Annual Shareholder meeting 14 March, 2012
Jan Sundelin CEO
Agenda
• 2011 target and achievements • Customers and market approach
horizontal and vertical • Numbers 2011• New management team and set up for
2012
2011 Targets and Results
Target
• Integrate and deliver combined platform– Marketing, Sales, R&D– International
collaboration
• Create and Expand Sales Channels– eCommerce – Business Integration– Content Syndication
Result
• Customer successes
• Channel development– Vertical and Horizontal
markets served– Business Integration
Community (>500) and growth of cloud services
– Expansion of existing reseller networks
Horizontal: ERP Software
• Epicor Software Corp.
• Partners Since 1999• Profitable
Partnership Year-Over-Year
“Epicor 9 Demand Management with TIE’s Advanced EDI technology gives our clients an unparalleled solution for managing, exchanging, and reconciling their electronic data.”Rodney E. Winger
Sr. Director, Product Marketing
Manufacturing, Supply Chain & Mobile
Applications
Epicor
• CNET Content Solutions
• Partner Since 2009• Profitable
Partnership Year-Over-Year“TIE Kinetix’s innovative
Content Syndication platform allows for our continual growth in the market. TIE’s business culture and their contribution to global E-Commerce standards have made them an ideal partner.”
Steve Parrott
President and General Manager
CNET Content Solutions
Horizontal: Publishers
Horizontal: Publishers
• Sanoma Media• Partner Since 2011• Profitable
Partnership Quarter-Over-Quarter
“There is now a solid foundation where we can built upon, with input from the market and the expertise of TIE Kinetix we can take it to the next level.”
Joost Prikker
Sales Manager
Sanoma
Horizontal: Distributor
• Quantore• Customer Since
2006• Reduced integral
cost price with e-commerce“Order received by Quantore
have been increasing by 10% year over year.”
Wilbert Hofmeester
Marketing Manager
Quantore
Vertical: Telecom b-to-c
• T-Mobile• Customer Since
2011• Increased Online
Sales and Time-to-Market“TIE Kinetix enabled us to
streamline process, offer richer content and helped us generate more online revenue.”
Tessel Jarigsma
Director of Internet & New Media
T-Mobile
Vertical: Telecom b-to-b
• Siemens • Customer Since 2006• Increased Lead
Generation and Branding Across the Channel
“TIE Kinetix’s content syndicationsolutions have become an absolutely critical vehicle for launching Siemens campaigns and new solutions in the channel.”
Adrian Honey,
Director of Global Indirect Channel
Marketing Siemens Enterprise
Communications
Vertical: Food Retail
• Newco Food Retail• Partner Since 2010• Selling out of a recipe on
line
“In order to realize our idea, we opted for TIE Kinetix
Frank van Oirschot
Newco Food Retail
We help strategic partners achieve globalsuccess with a local presence.
Spotlight Partners
2011 Numbers
Analyzing the result
Revenue Mix total 2007-2011
2007 2008 2009 2010 2011 -
2,000
4,000
6,000
8,000
10,000
12,000
Other IncomeConsultancySaaSLicenseMaintenance & Support
Revenue mix 2007-2011
2007 2008 2009 2010 2011 -
500
1,000
1,500
2,000
2,500
3,000
3,500
4,000
4,500
LicenseSaaSMaintenance & SupportConsultancyOther Income
Revenue mix 2007-2011 License vs SaaS
2007 2008 2009 2010 2011 -
500
1,000
1,500
2,000
2,500
3,000
3,500
4,000
4,500
LicenseSaaS
Revenue Mix total 2007-2011
2007 2008 2009 2010 2011 -
2,000
4,000
6,000
8,000
10,000
12,000
Other IncomeConsultancySaaSLicenseMaintenance & Support
Contract value projection 3 years for 2007-2011
2007 2008 2009 2010 2011 -
2,000,000
4,000,000
6,000,000
8,000,000
10,000,000
12,000,000
14,000,000
16,000,000
18,000,000
20,000,000
Contracted Value Projection 2007-2011
EU projectsSaaS ContractedMaintenance & Support Contacted
SaaS 2007-2011
2007 2008 2009 2010 2011 -
1,000,000
2,000,000
3,000,000
4,000,000
5,000,000
6,000,000
7,000,000
8,000,000
9,000,000
10,000,000
-
500,000
1,000,000
1,500,000
2,000,000
2,500,000
3,000,000
3,500,000
4,000,000
4,500,000
SaaS 2007-2011
SaaS Contracted SaaS Revenue
Contracted ValueRevenue
Contracted Value Projection2007-2011
• SaaS and Maintenance & Support contracts are 12, 24 or 36 months and automatically renewed;
• Churn rate has been applied based on 3 years history;
• EU based on contracts less usage;• 2009 number influenced by Edge deal, both
Maintenance & SaaS number.• No Consultancy, short cycle
Management Team 2012
Management Team 2012
Globalization
Management Team 2012
• Global Management Team: – Jan Sundelin CEO
– Brian Tervo COO– Zwier van Puijenbroek CFO
• Scalable operation plan to maximize deliveries and optimize support, globally for BI, E-com and CSP;
• Organization plan and implementation during Q3 2012
Brian Tervo
COO
Why we are consolidating the organization structure?
• We have customer demands for all products and services in all target markets– Demand for 24/7 local support (sales and administration)– We have strong geographical presence (NL, FR, Asia and US)– Globally standardized processes ensure consistent and positive
customer experience (Critical for MNE)
• We have a strong resource pool with regional specialization– eCommerce, BI (Europe)– Content Syndication, BI (US)– A single organization structure expedites information sharing and
maximization of resources
• Our combined Kinetix offering requires complete cooperation of technology, expertise and on-going support
• Solid platform for M&A strategy
SaaS Operations
• Breakdown of a Typical SaaS Engagement
Sales Engagement
Project Planning - Management
Business Integration
Content Syndication - eCommerce
Test - QADelivery Support
Implementation Phase
Timing is everything
• Current geographical output• Too much demand in any area waits in
queue creating geographical bottlenecks
NL US FR ROW Total Output Capacity
0%
20%
40%
60%
80%
100%
120%
Series1
Organization Strategy
• Support and SaaS Operation• Project Management
– Global Project Management Office
• Information Technology– Strategic
• Marketing Global• Sales Execution – Local• Channels – Global and Local
Thanks
Appendix
Contract value projection 3 years for 2007-2011 (incl. consultancy)
2007 2008 2009* 2010 2011 -
2,000,000
4,000,000
6,000,000
8,000,000
10,000,000
12,000,000
14,000,000
16,000,000
18,000,000
20,000,000
22,000,000
24,000,000
ConsultancyEU projectsSaaS ContractedMaintenance & Support Contacted
* adjusted edge sale 600k
Top Related