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Business of acquisitions

Business of acquisitions. Zoran Hrustic Director of Sales IBM Software Group CEEMEA. Business of acquisitions. IBM Strategy and why do we do acquisitions What does it mean to our clients globally from overall solution perspective What relevance this strategy has to South African Market

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Business of acquisitions

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  1. Business of acquisitions Zoran Hrustic Director of Sales IBM Software Group CEEMEA

  2. Business of acquisitions • IBM Strategy and why do we do acquisitions • What does it mean to our clients globally from overall solution perspective • What relevance this strategy has to South African Market • Why should you feel good about it

  3. 2009 – A Year of Challenge & Opportunity “IBM has also adjusted its M&A strategy to follow suit. Its biggest acquisitions of late – Cognos, FileNet, and PricewaterhouseCoopers – have all added to the technology giant’s already formidable data acquisition, analysis, and consulting capabilities.”

  4. “….we reach a point where we cannot create certain things. Sometimes there are things that are a little bit outside of our core competency andwe leverage acquisitionsas a way tobring that competency into IBM, expand the footprint of inventivenessthat we have and then therebyincrease the portfolio… …clearly we arebringing in a lot of deep technical skillsthat in their own rightsbring strong, inventive characteristicsto the table.” Steve Mills, Senior VP and Group Executive, SWG IBM SWG Acquisitions Internal IBM Software Talk April 2008 IBM SWG has made 52 software acquisitions since 2000, including 8 in the first 4 months of 2008.

  5. IBM’s Strategy Focus on open technologies and high-value solutions Deliver integration and innovation to clients Become the premier Globally Integrated Enterprise

  6. IBM Software Revenue Growth Strategy • Invest in high growth market segments • Leverage IBM’s global reach • Geographic presence • Deep technical skills • Extensive client relationships • Accelerate business through Value Partners • Capitalize on IBM’s unique ability to deliver SOA, Information on Demand, Web 2.0, Management Services, and Application Development • Selectively acquire software companies to extend the product portfolio

  7. Evolution Towards Middleware Business Processes Applications Human Interaction & Collaboration Information Management Transactions, Messaging & Integration Systems Management & Security Software Development Middleware Linux Unix Windows OS/400 z/OS Systems Servers Storage

  8. Next Generation Collaboration IT Service Management IT Lifecycle Management & Governance Service Oriented Architecture ( SOA ) Information On Demand ( IOD ) Software Solutions Portfolio Situational Applications & Integration Unified Communications Architecture Mgmt Messaging & Collaboration Change and Release Mgmt Social Computing Process and Portfolio Mgmt Content Management Lotus Rational Systems Mgmt Data Management Information Management Tivoli Content Management Storage Mgmt WebSphere Information Platform Security Mgmt Business Intelligence Business Integration Application Servers Transaction Processing

  9. Major Reasons for IBM Software Group Acquisitions • Strategic • Target high-value, high-growth market segments • Extend portfolio into adjacent market segments • Market consolidation • Technology • Accelerate delivery of capabilities we lack • Skills • Infusion of innovative talent

  10. Augmenting organic growth with strategic acquisitions + + + Bold Market Entry Complementary (Point) Products Opportunistic Consolidations Market Leadership • High profile entry • Highly complementary technology buys • Gain time to market • Companies with significant revenue streams • Retain customers and leverage install base • Achieve cost and expense synergies • Buy market leaders in growth segments • Strong ecosystems • Large customer install bases • Usually command premium valuations

