Solutions Selling Model - Consolidated

Overview of Selling Solutions Business Plan model
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JDA Software Group, Inc.
Solutions Selling Business Plan - Consolidated
(In 000's)
FY FY FY
2011 2012 2013
Revenues
SW Revenue
Assortment Management
# of Customers 1 1 2
Total Assortment Management Revenue $ 2,000.0 $ 2,000.0 $ 5,000.0
Shelf Connected
# of Customers 3 5 6
Total Shelf Connected Revenue $ 6,000.0 $ 10,000.0 $ 13,000.0
Order Management
# of Customers - 3 5
$ - $ 3,000.0 $ 6,000.0
Total SW Revenue $ 8,000.0 $ 15,000.0 $ 24,000.0
Consulting Revenue
IS Attachment Revenue 1,027.5 2,311.9 3,339.4
SBS Attachment Revenue 1,135.7 2,555.3 3,691.0

Total Consulting Revenue 2,163.2 4,867.2 7,030.4
Maintenance Revenue
CSS Attachment Revenue 900.0 2,227.5 5,066.1
Total Revenues $ 11,063.2 $ 22,094.7 $ 36,096.5
Cost of Goods Sold
Total SW COGS 480.0 900.0 1,440.0
Total Consulting COGS 205.5 462.4 667.9
Maintenance COGS 5.0% 45.0 111.4 253.3

Total Cost of Revenues 730.5 1,473.8 2,361.2
Gross Profit $ 10,332.7 $ 20,620.9 $ 33,735.3
Gross Margin 93.4% 93.3% 93.5%
Operating Expenses (Non-India)

Total Headcount 18 40 40
Associate Costs:
Salary 1,714.0 3,453.5 $ 4,935
Benefits $ 596.4 $ 1,177.6 $ 1,756.8
Bonus 216.4 480.3 708.7
Commission 1,140.9 2,139.2 3,422.8

Total Associate Costs $ 3,667.8 $ 7,250.7 $ 10,823.7
Travel $ 254.5 $ 457.6 $ 613.8
Training $ 36.8 $ 71.0 $ 97.7
Demo Costs / Documentation $ 4.1 $ 7.8 $ 10.6
[2] Recruiting $ 33.9 $ 7.6 $ 6.0
Allocated Occupancy Expense $ 258.0 $ 500.9 $ 692.1

Solutions Selling Business Plan - Consolidated
(In 000's)
FY FY FY
2011 2012 2013
G&A (legal cost per solution) $ 404.0 $ 909.0 $ 1,313.0
Total Non-CoE Operating Expenses $ 4,659.1 $ 9,204.5 $ 13,556.9

% of Total Revenues 42.1% 41.7% 37.6%
Operating Expenses (India)
Total Headcount 145 152 154
Associate Costs:
Salary 3,023.0 3,637.2 4,268.3
[1] 2010 Salary per HC
Benefits 457.6 550.8 646.5

% of Salaries - PY
Bonus $ 312.7 $ 376.3 $ 441.7

% of Salaries
Commission - - -
% of Total Rev
Total Associate Costs $ 3,793.3 $ 4,564.4 $ 5,356.5
Travel $ 53.6 $ 56.0 $ 57.2

Travel Exp. Per HC
Training $ 116.0 $ 121.6 $ 124.2

Training Exp. Per HC
Demo Costs / Documentation $ 1.5 $ 1.6 $ 1.6
[2] Recruiting $ 36.7 $ 37.5 $ 38.3

Recruiting/Relocation per HC
Allocated Occupancy Expense $ 759.0 $ 794.6 $ 811.7

Allocated Occupancy per HC
G&A (legal cost per solution) $ - $ - $ -

Legal cost per Solution
Total CoE Operating Expenses $ 4,760.1 $ 5,575.6 $ 6,389.5

Depreciation (New Capital Expenditures) $ 18.0 $ 24.0 $ 24.0

Quarterly Expenditure (Direct Input) $ 24.0 $ 24.0 $ 24.0
Average Useful Life (years)
Hide When Not
Total Operating Expenses Using $ 9,437.2 $ 14,804.1 $ 19,970.4
Operating Income\(Loss) $ 895.5 $ 5,816.8 $ 13,764.9

Operating Margin 8.1% 26.3% 38.1%
EBITDA Margin % 8.3% 26.4% 38.2%

Note(s):
[1] Increase in Associate Cost per HC adjusted by historical merit increase at the beginning of Q2 each year.
[2] Applied only to new associates.
Solutions Selling Business Plan - Sales Team
(In 000's)
2011 2012 2013 FY FY FY

Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 2011 2012 2013
Revenues
SW Revenue
Average Deal Size ($ in 000's) $ 2,000 $ 2,000 $ 2,500
# of Customers 1 - - 1 - - - 2 - - - 1 1 2
Total Assortment Management Revenue $ 2,000.0 $ - $ - $ - $ 2,000.0 $ - $ - $ - $ 5,000.0 $ - $ - $ - $ 2,000.0 $ 2,000.0 $ 5,000.0
Shelf Connected
# of Customers 3 - - - 5 - - - 6 - - - 3 5 6
Total Shelf Connected Revenue $ 6,000.0 $ - $ - $ - $ 10,000.0 $ - $ - $ - $ 13,000.0 $ - $ - $ - $ 6,000.0 $ 10,000.0 $ 13,000.0
Order Management
# of Customers - - - - 3 - - - 5 - - - - 3 5
$ - $ - $ - $ - $ 3,000.0 $ - $ - $ - $ 6,000.0 $ - $ - $ - $ - $ 3,000.0 $ 6,000.0
Total SW Revenue $ 8,000.0 $ - $ - $ - $ 15,000.0 $ - $ - $ - $ 24,000.0 $ - $ - $ - $ 8,000.0 $ 15,000.0 $ 24,000.0
Cost of Goods Sold

SW COGS
Assortment Management 5.0% $ 100.0 $ - $ - $ - $ 100.0 $ - $ - $ - $ 250.0 $ - $ - $ - $ 100.0 $ 100.0 $ 250.0
AM - Royalties 1.0% 20.0 - - - 20.0 - - - 50.0 - - - 20.0 20.0 50.0
Shelf Connected 5.0% 300.0 - - - 500.0 - - - 650.0 - - - 300.0 500.0 650.0
SC - Royalties 1.0% 60.0 - - - 100.0 - - - 130.0 - - - 60.0 100.0 130.0
Order Management 5.0% - - - - 150.0 - - - 300.0 - - - - 150.0 300.0
OM - Royalties 1.0% - - - - 30.0 - - - 60.0 - - - - 30.0 60.0
Total SW COGS 480.0 - - - 900.0 - - - 1,440.0 - - - 480.0 900.0 1,440.0
Headcount
Existing 6 10 10 10 10 13 13 13 - 36 49
New 6 6 6 6 4 3 24 4 3
Total Headcount 6 6 6 6 10 10 10 10 13 13 13 13 24 40 52
Associate Costs:
[1] Salary $ 170.2 $ 175.4 $ 175.4 $ 175.4 $ 292.3 $ 301.0 $ 301.0 $ 301.0 $ 391.3 $ 403.1 $ 403.1 $ 403.1 $ 696.3 $ 1,195.3 $ 1,600.5
2010 Salary per HC $ 28.4 $ 29.2 $ 30.1 $ 31.0
Benefits $ 253.4 $ 34.6 $ 34.6 $ 34.6 $ 469.8 $ 59.4 $ 59.4 $ 59.4 $ 736.6 $ 79.5 $ 79.5 $ 79.5 $ 357.2 $ 648.0 $ 975.2
% of Salaries, Bonus & Commissions 19.3%
Bonus $ 4.2 $ 4.3 $ 4.3 $ 4.3 $ 7.1 $ 7.4 $ 7.4 $ 7.4 $ 9.6 $ 9.9 $ 9.9 $ 9.9 $ 17.0 $ 29.2 $ 39.1
% of Salaries 2.4%
Commission $ 1,140.9 $ - $ - $ - $ 2,139.2 $ - $ - $ - $ 3,422.8 $ - $ - $ - $ 1,140.9 $ 2,139.2 $ 3,422.8

