Crystal Reports 2008 Developer Advantage Deliver professional reporting with your business application, anywhere January 27, 2009.

Crystal Reports 2008 Developer AdvantageDeliver professional reporting with your business application, anywhere

January 27, 2009

© SAP 2008 / Page 2

1. The Crystal Reports potfolio

2. Introducing Crystal Reports 2008 Developer Advantage

3. Target audience

4. Pricing, licensing, availability

Agenda

Crystal ReportsA complete family of offerings

TOTAL REPORTINGEssential. Insightful. Integrated.

Crystal Reports Developer solutions

Integrated reporting for developers, ISV, VAR and OEM Increase the value of your applications Meet your application development requirements Increase individual and team productivity

Crystal Reports makes your business application better

Crystal Reports 2008Crystal Reports for Visual StudioCrystal Reports for Eclipse 2.0Crystal Reports 2008 Developer Advantage Crystal Reports Server 2008 Embedded

Why Crystal Reports Developer Advantage?

Introducing Crystal Reports 2008 Developer Advantage

Simple report deployment license

Take your business report beyond the firewall

Eliminate tedious contract negotiations

Reduce your report deployment cost

Embed professional reports in your application with one time, royalty-free payment

Share your web application with embedded reporting to any number of external users like customers, vendors and partners

Embed reporting in OEM commercial applications with one-time licensing fee for any deployment scenario

Minimize your application development and development costs with affordable pricing

Deliver professional reporting with your application, anywhere

Crystal Reports 2008 Developer Advantage• A runtime license for Crystal Reports• Allow customers to embed Crystal Reports runtime engine in applications shared outside their organization• Allows ISVs and small OEMs to embed the Crystal Reports runtime engine in their commercial applications• This is not software

Customers are delighted…

“For years we have worked with companies to extend their reporting to their external portals. Crystal Reports Developer Advantage now allows us to add the industry's leading reporting tool directly into our client’s web site for their external users. It empowers organizations to deliver data to customers, partners, or anyone that needs real time access to reports."

Kevin McManus, McManus Software + Consulting

“

Complementing existing Crystal Reports solutions

Add Crystal Reports 2008 Developer Advantage to these solutions:

* Crystal Reports for Visual Studio includes licensing for every deployment scenarios

Reporting Application TypeApplication Deployment: / End-user type: Internal External Internal External

Crystal Reports 2008 √ √ √

Crystal Reports 2008 Visual Advantage √ √ √

Crystal Reports for Eclipse 2.0 √ √ √

Crystal Reports 2008 for Visual Studio (Basic) √ √ √ √

Thick Client Web-based

Crystal Reports 2008 Developer

Advantage

Redistribution Rights for

Runtime Report Engine

How Crystal Reports licensing works:Thick-client applications can be freely distributed both internally and externally. Web applications can be freely distributed internally only.External distribution of Web applications is available through either OEM licensing, or by purchasing Crystal Reports 2008 Developer Advantage.* Internal application: used by employees or contractors** External applications: used by everyone else

Crystal Reports 2008 Developer Advantage - Specifications Redistribution rights for engine and viewer only Not the report designer For that version of the product only No discounted upgrade price – customers must rebuy at full price Not software

Competitive review – Can We Win?

Crystal Reports

Microsoft Reporting Services

Open Source

Edit while previewing in report designer

.Net support

Java support

Major browser support

Offline viewer

No database dependencies

Chart functionality

Royalty Free engine redistribution

Gain market share with a complete set of solutions and licensing options

End-user persona

End-user Organization Typical needs Sample implementation

Corporate Developer

Any size organization

Part of the IT group

Develops customized applications

Enable internal and external users to access their corporate application

Simple licensing, no perpetual costs

.Net or Java, typically one or the other, sometimes both.

ABC company decided to share their internal inventory reports with customers via their server-based application;

Objective: improve customer satisfaction and reduce order management costs with self serve order tracking and order status update service;

Requirement: Allow 50 external users to access their web-based reporting app.

Current cost: $ 495 x 50 =$ 24,750

CR Dev Advantage cost: $2,495

Savings: $22,255

Commercial Developer

ISV organization

Develop commercial applications

Deploy their applications anywhere

Cross-platform app development tools

Support for all major browsers and operating systems.

Lightweight, embeddable.

.Net or Java, typically one or the other, sometimes both.

Small ISV company develops commercial software for tracking antivirus attacks on home computers. Retail price of their application = $50 / unit

Objective: add reporting to their application to allow users to get their virus attack stats in nicely formatted reports. Estimated units sold annually: 100

Current cost: $ 495 x 100 =$ 49,500

CR Dev Advantage cost: $2,495

Savings: $47,005

Project Manager

VAR organization

Coordinates development teams

Manage project budget

Deploy their applications anywhere

Minimize project and app deployment cost.

.Net and Java so one reporting tool can be used in many customer scenarios to standardize the toolkit.

Simple licensing once the customer takes delivery.

XYZ is in the business of renting vacation properties around the globe; they hired a VAR organization to develop a web-based application that allows end users to generate reports on property availability. Estimated concurrent users: 20.

Current cost: $ 495 x 20 =$ 9,900

CR Dev Advantage cost: $2,495

Savings: $7,405

The economic buyer

Customer profile

IT departments in any size organization – maintain business systems across their organization. Mandated to make information accessible to all users.

Small ISVs & VARs – incorporate reporting in the custom-built applications they deploy on their client’s site, App will be used also by to external users.

Small OEMs (under $100M in annual revenue) – embed reporting in the applications they build and commercialize;

Current business challenges

Deploying reports with their application over the web to external users such as customers, partners and vendors is expensive - buy one report designer license for each user accessing the app.

The licensing cost for their application becomes prohibitive as more users access the app.

