Technology Governance Darren Holbrook Area Sales Director Apptio

Technology Governance Darren Holbrook Area Sales Director

Apptio Partners with the TBM Community Diverse Board of Directors from Leading Companies A non-profit organization dedicated to advancing the discipline of managing the business of IT AOL US DOT Richard Mc. Kinney CIO Du. Pont James La. Plaine CIO AON Apptio Goldman Sachs John Bruno CIO Sunny Gupta CEO AIG RWE Mike Brady CTO Michael Neff CIO Mike Brown CIO Cisco Nike Rodan & Fields Guillermo Diaz CIO Univision Chris Furst CIO Worley. Parsons 2, 900+ MEMBERS 1 © 2016 Apptio, All rights reserved (v 2. 5) Phuong Tram CIO Brian Adams CIO MIT Exxon. Mobil Jim Scholefield CIO Ralph Loura CIO Microsoft Suntrust Jim Du. Bois CIO Prudential UIC Charles Forte CEO, IT Services First American Financial George Westerman Author / Research Scientist Larry Godec CIO Nationwide Building Society University of Pennsylvania Debra Bailey CIO Caroline Arnold MD Tom Murphy CIO Anil Cheriyan CIO Cox Enterprises Greg Morrison CIO

2 © 2016 Apptio, All rights reserved (v 2. 5)

Apptio. The Business System for Technology The CIO’s business system of record 5 Saa. S-delivered applications Next-gen data & analytics platform Leverages existing Financial and IT data 300+ IT organizations of all sizes use us to: § § 3 © 2016 Apptio, All rights reserved (v 2. 5) Understand & Communicate IT value Plan Efficiently & Accurately Optimize IT Cost & Investment Transform Their IT Business

What Customers Tell Us Cloud Profitability Digitization Io. T Mobility Sales Growth Customer Experience RTB to CTB Competitive Differentiation Services Transformation IT INITIATIVES Governance Gap • • • Misalignment Guesswork Frustration …uninformed, slow decision-making 4 © 2016 Apptio, All rights reserved (v 2. 5) BUSINESS OUTCOMES

What Customers Tell Us Cloud Profitability Sales Growth Digitization Io. T Mobility Customer Experience RTB to CTB Services Transformation IT INITIATIVES TECHNOLOGY GOVERNANCE transparency alignment measurement accountability COMMON LANGUAGE BETTER DECISIONS operational business emotion facts cost value 5 © 2016 Apptio, All rights reserved (v 2. 5) Competitive Differentiation BUSINESS OUTCOMES

Apptio Customers in Every Industry RETAIL TELCO MANUFACTURING FINANCIAL SERVICES PUBLIC / EDUCATION CONSUMER GOODS HOSPITALITY ENERGY TRANSPORT/LOGISTICS AEROSPACE HIGH TECH INTERNET / MEDIA INSURANCE HEALTH / LIFE SCIENCE 6 © 2016 Apptio, All rights reserved (v 2. 5)

Technology Business Management Connected Yard Update July 2015 Tony Lovell Manager, Portfolio & Performance tony. lovell@scotts. com

WHO WE ARE DEDICATED TO A BEAUTIFUL WORLD For nearly 150 years, we have earned consumer trust by providing products that help gardeners grow thriving gardens and landscapes. Scotts Miracle-Gro is proud to bring the most-recognized lawn and garden brands in the industry. Our headquarters is located in Marysville, Ohio where O. M. Scott began selling lawn seed in 1868. Helping people of all ages express themselves on their own piece of the Earth.

BY THE NUMBERS 5, 500+ $2. 7 20+ $55 Associates Billion in sales Brands Million IT Budget Global Market Share Scotts Miracle-Gro has helped grow the more than $8 billion consumer global lawn and garden market by staying connected with the consumer.

WHY TBM & APPTIO

WHERE WE ARE AND WHERE WE ARE GOING 2%

Thank You!

