Ramlam Funding Profile

Ramlam Funding ProfileBusiness As Usual Scenario

“Business As Usual” FY13 Budget AllocationItem Page

Scenario Summary – FY13 Budget Allocation

Allocation of OPEX by BU by Theater 3

Allocation by OPEX by Function by Theater 4

Financial Profile

Corporate Financial Projection 4

BU Financial Projections 5

Revenue Growth Contribution by BU 6

Revenue Growth Contribution by Theater 6

OPEX Spend Concentration by Function 7

OPEX Spend Concentration by BU 7

Strategic Profile

Portfolio Evolution

Corporate Portfolio Evolution 13

Evolution by BU 14

Evolution by Theater 15

Evolution by Corporate Goal 16

Evolution by Product / Service 17

Benefit Timing

Benefit Timing by BU 18

Benefit Timing by Theater 19

Benefit Uncertainty

Theater Revenue Uncertainty 20

Business Unit Revenue Uncertainty 21

Risk Profile

Corporate Risk Profile by BU 22

Corporate Risk Profile by Corporate Goal 23

Corporate Internal Risk by BU 24

Corporate External Risk by BU 25

Productivity Trends

ER by BU 26

Headcount by Function 27

Business Initiative Maturity

Initiative Maturity by Product by BU 28-30

BU Budget Allocation

Function Budget Allocation

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“Business As Usual” Financial ProfileItem Page




Financial Profile







Strategic Profile

Portfolio Evolution


Evolution by BU 14




Benefit Timing



Benefit Uncertainty



Risk Profile





Productivity Trends

ER by BU 26




Financial Projection - Corporate

FY2013 FY2014 FY2015Bookings 574,002,683 577,920,883 615,147,298 Revenue 551,359,160 592,878,824 617,393,218 COGS 333,867,358 338,066,874 350,011,729 GM 217,491,802 254,811,950 267,381,489 GM % 39.45% 42.98% 43.31%Engineering 41,899,944 50,690,366 52,490,129 Marketing 25,889,992 31,020,764 33,645,313 Sales 21,894,902 28,119,383 29,022,857 G&A 7,700,191 13,980,805 16,935,608 Total Opex 97,385,029 123,811,317 132,093,907 CM 120,106,773 131,000,633 135,287,582 CM % 21.78% 22.10% 21.91%Other Exp 20,651,319 22,217,235 27,575,459 OM 99,455,454 108,783,398 107,712,123 OM % 18.04% 18.35% 17.45%

Corporate Financial Projection External Report

FY2013 FY2014 FY2015Bookings 574,002,683 577,920,883 615,147,298 Revenue 551,359,160 592,878,824 617,393,218 COGS 333,867,358 338,066,874 350,011,729 GM 217,491,802 254,811,950 267,381,489 GM % 39.45% 42.98% 43.31%Engineering 40,230,186 47,934,982 49,559,140 Marketing 22,550,475 25,509,997 27,783,336 Sales 19,807,704 24,675,154 25,359,122 Service 8,348,792 13,776,917 14,654,942 G&A 6,447,872 11,914,267 14,737,366 Total Opex 97,385,029 123,811,317 132,093,907 CM 120,106,773 131,000,633 135,287,582 CM % 21.78% 22.10% 21.91%Other Exp 20,651,319 22,217,235 27,575,459 OM 99,455,454 108,783,398 107,712,123 OM % 18.04% 18.35% 17.45%

Corporate Financial Projection Internal Report

Financial Projection - BU

FY2013 FY2014 FY2015Bookings 72,848,966 59,985,214 78,843,127 Revenue 67,942,181 74,158,784 78,109,645 COGS 34,708,613 38,016,691 40,091,106 GM 33,233,568 36,142,093 38,018,539 GM % 48.91% 48.74% 48.67%Engineering 6,190,145 9,170,367 9,156,531 Marketing 4,590,182 5,149,222 4,763,325 Sales 4,027,577 5,038,532 4,615,075 G&A 1,340,582 2,409,599 2,515,348 Total Opex 16,148,486 21,767,720 21,050,278 CM 17,085,082 14,374,373 16,968,261 CM % 25.15% 19.38% 21.72%Other Exp 3,466,095 3,007,336 4,159,411 OM 13,618,987 11,367,037 12,808,850 OM % 20.04% 15.33% 16.40%

Financial Projection - Business Unit - YorkFY2013 FY2014 FY2015

Bookings 225,196,452 231,672,529 246,412,973 Revenue 220,657,386 236,515,340 246,096,142 COGS 140,822,585 135,592,364 140,628,130 GM 79,834,801 100,922,976 105,468,012 GM % 36.18% 42.67% 42.86%Engineering 18,631,069 18,219,983 19,505,643 Marketing 9,943,955 11,086,059 13,506,322 Sales 8,340,000 9,382,916 10,875,396 G&A 2,708,401 4,588,288 5,924,619 Total Opex 39,623,426 43,277,246 49,811,980 CM 40,211,375 57,645,730 55,656,032 CM % 18.22% 24.37% 22.62%Other Exp 8,600,187 10,081,969 9,910,482 OM 31,611,188 47,563,761 45,745,550 OM % 14.33% 20.11% 18.59%

Financial Projection - Business Unit - SmithFY2013 FY2014 FY2015

Bookings 275,957,265 286,263,140 289,891,198 Revenue 262,759,593 282,204,700 293,187,431 COGS 158,336,160 164,457,819 169,292,493 GM 104,423,433 117,746,881 123,894,938 GM % 39.74% 41.72% 42.26%Engineering 17,078,730 23,300,015 23,827,955 Marketing 11,355,855 14,785,483 15,375,667 Sales 9,527,324 13,697,935 13,532,387 G&A 3,651,208 6,982,918 8,495,640 Total Opex 41,613,117 58,766,351 61,231,649 CM 62,810,316 58,980,530 62,663,289 CM % 23.90% 20.90% 21.37%Other Exp 8,585,037 9,127,930 13,505,566 OM 54,225,279 49,852,600 49,157,723 OM % 20.64% 17.67% 16.77%

Financial Projection - Business Unit - Canton

Contribution to Revenue Growth - BU

Contribution to Revenue Growth - Theater

Concentration of OPEX Spend - Function

Concentration of OPEX Spend - BU

“Business As Usual” Strategic ProfileItem Page




Financial Profile







Strategic Profile

Portfolio Evolution


Evolution by BU 14




Benefit Timing



Benefit Uncertainty



Risk Profile





Productivity Trends

ER by BU 26




Corporate Portfolio Evolution - BU

Corporate Portfolio Evolution - Theater

Corporate Portfolio Evolution - Goal

Corporate Portfolio Evolution – P/S

Benefit Timing - BU

Benefit Timing - Theater

Benefit Uncertainty - Theater

Benefit Uncertainty - BU

Risk Profile - BU

Risk Profile - Goal

Internal Risk Profile - BU

External Risk Profile - BU

Productivity Trends - BU

Headcount Trends - Function

Ramlam Funding Profile

Documents

corporate goal16evolution

bu business

function concentration

bu6revenue growth contribution

bu24corporate external

bu18benefit timing

bu25productivity trendser

usual scenario1business