SAS Partner Kick-OFF 2016 · SAS® MACHINE LEARNING Largest library of production-ready machine learning methods Extensive ... to write a customer introduction letter or call script

Copyr i g ht © 2015, SAS Ins t i tu t e Inc . A l l r ights reser ve d .

FEBRUARY 22, 2016

SAS PARTNER KICK-OFF 2016


SAS PARTNER

KICK-OFFANNUAL REVENUE 1976 – 2014


SAS PARTNER

KICK-OFF2015 REVENUE PERCENTAGES BY INDUSTRY


SAS PARTNER

KICK-OFF2015 REVENUE PERCENTAGES BY REGION


SAS PARTNER

KICK-OFF2014 GLOBAL PARTNERING IMPACT

Partner Impacted NSR

SAS NSR

Partner Sourced NSR


SAS PARTNER

KICK-OFFLEADERSHIP CHANGES POSITIVE FOR PARTNERS


SAS PARTNER

KICK-OFFTOTAL SAS MARKET OPPORTUNITY

$10.6

$4.9 $5.7

$5.0

$3.0 $2.6

$14.7

$10.6

$8.1

$7.0

$4.3 $3.7

BUSINESS INTELLIGENCE CUSTOMER

INTELLIGENCE

RISK MANAGEMENT DATA MANAGEMENT FRAUD AND SECURITY

INTELLIGENCE

ANALYTICS

SAS Addressable Market Size: Priority Area

2015 2019

$US Billions


SAS PARTNER

KICK-OFF2015 ANALYST ACCOLADES

SAS Named a Leader in Gartner Magic Quadrants:

• The Forrester Wave™: Cloud BI Platforms, Q4 2015

• The Forrester Wave™: Data Quality Solutions, Q4 2015

• The Forrester Wave™: Agile Business Intelligence Platforms, Q3 2015

• The Forrester Wave™: Big Data Predictive Analytics Solutions, Q2 2015

• The Forrester Wave™: Enterprise Business Intelligence Platforms, Q1 2015

• Magic Quadrant for Data Quality Tools, November 18, 2015, Saul

Judah, Ted Friedman Gartner RAS Core Research Note G00272508

• Magic Quadrant for Digital Marketing Analytics, September 17, 2015,

Martin Kihn, Adam Sarner, Andrew Frank, Kirsten Newbold-Knipp,

Christie Eubanks. Gartner RAS Core Research Note: G00277416

• Magic Quadrant for Merchandise Assortment Management

Applications, August 5, 2015, Robert Hetu Gartner RAS Core

Research Note: G00268875

• Magic Quadrant for Data Integration Tools, July 29, 2015, Eric Thoo,

Lakshmi Randall Gartner RAS Core Research Note G00269320

• Magic Quadrant for Multichannel Campaign Management, April 13,

2015, Adam Sarner, Julie Hopins, Jennifer Polk, Mike McGuire Gartner

RAS Core Research Note: G00264787

• Magic Quadrant for Business Intelligence and Analytics, February 23,

2015, Rita L. Sallam, Bill Hostmann, Kurt Schlegel, Joao Tapadinhas,

Josh Parenteau, Thomas W. Oestreich

Gartner RAS Core Research Note: G00270380

• Magic Quadrant for Advanced Analytics Platforms, February 19, 2015,

Gareth Herschel, Alexander Linden, Lisa Kart


• Magic Quadrant for Marketing Resource Management, January 26,

2015, Kimberly Collins


SAS Named a Leader in Forrester Wave Reports:

Digital Marketing

AnalyticsData Quality

Merchandise Assortment

Management Applications

Data IntegrationMultichannel Campaign

Management

Business Intelligence

and Analytics

Advanced Analytics

Platforms

Marketing Resource

Management

Data Quality SolutionsCloud BI PlatformsAgile Business

Intelligence Platforms

Big Data

Predictive Analytics

Enterprise Business

Intelligence Platforms


SAS PARTNER

KICK-OFFFOCUS AREAS

MANAGEMENTD ATA

ANALYTICSA D V A N C E D

1011010

BUSINESSVISUALIZATION

F R A U D& FINANCIAL CRIMES

CUSTOMERINTELLIGENCE

R I S KMANAGEMENT


SAS PARTNER

KICK-OFFCUSTOMER SUCCESS VIDEO

International Organization of Migration working with Nepal analyzing data

http://uds.ak.o.brightcove.com/1872491364001/1872491364001_4556134288001_4499535274001.mp4?pubId=1872491364001&videoId=4499535274001


