Pentaho Partner Program Info

Pentaho Expands European OperationsWelcome – Bienvenue – Willkommen –

Willkumm – Benvenuto – Welkom – Velkomen – Bienvenido - Isibingelelo - Merhaba

Agenda

EMEA Channels Manager

Pentaho Commercial Open Source Business Model

The Partner EcosystemWhat Pentaho expects?What you can expect?

European Strategy

Administration & Processes

Q&A

Your EMEA Representative

Sharmila Wijeyakumar, 33 years

Based near Valencia in Spain

Come from Microsoft, BI vendor

Microsoft/.NET Development

background, CBIP, (Certified

Business Intelligence

Professional - TDWI)

Joined Pentaho in October 2008

English-Japanese-Spanish (a

little)

If I’m not working, I’ll be

shopping!

Plans for Business Intelligence Expansion...

Barriers to Expansion

•Source: AMR Research, 2007

Commercial Open Source Benefits

Safety for CustomersProfessional Support – 9X5 or 24X7, Indemnification, training, consultingProfessionally managed development process

Innovative, enterprise-quality products via a professional methodologySuperior development productivity and commercial qualityPublic roadmaps and schedulesAggressive and pervasive commitment to open standards

Stability & long-term viability based on a vibrant open source

communityLargest and fastest growing open source BI community, ensuring that code lives “beyond Pentaho”Extended, transparent governance and accountability – Customer, Partner, and Community

Expanded value delivered by extensive partner ecosystemPartners investing resources, creating huge ecosystem Partners provide solutions built-on/integrated with Pentaho BI Platform

Open Source BI OfferingsReporting

• Actuate BIRT• DataVision

• Jasper Reports• Pentaho

• Open Reports• OpenRPT

Analysis

• JPivot• Mondrian/• Pentaho

• PALO

ETL Tools

• Clover ETL• Enhydra Octopus

• JetStream• Talend

• Kettle / Pentaho

BI Platforms• Jasper

• Pentaho• SpagoBI

Databases• Derby

• EnterpriseDB• Firebird• Ingres• MySQL

• PostgreSQL

Data Mining /

Statistics • Weka / Pentaho

The Landscape - What do we have going for us?... “The Perfect (good) Storm”

Business Intelligence is the number one or two priority for CIO’s

BI becoming more operational, mission critical every day

ISV’s adding more business intelligence to their products

Increasing global competition means no end in sight to BI

relevance

Continued pressure on IT budgets

Predatory pricing/practices from legacy closed-source vendors

Commoditization of software – 80% using 30% of features

Consolidation of legacy players and only two main open source

players

“The Perfect Storm” - continued

Strengthening open source adoption in all levels of the stack

Strengthening open source adoption in the large enterprise

Lower entry BI costs opens up new class of prospects - SME

Lower cost allows more budget for implementation – more

success – more projects

Pentaho first to market and #1 in end-to-end open

source BI suite

Pentaho’s offerings more “open” than others – greater adoption

Pentaho’s offerings - modern, scalable, and recognized as best

of breed

Pentaho Known Customers

Pentaho Objectives

Company Mission: To become the leader in business intelligence

using a commercial open source model based on support

subscriptionsDisruptive force – faster innovation, lower cost

Implement repeatable / sustainable direct sales model:Monetize the business by converting monthly downloads to leads, qualified opportunities, and then to bookingsFocus on strategic F1000 “early adopter” accounts that embrace open source and business intelligence

Execute a channel strategy where Pentaho is the default BI

platform and/or stand-alone BI component-of-choice for all

Reseller, OEM, ISV and system integrator partnersProgrammatic approach to formalize partner relationships Create the perception of getting BIG, FAST

In other words…you and Pentaho need

$$$$

Pentaho Technology Overview

Pentaho Business Model: Cost Structure and InvestmentTraditional Software Company

AttributesProfessional Methodology

Product Mgt, Development, SupportRevenue from services

Support, Training, Consulting

Non-Traditional AttributesNo large, upfront software license feesMinimal expenses

