© 2008 Acresso Software | Company Confidential Solution Overview for Lifeboat Cross- Channel Connexion October 23-24, 2008.

© 2008 Acresso Software | Company Confidential

Solution Overviewfor Lifeboat Cross-Channel Connexion

October 23-24, 2008

2© 2008 Acresso Software | Acresso Partner Confidential

Acresso Software - Introduction

• Our Focus: Simplify the business relationship between software/hardware producers, I.T., and their customers

• 70,000+ customers worldwide

• Over $113M – 2007 revenue

• Provider of industry-leading InstallShield and FLEXnet product lines

• Over 20-year history of maximizing the value of software

- Previously the software business unit of Macrovision

• Headquartered in the United States (IL) with offices in CA, the United Kingdom and Japan

Powering the business of software


Acresso Software Products & Solutions

Installation Development

Windows Multi-Platform

Enterprise Repackaging & Compliance

Repackaging Virtualization

License Compliance

Applications


Product Release Information

• InstallShield 2009 Pro/Premier released June 5– Hebrew & Arabic support for first time!– New MSI tools & Value-Added Services (help ISVs earn revenue)

• InstallShield 2009 Express released Aug 27– Quickest and easiest installation solution for creating Microsoft Windows Installer

(MSI) installations

• AdminStudio 9 / Workflow Manager 5 released Aug 29– Updated support for application virtualization solutions (including VMware ThinApp 4)– Increased value to organizations creating best practices around application readiness

• InstallAnywhere 2009 release Nov 3– Expanded support for customizing installation processes – Improved localization functionality for multilingual releases

Acresso solutions can be promoted to customers now . . . – Bundle options save your customers money and time– Guarantee they’ll receive all new releases in next 12 months + support!– Services opportunities potential to grow your business


Product Review By Role

Product Manager/VP Development ($)• Sets annual priorities, allocates resources

and determines scope of initiatives– Wants products to release on time and on budget– No hiccups in release cycle

Software Developer/Setup Engineer (Key Influencers)• Responsible for producing product deliverables, creating release

candidates of software– Wants bullet-proof deliverables for release to market– Maximize development resources

• Minimize customer support issues• Apply patches and hot fixes seamlessly

InstallShield (Windows) and InstallAnywhere (Cross-Platform/Java)


Product Important Notes

InstallShield 2009 GA June 5th! (Pro/Premier only)

New key features:– Value-Added Services (industry first!)– MSI 4.5 and Visual Studio 2008 support– Setup chaining and multi-instance support (industry first!)– New .msi Package Tools (Diff, Query, Sleuth, Grep)– Hebrew and Arabic support (Premier only – InstallShield first!)– And much more!


AdminStudio / Workflow Manager

IT Director/VP ($)• Sets annual priorities, allocates resources

and determines scope of initiatives– Wants migration to occur smoothly on-time and on-budget

– Expects downtime and disruption to IT environment to be minimized

Project Manager (Key Influencer)• Responsible for defining processes and tools required to execute a

large-scale project like an OS migration– Reliability of application packages → all compatibility issues must be

identified and resolved prior to deployment

– Maximize IT productivity

• Minimize packaging and testing costs

• Manage the migration process efficiently

Product Review By Role


Acresso Mission: Enterprise Solutions

• AdminStudio Enterprise Edition– Prepare Reliable MSI and Virtual Packages for Error-free Software

Deployment

• Workflow Manager- Streamlined, Process-Driven Project Management for Software

Packaging and Deployment

• License Compliance Solution– Optimize Software Investment and Ensure Compliance

Reducing the Costs of Application Ownership from Package Preparation through License Utilization


Challenge: Total Cost of Ownership

Administration, development,

support50%–70%

Server hardware12%–15%

Client hardware10%–12%

Software8%–10%

Communications5%–7%

Other3%–5%

Source: IDCSummary of TCO Studies


Challenge: Application Deployment

Application management costs today are a burden:

• $8K for every desktop• $15K for each server*

Unsuccessful application deployments cause significant downtime and increase support costs

“Even after 10 years of experience, most companies cannot automatically deploy software with a success rate of 90 percent or better.” *

* Source: Gartner Whitepaper, June 2005, Desktop Management Best Practices Focus on Policy, Process and People


What is Application Packaging?

