COPYRIGHT © 2008, BUSINESS OBJECTS S.A.

GROWING AN ON-DEMAND BUSINESS, SIIA EUROPE 08Mani Gill, VP of OnDemand

SLIDE 2 BUSINESS OBJECTS CONFIDENTIAL. COPYRIGHT © 2008 BUSINESS OBJECTS S.A.

AGENDA

1. A bit of history

2. A look at where we are today

3. Information OnDemand

4. Some lessons learned

5. Challenges and growth 2008-2010

6. Conclusion

SLIDE 3 BUSINESS OBJECTS CONFIDENTIAL. COPYRIGHT © 2008 BUSINESS OBJECTS S.A.

WHERE WE STARTED 2.5 YEARS AGO

We said “Let’s find an easier way to share Crystal Reports”

Report

Web

SLIDE 4 BUSINESS OBJECTS CONFIDENTIAL. COPYRIGHT © 2008 BUSINESS OBJECTS S.A.

CHALLENGES

No SaaS expertise

No multi-tenancy R&D knowledge

No billing infrastructure

Significant organizational pushback

No funding

No hosting infrastructure

No finance expertise

Other than that – things were great…

We overcame all those issues

SLIDE 5 BUSINESS OBJECTS CONFIDENTIAL. COPYRIGHT © 2008 BUSINESS OBJECTS S.A.

KEY’S TO SUCCESS

Don’t boil the oceanRapid innovation is inherent to SaaS

DesignSimplicity

Scale

Understand your costsHosting unit

Sales

Support/Services

PricingSimple

Mash-upsLeverage cloud services

Billing, Reporting

SLIDE 6 BUSINESS OBJECTS CONFIDENTIAL. COPYRIGHT © 2008 BUSINESS OBJECTS S.A.

WHERE WE ARE TODAY

Business Intelligence OnDemand(cr.com, Complete BI, EIM, Data Warehousing) Business Intelligence OnDemand(cr.com, Complete BI, EIM, Data Warehousing)

Business Applications OnDemand(nsite.com)Business Applications OnDemand(nsite.com)

Information OnDemand(information.ondemand.com)Information OnDemand(information.ondemand.com)

Data Quality OnDemandData Quality OnDemand

External A

pplication Integration(i.e. S

alesforce.com)

External A

pplication Integration(i.e. S

alesforce.com)

SLIDE 7 BUSINESS OBJECTS CONFIDENTIAL. COPYRIGHT © 2008 BUSINESS OBJECTS S.A.

WHERE WE ARE TODAY

Business Intelligence OnDemandOffload your business intelligence and data warehouse infrastructure

onto our hosted platform—and start analyzing your data sooner.

Information OnDemandEnhancing Business Intelligence with External information. Compare

your organization's data to third-party market and financial data. Our prebuilt reports save you hours or days of preparation.

Business Applications OnDemandAutomate, manage and gain insight into your organization's processes.

Easily extend your on-demand applications and apply the power of business intelligence to process management.

Deploy a business intelligence solution over the Web - without buying servers or installing

software. Give insight to customers and partners immediately, without an IT project.

SLIDE 8 BUSINESS OBJECTS CONFIDENTIAL. COPYRIGHT © 2008 BUSINESS OBJECTS S.A.

ONDEMAND MOMENTUM

0

20,000

40,000

60,000

80,000

100,000

120,000

H2 2005 H1 2006 H2 2006 H1 2007 H2 2007 H1 2008

OnDemand Subscriber Growth

(Projected)

“The rapid growth of its OnDemand BI offerings, for which it now has more than 70,000 customers, makes Business Objects the

de facto leader in SaaS BI.” (Gartner)

SLIDE 9 BUSINESS OBJECTS CONFIDENTIAL. COPYRIGHT © 2008 BUSINESS OBJECTS S.A.

CUSTOMERS

SLIDE 10 BUSINESS OBJECTS CONFIDENTIAL. COPYRIGHT © 2008 BUSINESS OBJECTS S.A.

SALES PROSPECTING

SLIDE 11 BUSINESS OBJECTS CONFIDENTIAL. COPYRIGHT © 2008 BUSINESS OBJECTS S.A.

GROWING AN ON-DEMAND BUSINESS

Key Assumptions 18 Months Ago:– Instant leverage with via channel and into install base

– High degree of leverage with Enterprise and mid-market sales team

– Ability to modify key infrastructure elements to support OnDemand model (order processing, rev rec, legal, sales ops etc)

– Simple, low touch, high volume sales model

Lessons Learned:We are one-of-many groups targeting CR install base limited access to lists

Some leverage wit the channel, mid-market and enterprise teams

On Demand team leads primary selling effort

Challenges include influencing key infrastructure processes – time consuming, resource intensive usually resulting in compromise or work-around solutions

Higher touch model than anticipated

SLIDE 12 BUSINESS OBJECTS CONFIDENTIAL. COPYRIGHT © 2008 BUSINESS OBJECTS S.A.

CUSTOMER AND MARKET TRENDS

From wide-spread data to unified, relevant information view

WWW

All data sources (internal and external, structured and unstructured) need to be leveraged to create insight that

is relevant for decision making and business performance optimization.

From people to teamsPeople need ways to better collaborate in a given

business context and better support for the way teams really work.

From businesses to business networks

Businesses need to leverage the transformation of their business networks as a new source of competitive

advantage.

SLIDE 13 BUSINESS OBJECTS CONFIDENTIAL. COPYRIGHT © 2008 BUSINESS OBJECTS S.A.

Deliver solutions to support company visionEnhancing Business Intelligence with Information OnDemand

Enable collaboration across organizational and data boundaries

Address the “multi-Saas” problem

Leverage and grow our Partner NetworkOEM, VAR, Reseller, Solution Provider, ISV, Strategic

Support categories with rapidly growing SaaS adoptionGovernance, Risk and Compliance (GRC)

Human Capital Management, Collaboration, Security

2008 – 2010 Growth Drivers

SLIDE 14 BUSINESS OBJECTS CONFIDENTIAL. COPYRIGHT © 2008 BUSINESS OBJECTS S.A.

CONCLUSION

Start small

Keep it simple

Leverage mash-ups

Thank you!

Mani Gill

WW VP of OnDemand Software and Services,Business Objects, an SAP company

www.ondemand.com