Global market presence

We have branches in 42 countries and customers in over 70 countries. Activities in emerging markets supplement growth in traditional regions on an ongoing basis. We perceive promising potential in particular in Latin America, Eastern Europe (including Russia) as well as in the Middle East and on the Asian continent. The expansion into new sales areas in Central America and the Caribbean is proceeding as planned. Software AG has also identified Japan as an additional growth market and taken over direct distribution in this country. Sales and marketing activities are the direct responsibility of our country managers and are controlled in accordance with the principle of "global processes, local execution. "

Higher sales efficiency with Global Sales Operations Management (GSOM)

Since 2005, the global sales process and worldwide sales methods have been defined and implemented by the recently established GSOM unit. This approach contributes to profitable business growth by increasing customer satisfaction and improving sales efficiency in all regions. It includes:

• The High Performance Sales Culture Project: This program, which encompasses all regions, aims to enhance the effectiveness of the sales division, stimulating the exchange of information between countries. The consolidation of three CRM systems into one worldwide system supports the launch of global sales processes and allows global sales key performance indicators to be utilized.
• Customer Briefing Center: A professional demonstration center for key international customers has developed into an effective sales tool. Corporate visits generate very high satisfaction ratings.
• Executive Customer Visits: This program promotes and systematically arranges visits at the top management level.
• The Collaborative Platform: for worldwide information, experience and best-practice exchanges.
• New Customer Engagement Process: Identifies new customers and structures cooperation between the marketing and sales functions by means of clear key performance indicators.
• International IT Leadership Meeting: A world-wide customer network at the C-level culminates in an annual meeting with the Executive Board.

Additional sales channels via the partner network

Software AG’s enhanced partner network has created additional sales channels. The Japanese firm Fujitsu sells two of our integration products in a cooperative venture. Software AG’s market strength €pe and Fujitsu’s strength in Asia are utilized in tandem.

As part of our cooperation with SAP, we offer integration services as a recognized software and service partner of SAP Germany.

Attracting well-known customers

Marketing and sales activities proved successful and resulted in a number of new customers during 2006.