EMEA Channel James Anderson, Director EMEA Channel

My remit: BUILD our channel to support accelerated GROWTH 2

Exciting Times 3

LANDESK Channel Value Proposition Independent, channel focused software vendor Established markets growing YoY Joint sales and marketing planning Award Winning & Industry Leading Technology Technical and Sales enablement Compelling commercial agreements to grow revenue Managed and Professional Service potential

Unified Endpoint Management IT Asset Management IT Service Management USER-CENTERED Service Management Our Solution focus Secure Configuration Management

Product Innovation - Workspaces 6 IT Executive IT Analyst Security Administrator Asset Manager End User

7

2015 (ytd) Review 8

Organisational Changes –Creating a Channel organisation with local strategy Program Changes –Improving Deal registration margins –Bringing the Platinum threshold down Technical enablement courses –Deep Dive sessions Systems and Security Service Desk Channel Summary

A year in numbers % Ytd achievement against our Channel bookings goal 3 partners delivering over $1m in bookings 150+ partners transacting with us across our LD and SV business $2,769, 274 largest single deal

7% Growth in Channel Bookings –vs slight decline in overall bookings –On top of 12% growth in 2014 Growth coming from EMEA South –48% growth on 2014 –2 partners over $1million Channel accounts for 59% of our business –Up from 50% in Channel Bookings ‘15 vs ‘14

ITSM leads the way –TUM and LDSD account for 41% of new bookings TUM bookings up 60% in Channel Services – over $1.5m –Missed opportunity for our channel partners 12 Product splits ‘15 vs ‘14

Looking Ahead 13

ITSM will continue to lead our new business discussions ITAM is a huge potential growth area UEM will grow as mobile and traditional management tools converge Secure Configuration Management is ever present Evolving our Business 14 Secure Configuration Management Asset Management Service Management Unified Endpoint Management

Over 60% of our direct business is services –Our lead times are growing We need more skilled partners We outsourced over $1m in 2014 and will do so again in The Services Gap

ROI is strong –~10x return on every $ spent Increase partner lead generation –More activities from our partners –Lead by our partners Closer engagement with the marketing teams –Content improvements –Drive for on-demand content 16 Marketing and Lead Generation

17 A phased approach Phase 1 Build on a platform of core partners and evaluate needs Phase 2 Build capability and tools, and start to change behaviour Phase 3 Accelerate performance, continue to change and grow

18 To-do list in 2016 ① Continue to reward our Partners  Keep our deal registration principles  Reward technical skills  Ensure strong renewal performance ② Expand and Enable our Channel  More Partners  Improve our tools – Portal, LMS and sales and marketing content  Stronger and more relevant enablement  Sales and Technical  Areas of specialisation  Increase demand generation activity ③ Move towards Channel Centric  Internal work to be done  Reliant on our partners to help us fill the gaps

19 The Route to market - vision Enterprise over nodes Mid-Market nodes SMB Up to 1000 nodes Top/Named Accounts Enterprise lead with partner support, Hybrid Enterprise and Partners together, Indirect Remaining managed accounts SMB/unmanaged accounts Channel lead with Sales support, Indirect

Goal: Channel growth to 70% of our business 20

Thank you! 21

Awards

EMEA North Marketing excellence award 23 Zitac Consulting

EMEA North Service Partner of the year 24 Pangea Systems

EMEA North Growth Partner of Year 25 MarXtar

EMEA North Partner sales person of the year 26 Brian White

EMEA Partner of Year 27 Softcat

EMEA South New Partner of the year 28 Proservia

EMEA South Partner sales person of the year 29 Adel Swaydan

EMEA Growth Partner of the year 30 SCC

EMEA Service Partner of the year 31 EasyDesk

EMEA New Business Partner 32 Neurones

EMEA Central New Business Partner of the year 33 invent AG

EMEA Central Growth Partner of the year 34 perinova

EMEA Central New Partner of the year 35 SVA

EMEA Central Service Partner of the year 36 Expertize GmbH