  11. Expanding Our Platform Through Acquisitions Information on Demand Empowering People DWL (2005) Customer Data Integration & Mgmt iPhrase (2005) Adaptive info delivery & discovery LAS (2006) Mult-cultural name recognition Unicorn (2006) Enterprise Metadata Mgmt FileNet (2006) Business process & Content Mgmt Trigo (2004) Product Info Mgmt Alphablox (2004) BI Analytics & Alerts Venetica (2004) Access/Integrate unstructured info through SQL query SRD (2005) Identity resolution Ascential (2005) Enterprise Data Integration KnowledgeX (1998) Complex Data Mining IW Manager (1998) Query Manager Informix (2001) Distributed Unix DBs Tarian (2002) Record Management CrossAccess (2003) Info access to Mainframe DBs Green Pasture (2003) Compound Document Mgmt DataMirror (2007) Real-time data integration & data protection Princeton Softech (2007) Database archiving & test data management Cognos (2008) BI & Performance Mgmt Platform Solid Information Tech (2008) Real-time, all-the-time info access Lotus (1995) Collaboration & Productivity Databeam (1998) Realtime & Distance Learning Ubique (1998) Instant Messaging & Chat ONEstone (1999) Workflow WebDialogs (2007) Online meeting & collaboration Net Integration Tech (2008) Small business server- solutions Pathware (1999) Web based e-Learning Aptrix (2003) Web Content Mgmt PureEdge (2005) Secure xml e-Forms BowStreet (2005) Development Tools for Portals Service Management Tivoli (1996) Centralized Systems Mgmt Unison (1997) Job Scheduling DBMX (1997) Distributed DB Mgmt Dascom (1999) Security Access Control SANergy (1999) Storage Mgmt Accessible Software (2000) Mainframe Systems Mgmt Metamerge (2002) Directory Integration TrelliSoft (2002) Storage Mgmt Access360 (2002) Identity Mgmt Think Dynamics (2003) Automated server provisioning (orchestration) Candle Corp (2004) Systems Mgmt & Monitoring Cyanea (2004) Web Performance Mgmt & Monitoring Isogon (2005) IT Asset Mgmt Collation (2005) App centric views of cross-tier IT infrastructure Micromuse (2005) Network Mgmt CIMs Labs (2006) Track usage of resources across virtualized technology environments Rembo (2006) Automatically install or upgrade OS on multiple systems MRO (2006) Asset & Service Mgmt ISS (2006) Internet Security Systems SW & Services DORANA (2006) SW Asset Mgmt Vallent (2006) Network Performance Monitoring & Service Mgmt for Wireless Consul (2006) Compliance & Security Audit Encentuate (2008) Identity & access management software Business Process Flexibility Software Lifecycle Management Object Tech. (1996) Object Technology OpenOrders (2000) Order Management CrossWorlds (2002) Business Process Integration Holosofx (2002) Business Process Modeling & Monitoring Gluecode (2006) Open source Java DataPower (2005) Secure application-level messaging & xml processing Webify (2006) Industry-specific SOA SW Aptsoft (2008) Business-event processing ILOG (2008) Business rules and cross industry solutions BuildForge (2006) Product development teams document what was created, developed & deployed Watchfire (2007) Security & compliance testing Telelogic (2007) Development SW for complex embedded systems Rational (2002) Team-based end to end development tools Information Lab (2003) Development tool technology Systemcorp (2004) Project Portfolio Mgmt Application Infrastructure

  12. Growth through acquisitions Metamerge Micromuse Rembo Vallent DORANA (Ubiquity) Consul Encentuate Trellisoft Access360 Think Dynamics Candle Cyanea Isogon Tivoli Collation MRO CIMS Lab FilesX CrossWorlds Holosofx Gluecode DataPower Webify Solutions AptSoft InfoDyne ILOG Processes Applications Collaboration Transactions, Messaging & Integration Systems Management & Security Information Management Software Development Middleware Environment Ubique ONEstone Pathware Net Objects Lotus Aptrix Bowstreet PureEdge WebDialogs Net Integration Informix SRD Tarian DWL Trigo iPhrase CrossAccess FileNet Alphablox Venetica DataMirror Green Pastures Unicorn Software Ascential Princeton Softech Cognos Language Analysis Solid Rational Information Labs SystemCorp BuildForge Watchfire Telelogic AB z/OS Linux Unix Windows OS/400 z/OS Systems Environment Servers Storage Note: Acquisitions since Jan 2001

  13. Collaboration WCM Forms Office Productivity Mashups Business Optimization Enterprise Rules Performance Management Business Spaces Business Intelligence Dynamic Processes Trusted Information SOA Information Integration ESB Structured Data Transactions TSM/HSM Information Infrastructure Protected Storage Tiered Storage Leveraging IBM SWG

  14. Filenet 1 sales person 0 engineers 1 business partner Very few customers/1200 users IBM/Filenet 2009 8 sales specialists 4 engineers, 5 IT architects 4 business partners Dozens of customers/18000 users Information Management

  15. Cognos 5 sales person 6 engineers 7 certified partners 1400 customers IBM/Cognos 2009 7 sales specialists 11 engineers6 IT architects 8 certified partners About 2000 customers Information Management

  16. Princeton Softech 2007 0 sales person 0 engineers 2 certified partners Handful of customers IBM/Optim 2009 2 sales specialists 2 engineers6 IT architects 3 certified partners Dozen customers Information Management

  17. Micromuse 0 sales people 0 engineers 1 partner 3 customers IBM/Netcool 2009 4 sales specialists 3 engineers5 IT architects 3 certified partners 12 major customers Tivoli

  18. MRO 0 sales people 0 engineers 1 partner 3 customers IBM/Maximo 2009 1 sales specialists 1 engineers2 IT architects 1 certified partner 8 customers in SSA Tivoli

  19. IBM Software Acquisitions: Partners for Growth

  20. Zoran Hrustic zoran@ae.ibm.com

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