% of Total SW Revenue 14.3%
Total Associate Costs $ 1,568.7 $ 214.2 $ 214.2 $ 214.2 $ 2,908.4 $ 367.8 $ 367.8 $ 367.8 $ 4,560.3 $ 492.5 $ 492.5 $ 492.5 $ 2,211.4 $ 4,011.8 $ 6,037.6
Travel $ 47.0 $ 47.0 $ 47.0 $ 47.0 $ 78.3 $ 78.3 $ 78.3 $ 78.3 $ 101.8 $ 101.8 $ 101.8 $ 101.8 $ 187.9 $ 313.2 $ 407.2
Travel Exp. Per HC $ 7.8
Training $ 4.3 $ 4.3 $ 4.3 $ 4.3 $ 7.1 $ 7.1 $ 7.1 $ 7.1 $ 9.2 $ 9.2 $ 9.2 $ 9.2 $ 17.0 $ 28.4 $ 36.9
Training Exp. Per HC $ 0.7
Demo Costs / Documentation $ 0.1 $ 0.1 $ 0.1 $ 0.1 $ 0.1 $ 0.1 $ 0.1 $ 0.1 $ 0.2 $ 0.2 $ 0.2 $ 0.2 $ 0.3 $ 0.5 $ 0.7
Trade Shows/Demonstrations per HC $ -
Product Documentation per HC $ 0.0
Training Documentation per HC $ -
[2] Recruiting $ 5.9 $ 5.9 $ 5.9 $ 5.9 $ 3.9 $ - $ - $ - $ 2.9 $ - $ - $ - $ 23.5 $ 3.9 $ 2.9
Recruiting/Relocation per HC $ 1.0
Allocated Occupancy Expense $ 23.5 $ 23.5 $ 23.5 $ 23.5 $ 39.2 $ 39.2 $ 39.2 $ 39.2 $ 50.9 $ 50.9 $ 50.9 $ 50.9 $ 94.0 $ 156.7 $ 203.7
Allocated Occupancy per HC $ 3.9
G&A (Legal cost per new SW sale) $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -

Avg. Legal Cost per New SW Sale $ -
Total Non-CoE Operating Expenses $ 1,649.4 $ 294.9 $ 294.9 $ 294.9 $ 3,037.0 $ 492.5 $ 492.5 $ 492.5 $ 4,725.3 $ 654.6 $ 654.6 $ 654.6 $ 2,534.2 $ 4,514.5 $ 6,689.1

Headcount
Existing - - -
New - - -
Total Headcount - - - - - - - - - - - - - - -
Associate Costs:
Salary $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
[1] 2010 Salary per HC $ 5.4 $ 6.2 $ 7.1 $ 8.2
Benefits $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
Bonus $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
% of Salaries 7.2%
Commission $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
% of Total SW Revenue
Total Associate Costs $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
Travel $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
Training $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
Demo Costs / Documentation $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -

Trade Shows/Demonstrations per HC $ 0.0
Product Documentation per HC $ -
[2] Recruiting $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
Allocated Occupancy Expense $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -

G&A (legal cost per solution) $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -

Legal cost per Solution $ -
Total CoE Operating Expenses $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
Depreciation (New Capital Expenditures) $ 0.3 $ 0.7 $ 1.0 $ 1.0 $ 1.0 $ 1.0 $ 1.0 $ 1.0 $ 1.0 $ 1.0 $ 1.0 $ 1.0 $ 3.0 $ 4.0 $ 4.0
Quarterly Expenditure (Direct Input) $ 1.0 $ 1.0 $ 1.0 $ 1.0 $ 1.0 $ 1.0 $ 1.0 $ 1.0 $ 1.0 $ 1.0 $ 1.0 $ 1.0 $ 4.0 $ 4.0 $ 4.0
Average Useful Life (years) 3 3 3 3 3 3 3 3 3 3 3 3
Hide When Not
Total Operating Expenses Using $ 1,649.7 $ 295.6 $ 295.9 $ 295.9 $ 3,038.0 $ 493.5 $ 493.5 $ 493.5 $ 4,726.3 $ 655.6 $ 655.6 $ 655.6 $ 2,537.2 $ 4,518.5 $ 6,693.1
Operating Income\(Loss) from SW Revenues $ 5,870.3 $ (295.6) $ (295.9) $ (295.9) $ 11,062.0 $ (493.5) $ (493.5) $ (493.5) $ 17,833.7 $ (655.6) $ (655.6) $ (655.6) $ 4,982.8 $ 9,581.5 $ 15,866.9
Note(s):
[1] Increase in Associate Cost per HC adjusted by 2011 Budget merit increase assumption and has been applied at the beginning of Q2 each year.
Solutions Selling Business Plan - Marketing
(In 000's)
2011 2012 2013 FY FY FY

Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 2011 2012 2013
Revenues
SW Revenue
Average Deal Size ($ in 000's) $ 2,000.0 $ 2,000.0 $ 2,500.0
# of Customers 1 - - - 1 - - - 2 - - - 1 1 2
Shelf Connected
# of Customers 3 - - - 5 - - - 6 - - - 3 5 6
Order Management
# of Customers - - - - 3 - - - 5 - - - - 3 5
$ - $ - $ - $ - $ 3,000.0 $ - $ - $ - $ 6,000.0 $ - $ - $ - $ - $ 3,000.0 $ 6,000.0
Total SW Revenue $ 8,000.0 $ - $ - $ - $ 15,000.0 $ - $ - $ - $ 24,000.0 $ - $ - $ - $ 8,000.0 $ 15,000.0 $ 24,000.0

Headcount
Existing - - -
New - - -
Total Headcount 1 - - - 1 - - - 1 - - - 1 1 1
Associate Costs:
[1] Salary $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
2010 Salary per HC $ - $ - $ -
Benefits $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
Bonus $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
% of Salaries 12.7%
Commission $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
Travel $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
Travel Exp. Per HC
Training $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
Training Exp. Per HC
Demo Costs / Documentation $ 1.0 $ - $ - $ - $ 2.0 $ - $ - $ - $ 2.6 $ - $ - $ - $ 1.0 $ 2.0 $ 2.6

[2] Recruiting $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
Allocated Occupancy Expense $ 4.2 $ - $ - $ - $ 4.2 $ - $ - $ - $ 4.2 $ - $ - $ - $ 4.2 $ 4.2 $ 4.2


Total Non-CoE Operating Expenses $ 5.2 $ - $ - $ - $ 6.2 $ - $ - $ - $ 6.8 $ - $ - $ - $ 5.2 $ 6.2 $ 6.8

Headcount
Existing - - -
New - - -
Total Headcount - - - - - - - - - - - - - - -
Associate Costs:
Salary $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
[1] 2010 Salary per HC $ - $ - $ - $ -
Benefits $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
Bonus $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
% of Salaries 24.2%
Commission $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
Travel $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
Travel Exp. Per HC $ -
Training $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
Training Exp. Per HC $ -

[2] Recruiting $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
Recruiting/Relocation per HC $ -


Hide When Not
Total Operating Expenses Using $ 5.5 $ 0.7 $ 1.0 $ 1.0 $ 7.2 $ 1.0 $ 1.0 $ 1.0 $ 7.8 $ 1.0 $ 1.0 $ 1.0 $ 8.2 $ 10.2 $ 10.8
Operating Income\(Loss) from Marketing $ (5.5) $ (0.7) $ (1.0) $ (1.0) $ (7.2) $ (1.0) $ (1.0) $ (1.0) $ (7.8) $ (1.0) $ (1.0) $ (1.0) $ (8.2) $ (10.2) $ (10.8)
Note(s):
Solutions Selling Business Plan - Research and Development
(In 000's)
2011 2012 2013 FY FY FY

Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 2011 2012 2013
Revenues
SW Revenue
# of Customers 1 - - - 1 - - - 2 - - - 1 1 2
Shelf Connected
# of Customers 3 - - - 5 - - - 6 - - - 3 5 6
Order Management
# of Customers - - - - 3 - - - 5 - - - - 3 5
$ - $ - $ - $ - $ 3,000.0 $ - $ - $ - $ 6,000.0 $ - $ - $ - $ - $ 3,000.0 $ 6,000.0
Total SW Revenue $ 8,000.0 $ - $ - $ - $ 15,000.0 $ - $ - $ - $ 24,000.0 $ - $ - $ - $ 8,000.0 $ 15,000.0 $ 24,000.0

Headcount
Existing - - -
New - - -
Total Headcount - - - - - - - - - - - - - - -
Associate Costs:
[1] Salary $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
2010 Salary per HC $ 29.9 $ 31.0 $ 32.0 $ 33.2
Benefits $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
Bonus $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
% of Salaries 17.2%
Commission $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
Travel $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
Training $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -

[2] Recruiting $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -

G&A (legal cost per solution) $ 400.0 $ - $ - $ - $ 900.0 $ - $ - $ - $ 1,300.0 $ - $ - $ - $ 400.0 $ 900.0 $ 1,300.0
Legal cost per Solution $ 100.0
Total Non-CoE Operating Expenses $ 400.0 $ - $ - $ - $ 900.0 $ - $ - $ - $ 1,300.0 $ - $ - $ - $ 400.0 $ 900.0 $ 1,300.0
Headcount
Existing 132 132 132 132 137 137 137 137 144 144 144 144 528 548 575
New 5 5 5 5 7 7 7 7 7 2 2 2 20 27 13
Total Headcount 137 137 137 137 144 144 144 144 151 146 146 146 548 575 589
Associate Costs:
[1] Salary $ 628.3 $ 722.5 $ 722.5 $ 722.5 $ 758.7 $ 872.4 $ 872.4 $ 872.4 $ 916.1 $ 1,017.3 $ 1,017.3 $ 1,017.3 $ 2,795.9 $ 3,376.0 $ 3,967.9
2010 Salary per HC $ 4.6 $ 5.3 $ 6.1 $ 7.0
Benefits $ 96.1 $ 110.5 $ 110.5 $ 110.5 $ 116.0 $ 133.4 $ 133.4 $ 133.4 $ 140.1 $ 155.6 $ 155.6 $ 155.6 $ 427.5 $ 516.3 $ 606.8
Bonus $ 65.5 $ 75.3 $ 75.3 $ 75.3 $ 79.0 $ 90.9 $ 90.9 $ 90.9 $ 95.4 $ 106.0 $ 106.0 $ 106.0 $ 291.3 $ 351.7 $ 413.4
% of Salaries 10.4%
Commission $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
Total Associate Costs $ 789.8 $ 908.3 $ 908.3 $ 908.3 $ 953.7 $ 1,096.8 $ 1,096.8 $ 1,096.8 $ 1,151.6 $ 1,278.8 $ 1,278.8 $ 1,278.8 $ 3,514.7 $ 4,244.0 $ 4,988.0
Travel $ 12.1 $ 12.1 $ 12.1 $ 12.1 $ 12.7 $ 12.7 $ 12.7 $ 12.7 $ 13.4 $ 12.9 $ 12.9 $ 12.9 $ 48.6 $ 51.0 $ 52.2
Training $ 27.7 $ 27.7 $ 27.7 $ 27.7 $ 29.0 $ 29.0 $ 29.0 $ 29.0 $ 30.5 $ 29.4 $ 29.4 $ 29.4 $ 110.6 $ 116.2 $ 118.8
[2] Recruiting $ 8.8 $ 8.8 $ 8.8 $ 8.8 $ 9.2 $ 9.2 $ 9.2 $ 9.2 $ 9.7 $ 9.4 $ 9.4 $ 9.4 $ 35.2 $ 37.0 $ 37.8

Total CoE Operating Expenses $ 1,016.6 $ 1,135.1 $ 1,135.1 $ 1,135.1 $ 1,191.9 $ 1,334.9 $ 1,334.9 $ 1,334.9 $ 1,401.7 $ 1,520.3 $ 1,520.3 $ 1,520.3 $ 4,422.0 $ 5,196.6 $ 5,962.5
Total Operating Expenses $ 1,417.0 $ 1,135.8 $ 1,136.1 $ 1,136.1 $ 2,092.9 $ 1,335.9 $ 1,335.9 $ 1,335.9 $ 2,702.7 $ 1,521.3 $ 1,521.3 $ 1,521.3 $ 4,825.0 $ 6,100.6 $ 7,266.5
Operating Income\(Loss) from R&D $ (1,417.0) $ (1,135.8) $ (1,136.1) $ (1,136.1) $ (2,092.9) $ (1,335.9) $ (1,335.9) $ (1,335.9) $ (2,702.7) $ (1,521.3) $ (1,521.3) $ (1,521.3) $ (4,825.0) $ (6,100.6) $ (7,266.5)
Note(s):
Solutions Selling Business Plan - Implementation Services
(In 000's)
2011 2012 2013 FY FY FY

Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 2011 2012 2013
Revenues
SW Revenue
# of Customers 1 - - - 1 - - - 2 - - - 1 1 2
Shelf Connected
# of Customers 3 - - - 5 - - - 6 - - - 3 5 6
Order Management
# of Customers - - - - 3 - - - 5 - - - - 3 5
- - - - 3,000.0 - - - 6,000.0 - - - $ - $ 3,000.0 $ 6,000.0
Total SW Revenue $ 8,000.0 $ - $ - $ - $ 15,000.0 $ - $ - $ - $ 24,000.0 $ - $ - $ - $ 8,000.0 $ 15,000.0 $ 24,000.0
Consulting Revenue
IS Attachment Revenue $ 1,028 $ - $ - $ - $ 2,312 $ - $ - $ - $ 3,339 $ - $ - $ - $ 1,027.5 $ 2,311.9 $ 3,339.4
Utilization Per Head 65.0%
Avg Bill Rate 190 $ 190.0
Consulting COGS
IS Attachment COGS 9.5% 97.6 - - - 219.6 - - - 317.2 - - - 97.6 219.6 317.2
Headcount
Existing 4 9 9 9 9 13 13 13 - 4 9
New 4 4 4 4 5 4 4 5 4
Total Headcount 4 4 4 4 9 9 9 9 13 13 13 13 4 9 13
Associate Costs:
[1] Salary $ 98.1 $ 101.5 $ 101.5 $ 101.5 $ 228.4 $ 236.4 $ 236.4 $ 236.4 $ 341.5 $ 353.4 $ 353.4 $ 353.4 $ 402.6 $ 937.6 $ 1,401.7
2010 Salary per HC $ 24.5 $ 25.4 $ 26.3 $ 27.2
Benefits $ 24.4 $ 25.3 $ 25.3 $ 25.3 $ 56.9 $ 58.8 $ 58.8 $ 58.8 $ 85.0 $ 88.0 $ 88.0 $ 88.0 $ 100.2 $ 233.4 $ 348.9
Bonus $ 18.6 $ 19.3 $ 19.3 $ 19.3 $ 43.4 $ 44.9 $ 44.9 $ 44.9 $ 64.9 $ 67.2 $ 67.2 $ 67.2 $ 76.5 $ 178.2 $ 266.3
% of Salaries 19.0%
Commission $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
% of IS Attachment Revenue 0.0%
Total Associate Costs $ 141.1 $ 146.1 $ 146.1 $ 146.1 $ 328.7 $ 340.2 $ 340.2 $ 340.2 $ 491.4 $ 508.5 $ 508.5 $ 508.5 $ 579.4 $ 1,349.2 $ 2,017.0
Travel $ 8.2 $ 8.2 $ 8.2 $ 8.2 $ 18.5 $ 18.5 $ 18.5 $ 18.5 $ 26.8 $ 26.8 $ 26.8 $ 26.8 $ 33.0 $ 74.2 $ 107.1
Training $ 1.6 $ 1.6 $ 1.6 $ 1.6 $ 3.6 $ 3.6 $ 3.6 $ 3.6 $ 5.2 $ 5.2 $ 5.2 $ 5.2 $ 6.4 $ 14.3 $ 20.6
Training Documentation per HC $ 0.0
[2] Recruiting $ 2.1 $ 2.1 $ 2.1 $ 2.1 $ 2.7 $ - $ - $ - $ 2.1 $ - $ - $ - $ 8.5 $ 2.7 $ 2.1

Total Non-CoE Operating Expenses $ 170.5 $ 175.4 $ 175.4 $ 175.4 $ 392.6 $ 401.4 $ 401.4 $ 401.4 $ 582.0 $ 597.0 $ 597.0 $ 597.0 $ 696.8 $ 1,596.8 $ 2,373.0

Headcount
Existing - - -
New - - -
Total Headcount - - - - - - - - - - - - - - -
Associate Costs:
[1] Salary $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
2010 Salary per HC $ 4.2 $ 4.8 $ 5.6 $ 6.4
Benefits $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
Bonus $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
% of Salaries 8.0%
Commission $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
% of IS Attachment Revenue 0.0%
Travel $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
Training $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -

[2] Recruiting $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -


Hide When Not
Total Operating Expenses Using $ 170.8 $ 176.1 $ 176.4 $ 176.4 $ 393.6 $ 402.4 $ 402.4 $ 402.4 $ 583.0 $ 598.0 $ 598.0 $ 598.0 $ 699.8 $ 1,600.8 $ 2,377.0
Operating Income\(Loss) from IS Attachment Revenue $ 759.1 $ (176.1) $ (176.4) $ (176.4) $ 1,698.7 $ (402.4) $ (402.4) $ (402.4) $ 2,439.2 $ (598.0) $ (598.0) $ (598.0) $ 230.1 $ 491.5 $ 645.2
Note(s):
Solutions Selling Business Plan - SBS
(In 000's)
2011 2012 2013 FY FY FY

Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 2011 2012 2013
Revenues
SW Revenue
# of Customers 1 - - - 1 - - - 2 - - - 1 1 2
Shelf Connected
# of Customers 3 - - - 5 - - - 6 - - - 3 5 6
Order Management
# of Customers - - - - 3 - - - 5 - - - - 3 5
$ - $ - $ - $ - $ 3,000.0 $ - $ - $ - $ 6,000.0 $ - $ - $ - $ - $ 3,000.0 $ 6,000.0
Total SW Revenue $ 8,000.0 $ - $ - $ - $ 15,000.0 $ - $ - $ - $ 24,000.0 $ - $ - $ - $ 8,000.0 $ 15,000.0 $ 24,000.0
Consulting Revenue
SBS Attachment Revenue 1,135.7 - - - 2,555.3 - - - 3,691.0 - - - 1,135.7 2,555.3 3,691.0

Average Attachment as % of SW Sales 65.0%
Avg Bill Rate 210.0
Consulting COGS
SBS Attachment COGS 9.5% 107.9 - - - 242.8 - - - 350.6 - - - 107.9 242.8 350.6
Total Consulting COGS 205.5 - - - 462.4 - - - 667.9 - - - 205.5 462.4 667.9

Headcount
Existing 4 9 9 9 9 13 13 13 - 9 13
New 4 4 4 4 5 4 4 4 -
Total Headcount 4 4 4 4 9 9 9 9 13 13 13 13 4 13 52
Associate Costs:
[1] Salary $ 128.8 $ 133.3 $ 133.3 $ 133.3 $ 299.9 $ 310.4 $ 310.4 $ 310.4 $ 448.4 $ 464.1 $ 464.1 $ 464.1 $ 528.7 $ 1,231.2 $ 1,840.6
2010 Salary per HC $ 32.2 $ 33.3 $ 34.5 $ 35.7
Benefits $ 28.7 $ 29.7 $ 29.7 $ 29.7 $ 66.8 $ 69.1 $ 69.1 $ 69.1 $ 99.8 $ 103.3 $ 103.3 $ 103.3 $ 117.7 $ 274.1 $ 409.8
Bonus $ 27.5 $ 28.4 $ 28.4 $ 28.4 $ 63.9 $ 66.2 $ 66.2 $ 66.2 $ 95.6 $ 98.9 $ 98.9 $ 98.9 $ 112.7 $ 262.4 $ 392.3
% of Salaries 21.3%
Commission $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
% of SBS Consulting Revenue 0.0%
Total Associate Costs $ 184.9 $ 191.4 $ 191.4 $ 191.4 $ 430.6 $ 445.7 $ 445.7 $ 445.7 $ 643.8 $ 666.3 $ 666.3 $ 666.3 $ 759.1 $ 1,767.8 $ 2,642.8
Travel $ 7.3 $ 7.3 $ 7.3 $ 7.3 $ 16.5 $ 16.5 $ 16.5 $ 16.5 $ 23.8 $ 23.8 $ 23.8 $ 23.8 $ 29.3 $ 65.8 $ 95.1
Travel Exp. Per HC 1.8
Training $ 3.0 $ 3.0 $ 3.0 $ 3.0 $ 6.7 $ 6.7 $ 6.7 $ 6.7 $ 9.7 $ 9.7 $ 9.7 $ 9.7 $ 11.9 $ 26.7 $ 38.6
[2] Recruiting $ 0.4 $ 0.4 $ 0.4 $ 0.4 $ 0.5 $ - $ - $ - $ 0.4 $ - $ - $ - $ 1.5 $ 0.5 $ 0.4

Total Non-CoE Operating Expenses $ 214.7 $ 221.2 $ 221.2 $ 221.2 $ 497.3 $ 512.0 $ 512.0 $ 512.0 $ 739.9 $ 762.0 $ 762.0 $ 762.0 $ 878.3 $ 2,033.2 $ 3,025.9

Headcount
Existing 6 6 6 6 6 6 6 6 6 6 6 18 24 24
New 6 6 - -
Total Headcount 6 6 6 6 6 6 6 6 6 6 6 6 24 24 24
Associate Costs:
[1] Salary $ 43.1 $ 49.6 $ 49.6 $ 49.6 $ 49.6 $ 57.1 $ 57.1 $ 57.1 $ 57.1 $ 65.6 $ 65.6 $ 65.6 $ 192.0 $ 220.8 $ 253.9
2010 Salary per HC $ 7.2 $ 8.3 $ 9.5 $ 10.9
Benefits $ 5.4 $ 6.3 $ 6.3 $ 6.3 $ 6.3 $ 7.2 $ 7.2 $ 7.2 $ 7.2 $ 8.3 $ 8.3 $ 8.3 $ 24.2 $ 27.8 $ 32.0
Bonus $ 4.2 $ 4.8 $ 4.8 $ 4.8 $ 4.8 $ 5.6 $ 5.6 $ 5.6 $ 5.6 $ 6.4 $ 6.4 $ 6.4 $ 18.7 $ 21.5 $ 24.8
% of Salaries 9.8%
Commission $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
% of SBS Attachment Revenue 0.0%
Total Associate Costs $ 52.8 $ 60.7 $ 60.7 $ 60.7 $ 60.7 $ 69.8 $ 69.8 $ 69.8 $ 69.8 $ 80.3 $ 80.3 $ 80.3 $ 235.0 $ 270.2 $ 310.7
Travel $ 0.9 $ 0.9 $ 0.9 $ 0.9 $ 0.9 $ 0.9 $ 0.9 $ 0.9 $ 0.9 $ 0.9 $ 0.9 $ 0.9 $ 3.7 $ 3.7 $ 3.7
Training $ 0.9 $ 0.9 $ 0.9 $ 0.9 $ 0.9 $ 0.9 $ 0.9 $ 0.9 $ 0.9 $ 0.9 $ 0.9 $ 0.9 $ 3.7 $ 3.7 $ 3.7

[2] Recruiting $ 1.0 $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ 1.0 $ - $ -


Total CoE Operating Expenses $ 64.9 $ 71.9 $ 71.9 $ 71.9 $ 71.9 $ 81.0 $ 81.0 $ 81.0 $ 81.0 $ 91.5 $ 91.5 $ 91.5 $ 280.6 $ 314.9 $ 355.4
Hide When Not
Total Operating Expenses Using $ 280.0 $ 293.8 $ 294.1 $ 294.1 $ 570.2 $ 594.0 $ 594.0 $ 594.0 $ 821.9 $ 854.5 $ 854.5 $ 854.5 $ 1,162.0 $ 2,352.1 $ 3,385.4
Operating Income\(Loss) from SBS Attachment Revenue $ 747.8 $ (293.8) $ (294.1) $ (294.1) $ 1,742.3 $ (594.0) $ (594.0) $ (594.0) $ 2,518.5 $ (854.5) $ (854.5) $ (854.5) $ (134.2) $ (39.6) $ (45.1)
Note(s):
Solutions Selling Business Plan - CSS
(In 000's)
2011 2012 2013 FY FY FY

Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 2011 2012 2013
Revenues
SW Revenue
# of Customers 1 - - - 1 - - - 2 - - - 1 1 2
Shelf Connected
# of Customers 3 - - - 5 - - - 6 - - - 3 5 6
Order Management
# of Customers - - - - 3 - - - 5 - - - - 3 5
$ - $ - $ - $ - $ 3,000.0 $ - $ - $ - $ 6,000.0 $ - $ - $ - $ - $ 3,000.0 $ 6,000.0
Total SW Revenue $ 8,000.0 $ - $ - $ - $ 15,000.0 $ - $ - $ - $ 24,000.0 $ - $ - $ - $ 8,000.0 $ 15,000.0 $ 24,000.0
Maintenance Revenue
CSS Attachment Revenue 900.0 - - - 2,227.5 - - - 5,066.1 - - - 900.0 2,227.5 5,066.1
Average Attachment as % of SW Sales 18.0%
Maintenance COGS 5.0% 45.0 - - - 111.4 - - - 253.3 - - - 45.0 111.4 253.3

