24/05/2015 EMEA Update Bill Koehl Vice President and General Manager

© Copyright 24/05/2015 BMC Software, Inc. 2 FY08 Observations Internal View › Not Consistently Achieving Quota External View › “BMC’s focus on it’s install base could limit growth opportunities in segments outside its traditional user community” –Forester Research › “Gartner believes that most of BMC’s sales are to existing BMC’s customers not now stand-alone customers” –Gartner Group INTERNAL USE ONLY © Copyright 5/24/2015 BMC Software, Inc.

© Copyright 24/05/2015 BMC Software, Inc. 3 3 Year Historical View 30,000 ACCOUNTS 6,770 ACCOUNTS INTERNAL USE ONLY © Copyright 5/24/2015 BMC Software, Inc. ESM Revenue 75% of Revenue 25% of Revenue

© Copyright 24/05/2015 BMC Software, Inc. 4 Customer Segmentation Metrics >= $10B10 Points $1B - $10B5 Points $100M-$1B1 Point Size of Account Ranked by Revenue High10 Points Med5 Points Low1 Point Vertical Industry Opportunity Based on knowledge worker and IT spending rates High10 Points Med5 Points Low1 Point Country Market Maturity Based on readiness of business & govt. w/in a country to leverage IT High10 Points Med5 Points Low1 Point Propensity to Buy Propensity to buy across 6 ESM product areas 30% 35% 15% 20% >$2M10 Points $250K-$2M5 Points < $250K1 Point DSM Total Spend Based on company’s ESM TB BMC FY06 – Q3FY08 >1310 Points 4 – 125 Points 0 – 31 Point Product Penetration Number of BSM Solution groups purchased FY06 – Q3FY08 >$4M10 Points $1M - $4M5 Points <$1M1 Point MSM Total Spend Based on company’s MSM TB FY06 – Q3FY08 >$2M10 Points $250K-$2M5 Points <$250K1 Point Core License Spend SM/IM License bookings from FY06 – Q3FY08 30% 20% 30% Total Points Available 20 Metric Weight INTERNAL USE ONLY © Copyright 5/24/2015 BMC Software, Inc.

© Copyright 24/05/2015 BMC Software, Inc. 5 Business Relationship (BR) Deploys and runs a large complex IT Organization Propensity to buy into our BMC vision High license ($1m) potential to spend on solutions offered by BMC Strong BMC relationship except in investment accounts INTERNAL USE ONLY © Copyright 5/24/2015 BMC Software, Inc.

© Copyright 24/05/2015 BMC Software, Inc. 6 Business Impact (BI) Global 2000 – Highly complex IT environment – All industry sectors represented BSM Platform for growth BMC has the potential for an Invitation to grow or enter account Customer relationship tends to be opportunistic Customer tends to buy to “pain” – solve problems INTERNAL USE ONLY © Copyright 5/24/2015 BMC Software, Inc.

© Copyright 24/05/2015 BMC Software, Inc. 7 Named Typically less than 10 billion in revenue and more than 2500 Employee’s Typically transactional buyers - Solve Point Problems Partner lead sales and services Primary Buyer Type - IT point product specialist INTERNAL USE ONLY © Copyright 5/24/2015 BMC Software, Inc.

© Copyright 24/05/2015 BMC Software, Inc. 8 Mass Market Huge Partner Opportunity Partners’ Manage and Lead Generally Product and Solution Based Partners are Trained Exactly to the Same Standard as BMC Sales and Services Delivery Capabilities INTERNAL USE ONLY © Copyright 5/24/2015 BMC Software, Inc.

© Copyright 24/05/2015 BMC Software, Inc. 9 INTERNAL USE ONLY © Copyright 5/24/2015 BMC Software, Inc. 9 New Worldwide Segmentation Model Named Territory Accounts 1,891 Accounts 1, ,283 Accounts Business Impact Business Relationship Accounts 11 Mass Market Platform / Consultative Sell BMC Services Embedded Tied to Global Initiatives Solution Sell Partner Led Sales & Services Platform for Growth Partner Led Services Sell To Pain CommunicationCoordination Investment BR < $1M in ESM TB FY06 – Q308 BI < $500K in ESM TB FY-06 – Q308 Customer BR > $1M in ESM TB FY06 – Q308 BI > $500K in ESM TB FY-06 – Q308 INVESTMENT CUSTOMER

© Copyright 24/05/2015 BMC Software, Inc. 10 Worldwide Exponential Opportunity 1,605 Accounts CommunicationCoordination Service Support Service Assurance Service Automation BMC Primary Account Manager Named Territory Accounts 1, ,283 Accounts 1,891 Accounts Business Relationship Business Impact Accounts 11 Mass Market SI’s Partners BMC Global Services Service Support Service Assurance Service Automation

© Copyright 24/05/2015 BMC Software, Inc. 11 Client Take-a-ways › We Must Embrace Behavioral Change in FY09 › Protect and Grow the BR and BI customer segments through Collaboration › Build Pipeline and Incremental Revenue Through Communication with specialist organization › Increase Sales Productivity –Repurposed Inside Sales –Improve Channel Alignment INTERNAL USE ONLY © Copyright 5/24/2015 BMC Software, Inc.

