Fabrizio Biscotti Gartner - SMAU Milano 2017

1. + La trasformazione digitale e le dinamiche chiave che stanno cambiando il futuro mercato del software per l’impresa Fabrizio Biscotti @fab_biscotti

2. 1 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner at a Glance 1000 Analysts 11,000 Distinct Client Organizations 215,000+ Client Interactions Vertical Coverage in Nine Industries 5,500 Benchmarks 850 Media Inquiries per month World's Largest Community of CIOs 60+ Conferences 75% of Global 500 3,200 Consulting Engagements Clients in 100 Countries 74% of Fortune 1000 500 Consultants Gartner, Inc. (NYSE: IT) is the world's leading research and advisory company. The company helps business leaders across all major functions in every industry and enterprise size with the objective insights they need to make the right decisions. Gartner's comprehensive suite of services delivers strategic advice and proven best practices to help clients succeed in their mission- critical priorities. Gartner is headquartered in Stamford, Connecticut, U.S.A., and has more than 13,000 associates serving clients in 11,000 enterprises in 100 countries. For more information visit gartner.com.

3. 2 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved. La via é tracciata… A-AH Slide Every budget is an IT budget. Every company is an IT company. Every role is an IT role.  La trasformazione digitale non è una moda ed è qui per restare: o la si abbraccia o si verrà messi fuori mercato. – Entro il 2020 la vostra azienda o sarà leader nella visione digitale per il vostro settore o finirà con l’essere semplicemente parte della visione digitale creata da altri (con annessi e connessi)  Social, mobilità, informazione, cloud e soprattutto IoT (internet delle cose) sono la chiave di volta tecnologica del nuovo mondo digitale;  Il modello di business “digitale” farà nascere nuovi concorrenti da settori economici che oggi (apparentemente) non hanno nulla a che fare con il vostro settore  Le implicazioni del “business digitale” non sono solo tecnologiche ma riguardano ma anche le nuove competenze del personale , dei dirigenti e soprattutto dei membri del cda

6. 5 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved. From Servicing the Various Business Functions … CIO Procurement Sales CEO Marketing Customer Service Supply Chain FinanceIndustry-Specific (many) HR

7. 6 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved. Procurement Sales CEO Marketing Customer Service Supply Chain FinanceIndustry-Specific (many) HR To Helping the Business Investing in Technology … CIO

8. 7 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved. State of Digital • Digital is no longer a fad – it is time for you to decide • Companies must pick up the pace of digitalization • The nature of work and skills are changing. The secret to digital is analog (people): Skills, Culture, and Talent. You will need HR, but HR also needs you • CIOs need to grow a culture of workforce digital dexterity - first in IT and then across the enterprise with HR • Easy to use technology, exploiting diversity, consumer-oriented employee experience

10. 9 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved.9 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved. Words Matter … "Shadow IT" or "Citizen Innovation" Fight Unarchitected Fragmented Ungoverned Not in Budget Embrace Fit for Purpose Focused Guided Funding Expansion

12. 11 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved. The CIO Priorities: Enterprise Software Technologies Benefit From All of Them # Note: Percentages represent the proportion of CIOs citing each priority as one of their top three areas of new IT spending. %# Priority 2017 2016 2015 1 Business Intelligence/Analytics 38% 39% 41% 3 Cloud 27% 25% 27% 2 Infrastructure and Data Center 22% 27% 31% 4 ERP 21% 21% 26% 5 Digitalization/Digital Marketing 16% 21% 17% 7 Cyber/Information Security 16% 15% 13% 6 Mobile 14% 20% 24% 8 Networking, Voice and Data Communications 11% 10% 12% 11 CRM 10% 9% 11% 10 Industry-Specific Applications 9% 9% 9% 9 Legacy Modernization 8% 10% 7% Source: 2017 CIO Agenda: Global Perspectives on Seizing the Digital Ecosystem Opportunity, 10 February 2017

13. 12 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved. Talent Issues Are the Biggest Barrier to CIO Success What is your biggest barrier to achieving your objectives as a CIO? n = 2,299 26% 17% 8% 8% 5% 5% Skills/ Resources Funding/ Budgets Culture & Structure of the Organization Lack of Leadership Technology Challenges Capacity/ Willingness to Change Management Sponsorship 4% Source: 2017 CIO Agenda: Global Perspectives on Seizing the Digital Ecosystem Opportunity, 10 February 2017 and Source: 2017 CIO Agenda: An Italy Perspective 15% 8% 4% 13% 17% Italy: Biggest Barrier is Cultural 6%