Distributed QA & feedback loop through OS communityLow cost Internet-based distribution

TransparencyAccountability

•Traditional, Proprietary Model*

•Pentaho Commercial OS Model*

•* Spending by function as a percentage of revenues

Pentaho Customers

Pentaho at U.S. Naval Air Systems Command NAVAIR

Key Challenges

Analyzing flight data to reduce operational risk and improve training (human error is a causal factor in 70% of aviation mishaps)

Pentaho Solution

Pentaho BI Suite Enterprise Edition – 70 instances

Pentaho Training and Consulting services

Selected after extensive evaluation of Business Objects, Cognos, and Oracle

Results

Ability to leverage recorded electronic sensor data to reduce risk and improve crew performance

Why Pentaho

Breadth of capabilities

Proven success and large-scale deployments

Successful proof-of-concept

Dramatically lower costs

•“[Open technologies] reduce the cost of software development and they reduce the time in which innovations in software can be incorporated in systems. ‘If the project is of a sufficient scale, you cannot get there without an open-source approach,’ said Dewey Houck, a senior engineer at Boeing, who spoke at a conference last month about DOD’s use of open source.”

•- Government Computer News, Jan

2008, (link)

“On The Record” Public Wins Over Proprietary BI

Oracle BI Close Premium Finance UK, U.S. Navy, Otto International

Business ObjectsU.S. Navy, University of Montreal, Boyne Resorts, SPH Search (rednano.sg)

CognosLoma Linda University Healthcare, Orbitz, U.S. Navy, SPH Search

InformaticaLifetime Networks, Cardiac Science

SAS InstituteUniversity of Montreal

Delivering Value in Different Deployment ModelsCoexistence with traditional proprietary BI

Minimize risk/exposure with consolidated vendorsProve technology and services internallyExplore the relationship benefits of a transparent model without software lock-in

Co-deployment with traditional proprietary BILeverage existing investmentsPragmatically “use what works”Reduce overall TCO by incorporating commercial open source

Replacement of traditional proprietary BIUpgrade BI capabilitiesReduce TCOCapitalize on the opportunity of a “disruption” (software upgrade, license change, etc.) in your BI environment

Large Deployment Examples

Frontier Airlines – Yield Management4 years of historical ticket data down to the individual ticket800 million records, half a terabyte of live OLAP data4 server clusterMost queries under 8 s, longest queries under 15 s

SpecsaversWorld’s largest open source BI deploymentSelf-service reporting and dashboards at 2,000+ retail stores

Major Healthcare OEM600 dimensions and 3,000 measures in the applicationTens of thousands of members in largest dimensionsFact tables contain hundreds of millions of rows

TradeDoublerExtraction and transformation of more than 3.2 billions rowsAverage load rate higher than 300,000 rows per second

Orbitz Travel ServicesSelf-service extranet portal for travel agents3,000 interactive users4 CPU ServerTeradata data warehouse

Pentaho Business Intelligence Suite Cloud Computing Edition

Pentaho customers are

starting to embrace cloud

computing for Pentaho BILower startup costsLower ongoing costsScale up easily based on needs without traditional per-user BI license fees or hardware procurement costs

Pentaho BI Suite Cloud

Computing Edition comes

packaged for deployment on

the Amazon Cloud

•“The experts at OpenBI

addressed our business

requirements and were able to

rapidly deliver a comprehensive

and integrated solution. With

Pentaho, MySQL, and Amazon

EC2, we now have a low-cost,

standards-based solution that

can easily scale from both a

software and hardware

perspective.”

Some examples of our Global Network of Certified Systems Integrators

Technology Partners, ISVs and OEMs

The Pentaho Approach

Pentaho offers the value-added software and services that help customers

achieve the desired outcomes associated with their BI initiative when

implementing Pentaho Enterprise Editions.

