Neil Campbell Head of Product and Marketing brightsolid online

2 Information Classification: Restricted 25 mins: 10 things to cover  Intro to brightsolid  3 stories of our work with App Vendors  3 key rules we follow when partnering  3 lessons learned

3 Information Classification: Restricted brightsolid background  Parent Company  Est. 150 years, 1500 employees  FY11 Rev: £250m  £750m in non-traded investments  >250m comics, books, magazines + newspapers per year  Incl. Regional Newspapers, Beano, Paragon Books  Innovative online applications for consumers and enterprises  Est. 18 years  Team of 225  MSP with 2 UK data centres  HQ in Dundee,  Offices in Shoreditch, Edinburgh, Dublin, Sydney and Los Angeles

4 Information Classification: Restricted brightsolid today  Number 1 in online genealogy in the UK (number 2 globally)  Top 3 UK Social Media player  All supported by our MSP heritage and backbone from our Dundee data centres  Our MSP business model extends from Application Clouds to Infrastructure-as-a-Service and Virtual Network provision

5 Information Classification: Restricted Our consumer business

6 Information Classification: Restricted There is a new name added every second to the Genes Reunited Family Tree

7 Information Classification: Restricted There are 24,021,406 registered members on Friends Reunited

8 Information Classification: Restricted The 1.5 billion names in our genealogy databases is more than China’s 1.3 billion population.

9 Information Classification: Restricted With the British Library we are digitising enough newspapers to cover Hampden Stadium each day

10 Information Classification: Restricted Drivers in the Enterprise Market  70% of CIO’s primary concern is security, source Goldman Sachs survey 2011  Cloud is predicted to grow to 16% of a 200bn global IT market by 2014 and is exceeding growth forecasts  65% of CIO’s plan to partner extensively as opposed to do everything in house, Source IBM CIO 2011 report  By % of IT budgets will be outside IT, Source HP 2012 We recognise that only 6% of non-IT stakeholders, see IT as a critical enabler of the business vision – Source IBM CIO 2011 report

11 Information Classification: Restricted Customers

12 Information Classification: Restricted Fully Managed Infrastructures  Dedicated or Multi-Tenant Environments  State-of-the-art Tier3+ (Tier 4) facilities  Nationwide MPLS network Security 24x7

13 Information Classification: Restricted Application Clouds SaaS with Compliance, Security & Usability

14 Information Classification: Restricted  Intro to brightsolid  3 stories of our work with App Vendors  3 key rules we follow when partnering  3 lessons learned 25 mins: 10 things to cover

15 Information Classification: Restricted Story 1: ‘Traditional’ Model  Maximo Asset Management  Solution delivered and live: FTSE 250 client  One contract, single SLA, per-user pricing  Signing to go-live: 6 weeks (over Christmas)  ‘Traditional’ model: give pricing to app vendor, they add margin, licenses and their services  Repeating now: Existing customer extended project after 12 weeks + additional deals in pipeline

16 Information Classification: Restricted Story 2: Agile Delivery  Cognos Business Analytics  UK Police Force  Tuesday – concerns over Saturday’s match  Friday – solution live analysing all social media and alerting for trends in real-time  Our model: Co-sell, split revenue: shared risk, shared reward

17 Information Classification: Restricted Story 3: Game-changing tech  Mango Apps  Seattle Based ISV: World’s Most Advanced Enterprise Collaboration Software  Gartner Cool Vendor 2012  Our model: We sell and support in Europe – joint lead- gen, licence model, working together to develop product

18 Information Classification: Restricted  Intro to brightsolid  3 stories of our work with App Vendors  3 key rules we follow when partnering  3 lessons learned 25 mins: 10 things to cover

19 Information Classification: Restricted Rule 1: Be our own customer Use the application within our group

20 Information Classification: Restricted Rule 2: Be a natural extension of existing products

21 Information Classification: Restricted Rule 3: Satisfy an existing demand

22 Information Classification: Restricted 3 rules for selecting app partners:  1: We use the app within our group  2: Natural extension of existing products  3: Customers are asking us for it  3 out of 3 = Ideal  2 out of 3 = Worth consideration

23 Information Classification: Restricted  Intro to brightsolid  3 real-life stories of working with App Vendors  3 key rules we follow when partnering  3 lessons learned 25 mins: 10 things to cover

24 Information Classification: Restricted Lesson Learned 1: Don’t underestimate application support

25 Information Classification: Restricted Lesson Learned 2: Comms from server to desktop are vital, and often overlooked

26 Information Classification: Restricted Lesson Learned 3: Don’t “sell a fire extinguisher in a butchers”

27 Information Classification: Restricted 25 mins: 10 things to cover  Intro to brightsolid  3 real-life stories of working with App Vendors  3 key rules we follow when partnering  3 lessons learned

Neil Campbell Head of Product and Marketing brightsolid online