14. 13 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved. Italy IT Spending 2017: Contradict Need for Competitiveness and Differentiating Value 0.7% 0.2% 8.9% 4.6% 3.7% 2.2% 1.7% 0.9% 4.0% 2.2% 0% 1% 2% 3% 4% 5% 6% 7% 8% 9% 10% Average Change in Revenue Average Change in IT Budget Italy (n = 68) Top Perfomers (n = 156) Typical Performers (n = 1,888) Trailing Perfomers (n = 154) Overall Total (n = 2,198) By what percentage do you expect your company/business unit's revenue or overall budget to increase or decrease from 2016 to 2017? By what percentage do you expect your company's/business unit's total spending on IT to increase or decrease from 2016 to 2017? Source: 2017 CIO Agenda: Global Perspectives on Seizing the Digital Ecosystem Opportunity, 10 February 2017 and Source: 2017 CIO Agenda: An Italy Perspective

15. 14 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved. Global IT Spending and Growth Data Center Systems 1.3% Software* 8.6% Devices 4.7% IT Services 4.3% Communications Services 2017 Growth Regional End-User Spending on IT Products and Services in Constant U.S. Dollars Data in constant currency. Source: "Gartner Market Databook, 2Q17 Update" End-User Spending on IT Products and Services in Constant U.S. Millions Dollars * Includes SaaS and PaaS IT Spending (Worldwide, Constant U.S. Dollars) 2016 2021 CAGR (%) 2016-2021 Communications Services 1,572 1,696 1.4 IT Services 956 1,251 4.7 Devices 722 798 1.9 Software 339 544 8.5 Data Center Systems 189 200 1.0 All IT 3,778 4,488 3.1 United States 28% China 10% Japan 8% United Kingdom 5% Germany 4% France 3% Brazil 3% Canada 3% India 2% Rest of the World 34% 2017 $3.97 Trillion US$ 3.3% CC 2.4% US$

16. 15 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved. Applications Spending to Reach Infrastructure Software Market Size by 2019 0.0% 2.0% 4.0% 6.0% 8.0% 10.0% 12.0% 2014 2015 2016 2017 2018 2019 2020 2021 0 50,000 100,000 150,000 200,000 250,000 300,000 350,000 Spending($millionsconstantcurrency) Enterprise Software Outlook Enterprise Application Software Infrastructure Software Overall Growth Infr. Growth Apps Growth Source: "Forecast Enterprise Software Markets, Worldwide, 2014-2021, 3Q17 Update"

17. 16 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved. Powerful Drivers Push Organizations Toward Application and Infrastructure Software Investment Drivers Inhibitors Old procurement, pricing and delivery models Lack of standards, skills and best practices in several newer areas Hyperfragmentation in several technology areas (cloud, mobile) Vendor viability in emerging segments Global corporations are saturated with the most mature offerings User empowerment (e.g., citizen developer) "Good enough“ hinders the average deal size Community OSS (in some markets) Tight IT budgets Unrealistic expectations In-house and custom built Complexity of new offerings Digital business and process reinvention Efficiency and optimization of the organization Faster response to user requirements Emerging business buyers' budget Consumption models changing Mainstream adoption by small or midsize businesses Fast growth of cloud (notably SaaS, PaaS) Deriving additional value from technology (e.g., analytics) Mitigating risks Governance, risk compliance Web scale, big data and real-time analytics Internet of Things smart machines, artificial intelligence, Manufacturing 4.0 New and more effective ways of working

18. 17 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved. Enterprise Software Spending by Geography Legend 2016 Share (%) 2016-2021 CAGR (%) North America 48.3 8.0 Latin America 4.3 11.2 MENA 2.6 8.2 Eurasia 1.1 11.0 Western Europe 25.3 7.4 Emerging Asia/ Pacific 2.4 12.6 Mature Asia/Pacific 10.7 8.7 Worldwide AIM, 2016-2021 CAGR: 8.5%Note: Growth rates refer to dollar values. Source: "Forecast: Enterprise Software Markets, Worldwide, 2016-2021, 2Q17 Update" Greater China 3.5 11.5 SSA 0.9 12.2 Eastern Europe 1.9 11.0