TECHNOLOGY HIGHLIGHTS

RYAN SCHMIEDL


Years40Mission

Analytics

Evolution

Market DrivenInnovation

Continuous


FOCUS AREAS

MANAGEMENTD ATA

ANALYTICSA D V A N C E D

1011010

BUSINESSVISUALIZATION

F R A U D& FINANCIAL CRIMES

CUSTOMERINTELLIGENCE

R I S KMANAGEMENT


WHAT'S TOP OF MIND…

New use cases

InnovationSimplicity

Real-Time

BIG and small problems


USER EXPERIENCE

InteractiveVisual and collaborative

IntegratedSupport Analytical Lifecycle

IntelligentRecommend next actions, Interpret voice

commands

ModernHTML5, micro-services based architecture,

Cloud-ready


SAS®

MACHINE LEARNING

Largest library of

production-ready machine

learning methods

Extensive

Operationalize machine

learning through one

interface and language for

any size of data

Speed & Scale

New methods, optimized

parameter tuning and

options

Innovative


COMPUTING OPTIONS

Cloud

Access to SAS on-

demand

Enterprise class options

to address large users

and/or data problems

Server

Powerful tools for

analysts and

information consumers

Desktop

Deliver results to

decision makers in rich

visually appealing form

Mobile


Apps

Planned for 2016

• “Statistics”

• Machine Learning

• Visual Analytics

• Visual Statistics

• Visual Investigator

• SAS mash-ups (i.e.

“Aristotle”)

• Forecasting

• Prediction

• Segmentation

• Sentiment

• Scoring

• Watchlist

• Data Quality

• Forecasting

• Prediction

• Segmentation

• Sentiment

• Scoring

• Watchlist APIs

• Data Quality APIs

• …

Services

Currently Available

• CI 360



• Intelligent

Advertising for

Publishers

• OnDemand for

Academics

• …

Results

-as-a-Service

Remote

Managed

Software &

Services

SAS MARKETPLACE

APIs

Applications

SAS®

Cloud Analytics

SOFTWARE

Currently Available

• CI

• Claims Analytics

• Episode Analytics



• Life Science

Analytics

Framework

• …

Managed Services Self-service

Enterprise

Hosting

SERVICES


REAL-TIME ANALYTICS

• Increased demand for analytics in stream

• Low-latency and high throughput

• Scoring and learning algorithms

• Embeddable

®™

SAS® Event Stream Processing


NEW MARKETS

NEW MARKETS

Internet of Things

Cyber

Intelligence Analyst


nternet

OF

hings

I

T

Healthcare

Connected Auto

Communications

Energy

Connected CustomerSmart Cities and Homes

Surveillance

Building

Management

Agriculture

M2M & Wireless

Sensor Network

Retail

Manufacturing

ANALYTICS @ THE EDGE


SAS®

CYBERSECURITYIDENTIFY – PREVENT – DETECT – RESPOND – RECOVER

10,000 Alerts Daily

250 Reviewed by Analysts

30 Fully Investigated

SIEM /

Incident Resp.

RespondFirewalls & Intrusion

Protection

Identity

Management

Data Loss

Prevention

X

Malware

Sandboxing

Vulnerability

Scanning

!

