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Sybase Corporate Development

Sybase Corporate Development. Marty Beard Vice President Sybase Corporate Development. Organization Partner Strategy & Approach Partner Plans & Progress Scorecard – next 6 months. Agenda. Drive corporate strategy and long-range planning for Sybase

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Sybase Corporate Development

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  1. Sybase Corporate Development • Marty Beard • Vice President • Sybase Corporate Development

  2. Organization Partner Strategy & Approach Partner Plans & Progress Scorecard – next 6 months Agenda

  3. Drive corporate strategy and long-range planning for Sybase Source, execute, and integrate mergers and acquisitions (e.g., New Era of Networks) Build cross-divisional global partnerships Corporate Development

  4. Extend Sybase’s ecosystem across key focus areas: e-Business: AppServer, EAI/Adapters, Enterprise Portal m-Business: Mobile database, Wireless AppServer, MIM v-Business: Financial Fusion, telco portal Database/BI: Application-specific databases, data warehousing Focus on select partners across three categories: Systems integrators Independent software vendors (ISVs) Platform vendors Work with partners to drive repeatable “plays” Increase reach, revenue, and margins Partner Strategy

  5. Partner Approach Manage Book of Business" Sell Sybase Vision Codify Partner-ship Align Plays POC/ GTM Model Evaluate and Plan Rollout Plays • Evaluate and plan: Define overall strategy, partner targets, process, plays • Sell Sybase vision: “Re-introduce” SY; integrate partner with SY’s value proposition • Align growth plays: Align SY/partner around e-, m-, v- and core tech opportunities • Proof-of-concept/GTM model: Provide product/technical POC; agree on GTM model • Codify partnership: Formalize relationship in contract, MOU • Rollout plays: Generate joint marketing, lead generation, selling and implementation • Manage book of business: Track leads, customers, revenue; resolve conflicts

  6. EDS Aerospace SFA PWC Energy Utilities Services Partner ‘Plays’ (sample) Focus Area e-Business m-Business v-Business Core Tech DB BI AppServer EAI/IM Portal WAS mDB FFI Telco Portal Storage Technology Sample “Play” VRTS FinServ • e-Business Plays: • Portal Express • Integration/EAI • Adapter standards • B2B, supply integration • m-Business Plays: • MIM/PIM • e-Finance • Embedded/storage • CRM • v-Business/Core Tech Plays: • Healthcare • High-tech • Federal • Embedded storage Other “Plays”

  7. Active Engagement • Business Development Target Partners • Global SIs • Arthur Andersen • Accenture • CSC • CGE&Y • EDS • KPMG • PWC • ISVs • Ariba • Clarify • PeopleSoft • Siebel • SAP • Veritas • Vertical apps • Platform • Sun • HP • IBM • MSFT • Dell • SGI

  8. Progress – Systems Integrators Global SI Status • Global teaming agreement in place for Enterprise Portal • Partnering on supply chain intelligence solution • Initiating discussions with Federal Global Industry group EDS • Conducted road show in Europe for mobile/wireless SFA • Trained consultants on EAI - e-Biz Integrator/adapters • Engaged with Washington Consulting Practice re: wireless opps PWC • Engaged with mobile and wireless group • Initiating discussion with integration services group KPMG CGE&Y • Identifying “plays” with high growth markets group

  9. Progress – ISVs ISV Status • Moving forward with wireless CRM (mobile DB/WAS play) • Engaged around Clarify adapter (optimized for Web services) • Rekindled discussion on core DB support Clarify • Moving forward with FinServ EAI in Asia Pac • Rekindled discussion on core DB support • Potential wireless opportunity (CRM initiative) PeopleSoft • Jointly examining "database appliance" concept (optimized DB for storage) • Veritas DB Edition for Sybase Veritas • Re-energizing existing alliances with financial services players (e.g., Thomson Financial) Other Accomplishments

  10. Progress – Platform Vendors Platform Status • Porting agreement in place >40% of DB revenue • Successful BI POC (via iForce Center) • Pursuing storage initiative - embedded DB • Pursuing wireless initiative – embedded DB Sun • Porting agreement in place • Pursuing storage initiative – embedded DB • Pursuing telco portal initiative • Pursuing appliance initiative and adapter standards Hewlett Packard • Porting agreement in place • OEM agreement - New Era of Networks’ EAI • Reseller agreement – New Era of Network’s adapters • Financial Fusion/IBM Global Services agreement IBM • Dell - Pursuing financial services bundle • SGI – Pursuing BI initiative Dell, SGI Accomplishments

  11. Re-energize/extend Existing Agreements SIs: EDS, PWC, Accenture ISVs: Ariba, Clarify, PeopleSoft, Siebel Platform: HP, Sun Financial Services Applications (e.g. Thomson Financial) Announce Two to Four New Agreements 1+ for m-Business 1+ for e-Business 1 for Database/Storage play Matrix Partners and Plays across Product and Geographic Segments Leverage entire SY value proposition Scorecard – Next 6 Months

  12. Summary • Centralized group driving global partnerships – we’re intensely focused on this • Significant activity across all areas – the SY “ecosystem” is growing again • Incremental upside to revenue and margin targets – we help partners, they help us

  13. Statements in this presentation concerning future prospects, business outlook, operating results, and product availability are forward looking statements that involve a number of uncertainties and risks. Factors that could cause actual events or results to differ materially include: sales productivity; possible disruptive effects of organizational changes; shifts in customer demand; perceptions of the Company and its prospects; technological changes; competitive factors; unanticipated delays in scheduled product availability dates; general business conditions; and other factors described in the Company's most recent Annual Report on Form 10-K. Sybase, Inc. F O R W A R D L O O K I N G S T A T E M E N T S “Sybase PowerDesigner, Adaptive Server, PowerBuilder, Replication Server, Direct Connect, Enterprise Connect, DataWindow, PowerJ, and Everything Works Better When Everything Works Together are trademarks or registered trademarks of Sybase, Inc. Financial Fusion is a registered trademark of Financial Fusion, Inc. Java and all Java-based marks are trademarks or registered trademarks of Sun Microsystems, Inc. in the U.S. and other countries. Other trademarks, product names or company names may be trademarks of the respective companies with which they are associated."

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