The act of customizing, configuring, and testing

an application, upgrade, or patch before it is

delivered into the production environment.

IT Administrators say:

“Where all the work takes place”


Why Do Organizations Invest in Application Packaging?

– Fear: desktop instability – creating packages that fail or cause crashes

– Pressure: QA is an afterthought (time factor)

– Change: consuming new technologies like Citrix XenApp or VMware ThinApp

– Challenge: complex environments that support multiple operating systems, plus encounter OS compatibility issues


When Do Organizations Invest in Application Packaging?

• Preparing for Application Virtualization (multiple options available – more to come too!)

• Implementing, using delivery and virtualization tools– Citrix® XenApp™ (formerly Presentation Server)– Microsoft® System Center Configuration Manager– Novell® ZENworks®

– IBM® Tivoli®

– LANDesk®

– VMware® ThinApp™ (formerly Thinstall Virtualization Suite)

• Planning OS migration (i.e. Vista)– Don’t forget about the applications too!

• Increasing IT credibility and reliability – Ridding the organization of unstable applications (BSOD)


AdminStudio: Reliable MSI and Virtual Packages

• Create, customize and test MSI packages

• Create and customize Citrix XenApp profiles and VMware ThinApp virtual packages*

– Only solution to simultaneously create Citrix application profiles or VMware ThinApp virtual apps, and reliable MSI packages*

– *NOTE: Must buy AdminStudio Enterprise Edition, Virtualization Pack + Silver maintenance

• Most widely used software packaging solution worldwide

• Recommended by deployment solution leaders– Citrix,® VMware,® Microsoft,® Novell® and many others

• Customer favorite 3 years running – Prestigious “Redmond Award”

• Created by makers of InstallShield, software installation leader

– InstallShield integrated within AdminStudio


Finds and automaticallyresolves errors

Package Expert

Capture package content Manage package content Convert to MSI and

application profiles

InstallShieldRepackager

Files

Registry Entries

Shortcuts

INI File Entries

Package Content

MSI Package Validation Profile Validation Citrix MSI Multi-User Mode

Validation Windows Vista Quality

Validation Custom XML-Based Tests

AdminStudio

AdminStudio: Application Packaging and Delivery Prep

InstallScript MSI Installation

Legacy Installation (.exe)

Source Installations

MSI Package(.msi)

MSI Package

Virtual Package


AdminStudio Business Value

The world's largest airline said that in 2006, they “reported a 50% reduction in support costs,

leading to lower TCO after the rollout of AdminStudio and Workflow Manager."


Solution Focus

Top Verticals for Large Deals• Healthcare• Finance• Insurance• Banking• Oil and Gas

Key Deal Drivers• Greater than 250 applications or complex applications• OS Migration - Moving from XP to Vista• Virtual applications (plans to virtualize in future)• Lacking defined standards and best practices


AdminStudio Editions

AdminStudio Virtualization Pack


The Repackaging Process with AdminStudio


Product Details AdminStudio Enterprise Edition


AdminStudio Brings New Services to Your Org.

• Preparing Environments for Application Virtualization

• Strategic Planning for Virtualization• Traditional and Virtual Packaging• Virtualization Best Practices• Packaging Best Practices• Software Management Implementation

Reduce packaging costs, while addinghigh value/high margin offerings!


Earning More Revenue with AdminStudio + Delivery Tools

• Increase value of deployment solution upgrades– Drive upgrade sales of these products– Add on services around upgrades– Expand reach of your services within account

• Opportunities for revenue from existing customers– Everyone packages in some fashion

• Add on product sales– AdminStudio– Workflow Manager

• Add on services– How much can you imagine?