Appendix

Apptio. The Business System for Governing Technology Sales has CRM HR has HRM Marketing has RPM Finance has ERP 14 © 2016 Apptio, All rights reserved (v 2. 5) Technology Business Management “TBM shifts focus from cost to value, accelerating the business technology agenda. ”

A Standard Model for TBM Standard Model Based on 300+ Customers ENDORSED Applications SAP END USERS BUSINESS CIO/CTO CAPABILITIES IT OPS/STRATEGY Showback / Chargeback Benchmarking Costing FINANCE Performance and Efficiency Planning IT PRODUCTS Servers Storage e. Mail SELF-SERVICE ANALYTICS MODEL AND ANALYTICS IT TOWERS STANDARD MODEL DATA CENTER DATA NETWORK COMPUTE OPS SECURITY ADAPTIVE DATA MANAGEMENT – Dirty Data Transform and Warehouse DATA SOURCES COST POOLS GL/ FIXED ASSETS BUDGET HR ASSET/ CMDB PPM FINANCIAL SERVICE DESK MONITORING OPERATIONAL PROVISIONING VENDORS 15 © 2014 Apptio, Inc. All rights reserved. OUTSIDE SERVICES CLOUD SERVICES BILLING COST SOURCES 6 LABOR GENERAL LEDGER FACILITIES APP DEV/ SUPPORT

Apptio Technology Business Management UNDERSTAND PLAN & Communicate Value Efficiently & Accurately OPTIMIZE Cost & Investment TRANSFORM Your IT Business Technology Governance with Apptio § Shift run cost to growth projects § Connect budget to deliverables § Spot trends and identify outliers § Chargeback to change behavior § Communicate value to business § Align to changing priorities § Expose cost of unused assets § Drive adoption of new tech § Give the business levers/choice § Improve budget accountability § Benchmark IT efficiency to peers § Manage supply and demand 16 © 2016 Apptio, All rights reserved (v 2. 5)

There’s a Better Use for that 6 Months… Return on Apptio Investment Example 1 14 X ROI 5 months Breakeven HOW OUR CUSTOMERS REALIZE VALUE: • • • Shift Run spend to Grow (3 -5% of discretionary) Automation of IT financial processes Better financial stewardship across your team Assumptions : $50 M Annual Technology spend 60% Run-the-Business (RTB) spend 40% Grow-the-Business (GTB) spend Total Economic Impact™ (TEI™) certified 2 “If you're waiting to get started, you're going to be waiting a long time. I think you just have to simply jump in. ” James La. Plaine, CIO of AOL 1: Example based on purchase of Apptio Cost Transparency Foundation module and implementation services. 2: Apptio commissioned Forrester to review the Apptio ROI model in June 2016 using its proprietary Total Economic Impact™ methodology. Forrester deems that the Apptio ROI model conforms to the TEI fundamentals and principles of a sound business case. The intent is for Apptio to guide prospects through the questionnaire to solicit inputs specific to your business and technology environment. Apptio is not permitted to change the calculations or equations. Forrester believes that this analysis is representative of what companies may achieve with Apptio services based on the inputs provided any assumptions made. Forrester does not endorse Apptio or its offerings. 17 © 2016 Apptio, All rights reserved (v 2. 5)

Without a System to Govern Technology… TRANSPARENCY Run costs crowd out innovation The run-piece of the budget was huge. We’ve now reduced a third of that and increased discretionary spend 20 x which we’re using to build competitiveness and to innovate. ALIGNMENT Inefficient use of capital When it came to planning the business knew their Cap. Ex investment, but not the long tail of Op. Ex. They looked at return on capital, but couldn’t see the run costs to assess profitability. MEASUREMENT The Business goes around you We had to explain to business leaders that some of their units have employees that rarely use IT services, while others used every IT service imaginable. ACCOUNTABILITY Business thinks IT is free Business owners tend to forget how much of their old data backups are being stored and how that adds up. Our customers use Apptio to mitigate these risks. 18 © 2016 Apptio, All rights reserved (v 2. 5)

What Will You Face During the Next 6 Months? Run costs hindering project agility Padded budgets & business cases Over/under-spend surprises BUs questioning IT’s value …and slow, uninformed decision-making with poor outcomes Cloud migration based on bad data about potential savings 19 © 2016 Apptio, All rights reserved (v 2. 5) Vendor negotiation without understanding consumption Underutilized applications with overprovisioned storage Unplanned spend on non-strategic initiatives & projects

Getting Started with Apptio Identify Executive Sponsor CIO | CFO Designate Apptio Owner • IT Finance • Strategy • Planning Determine Your Start Point In Parallel: reference calls | business case | technology review | procurement and contract 20 © 2016 Apptio, All rights reserved (v 2. 5) Subscription Starts