Achieve BI Objective(s) More Effectively

•TIME

•B

I P

RO

JEC

T

OB

JEC

TIV

E(S

)

•Customer Without Pentaho support

•T•T

•Customer With

Pentaho support

Pentaho Consulting Services

Deliver a broad spectrum of engagements, including:

Short-term and long-term;

Expert services;

End-to-End BI projects;

Knowledge transfer

A one-stop, single-vendor approach to assist you, directly from the experts.

Pentaho-managed; delivered thru network of Certified System Integrator partners.

Fees are based on daily rates, T & M plus travel expenses

Pentaho Training Services

Current Course OfferingsPentaho Report Design Techniques (4 web sessions)Installation and Administration of the Pentaho BI Suite (3 days)Reporting Solution Development with Pentaho (3 days)Analytic Solution Development with Pentaho (3 days)Pentaho Analysis for OLAP Developers (3 days)Pentaho Data Integration for Database Developers (4 days)

Public TrainingRegularly scheduled in North America, Latin America, and EuropePeriodically scheduled in Asia Pacific region

Onsite TrainingCost effective for larger development teamsTailored to better match instructional needs

Web based TrainingRegularly scheduled, Live, Instructor-lead coursesDelivered over a series of 3-4 hour topic sessions

Getting the Most Value Out of BI

•“Unless you belong to a "type A organization" with significant development resources and no fear of risk associated with software engineering, do not attempt to understand the source code, but purchase a support subscription.”

•Gartner – “Who’s Who in Open-Source Business Intelligence?”, April 2008

Pentaho BI Suite Enterprise Edition

Why Choose Pentaho BI Suite Enterprise Edition?

Achieve BI resultsMany BI projects succeed or fail based on “people and process” issues Open source BI provides customer freedom and flexibility, and lower TCOBut open source BI alone doesn’t resolve BI project pitfalls


helps you achieve BI resultsConsultative support and product expertiseSoftware maintenanceManagement and monitoring toolsMore


Save time, resources, and moneyIT resources are scarce“Going it alone” with free BI software not only increases risk, it’s more expensiveTCO advantages of commercial open source BI from Pentaho deliver short-term as well as long term value


helps you save time, resources, and

moneyStabilized softwareEnhanced deployment capabilitiesDirect access to product expertiseCommitted response timesMore


Mitigate riskRisk comes in many forms

Project failure or late deliveryGoing over budget on software and servicesLegal risk


helps you mitigate risk for your

organizationEnterprise deployment featuresNo large, upfront license fees“Pay as you go” – annual subscription based on consistent delivery of valueLegal protection from open source IP issuesWarranty for services provided

Professional Support Plans

Gold PlatinumNumber of Incidents Unlimited Unlimited

Case-Tracking Yes Yes

Communication MethodE-Mail, Phone and Support

PortalE-Mail, Phone and Support

Portal

Remote Troubleshooting

Yes Yes

Toll-Free Support Escalation Hotline

Yes Yes

24 X 7 X 365 Support Optional for additional fees Optional for additional fees

Severity 1 Response Time (Production

Systems Only)4 Business Hours 1 Business Hour

Severity 2 Response Time

1 Business Day 2 Business Hours


2 Business Days 4 Business Hours


2 Business Days 4 Business Hours

Remote Assistance Packages

0 3

Consultative Support Hours

18 24

Named Contact(s) 1 2

Enhanced Functionality: Dashboard Designer

Web-based end user dashboard

creationFrom Pentaho User Console“Zero training”

Template and theme-based creation

Incorporate reports, analysis views,

Flash-based charts and other Pentaho

content

Filter controls

Developed in collaboration with the

Pentaho CommunityCommunity underlying framework, widgets and controlsPentaho graphical designer

Enhanced Functionality: Pentaho Enterprise Console

Centralized administrationConfigurationSecurityMonitoring and auditingBackup/restoreTroubleshootingMore