Licensing & Compliance: The Business ChallengeNot Buying the Right Number or Types of Licenses Is Costly

Too muchToo much Not enoughNot enough

Underutilized Licenses

60% of applications are overlicensed - Gartner

License Denials

Unable to meet deadlines and target time to market

Shelfware

20% of all installed software is unused - Forsythe

Non-compliance

30% of licensed software is out of compliance - Gartner


+ +

Manually created spreadsheets & databases No view of usage across the enterprise or forecasting No contract or cost information

BusinessAnalysts

Myriad of Spreadsheets

+

FinancialSystem

10

© 2007 Macrovision Corporation

Software License Management Solution

LICENSE SHARINGTypical licensing operations are decentralized

300 Licenses (50 licenses each site)200 “in use”, 100 “extra”

3 “extra” licenses






AccountInventory

Licensing & Compliance: The Business ChallengeMasses of data but shortage of useful information


In a Perfect World…

An order is placed…

Continual process of checking usage versus contract to optimize and ensure compliance

Applications are deployed… Usage is monitored

Order/Contract

Applications Usage


FLEXnet Manager & Enterprise License Compliance

Three main benefits for your customers:

• Reporting– LDAP Integration– Database import functionality

• Administration– Configurable alarms & alerts– Control over all licenses from one console– No need to VPN to servers, etc.

• Compliance– FLEXwrap in all AdminStudio editions– Define user groups & individual user specifics

• Geographic location, named user rights, etc.

Average customer saves 30% with this solution– Gartner expects that level of savings in first year alone!


FLEXnet Manager & Enterprise License Compliance

Four quick questions to qualify your customers:

• What are you using for your license management currently?

– You would be surprised how many of your customers are using nothing or homemade solutions!

• Is it a concern for you (or someone at your company) to save money on your FLEX-enabled software?

– Over 8,000 applications use FLEXnet licensing technology!

• What applications at your company are important for you to track their usage?

– Even if apps are not FLEX-enabled, they can be FLEXwrapped!

• What do you spend on your FLEX-enabled software licensing each year?

– This could easily be $500k to over $1M for a single customer!


What your customers will gain…

2008 2009 2010 2011 …

So

ftw

are

Sp

en

d

Customer Examples:

Freescale would be spending at least 35% more on software every year

METRO Group has not purchased SAP licenses in 2 years – despite expanding

Without A

cresso

With Acresso License Optimization

Reduce Software Spending Over Time


What your customers will gain…

• Optimize their software spending• Reduce their time and effort wasted manually managing

their licenses and demonstrating compliance for audits• Minimize their downtime and delays due to denials• Minimize their risk and cost of non-compliance

ROI Opportunities that have your customers take notice

“With Acresso…we now understand - for the first time - exactly what our license requirements are for the whole corporation… we

can make better, more informed and more strategic decisions.”Software Asset Management Group Manager


What YOU will gain…

• Allows you to engage as “trusted advisor” – Helping customers save money!

• Additional opportunities to sell services to customers in pain / need• Ability to sell higher in organizations, larger deals!• Increased revenue and gross profit

Protecting your customers from audits, feel secure about their compliance – Very powerful position with your customers!

Increased visibility and opportunities into your customers


Logistics Information – How Products Are Sold

Order rules pretty straightforward compared to others…

All lines have following options:

1] Product alone (full or upgrade)

2] Product + maintenance bundles (full or upgrade)

3] Maintenance renewals (maint customers only)

*NEW maintenance only sold as a bundle!*

• Definitely a great upsell opportunity for you and great value for customers!

• 3 tiers of maintenance: – Bronze (email/web only)

– Silver (Bronze + phone access 8x5, 16hr response)

– Gold (Silver + 24x5 phone access, <4hr response avail)

http://www.acresso.com/support/maintenance.htm


Summary & Conclusion

How to increase sales & double your revenue:• Bundle AdminStudio into all VMware ThinApp,

Microsoft ConfigMgr, Novell ZENworks, & Citrix XenApp sales discussions

• Ensure when quoting for InstallShield, InstallAnywhere and AdminStudio you are always using the maintenance bundles – maintenance can add a significant revenue amount on your deals

• We have alternate licensing models available for InstallShield/InstallAnywhere and AdminStudio (floating, per desktop, etc.) Engage Lifeboat!


Summary & Conclusion (cont’d)

How to increase sales & double your revenue:• License compliance with Acresso solutions (FLEXnet

Manager, etc.) can add large amounts of revenue to your company!

• Acresso Software solutions allow you to build professional services & consulting to compliment and enhance implementation

• If preferred, also available as a resell option

• Propose training as an option, especially with multi-license opportunities

• When selling other solutions remember the Acresso solution to compliment these sales …



Q&A

Who has the first question?


end

© 2008 Acresso Software | Company Confidential Solution Overview for Lifeboat Cross- Channel Connexion October 23-24, 2008.

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