Headcount
Existing 1 1 1 1 1 1 1 1 1 1 1 1 4 4 4
New - - -
Total Headcount 1 1 1 1 1 1 1 1 1 1 1 1 4 4 4
Associate Costs:
[1] Salary $ 21.0 $ 21.8 $ 21.8 $ 21.8 $ 21.8 $ 22.5 $ 22.5 $ 22.5 $ 22.5 $ 23.3 $ 23.3 $ 23.3 $ 86.4 $ 89.4 $ 92.5
2010 Salary per HC $ 21.0 $ 21.8 $ 22.5 $ 23.3
Benefits $ 5.2 $ 5.4 $ 5.4 $ 5.4 $ 5.4 $ 5.6 $ 5.6 $ 5.6 $ 5.6 $ 5.8 $ 5.8 $ 5.8 $ 21.3 $ 22.0 $ 22.8
Bonus $ 2.5 $ 2.6 $ 2.6 $ 2.6 $ 2.6 $ 2.7 $ 2.7 $ 2.7 $ 2.7 $ 2.8 $ 2.8 $ 2.8 $ 10.2 $ 10.6 $ 10.9
% of Salaries 11.8%
Commission $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
% of CSS Attachment Revenue 0.0%
Travel $ 1.1 $ 1.1 $ 1.1 $ 1.1 $ 1.1 $ 1.1 $ 1.1 $ 1.1 $ 1.1 $ 1.1 $ 1.1 $ 1.1 $ 4.4 $ 4.4 $ 4.4
Training $ 0.4 $ 0.4 $ 0.4 $ 0.4 $ 0.4 $ 0.4 $ 0.4 $ 0.4 $ 0.4 $ 0.4 $ 0.4 $ 0.4 $ 1.5 $ 1.5 $ 1.5
Training Documentation per HC $ 0.0
[2] Recruiting $ - $ 0.1 $ 0.1 $ 0.1 $ 0.1 $ 0.1 $ 0.1 $ 0.1 $ 0.1 $ 0.1 $ 0.1 $ 0.1 $ 0.4 $ 0.5 $ 0.5
G&A (legal cost per solution) $ 4.0 $ - $ - $ - $ 9.0 $ - $ - $ - $ 13.0 $ - $ - $ - $ 4.0 $ 9.0 $ 13.0
Legal cost per Solution $ 1.0
Total Non-India Operating Expenses $ 38.3 $ 35.4 $ 35.4 $ 35.4 $ 44.4 $ 36.5 $ 36.5 $ 36.5 $ 49.5 $ 37.5 $ 37.5 $ 37.5 $ 144.5 $ 153.8 $ 162.1

Headcount
Existing - - -
New 2 2 2 2 2 2 2 2 2 2 2 2 2 2 2
Total Headcount 2 2 2 2 2 2 2 2 2 2 2 2 2 2 2
Associate Costs:
[1] Salary $ 7.9 $ 9.1 $ 9.1 $ 9.1 $ 9.1 $ 10.4 $ 10.4 $ 10.4 $ 10.4 $ 12.0 $ 12.0 $ 12.0 $ 35.2 $ 40.4 $ 46.5
2010 Salary per HC $ 3.9 $ 4.5 $ 5.2 $ 6.0
Benefits $ 1.3 $ 1.5 $ 1.5 $ 1.5 $ 1.5 $ 1.7 $ 1.7 $ 1.7 $ 1.7 $ 2.0 $ 2.0 $ 2.0 $ 5.8 $ 6.7 $ 7.7
Bonus $ 0.6 $ 0.7 $ 0.7 $ 0.7 $ 0.7 $ 0.8 $ 0.8 $ 0.8 $ 0.8 $ 0.9 $ 0.9 $ 0.9 $ 2.7 $ 3.1 $ 3.5
% of Salaries 7.6%
Commission $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -
% of Total Revenue 0.0%
Travel $ 0.3 $ 0.3 $ 0.3 $ 0.3 $ 0.3 $ 0.3 $ 0.3 $ 0.3 $ 0.3 $ 0.3 $ 0.3 $ 0.3 $ 1.3 $ 1.3 $ 1.3
Training $ 0.4 $ 0.4 $ 0.4 $ 0.4 $ 0.4 $ 0.4 $ 0.4 $ 0.4 $ 0.4 $ 0.4 $ 0.4 $ 0.4 $ 1.7 $ 1.7 $ 1.7

[2] Recruiting $ 0.1 $ 0.1 $ 0.1 $ 0.1 $ 0.1 $ 0.1 $ 0.1 $ 0.1 $ 0.1 $ 0.1 $ 0.1 $ 0.1 $ 0.5 $ 0.5 $ 0.5

Total India Operating Expenses $ 13.3 $ 14.7 $ 14.7 $ 14.7 $ 14.7 $ 16.4 $ 16.4 $ 16.4 $ 16.4 $ 18.4 $ 18.4 $ 18.4 $ 57.5 $ 64.0 $ 71.6
Hide When Not
Total Operating Expenses Using $ 51.9 $ 50.8 $ 51.2 $ 51.2 $ 60.2 $ 53.9 $ 53.9 $ 53.9 $ 66.9 $ 56.9 $ 56.9 $ 56.9 $ 205.0 $ 221.8 $ 237.6
Operating Income\(Loss) from Maintenance Revenue $ 803.1 $ (50.8) $ (51.2) $ (51.2) $ 2,056.0 $ (53.9) $ (53.9) $ (53.9) $ 4,745.9 $ (56.9) $ (56.9) $ (56.9) $ 650.0 $ 1,894.3 $ 4,575.2
$ 653.0 $ 1,898.3 $ 4,579.2

