SilkElite Monthly Webinar February 7, 2006

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SilkElite Monthly Webinar February 7, 2006
Segue Confidential Partner Internal Use Only
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WELCOME!
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Agenda

• News Update
• Rohit GuptaNew Organizational Structure
• Ernst AmbichlChief Technology Officer,
  Segue2006 Product Roadmap
• Ian OlinerStrategic Selling
• QA/Wrap Up

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News Update

• Segue to Announce Fourth Quarter and 2005 Results
  (January 18)
• ProactiveNet and Segue Sign OEM Agreement
  (January 17)
• Segue Software and Empowered Networks Announce
  Canadian Partnership (January 17)
• Segue Expands Presence in India (December 22)
• Segue Continues Holiday Tradition of Giving Back
  to Community (December 19)
• News Updates (press releases and media
  coverage)http//www.segue.com/about-segue/newsro
  om/index.asp

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Media Coverage

• Do-it-Yourself Jewelry TV forges its own path,
  with the help of software testing tools testing
  prepares way for SOALine56December 15,
  2005http//www.line56.com/articles/default.asp?ar
  ticleID7178TopicID4
• Now Private, Serena Wants Public WorksSD
  TimesDecember 15, 2005http//www.sdtimes.com/art
  icle/story-20051215-03.html
• Quality is Now Development Job OneeWEEKDecember
  12, 2005http//www.eweek.com/article2/0,1895,1896
  691,00.asp

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Evaluation Project

• Supports a more user-friendly evaluation process
• Available from Segues Web site
• No SilkMeter, no license import
• 14-day evaluation 10 VUs
• Splash screen provides remaining eval time (days)
• Cannot evaluate the same product again on the
  same machine
• At the end of the eval, user must work through a
  sales rep to receive an extension of the eval
  (ISR to qualify) limit (1) 7-day extension
• Level 1 support is through the local TAM
  read-only access to Tech Support Web site
• Introduced first for SilkPerformer/Lite/CTE GA
  Feb. 13
• SilkTest, SilkCentral Test Manager to follow

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2006 Segue Partner Organizational Structure

• Rohit Gupta, VP of Alliances

Segue Confidential Partner Internal Use Only
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Sales Organization 2006
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Europe Organizational Structure

• Europe Africa
• Wolfgang Karas (VP Sales EMEA)
• Sales contact Henning Barz
• Presales/technical contact Mieke Gevers

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Americas Organizational Structure

• Canada
• Scott Hines (VP Sales Eastern US Canada)
• Sales presales contact Empowered Networks
• US Reseller/Consulting/Referral Partners
  Alliances Latin America
• Sales contact Scott Dahlgren
• OEM Accounts
• Sales contact Steve Latter
• Technical contact Kieran Galvin

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APAC Organizational Structure

• Asia/Pacific/Middle East
• Paul Harris (VP Sales Western US and APAC)
• Rohit Gupta (VP Sales ME-APAC/BD)
• Sales contacts Vishnu Raned
• Presales contact PR Sriram

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Administration

• You go to
• Sales Contact for
• Contracts
• Order processing
• Lead distribution
• Monthly demo licenses
• Escalations
• Marketing support (together with Heidi)
• Technical Contact for
• Technical issues

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Q A
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2006 Product Roadmap Update

• Ernst Ambichl, Chief Technology Officer

Segue Confidential Partner Internal Use Only
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Segues Corporate Strategy P.I.E.

• PROTECT our technology leadership position by
  continuing to develop a strong family of
  best-in-breed tools that are tightly integrated

• INNOVATE our family of tools into a platform from
  which specialized QM solutions can be easily
  developed by ourselves, our customers, or our
  partners

• EXPAND our presence in existing markets and enter
  new markets through selective technology and
  business alliances

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Two-Year Product Priorities

• PROTECT
• Investing in architecture
• Updating technology support
• Investing in integrating with code-level
  diagnostic
• INNOVATE
• Continuing our tools-to-platform strategy
• Embrace Eclipse as part of our platform strategy
• Create a market-leading SOA testing solution
• EXPAND
• Grow test management through focusing on
  market-driven enhancements and integrations to
  ALM tools
• Grow performance management through strong
  integration with performance testing providing QA
  a window to post-deployment

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Two Year Product Roadmap Overview
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Product Roadmap Q3/2005-2006
SC-TM 8.2 Market-Driven Update (Eclipse, Manual
Testing, Resource Mgt.)
SC-TM 8.1 Market-Driven Update (SC-IM Int., Open
APIs, Enh. Reporting, DOORS)
SC-PM 3.0 PartnerMarket-Driven Update (New SCA,
Enh. Reporting)
SC-PM 2.9 Green Screen
ST Enh. Core Tech. Support (.NET, J2EE, TrueLog)
ST 8.0 Core Tech. Ease of Use (Firefox, IE7,
Eclipse SWT,Custom VO)
ST 7.6 Linux/UNIX
SP 8.0 Diagnostics (J2EE, Code-Level, JMX), FAT
client, Eclipse
SP 7.3 Green Screen, SC-TM 8.1 compatibility
SP 7.2 SAP Certification, Source Control
Integration
Q3/05
Q4/05
H1/06
H2/06
SilkPerformer
SilkTest
SC Performance Manager
SC Test Manager
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Eclipse Roadmap Q3/05-Q2/06

• Functional Testing of Eclipse based Applications
  (SWT support)
• SilkTest 8.0
• SC-TM 8.2 - Eclipse ALF compliant version
• ALF compliant test management events Web
  services
• Sample integrations (service flows) with Serena
  products
• Eclipse Plug-ins for Manual Testing and Unit
  Testing

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Q A
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Selling Strategy Customer Case Study

• Ian Oliner, Enterprise Sales Representative

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Sales Win Case Study Agenda

• Business/environment overview
• Competitive landscape
• Why we won/how we won
• Strategic use of a SilkElite partner
• Q and A

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Business Environment/Overview

• This U.S. customer is one of the world's largest
  administrators of institutional assets, serving
  more than 2,600 corporations, pension plans,
  unions, not-for-profits and other clients around
  the world. This institution also provides
  enhanced index and actively managed mutual funds,
  also performs securities lending, currency
  management, and portfolio transaction management
  services

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Competitive Landscape Q2 05

• Where Company X was at the time we engaged in May
• Profile of the prospect
• Manual shop
• Concerned about application readiness business
  units depended on it improving
• An internal champion who saw the benefit of
  automation in a prior job

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Why we won/how we won

• Listened to the customer
• The competitor was arrogant
• The profile of the prospect
• The Segue technical and business advantages

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Strategic Use of SilkElite Partner

• Why teamed with SE consulting partner
• Strategy for integrating the partner into the
  deal
• How the partner helped to make an initial
  eval/POC successful
• Win-Win Segue-Partner

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Q A
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Wrap Up

• Questions/Comments?

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• Thanks for your time today!
• Next SilkElite Monthly Webinar
• March 7, 10am EST