© Copyright 24/05/2015 BMC Software, Inc. 12 5/24/2015 Worldwide Product Organization Craig Harper

© Copyright 24/05/2015 BMC Software, Inc. 13 WW Product Organization Our Mission › Dominance of the BSM Marketplace › Accelerate Growth › Deliver balanced revenue achievement across all BSM Disciplines –Focus –Expertise / Value Add –Teamwork › Communicate with Business Units on behalf of our clients and Field Sales organization –Influence our Product Strategy –Communicate our Product/Solution Strategy and Roadmaps › Establish the over all Go to Market Strategy › Localize BU/Field Strategy to specific markets INTERNAL USE ONLY © Copyright 5/24/2015 BMC Software, Inc.

© Copyright 24/05/2015 BMC Software, Inc. 14 Service Automation $132M (lic.) Service Assurance $270m (TB) Service Support $260M (lic.) WW Product Organization Craig Harper Identify $45M (TB) Tom Schodorf Ron Clegg John McMahon Mary Nugent Software Consulting Mary Nugent Partner Ron Clegg BSM Field Strategy Sean McDermott Sales Specialists John McMahon M&A Steve Vierra Field Process Field Marketing Kathy Bexley Jeff Hodges Solution Architects Tom Schodorf Field Process INTERNAL USE ONLY © Copyright 5/24/2015 BMC Software, Inc.

© Copyright 24/05/2015 BMC Software, Inc. 15 Service Automation Service Assurance Atrium Service Support Alignment with our ESM Business Unit Products Paul Avenant Sol Development K Behnia/T Bishop Office of the CTO John Peters ESM Marketing Jim Grant Senior Vice President ESM Business Unit Alisa Nessler Solution Support Scott Hassett ESM Ops & Value Chain Herb Van Hook ESM Business Planning Product Line Product Management Israel Gat Product Line Bob Gutekunst Product Line Krishna Prasad Product Line Scott Fulton Product Line Roy Ritthaler Product Mgmt Brent Brightwell Product Mgmt Warren Cook Product Mgmt P. Padmanabhan Product Mgmt Eli Almog CTO Office Troy Cline CTO Office Atwell Williams CTO Office Doug Bagley CTO Office Mitch Landry Program Mgmt Mary Morgan Program Mgmt Brian Borack Program Mgmt Mary Morgan Program Mgmt Becky Strauss Support DeWayne McNally Support Jay Shankar Support Lucy Karis Support Mark Kusionowicz Marketing Bronna Shapiro Marketing Gerry Roy Marketing Paul Farr Marketing INTERNAL USE ONLY © Copyright 5/24/2015 BMC Software, Inc.

© Copyright 24/05/2015 BMC Software, Inc. 16 Service Automation Service Assurance Service Support WW Product Organization- EMEA Craig Harper Identify Tom Schodorf Robert Cole Luca Lazzaron Herve Timsit Software Consulting Rob Cole Field Marketing Jonathan Priestley INTERNAL USE ONLY © Copyright 5/24/2015 BMC Software, Inc. Greg Rahim

© Copyright 24/05/2015 BMC Software, Inc. 17 Field Sales Specialists Profile › “Hunter among Hunters” › Ability to cover a broader territory –Inventory Opportunities –Qualify and Prioritize › Expert in qualifying opportunities. › Flexible based on role –Capable of leading the sales effort –Capable of becoming a part of an overall account team and strategy › Rapid value add –Establishes trust and credibility with both the technology buyer and economic buyer –Understand and customizes the ROI to the customer –Cultivates and effective uses client references › Gracefully transitions the relationships to be “farmed” by account manager › Works well with the client team INTERNAL USE ONLY © Copyright 5/24/2015 BMC Software, Inc.