Web & Email

Gateways

Behavioral Analytics

Endpoint ProtectionEndpoint Protection

Behavioral Analytics

Prevent & Detect


VISUAL INVESTIGATOR


SAS PARTNER

KICK-OFF

• Modern User Experience

• New algorithms for new problems

• Address problems BIG and small

• SAS Cloud Analytics

• New Use Cases

• IoT

• SAS Cybersecurity

• Visual Investigator

KEY TAKEAWAYS


Ensuring the continued prosperity

and growth of SAS and our partners…

by creating alternate routes to market – enabling our

customers to consume our software in diverse ways

SAS PARTNER

KICK-OFFOUR MISSION


OUR GOAL AND OBJECTIVES

Establish SAS as the analytics partner-of-choice in a

broad and diverse partner ecosystem

• Effective partnering is a major growth engine driving

SAS

• Business success will be shared

• Partners will participate in 35% and will drive 25% of new

SAS revenue by 2018

• Partners will realize a $1B+ opportunity through 2018

SAS PARTNER

KICK-OFF


SAS PARTNER

KICK-OFFOUR STRATEGIC INITIATIVES

Clear and disciplined GTM model

Analytics Modernization with partners

Channel expansion

Partner Program and Enablement Services

Globalize the function

Global Alliances

and Channels


Global

System

Integrators

Regional

System

IntegratorsTechnology

Channel

$500M

$1B

Sell-with Direct Sales

Sell-Through Channel

CLEAR AND DISCIPLINED GTM MODEL

Resale, managed

analytics services, OEM

SAS PARTNER

KICK-OFF


SAS PARTNER

KICK-OFFCHANNEL PROOF POINTS

• Resale

• 2015 revenue growth greater than 200%

• Almost 200 active resellers globally

• Enablement engagement increasing

• MASP

• Launched program mid-year

• Very positive response; nine agreements complete with large pipeline

• OEM

• Two agreements completed in 2015

• Several pending and a number in the pipeline


SAS PARTNER

KICK-OFFPRODUCTS AND CHANNELS DIRECTION

Andy Bitterer

Senior Director,

Product Management


SALES ENGAGEMENT PROCESS


SAS PARTNER

KICK-OFFSALES ENGAGEMENT CHANGES

Submit ORF

Partner

Review ORF

Partner Manager

Sales & PSD

Review

Partner Manager

Execute ORF

Partner Operations

Communi-cate

to Partner

Partner Manager


PARTNER PROGRAM


SAS PARTNER

KICK-OFF

PARTNER PROGRAM

1 credential (in any track, any competency category)

4 credentials (in 4 different tracks, held by at least 2 people)

$500K revenue requirement (varies by region)

10 credentials (across all 6 tracks, held by at least 6 people) + EITHER

2 competency badges OR 1 competency badge and 2 specializations

$10M revenue requirement

Proactive communications in April regarding status of meeting requirements


Play Content

• Sales Essentials• Describes Play business Issue, What we

do, Where we’ve done it, How we do it, Value to business, Target Audience, Customer Metrics, Competition & Differentiation.

• Customer Introduction Letter• Provides Partners the content needed

to write a customer introduction letter or call script to gain meeting.

• Customer Conversation Starter (presentation)• Partner deck/infographic to deliver in

1st customer meeting. Business issue and capability driven message fully scripted.

Play

• Differentiating Message the partner delivers• Not product focused.

• Capability, value, customer-story driven.

• Area of known market opportunity and ability to execute.

• Includes enablement and customer facing content.

• Goal: Create a sales cycle.

SAS PARTNER

KICK-OFFPARTNER PROGRAM


http://www.experis.us/Clients/IT/Business-Analytics-and-Clinical.htm

http://www.experis.us/Clients/IT/Business-Analytics-and-Clinical.htm


SAS PARTNER

KICK-OFF PARTNER FORUM 2016

Save the Date

2016 Partner Forum

September 11-12, 2016


SAS PARTNER

KICK-OFFCALL TO ACTION

• PartnerNet

• Stay connected via your Alliance Manager

• Have a great 2016!

http://www.sas.com/en_us/partnernet/home.html


THANK YOU

Documents

SAS Partner Kick-OFF 2016 · SAS® MACHINE LEARNING Largest library of production-ready machine learning methods Extensive ... to write a customer introduction letter or call script