Thin-client, web-basedAdminister remote server(s) from anywhere

Enhanced Functionality: Pentaho Enterprise Console

Simplify deploymentSingle Sign On (SSO) integration

Improve reliability Application diagnosticsRepository utilitiesLifecycle managementAudit reportingAutomated content expiration

Increase performance and scalabilityClustered deploymentBI and ETL performance monitoring

Certified Software

Periodic, stabilized, production-deployable

versions delivered via a managed release

cycleAdditional acceptance testing and validation

Optimized builds delivering up to 25%

performance improvements

Reviewed and validated frequently for

Intellectual Property complianceOpen- and closed-source code

Upgrades available without “enablement

fees” or other manufactured upgrade

chargesKnown, predictable future costs

Product Expertise

Consultative supportAddress challenging issues in your unique environment and configuration1:1 access to a Pentaho expert

Remote assistance packagesInstallation and configurationDesign and integrationTroubleshooting and optimization

Web based trainingLibrary of coursesClassroom-quality instructionConvenience of your own office

Product Expertise (cont.)

Pentaho Knowledge BaseSelf-service access to high-quality, situational technical content

Professional documentationMakes it fast and easy to get value from your deploymentRange of topics from introductory to advancedIntegrates with Pentaho Knowledge Base

Enterprise Edition online forumCollaborate and share experiences with other Enterprise Edition users and Pentaho Partners

Software Assurance

Intellectual Property (IP)

indemnificationMinimize legal risks associated with open source software

UsageCustomizationModification

Legal protection from PentahoReplacementRepairLegal defense

Warranty for services provided

Why Pentaho?

Best ProductsComplete coverage of end-to-end BI needsUnmatched quality, widespread community and enterprise adoptionModern, standards-based, componentized architecture

Best Service24x7x365 Production Support availableSupport cases handled by true Pentaho experts from the first callProfessional training and consulting

Best ValueNo cost open source licenseSubscription service and support at a fraction of proprietary vendors

Best RelationshipComplete transparencyEmphasis on quality service and support

Maximizing Long-Term Stability and Success:Multi-year Pentaho Subscriptions

Business intelligence deployments

typically have a 3-5 year lifecycleCompany M&A, reorganizations, discontinuous business requirements over time

A multi-year subscription allows you to:

Avoid disruptions after a successful

deploymentLoss of access to online and telephone supportSystem shutdown do to expiration of subscription keyLoss of access to certified builds and timely bug fixes

Cost savingsMulti-year discountsLock in current pricing to avoid future price increases

Pentaho Subscription Support: Addressing the Deployment Lifecycle

Su

pp

ort

Calls

Time / Deployment Stage

Development

• Integration

• Customization

• Content

Test / QA

• Performance

• Reliability

• Stabilization

Production

• Break / Fix

• New content

• Incremental requirements

•Up

gra

des

What are our challenges?...

Perception that open source = free (want free support, training,

etc)

Under-funded, under-staffed, and under-planned projects

Desire to do it all on their own (86% of all BI projects fail)

Consultative nature of business intelligence solutions

Converting “users” to paying “customers”

Religious zealots clinging to “what they know” in larger

enterprises

Small company pushback – question our dependability, longevity,

etc.

System integrators that leverage open source with no quid

pro quo

Balance on the quid pro quo

Many Pentaho driven projects on the partner side

In return for 00 subscriptions

This cannot be maintained by Pentaho, if this continues our

focus will have to shift

Customer’s risk management should be handled by Partner

services AND a EE subscription.