© Copyright 24/05/2015 BMC Software, Inc. 18 INTERNAL USE ONLY © Copyright 5/24/2015 BMC Software, Inc. 18 Service Automation Service Assurance Service Support Identify SI’s Partners BMC Global Services Intentional Alignment

© Copyright 24/05/2015 BMC Software, Inc. 19 EMEA › Amsterdam – EMEA Headquarters 78 Countries 3300 Customers >$600m Revenues 1,100 Employees Sales & Mgmt280 SC’s120 Consulting Services140 Field Marketing35 Field Operations25 MF130 Corp Ops, Legal, etc120 Finance60 HR10 R&D180

© Copyright 24/05/2015 BMC Software, Inc. 20 Aligning How a Customer Buys With How BMC Sells 100% Partner Driven Product / Solution Buyer Business and IT Executive Buyers Mainly Product Focus BSM via Solution up to Discipline BSM via Discipline BSM How Customers BuyKey Customer BuyerApproach & EMEA Numbers Total BR Accounts: 210 Parent: 76 Child: 134 Consultative Selling, Upselling, Renewals and Services Total of 70 Account Reps covering BI and BR (not inclusive of management) Total BI Accounts: 535 Parent: 440 Child: 95 Solution Selling, Upselling, Renewals and Services Total Named Accounts: Territory Managers + 19 ISD Territory Managers Product Selling, Upselling, Renewals and Services Purely Partner Driven Product Selling Existing AccountsInvestment Accounts INVESTMENT CUSTOMER INTERNAL USE ONLY © Copyright 5/24/2015 BMC Software, Inc. 20

© Copyright 24/05/2015 BMC Software, Inc. 21 New Organization Structure › All conflict is removed so we can focus on the customer –FY09 is all about the country… not which sales division –Country Managers now have total revenue responsibility in their country › How does it effect you? –Increase your focus on the customer, right people on the right set of accounts –Strong infrastructure and specialization support –A much clearer line of sight to services, products and operation –Both Client and Product disciplines working closer together –Larger quotas but paid on everything –Simplified compensation plan

© Copyright 24/05/2015 BMC Software, Inc. 22 EMEA Executive Team Bill Koehl VP and General Manager Marja Schalks Executive Assistant Jon Rendle Director Cust. Support Gavin Tapper Director Order Mgmt Edouard Fourcade VP, WW Comp & BP Jim Darragh Director WW Field Ops Mark Newton Regional Director NER Olav Strand Regional Director CER TBD Regional Director SER Dermot Costello Director iSD Nick Glover VP, MSM EMEA Neil Yekell VP Finance Todd Reeves Sr. Director HR Gertjan van Dam Director Best Practices Elodie Dowling Sr. Legal Counsel Eric Blum VP Consulting Services Jonathan Priestley Director Field Marketing Robert Cole Director SW Consulting Vishal Rao Director Global Accounts Bjorn Mattsson Director Channels Huub Smeets Director Procurement Luca Lazzaron VP & GM Bladelogic Nick McEvoy Director Field Operations

© Copyright 24/05/2015 BMC Software, Inc. 23 Mark Newton Regional Director NER Olav Strand Regional Director CER TBD Regional Director SER Dermot Costello Director iSD Europe EUROPE Sales Organization Bill Koehl VP and General Manager Gertjan van Dam Director Best Practices Vishal Rao Director Global Accounts Nick McEvoy Director Field Ops UK Mark Newton GERMANY Olav Strand ITALY Bettina Giordani NER Michelle Murphy CER Ives Bretzer SER Marco Vascellari IBERIA Miguel Fito FRANCE Eric Lecoq AUSTRIA/SWITZERLAND Christian Winkelbauer NORDIC Mats Ferm NETHERLANDS Hans van Donge BELGIUM/LUX Jan Duthoo

© Copyright 24/05/2015 BMC Software, Inc. 24 EMEA-based Global AccountsU.S.-based Global Accounts Global Accounts

© Copyright 24/05/2015 BMC Software, Inc. 25 BMC Is Better Equipped Than Ever Before To Service This Need BMC ITSM Change Management Service Request System Incident Management Asset Management Definitive Software Library (DSL) BMC Event Manager (BEM) Service Impact Manager (SIM) ProactiveNet Analytics (PNET) BMC Performance Manager (BPM) Transaction Management (TMART) BMC Configuration Automation › BCA for Servers › BCA for Clients › BCA for Networks (BladeLogic) › Run Book Automation (RealOps) › BMC Performance Assurance

© Copyright 24/05/2015 BMC Software, Inc. 26 Our Areas Of Focus in EMEA Meet or achieve our financial goals (predictable revenue) 1 Claim victory with CMDB and win with Service Automation 4 Service Assurance – must compete and claim victory in this space 3 Do your job – let the customer know we’re the best, change the game, increase sales productivity and demonstrate teamwork 2 Develop our relationships and our references (more time with our customers) 5

© Copyright 24/05/2015 BMC Software, Inc. 27 What can you do for me? › Be Self Sufficient and Add Value › Understand we have Quarterly Targets › Focus More on ESM Solutions and Less on Point Products –Too much focus still on only Remedy › Sell New Licenses › Learn the way we do business and follow the rules we must follow –Best Practices and Revenue Recognition Training › Must grow DSM Business › Pan European organizations