19. 18 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved. Software Spending by Vertical Industry: Digital Business Is Creating New Business Models and Service Offerings Manufacturing and Natural Resources 19% Communications, Media and Services 17% Banking and Securities 16% Government 16% Insurance 7% Retail 6% Transportation 5% Utilities 5% Wholesale Trade 3% Healthcare Providers 3% Education 3% 2017 — WORLDWIDE Hotter * Energy Resources and Processing Wholesale Durable and Nondurable Goods Life Sciences and Healthcare Products Information Technology Services and Software Electric and Gas Utilities Business, Technical and Consumer Services Broadcasting and Cable Publishing and Advertising Natural Resources and Materials Restaurants and Hotels Telecommunications Rail and Water Heavy Industry Warehousing, Couriers, Support Services Air Transport Specialty Retailers General Retailers Entertainment Grocery Water Utilities Automotive, Motor Freight Pipelines Hospital, Physician Banking Securities Insurance (Other Than Health) Higher Education Health Insurance (Payer) IT Hardware Consumer Nondurable Products Primary and Secondary Education National and International Government Local and Regional Government Colder * Source: "Forecast: Enterprise IT Spending by Vertical Industry Market, Worldwide, 2015-2021, 2Q17 Update" Based on 2016-2021 CAGR for spending by industry for the overall enterprise software market (constant currency)

20. 19 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved. Market Opportunity Map: Analytics and Business Intelligence Three Transitions in Analytics and BI  The First Transition: BI Becomes Bimodal (bubbles colored gray and yellow). In the beginning, there were traditional BI platforms. Starting life as decision support in the early 1990s, the emergence and rapid growth in adoption of data discovery platforms (particularly Qlik and TIBCO Spotfire) reaching high adoption around 2005, marked the rise of modern BI platforms as a specific market segment.  The Second Transition: The Rise Of Smart (bubbles colored in orange). "Smart" describes data science and artificial intelligence (AI)-enabled systems. The rise of big data has accelerated the need to generate value and insights from volume, variety and velocity (3V) data. Now there is greater understanding and awareness of data science and the need to use it than ever before. This has contributed to the growth and profitability of this market.  The Third Transition: Journey Into Context (blue and green bubbles). The analytic applications and location intelligence markets both relate to information in context. While the market has a good mix of large established vendors and smaller startups, the value proposition of these solutions is strong, and cash flow follows. Legacy Contextualization Exploration Machine Learning Source: "Market Opportunity Map: Analytics and Business Intelligence, Worldwide"

21. 20 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved. Market Opportunity Map for Enterprise Resource Planning (ERP) CAGR = compound annual growth rate; CLM = contract life cycle management; CPM = corporate performance management; CPQ = configure, price and quote; ERP = enterprise resource planning; FMS = financial management system; MO = manufacturing and operations; P2P = procure-to-pay Source: "Market Opportunity Map: Enterprise Resource Planning, Worldwide"  Low growth, high profitability: Traditional, monolithic ERP deployments focused on stability and standardization at the expense of agility. Like a slow-moving oil tanker, those deployments — while vital for business operations — were expensive to maintain and slow to turn. Today, they are perceived as bloated, inflexible and unable to keep pace with rapidly shifting business requirements in the emerging digital economy.  High growth, low profitability: Post-modern ERP calls for the deconstruction of the traditional monolithic ERP suite into federated, "loosely coupled" specialists' solutions or cloud services, which are able to be individually brought together as required, in a more purposeful and selective manner to better align with and serve each customer's specific ERP strategy.  Good growth, good profitability: Declining on- premises ERP suite vendors and cloud-based providers have an imperative to drive toward the center, where both scale and margin goals can be achieved. While challenging, making the right choices today on how, when and where to invest to accelerate the journey, is absolutely critical.

22. 21 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved. Lightweight Infrastructure Is Superseding the Traditional Heavyweight AIM Capabilities Market Opportunity Map: Application Infrastructure and Middleware Software The size of the bubble represents the size of the market in 2020 (billions of dollars). AIM = application infrastructure and middleware; AIS = application integration suite; aPaaS= application platform as a service; APS = application platform software; BPM = business process management; CAGR = compound annual growth rate; FLCAM = full life cycle API management; HPMI = high-performance message infrastructure; IMDG = in-memory data grid; iPaaS = integration platform as a service; iSaaS = ("citizen") integration software as a service; MADP = mobile app development platform; MFT = managed file transfer; MOM = message-oriented middleware; portal = portal and digital engagement technologies; RPA = robotic process automation; SAP = stream analytics platform; TPM = transaction processing monitor Source: "Market Opportunity Map: Application Infrastructure and Middleware Software, Worldwide"  Low growth, high profitability: Mature AIM segments have very entrenched players with large customer bases — new license sale accompanied by highly profitable yearly maintenance fees.  High growth, low profitability: PaaS has fast growth, strong gross margins, increasing customer acceptance, and strong cash flow, offset by heavy spending on sales and marketing.  High growth, high profitability: Areas that attract IT adopters focusing specifically on performance, rather than cost of the technology used to obtain it.

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