15/10/2015 BMC Global Services David Lavanty, Vice President

© Copyright 15/10/2015 BMC Software, Inc. 2 INTERNAL USE ONLY © Copyright 10/15/2015 BMC Software, Inc. 2 BSM Theory

© Copyright 15/10/2015 BMC Software, Inc. 3 Key Message › Partners and BMC Global Services: –40% of revenues delivered thru partners –55% of our revenues were subcontracted back to you –Extending capabilities and capacity of partners to reach larger market –Significant wins in EMEA Vital Strategic Partnership

© Copyright 15/10/2015 BMC Software, Inc. 4 INTERNAL USE ONLY © Copyright 10/15/2015 BMC Software, Inc. 4 BMC Global Services Mission To be the most significant go-to-market partner for the ESM sales teams and to drive the BMC delivery ecosystem via thought leadership, innovation, and highest- value / lowest-risk services to ensure BSM benefit realization and adoption.

© Copyright 15/10/2015 BMC Software, Inc. 5 BMC Global Services Organization Overview INTERNA USE ONLY © Copyright 10/15/2015 BMC Software, Inc. Andy Hayden Vice President North America Consulting Eric Blum Vice President EMEA Consulting Linda Moss Vice President Worldwide Education Rick Laner Director Emerging Growth / AP Consulting Adriana Gutierrez Manager Emerging Growth / LA Consulting Steve Davito Director Global Services Marketing and R&D Terry Crawford-Smith Director Global Services Finance & Operations Chuck Huffman Manager (Acting) Managed Services Mati Gaona Manager (Acting) SaaS Delivery Duff Ibanez Global Sourcing Dawn Weaver Executive Assistant Dave Lavanty Vice President Global Services

© Copyright 15/10/2015 BMC Software, Inc. 6 HIGHLY DIFFERENTIATED & HIGHLY REPEATABLE “Market Making” DEAL DRIVEN “Low Repeatability” Sales Engagement Partnering based on individual customer requirements Go-To-Market Portfolio of partner developed unique service offerings enabled by BMC Upper Mid-Market Co-Development Strategic joint Investment to develop unique industry & horizontal solutions Tactical Strategic DIFFERANTIATED & REPEATABLE “Joint Targeted Go-to- Market around specific Partner Offerings” Breadth of Market Focus Value Differentiation of partnership SI Strategy : Value Differentiation

© Copyright 15/10/2015 BMC Software, Inc. 7 More Differentiated Service Offerings Drive Partnership Impact forward in the License Sales Cycle I II III License Sale Partnering Based on Circumstances Market Making based on Strategic Partnership filling white space Region or Industry Account Targeting based on Differentiated Partner Service Offering Pre Sale Post Sale

© Copyright 15/10/2015 BMC Software, Inc. 8 Market and Customer Requirements Consultative Sale vs. Product Sale Solution Based Offering Product Lead Services CUSTOMER BUYING PROCESS CALL POINTS Why BMC? Why Now?Why Do Something? Where Transformation Partner Engages Where Software Engages INTERNAL USE ONLY © Copyright 10/15/2015 BMC Software, Inc.

© Copyright 15/10/2015 BMC Software, Inc. 9 Specialization and Alignment Field Delivery & Execution Practice-based Go-To-Market Service Support Service Assurance Service Automation INTERNAL USE ONLY © Copyright 10/15/2015 BMC Software, Inc.

© Copyright 15/10/2015 BMC Software, Inc. 10 › Best Practice Awareness, Simulation, and Mobilization Workshops › Training Needs Assessment › ITIL and COBIT Certification › Administrator and Operator Training › Tailored End User Training BMC Educational Services Specialization and Alignment Services Portfolio › IT Maturity Assessments & Benchmarking › BSM Roadmap Definition › IT Process Consulting › Organizational Change Planning Services › IT Program Governance Services BMC Strategic Business Services › SureStart Assessments › Rapid Results and Blueprint Implementations › Advisory Consulting Services › Integration CoE › Remote Development Center BMC Solution Delivery Services › Healthcheck Services › Expert Services › Benefits Realization Services › Technical Project Management › Managed Services BMC Optimization Services › Technical Account / Project Management › Expert Services BMC Quality Assurance Services “WHAT TO DO”“HOW TO DO IT / HELP TO BUILD IT”“HELP YOU RUN / MANAGE”“BRAND PROMISE & PROTECTION” BMC Strategic Business Services BMC Solution Delivery Services BMC Optimization Services BMC Educational Services BMC Quality Assurance Services INTERNAL USE ONLY © Copyright 10/15/2015 BMC Software, Inc.

© Copyright 15/10/2015 BMC Software, Inc. 11 INTERNAL USE ONLY © Copyright 10/15/2015 BMC Software, Inc. 11 FY2009 Will Be a Success IF: › We have established ourselves as the premier experts in BSM solutions › We have driven significant license opportunities with you › You can each point to engagements where customers are realizing the benefits of our solutions › We have contributed to a healthy and vital partner ecosystem