Don’t do enough business to afford negotiating their own OEM agreement;

Licensing cost is a barrier for deploying reporting applications externally

Selling to IT departments in any size organization

Do you need to share reporting with customers/partners over the web?

Selling to VAR organizations

Does your customer need to make the reporting application you are building for them accessible to external users?

Selling to small ISV/OEM organizations Do you intent to embed reporting in your commercial application?

Qualifying questionsRecommended qualification process during sales calls

Step 1: If answer is YES, ask ‘What version of Crystal Reports do you use?’

Step 2: If answer is Crystal Report 2008Crystal Reports 2008 Visual Advantage, or

Crystal Reports for Eclipse 2.0

Step 3: Sell Crystal Reports 2008 Developer Advantage

If customer is not interested in this license, qualify their needs for other solutions

© SAP 2008 / Page 12

New Crystal Reports for Eclipse 2.0

Viewer support for all Crystal Reports 2008 interactive features (at runtime)

Parameter panels and optional parameters

Dynamic, cascading prompts

On-report sort controls

Flash integration for what-if scenario models

Integrated designer and enhanced developer features Save time with editable preview

Minimize coding work with context menu for report viewer creation

Add value to your OEM application with embedded report designer

Enhanced data connection for better reporting off your Java application

Get more value out of your reporting application with improved SDKs

Simplified licensing Same simple licensing model as Crystal Reports 2008

Viewer support for all Crystal Reports 2008 interactive features (at runtime)

Parameter panels and optional parameters

Dynamic, cascading prompts

On-report sort controls

Flash integration for what-if scenario models

Integrated designer and enhanced developer features Save time with editable preview

Minimize coding work with context menu for report viewer creation

Add value to your OEM application with embedded report designer

Enhanced data connection for better reporting off your Java application

Get more value out of your reporting application with improved SDKs

Simplified licensing Same simple licensing model as Crystal Reports 2008

100% Java-based reporting solution that makes it easy to add professional formatted reporting to both thick and thin client Java applications.

From FREE products to actual REVENUE!

Why do we create, sustain and promote free products? Customers get a chance to familiarize themselves with our technology at no risk Customers use .rpt files, embed them in other application, and share them with other users Easy way to promote our technology and create brand awareness Create a need for our paid products and generate influence revenue

Well known free products:

Crystal Reports Viewer 2008

Crystal Reports 2008: modify and build better reportsCrystal Reports 2008 Visual Advantage: modify reports

add interactive visualizationsCrystal Reports Server 2008 5 NUL: secure, manage, share, deliver reports

Crystal Reports 2008 for Visual Studio

Crystal Reports 2008: build better reports Crystal Reports 2008 Visual Advantage: build better reports

add interactive visualizations add Flash to .NET applications

Crystal Reports for Eclipse 2.0

Crystal Reports 2008: build better reports Crystal Reports 2008 Visual Advantage: build better reports

add interactive visualizationsCrystal Reports 2008 Developer Advantage: deploy reporting externally

Free solution Paid solution

Pricing and Availability

AVAILABLE NOW!

Pricing MSRP One time payment, royalty-free redistribution $2,495 / €1,995

Global Availability Distribution E-store Telesales OEM

© SAP 2008 / Page 15

Increase your order value with Crystal Reports 2008 Developer Advantage

1

Sell CR 2008 Developer Advantage to existing customers• Target existing users of Crystal Reports 2008 and Crystal Reports 2008 Visual Advantage

3

2

Promote Crystal Reports for Eclipse 2.0 and sell Crystal Reports 2008 and Crystal Reports 2008 Developer Advantage

Add Crystal Reports 2008 Developer Advantage to new deals• Sell with Crystal Reports 2008, Crystal Reports 2008 Visual Advantage

Leverage the complete Crystal Reports portfolio for Developers

Frequently Asked Questions

Q: Does the Crystal Reports Developer Advantage license apply to Crystal Reports XI and older versions?

A: No. This license only applies to the Crystal Reports 2008 runtime engine.

Q: Can customers purchase this license at an upgrade price?

A: No. All customers may purchase this item at full price.

Q: What is our maintenance and support policy?

A: Because this is not software, maintenance and support are not available.

Marketing plan

Market Launch date: February 3, 2009

# Task Description Target Date1 Partner Enablement

Partner Newsletter End of JanPartner Portal Update Partner Site with launch collaterals End of Jan

2 Sales EnablementSales Training Americas & EMEA 27-Jan

APJ 5-Feb3 Internal Communication IPG Newsletter End of Jan

4 Developer Marketing CampaignDeveloper Newsletters

Banner AdsPrint Ads

Google campaigneDM to New Names

eDM to House listLanding Page

Developer Webinar (end user & OEM) 11-Feb5 Disti & Reseller Marketing End Jan

Channel Address (introduce CRDA)Train & Influence Tier 1, 2, 3 Resellers

6 OEM Marketing End JanUpsell marketing to customers registering their CRDA (Q2/Q3)

7 Web PresenceNew product page on sap.com site 3-Feb

Update product start pages (CR 2008, CR XI) 3-FebUpdate SAP Community Network (SDN & BOC) 3-Feb

8 estoreNew product page on estore 3-Feb

Create cross-sell & upsell CTA 3-Feb9 PR / AR Campaign

CRYSTAL REPORTS 2008 DEVELOPER ADVANTAGE - LAUNCH PLAN

3-Feb

Sales resources

Updated CR 2008 What’s New

Updated CR 2008 FAQ

Updated CR 2008 Standard Sales Presentation

Developer Solutions Brochure

Developer Q & A Brochure

Updated Channel Sales Guide

Customer quote – McManus Consulting (small VAR)

Good selling!

Appendix

Major New Feature in 2.0

© SAP 2008 / Page 21