Note(s): 72.6% 85.2% 90.4%
Year Total Year Total
FinPlan_Corp All Products All Products
Refreshed: 8/18/2010 4 PM 2010 2010
USD USD
Final Final
September Forecast September Forecast
All Departments SLS
Business Units Corp Business Units Corp
All Segments All Segments
SW Rev, New Products 90,175,821 90,175,821
Backlog Revenue License 835,218 835,218
SW Rev, New Products WW 29,614,815 29,614,815
Software Allocation - -
Software License Revenue 120,625,853 120,625,853
Recurring License Revenue 1,103,638 1,103,638
Backlog Revenue Subscription 4,492,906 4,492,906
97-2 Software - -
Software Subscription Revenue 20,052,145 15,632,535
Software Revenue 140,677,998 136,258,388
Maint Revenue 239,936,785 474,922
Maintenance Allocation - -
Backlog Revenue Maintenance 3,961,692 -
Maint Rev, Carve-outs 570,438 -
Maint Rev, Carve-outs Allocation - -
Maint Rev, Net Adjustments 4,816 -
Maint Rev, Escrow 15,450 -
Maintenance Revenue_ - -
New Maintenance - -
Attrition (7,650,090) -
Maintenance Revenue 245,623,438 724,922
Product Revenue 386,301,436 136,983,311
Consulting Rev - Other (net) 2,378,475 -
Consulting Rev, CSG 150,983,435 -
Backlog Revenue Services 15,125,602 -
Consulting Rev Accrual 3,483,948 -
Surcharge Revenue 241,775 -
Consulting Credits/Allowances 4,093,459 -
Consulting, Net Adjustments (26,612,913) -
Consulting Rev - CSG (net) 192,354,214 -
Consulting Revenue 194,732,689 -
Training Revenue 6,861,533 -
HW/Other Rev 152,936 152,936
Reimbursed Expenses Revenue 18,538,305 -
Hosting Revenue 24,914,447 -
Other Revenue 50,467,221 152,936
Total Revenue 631,501,346 137,136,246
Software COGS 4,989,831 4,989,831
HW/Other Costs 3,035,887 (6,540)
Maintenance Costs 6,799,939 -
Training Cost 29,647 -
Reimbursed Expenses Cost 18,545,068 -
Cost of Goods Sold 33,400,372 4,983,291
Gross Profit 598,100,974 132,152,955
Allocated Occupancy Expenses 0 4,466,309
Allocated Depreciation 0 1,263,729
Allocated Occup & Depr_ 0 5,730,038
Contractor Costs 28,510,557 804,964
InterCo, Capitalized Time (61,630) (378)
InterDept Transfers In 81,478,893 4,742,738
InterDept Transfers Out (75,068,868) (4,469,882)
Net InterDept Standard Cost Transf 6,410,026 272,856
Net IntraDept Standard Cost Transf - -
Net InterCo Standard Cost Transfer 10,896,767 487,801
Net InterCo Cost Transfer 0 0
InterCo Transfers 17,306,792 760,657
O/S People Costs 45,755,720 1,565,242
Associate - Salary 177,649,733 31,652,262
Open Req - Salary 1,811,970 694,360
Non-Agency Temp - Salary - -
Net Intern Costs 41,858 250
Total Salary 179,503,561 32,346,872
Associate - Bonus 24,766,830 244,246
Open Reqs - Bonus 111,995 2,584
Quarterly Bonus 24,878,824 246,831
Quarterly Bonus Payout Adj 64,785 296
Total Quarterly Bonus 24,943,609 247,126
Commission 22,263,259 18,796,427
Commission Allocation - -
Retention Bonus 1,407,284 484,334
Spot Bonus 607,684 59,042
External Commissions 761,429 761,429
External Commission Allocation - -
Quarterly Consulting Bonus - -
Total Bonus and Commissions 49,983,265 20,348,358
Benefits, Allocated Expenses 33,463,654 6,225,641
Benefits, Variable Comp 2,942,390 1,277,262
Benefits (Other) 8,989,819 2,647,904
Total Benefits 45,395,863 10,150,808
Restricted Stock Exp, Curr Yr 9,672,088 2,487,192
Restricted Stock Costs, Payout Ad 24,722 6,250
Total Restricted Stock Exp, Curr Yr 9,696,811 2,493,442
Restricted Stock Exp, PriorYr 2,753,178 726,681
Restricted Stock Exp - -
ESPP Costs 469,093 84,065
Stock Costs - RSU-ESPP 12,919,082 3,304,188
Assoc People Costs 287,801,771 66,150,226
People Costs 333,557,491 67,715,468
Travel Expenses 19,837,421 8,926,501
Travel Expense Adjust - -
Travel Expenses Total 19,837,421 8,926,501
Training Costs (Other) 2,289,176 609,379
Training Rev, Internal (2,175,125) -
InterCo, Doc/Trng Rev 1,307,688 199,313
Training Costs 1,421,740 808,692
Recruiting/Relocation - -
Recruiting Costs 2,685,682 1,071,425
Relocation Costs 190,804 14,073
Immigration Expense 367,162 29,812
Recruiting/Relocation_ 3,243,648 1,115,309
Misc Other People Related 1,076,849 495,460
Allocated Company Meetings Cost 278,879 41,476
Funded Development (581,771) -
Product Concessions 623,691 (30,000)
Other People Related 1,397,648 506,936
People Related Cost 25,900,456 11,357,438
Misc/Other Svcs 1,642,877 22,402
Payroll Charges 542,488 -
Legal Expense 13,818,401 -
Investor Relations 584,048 -
Insurance Exp 2,194,607 -
Gain/Loss F/A (20) -
Acctg/Tax Exp 3,449,324 -
Outside Services 22,231,724 22,402
Depr, General (Managed Svcs) 919,215 -
Depr, General (Facilities) 9,660,429 -
Depr, General 10,579,644 -
Total Depreciation_ 10,579,644 -
Amort, Acquired SW Technology 7,046,523 -
Amort, Trademarks/Tradenames 2,699,820 -
Amort, Other Intangibles 35,715,137 -
Total Amortization 45,461,480 -
Depreciation/Amortization Expense 56,041,124 -
Rent/Utilities 16,202,116 -
Telephone/Data Exp 6,042,105 -
Computer Related 10,800,292 466,895
Supplies/Deliv/Other 1,885,928 38,053
Occupancy Expense_ 34,930,441 504,948
Admin Related Costs_ 113,203,289 527,350
Product Documentation 70,238 15,116
Training Documentation 87,985 -
Demonstrations 276,006 11,603
User Group 40,987 322,161
Co-op Exp Reimbursement - -
Trade Shows 1,604,260 226,817
Trade Shows/Demonstrations 1,921,254 560,581
Mktg Misc Exp 205,424 94,749
Mktg Client Gifts 5,000 5,000
Marketing, Misc/Other 210,424 99,749
Industry Analysts Fees 320,212 -
Market Branding 411,838 423
Public Relations 840,642 39,386
Market Research 106,344 85,844
Market Res/Public Relations 1,679,035 125,653
Advertising 490,854 13,576
Brochures 61,528 8,685
Brochures/Advertising 552,382 22,261
Marketing Related 4,363,095 808,244
Warranty Expense - -
Bad Debt Expense 2,285,714 -
Operating Expenses 479,468,268 80,423,616
Operating Exp including Allocations 479,468,268 86,153,654
EBIT 118,632,706 45,999,301
Bank Fees 585,571 -
Unusual (Gains)/Losses 16,142,844 -
Unusual Gain and Losses 16,142,844 -
Gain on Sale of Building - -
Equity (Income)/Loss - Uncons Sub (564,273) -
Acquisition Costs 8,139,556 -
Change in FV of Ser B Pref Stk - -
Interest Inc, Bank (134,640) -
Interest Inc, Service Charge - -
Investment Gains (38,761) -
Interest Income/Investment Gains (173,401) -
Interest Exp, Bank 23,888,422 -
Amortized Fee - -
Int Exp, Bank Fees 98,206 -
Interest Exp, Cap Leases - -
Interest Expense/Bank Fees 23,986,628 -
Rental Inc, Building (440,879) -
Foreign Exchange (1,406,222) -
Mgmt Fee, InterCo 21,409,547 -
InterCo Interest 0 -
Misc (Income)/Expense 21,409,547 -
Net Interest Income / Loss - -
Other (Income)/Expense 67,679,372 -
EBT 50,953,334 45,999,301
Provision for Inc Taxes 15,068,028 -
Net Taxes 15,068,028 -
Net Profit (Loss) 35,885,305 45,999,301
- -
Additional adjustment to EBITDA 1,639,919 -
EBITDA 189,232,830 50,567,219
Total Headcount 1,796 285
- -
Travel per HC 11,045 31,321
Training per HC 792 2,838
Trade Shows/Demonstrations per HC 1,070 1,967
Product Documentation per HC 39 53
Training Documentation per HC 49 -
Recruiting/Relocation per HC 1,806 3,913
Allocated Occupancy per HC 0 15,671
Salary per HC 99,946 113,498
Year Total Year Total Year Total Year Total
All Products All Products All Products All Products
2010 2010 2010 2010
USD USD USD USD
Final Final Final Final
September Forecast September Forecast September Forecast September Forecast
MKTG Client Support Services Group CSG BMI
Business Units Corp Business Units Corp Business Units Corp Business Units Corp
All Segments All Segments All Segments All Segments
- - - -
- - - -
- - - -
- - - -
- - - -
- - - -
- - - -
- - - -
- 569,293 - -
- 569,293 - -
- 239,461,863 - -
- - - -
- 3,961,692 - -
- 570,438 - -
- - - -
- 4,816 - -
- 15,450 - -
- - - -
- - - -
- (7,650,090) - -
- 244,898,515 - -
- 245,467,808 - -
- 310,871 - 27,829
- - 150,409,004 -
- - 15,125,602 -
- - 3,483,948 -
- - 241,775 -
- - 4,043,298 -
- - (26,612,913) -
- - 191,829,944 -
- 310,871 191,829,944 27,829
- - - 6,861,533
- - - -
- 28,112 17,955,361 363,762
- - - -
- 28,112 17,955,361 7,225,296
- 245,806,792 209,785,305 7,253,125
- - - -
- - (350,380) -
- 6,799,939 - -
- - - 29,647
- (20,799) 18,236,199 241,708