The Partner Ecosystem

Pentaho does not have or plan to have its own Service Delivery

Team

Project delivery is managed by Certified Partners with close co-

operation from Pentaho Project Management Office

Local Partners provide local support, languages, culture,

business domain knowledge and often a pre-existing

relationship

Focus for Partners is on service delivery towards client

objectives vs. software license sales in the proprietary model

Growth of Partner Ecosystem is continuously increasing and a

key objective for Europe

The Partner Program - revisited

5,000 euro/year

1 free training seat per year

10% discount on additional training seats

10% referral fee for Subscriptions

Support package of 10 hours / 10 cases

Listed on Pentaho website

Collateral for your website

Access to additional information through the Partner Portal

Access to Pre-Sales resources for opportunities

Eligible for the Subcontractor Program

Subcontractor Program

Pentaho sourced projects are delivered by Partners

Pre-sold services opportunities – no marketing or cost of sales overhead

Involvement in decision-making with respect to scoping & commitments

Competitive daily rate plus reimbursement of T&E

Favorable payment terms and relief from the account collections process

Opportunities that are aligned with partner’s business goals & technology

interests

Significant discounts on public training courses as well as informal

opportunities to learn new features & technologies

Visibility and influence with regards to Pentaho product features &

planning

Goals – Goals - Goals

Customer GoalsHave a successful, cost effective and on-time BI implementation that adds value to the organizationAccess to experts and support to use software worry-free

Partner GoalsBuild a successful, profitable business by selling and implementing IT projects, including BI projects based on Pentaho TechnologyGet revenue from services & referral fees (licenses / others)

Pentaho GoalsBuild a successful, profitable business by selling value added services (70% from subscriptions)To become market leader in Open Source BI and one of the market leaders in BI in general

Rewards for Reseller PartnersReferral fees

Leads for EE program

Frontrunners for subcontracting work

Continuous access to Pre-Sales

resources & quick response times

Recognition through Partner Awards

Additional visibility on our website

(customer reference stories)

Defer other business (non-

subscription business)

Access to heavily discounted open

seats in public training courses

Pentaho Leads by Geography

EMEA 34%North America 29%Asia Pacific 20%Latin America 17%

EMEA

North America

Asia Pacif ic

Latin America

Past 3 months leads by Geography

Europe portion of EMEA is 29% - equivalent yield to N.

America

Leads breakdown from registrations only

No Enterprise Edition, sorry but…

No leads

No subcontracting or other deferred

business

No access to heavily discounted open

seats in public training courses

Limited visibility on our website

No access to pre-sales & less

responsive

Potential refusal of Partner renewal!!Removed from our websiteOur brand must be removed from yours

Let’s make sure we can focus

on the rewards…

Rewards for Subscription selling Partners

Referral fees

Leads for EE program

Frontrunners for subcontracting work

Continuous access to Pre-Sales resources & quick response

times

Recognition through Partner Awards

Additional visibility on our website (customer reference

stories)

Defer other business (non-subscription business)

Access to heavily discounted open seats in public training

courses

More to come….e.g. ISV/OEM support contracts

We need visibility on what you’re doing

Current / completed projects’ list

Opportunity sheets in 2 categories:EE / non-EE candidates

Accounts will be tagged in salesforce.com

Templates will be issued this week

Frequent updates (at least monthly) e.g. Steve Adams from Linalis

Information is used for:Resource planning (sales & pre-sales)Prevent double coverage by either direct sales efforts and/or leads distributionGain visibility where Pentaho is being used so we can focus our marketing efforts

Our promises for 2010

Everyone starts from scratch, we’ll forget the 0 subscriptions from

2009

Partners will be added in each region based on quality over quantity

– leaving room for everyone to become successfulI’m not looking to build revenue based on partner fees

Leads distribution based on EE customers and prospects

Continued exposure to the market and branding of PentahoPress releases (also in Europe)Events (e.g. CEBIT & others)

Support from me and other Pentaho people to help you close

business & EE Subscriptions

Further expansion into EuropeSupport Contact Center, dedicated Pre-Sales & additional region/country sales managers

Some ideas under construction

Quarterly Partner WebinarWith case studies, roadmap information, updates on technology & other announcementsDiscuss success stories, feedback from market and challenges

European Partner SummitWith case studies & workshops

European Customer / User Summit

Questions & Answers

[email protected]: +34 966 266 289Mobile: +34 678 413 602

Documents

Pentaho Partner Program Info