and the Opportunity: Beach heads Volume and Velocity Self Discovery Isolated champions Partners Follow No anchors

4 The Right Place to Land What keeps you awake at night?

5 Gartner Executive Advisory: CEO and Senior Executive Survey, 2011; Detail Report Recommendations For CEOs: Demand a vision for the next IT-enabled business value horizon, not the last. Investigate your true technology spending zero base, and rethink it as an investment. Redevelop the CIO role to include revenue responsibility. IT is no longer just a cost tool. For CIOs: Admit, destroy and bury the reality and perception of the business-clumsy techie CIO. Promote mobile and wireless business innovation in 2011 but keep cloud computing to yourself. Prepare yourself personally for a future of investor engagement and revenue visibility.

6 2010 Observations We have higher success rates with L&E clients when QlikTech and/or Partner Services are used Only about 10% of our L&E potential clients can afford (or are willingly to contract) for Services Some (not many) clients not using Services do successfully expand to large deployments One major hurdle for non-serviced clients is lack of best practices and scalable architecture The first 90 days of a QlikView deployment are the most critical for demonstrating enterprise scalability and readiness. After that, I.T. departments usually form an opinion about QlikView based on what was done and we have limited success reversing that opinion.

7 2010 Client Breakout QlikView Clients with Expand potential First 90 Days

8 2010 Client Breakout Another Way to Look at it most succeed some succeed very few succeed

9 Achieving The Impossible: The QlikView Customer Experience Findings from IDC/QlikTech Joint Survey BI Initiative Success and Satisfaction 96% of customers are satisfied with QlikView ROI (Return On Investment) 186% Return On Investment 6.5 month payback period Time to Value 44% deployed QlikView in 1 Month 77% deployed QlikView in 3 Months 50% reduction in information access and analysis time

10 Business Results 23% increase in cash flow 16% increase in revenue 34% increase in employee productivity 20% decrease in operating costs

11 2010 Land & Expand Patterns 1. Solve an IT problem IT driven IT leads development IT leads design IT barriers removed Few Worries 2. Solve a business problem IT driven IT leads development Business leads design IT barriers removed 3. Solve a business problem Business driven Business leads development Business leads design Architecture learned/followed IT barriers addressed and ready for proof Focus Here!

12 2011 Land & Expand Strategies 1. Help clients pick the right first project Keep it simple use QlikView More users, more dimensions, less rows High visibility 2. Direct clients to using Services & Training Stress acceleration of success Give tangible proof Leave Service/Training catalogs 3. Help them qualify for IT acceptance Architecture review 90 day checklist Follow up prior to expand deal sales cycle

13 First Project: The Right people Visionary Business Sponsor Dynamo Techie 40% of closed deals, closed in 34 days

14 New Thinking, New Culture (in the Enterprise)

15 Fast Time To Value QlikView Approach Project Vision / Goal Phased Approach Enables Value quickly delivered to organization Reduced time to market of applications Ability to react to changing business needs Maintain involvement, commitment and adoption by business and IT Mitigation of project risk Traditional BI Approach Big Bang Time

16 The QlikView Value Survey Client Profile Introduction Overview of Client and Solutions Champion Commentary and Product Feedback Deployment Overview Deployment Scope Technical Configuration Solution Profile(s) for each solution Solution Description, Business Goals, and Value Success Metrics Deployment Details Owner Commentary and Product Feedback

17 Expand with confidence When do you join the dots? Who owns and supports the process? What is the process? How do we (the customer) pay for it? Etc...

18 Customer Managing the Expansion Based on Revenue, Value Recognised and Sphere of Influence I II III Isolated dots of discovery Joining the Dots Hub and Dots Internal Coordinated pricing QlikTech and Partners External Coordinated pricing Lead Contract Central Contract GAM or Global Team Lighthouse COE/TAM

19 IT standards and empowerment 1990 s: User Power 2000 s: IT Power 2010 s: Joint Teams

20 The Traditional BI Centre Of Excellence

21 Sample Architecture Siloed Deployments

22 Sample Architecture Shared Deployment

23 Web based user Internet Hitachi Customer Portal 3rd Party Hosted Handles Customer sign-in by Builds a link to leeweb02 with a scrambled user id leeweb02 IIS (32bit) Hitachi DMZ (non domain) QV9 AJAX Client Asp.net landing page to retrieve user name, request ticket and direct to AJAX Internal Network (HCUK Domain) leeqlik01 QlikView 9 (64bit) Asp.net ticketing web service Enterprise Customer Care Model 90 days plan Value Surveys Project Assessment Meeting Solution Map Account Team TAM Expert Services Partners COE Technical Health checks Success Metrics Deployment HealthCheck Software Audit Version Alignment Hardware & Network Infrastructure Users and Access Methods Integration Security Performance Measurement & Monitoring Disaster Recovery Documentation Applications Deployment Skills Gap Support

24 Centre of Excellence A virtual or dedicated team providing centralised QlikView services for the development, support and use of QlikView applications Infrastructure Admin, License Management CoE Best Practices Can sit stand-alone or form a component of a BI CoE with a focus on QlikView as a tool. Testing, Code Promotion Training, Support & Certification Solution map Vendor Relations Governance

25 Partners Implementation and Deployment of QlikView solutions Expert Services Customer and Partner Supporting Activities Community and Content Customer Portal, QlikCommunity, Knowledge Base Training Class room, On-line, Bespoke Support Basic and Premium Levels

26 V10 - Deep Manageability Powerful, flexible and easy consoles for measuring, monitoring and deploying QlikView applications and data Gives IT a single view into deployment status for single or multiple servers Centralized management capabilities including load balancing, administration, and refresh scheduling

27 Summary Land & Expand is a strategy that works! Most clients cannot get there on their own Plan for Expand deals, don t just Hope for them Know the steps to Expansion Set goals for initial deployment to prove scalability Make good choices upon kickoff Monitor progress and reinforce plan

28 Thank you!