- 6,779,139 17,885,819 271,355
- 239,027,652 191,899,486 6,981,769
516,516 4,387,905 10,454,401 710,995
197,706 1,684,864 2,757,783 345,811
714,222 6,072,770 13,212,184 1,056,806
176,722 638,928 22,633,263 105,464
- (155) (6,204) -
318,248 14,593,007 41,651,095 1,925,191
(154,664) (14,678,452) (38,186,018) (1,684,116)
163,584 (85,445) 3,465,077 241,075
- - - -
4,871 69,845 7,524,148 120,935
- - - -
168,455 (15,600) 10,989,225 362,009
345,178 623,174 33,616,284 467,473
2,910,763 23,413,101 58,940,106 3,564,990
68,042 111,648 390,576 46,797
- - - -
4,208 - 8,000 -
2,983,013 23,524,749 59,338,682 3,611,787
355,513 2,715,759 10,713,011 438,930
10,887 9,502 35,754 -
366,400 2,725,261 10,748,765 438,930
1,039 7,133 27,657 1,221
367,439 2,732,394 10,776,422 440,151
415,515 25,673 1,281,732 166,242
- - - -
1,633 33,333 160,028 -
9,648 10,542 338,657 1,271
- - - -
- - - -
- - - -
794,235 2,801,942 12,556,840 607,663
551,151 4,244,020 10,953,993 689,708
36,893 164,891 812,835 28,550
109,443 1,397,429 3,272,872 58,391
697,487 5,806,340 15,039,700 776,650
137,779 462,645 1,026,998 -
227 1,307 2,898 -
138,006 463,951 1,029,896 -
(20,285) 95,927 360,111 -
- - - -
4,302 65,642 145,401 8,295
122,023 625,520 1,535,408 8,295
4,596,758 32,758,551 88,470,630 5,004,395
4,941,936 33,381,725 122,086,914 5,471,868
404,375 1,220,802 4,986,425 327,222
- - - -
404,375 1,220,802 4,986,425 327,222
37,869 226,692 522,921 127,919
- - - (1,914,110)
23,625 205,813 437,563 29,938
61,494 432,505 960,483 (1,756,254)
- - - -
57,219 66,371 1,025,829 2,638
- 58,478 28,648 -
3,320 23,953 234,887 5,726
60,539 148,803 1,289,363 8,364
15,069 71,680 177,792 76,803
5,253 45,844 90,646 5,927
- 1,569 2,692 -
- - 272,691 -
20,321 119,093 543,821 82,730
546,729 1,921,203 7,780,092 (1,337,937)
7 4,789 275,226 95
- - - -
- - - -
- - - -
- - - -
- - - -
- - - -
7 4,789 275,226 95
- - - -
- - - -
- - - -
- - - -
- - - -
- - - -
- - - -
- - - -
- - - -
- - - -
- - - -
333,294 906,650 570,034 283,464
22,554 30,908 6,601 9,633
355,848 937,558 576,635 293,097
355,855 942,347 851,861 293,193
- 15,573 4,820 -
- 4,867 561 82,557
264,403 - - -
(599,198) 159,857 62,466 11,400
- - - -
1,374,225 2,129 611 479
1,039,430 161,986 63,077 11,879
104,675 - 6,000 -
- - - -
104,675 - 6,000 -
320,212 - - -
409,415 - - -
801,255 - - -
20,500 - - -
1,551,382 - - -
477,277 - - -
52,844 - - -
530,121 - - -
3,225,608 161,986 69,077 11,879
- - - -
- - - -
9,070,128 36,427,700 130,793,325 4,521,559
9,784,350 42,500,470 144,005,510 5,578,365
(9,784,350) 196,527,182 47,893,976 1,403,405
- - - -
- - - -
- - - -
- - - -
- - - -
- - - -
- - - -
- - - -
- - - -
- - - -
- - - -
- - - -
- - - -
- - - -
- - - -
- - - -
- - - -
- - - -
- - - -
- - - -
- - - -
- - - -
- - - -
(9,784,350) 196,527,182 47,893,976 1,403,405
- - - -
- - - -
(9,784,350) 196,527,182 47,893,976 1,403,405
- - - -
- - - -
(9,464,621) 198,837,567 52,187,167 1,757,511
31 280 605 45
- - - -
13,044 4,368 8,242 7,353
1,984 1,547 1,588 (39,466)
33,530 580 104 267
- 56 8 -
- 17 1 1,855
1,953 532 2,131 188
16,662 15,699 17,280 15,977
96,226 84,167 98,080 81,164
Year Total Year Total Year Total
All Products All Products All Products
2010 2010 2010
USD USD USD
Final Final Final
September Forecast September Forecast September Forecast
Managed Services Team Research and Development Group General Administration Group
Business Units Corp Business Units Corp Business Units Corp
All Segments All Segments All Segments
- - -
- - -
- - -
- - -
- - -
- - -
- - -
- - -
5,826,105 - -
5,826,105 - -
0 - -
- - -
- - -
- - -
- - -
- - -
- - -
- - -
- - -
- - -
0 - -
5,826,105 - -
- 2,039,775 -
- 574,431 -
- - -
- - -
- - -
50,161 - -
- - -
(50,161) 574,431 -
(50,161) 2,614,206 -
- - -
- - -
180,009 11,060 -
24,914,447 - -
25,094,456 11,060 -
30,870,400 2,625,266 -
- - -
3,392,808 - -
- - -
- - -
378,456 (290,496) -
3,771,263 (290,496) -
27,099,137 2,915,762 -
750,784 4,350,420 (25,637,330)
151,367 1,491,490 (7,892,751)
902,150 5,841,910 (33,530,080)
1,137,348 1,590,180 1,423,689
- (205) (54,688)
4,282,036 13,666,273 300,305
(968,401) (14,658,056) (269,278)
3,313,635 (991,782) 31,027
- - -
3,139,839 (447,556) (3,117)
- - -
6,453,474 (1,439,338) 27,910
7,590,822 150,637 1,396,911
4,969,130 31,615,682 20,583,699
132,264 205,310 162,973
- - -
- - 29,400
5,101,394 31,820,992 20,776,072
539,288 5,316,816 4,443,266
13,397 18,307 21,564
552,685 5,335,123 4,464,830
1,461 14,619 11,359
554,146 5,349,742 4,476,189
1,486,990 90,681 -
- - -
- 120,833 607,122
- 16,286 172,239
- - -
- - -
- - -
2,041,136 5,577,543 5,255,550
828,485 5,818,831 4,151,826
113,130 255,013 253,816
135,988 581,964 785,826
1,077,603 6,655,807 5,191,468
136,915 729,839 4,690,721
341 2,046 11,653
137,256 731,885 4,702,375
28,480 89,731 1,472,534
- - -
11,242 116,490 33,657
176,978 938,105 6,208,565
8,397,110 44,992,447 37,431,654
15,987,931 45,143,084 38,828,565
601,738 1,600,670 1,769,688
- - -
601,738 1,600,670 1,769,688
17,620 221,216 525,560
- - (261,015)
35,125 197,500 178,813
52,745 418,716 443,358
- - -
102,511 54,358 305,330
- - 89,606
489 24,990 43,985
103,000 79,348 438,921
4,755 96,868 138,422
9,689 40,829 39,214
- (586,032) -
- 381,000 -
14,444 (67,334) 177,637
771,927 2,031,401 2,829,603
- 23,836 1,316,522
- - 542,488
- - 13,818,401
- - 584,048
- - 2,194,607
- - (20)
- - 3,449,324
- 23,836 21,905,369
919,215 - -
- - 9,660,429
919,215 - 9,660,429
919,215 - 9,660,429
- - -
- - -
- - -
- - -
919,215 - 9,660,429
- - 16,202,116
- - 6,042,105
159,159 2,517,887 5,562,910
10 4,119 1,774,049
159,169 2,522,006 29,581,180
1,078,384 2,545,842 61,146,978
- 32,000 2,729
- - -
- - -
9,500 45,925 28,876
- - -
- - -
9,500 45,925 28,876
- - -
- - -
- - -
- - -
- 2,000 -
- - -
- - -
- 2,000 -
- - -
- - -
- - -
9,500 47,925 28,876
- - -
- - -
17,847,743 49,800,252 102,836,751
18,749,893 55,642,162 69,306,670
8,349,244 (52,726,400) (69,306,670)
- - (7)
332,626 - -
332,626 - -
- - -
- - -
- - 8,139,556
- - -
- - -
- - -
- - -
- - -
- - -
- - -
- - -
- - -
- - -
- - -
- - -
- - 21,409,547
- - -
- - 21,409,547
- - -
332,626 - 29,549,095
8,016,618 (52,726,400) (98,855,766)
- - -
- - -
8,016,618 (52,726,400) (98,855,766)
- - -
- - 518,867
9,596,803 (50,296,804) (60,811,561)
49 266 236
- - -
12,280 6,018 7,499
1,076 1,574 1,879
194 173 122
- 120 12
- - -
2,102 298 1,860
15,322 16,355 (108,633)
104,110 119,628 88,034
119,628
6,018
Year Total Year Total
All Products All Products
2010 2010
USD USD
Final Final
September Forecast September Forecast
Other, (Income Tax, Interest, Restructuring) N_Dep
Business Units Corp Business Units Corp
All Segments All Segments
- -
- -
- -
- -
- -
- -
- -
- -
- (1,975,788)
- (1,975,788)
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- (1,975,788)
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- (1,975,788)
- -
- -
- -
- -
- -
- -
- (1,975,788)
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
7,046,523 -
2,699,820 -
35,715,137 -
45,461,480 -
45,461,480 -
- -
- -
- -
- -
- -
45,461,480 -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
- -
2,285,714 -
47,747,194 -
47,747,194 -
(47,747,194) (1,975,788)
585,578 -
15,810,218 -
15,810,218 -
- -
(564,273) -
- -
- -
(134,640) -
- -
(38,761) -
(173,401) -
23,888,422 -
- -
98,206 -
- -
23,986,628 -
(440,879) -
(1,406,222) -
(0) -
0 -
0 -
- -
37,797,651 -
(85,544,845) (1,975,788)
1,340,016 13,728,012
1,340,016 13,728,012
(86,884,861) (15,703,800)
- -
1,121,052 -
(1,164,662) (1,975,788)
- -
- -
#DIV/0! #DIV/0!
#DIV/0! #DIV/0!
#DIV/0! #DIV/0!
#DIV/0! #DIV/0!
#DIV/0! #DIV/0!
#DIV/0! #DIV/0!
#DIV/0! #DIV/0!
#DIV/0! #DIV/0!
2011 Top-Down Budget vs 2010 July Forecast
($ in 000's)
Calculated
Consolidated S&M CSS IS & BMI MS R&D G&A
SW - License 135,627 135,627
YOY Growth 11.6% 11.6%
SW - Subscription:
Prelim-Retained Subs Rev from PY 20,494 14,544 530 5,420
Retention % vs PY 102% 93% 93% 93%
Plus: Price Increase on Retained 102 73 3 27
Price Increase % 0.5% 1.0% 1.0% 1.0%
Timing Adj. (% of Yr Realized) 50.0% 50.0% 50.0%
Retained SW - Subsc. 20,597 14,617 532 - 5,448 - -
New SW - Subsc. 1,101 782 28 291

% of PY 5.5% 5.0% 5.0% 5.0%
SW - Subscription 21,698 15,399 561 - 5,739 - -

YOY Growth 8.2% -1.5% -1.5% NM -1.5% NM NM
Total Software Revenue 157,325 151,025 561 - 5,739 - -

YOY Growth 11.1% 10.1% -1.5% NM -1.5% NM NM
Maintenance Revenue:
Prelim-Retained Maint. Based on PY 231,025 674 230,351 0
JDA 2010 Maintenance Rev 725 245,246 0
i2 Jan 2010 Maintenance Rev 2,342
Retention % vs PY 94% 93% 93.0% 93%
Plus: Price Increase on Retained 1,155 3 1,152 0
Price Increase % 0.5% 1.0% 1.0% 1.0%
Timing Adj. (% of Yr Realized) 50.0% 50.0% 50.0%
Retained Maintenance 232,180 678 231,503 - 0 - -
New Maintenance 24,413 24,413

% of New Consol. SW-Lic - Attach 18.0% 18.0%
Total Maintenance Revenue 256,593 678 255,915 - 0 - -

YOY Growth 4.3% -6.5% 4.4% NM NM NM NM
Consulting Revenue:
Backsell (to an existing customer) 7,456 5,456 2,000
JDA FY 2010 Consulting 192,007
i2 Jan 2010 Consulting 4,350
% of PY Consult. Rev 3.8% 2.8%
Consulting from New SW - Lic. 198,680 198,680

Consulting Multiple to SW Sale 146.5% 1.46
Consulting from New SW - Subsc. 1,613 1,613

Consulting Multiple to SW Sale 146.5% 1.46
Multiplier (Avg Sub. Term - yrs) 1.0
Total IS Revenue 207,750 - - 205,750 - 2,000 -

YOY Growth 6.6% NM NM 7.2% NM -23.5% NM
Training Revenue - -
YOY Growth -100.0% 5.0%
Hosting Revenue 34,768 34,768

($ in 000's)
Calculated
YOY Growth 39.1% 39.1%
Other Revenue - - - - - - -
YOY Growth -100.0% -100.0% 0.0% 0.0% 0.0% 0.0% 0.0%
Reimbursed Expense Revenue 19,281 19,281

% of IS Revenue (% from PY) 3.7% 9.4%
Total Services Revenues 261,798 - - 225,031 34,768 2,000 -

YOY Growth 6.6% NM NM 7.2% 38.4% -23.8% NM
Total Revenue 675,717 151,703 256,476 225,031 40,506 2,000 -

YOY Growth 6.7% 9.9% 4.2% 7.2% 30.9% -23.8% NM
COGS
COGS - Software 5,599 5,599
% of SW Lic Revenues (% from PY) 4.1% 4.1%
COGS - Maintenance 7,098 - 7,098

% of Maint Revenues (% from PY) 2.8% 0.0% 2.8%
COGS - HW/Other 6,562 - 6,562

% of Hosting & Other Rev 2011 A 18.9% -4.3% 18.9%
% of Hosting & Other Rev (% from PY) -4.3% 13.7%
Plus: Incremental Adjustment 0.0% 5.2%
COGS - Training - -
% of Training Revenues (% from P #DIV/0! 0.0%
Reimbursed Expense Costs 19,281 - - 19,281 - - -
Total COGS 38,540 5,599 7,098 19,281 6,562 - -

% of Total Revenues 5.7% 3.7% 2.8% 8.6% 16.2% 0.0% #DIV/0!
Outside People Costs:

Contractors Costs 24,851 833 872 18,286 2,154 1,677 1,028
% of Total Revenues - PY 11.1% 5.3%
Incremental Adjustment -3.0% 0.0%
YOY Growth 3.0% 3.0% 3.0% -50.0%
Cross Charges (=PY) (523) 173 (241) (2,682) 4,496 (2,254) (14)
Capitalized Time - - - - - - -
Total Outside People Costs 24,328 1,006 630 15,604 6,651 (577) 1,014
Assoc. People Costs:
Headcount 2,712.3 323.4 384.7 834.9 50.4 794.5 324.4

YOY Growth -12.70% 2.98% -4.65% -14.37% -60.89% -7.83% -6.24%
YOY Change in HC (394.7) 9.4 (18.8) (140.1) (78.6) (67.5) (21.6)
Sample HC based on X% Input 2.5% 7.85 10.09 24.38 3.23 21.55 8.65
Salaries:
Existing Employees:
($ in 000's)
Calculated
Existing Headcount 3,029.5 314.0 403.5 975.0 129.0 862.0 346.0
Err:509 Err:509 Err:509 Err:509 Err:509 Err:509 Err:509 Err:509

Annualization Factor 12.0 12.0 12.0 12.0 12.0 12.0 12.0
2011 Salary Per HC Assumption Err:509 Err:509 Err:509 Err:509 Err:509 Err:509 Err:509
Base Salaries Err:509 Err:509 Err:509 Err:509 Err:509 Err:509 Err:509
Merit Increase Err:509 15.0% 15.0% 15.0% 15.0% 15.0% 15.0%

Promotional Increase 1.0% 1.0% 1.0% 1.0% 1.0% 1.0%
M&P Timing Adjustment 75.0% 75.0% 75.0% 75.0% 75.0% 75.0%
Merit Increase (Pro-rated) Err:509 Err:509 Err:509 Err:509 Err:509 Err:509 Err:509
Promotional Increase (Pro-rat Err:509 Err:509 Err:509 Err:509 Err:509 Err:509 Err:509
Existing Employees Total Salaries Err:509 Err:509 Err:509 Err:509 Err:509 Err:509 Err:509
New Hires:
New Headcount (394.7) 9.4 (18.8) (140.1) (78.6) (67.5) (21.6)
Err:509 Err:509 Err:509 Err:509 Err:509 Err:509 Err:509 Err:509
Annualization Factor 12.0 12.0 12.0 12.0 12.0 12.0 12.0
2011 Salary Per HC Assumptio Err:509 Err:509 Err:509 Err:509 Err:509 Err:509 Err:509
Timing Adjustment 75.0% 75.0% 75.0% 75.0% 75.0% 75.0%
New Employees Total Salaries Err:509 Err:509 Err:509 Err:509 Err:509 Err:509 Err:509
Total Associate Salaries Err:509 Err:509 Err:509 Err:509 Err:509 Err:509 Err:509
YOY Growth Err:509 Err:509 Err:509 Err:509 Err:509 Err:509 Err:509
Total Associate Headcount 2,634.8 323.4 384.7 834.9 50.4 794.5 324.4
Benefits Err:509 Err:509 Err:509 Err:509 Err:509 Err:509 Err:509

% of Sal, Comm, & Bonus - Input Assum Err:509 19.2% 21.6% 20.4% 14.7% 16.8% 19.4%
% of Salaries - PY 19.2% 19.2% 21.6% 20.4% 14.7% 16.8% 19.4%
Bonus Err:509 Err:509 Err:509 Err:509 Err:509 Err:509 Err:509

% of Salaries - Input Assump Err:509 2.5% 11.5% 18.0% 10.5% 15.5% 24.2%
% of Salaries - PY 14.4% 2.5% 11.5% 18.0% 10.5% 15.5% 24.2%
Plus: Adjustment 0.0% 0.0% 0.0% 0.0% 0.0% 0.0%
Commission 25,126.7 21,711.5 26.7 1,373.5 1,945.9 69.0 -

% of Total Rev - Input Assump 3.7% 14.3% 0.0% 0.6% 4.8% 3.5% 0.0%
% of Total Rev - PY 3.6% 14.2% 0.0% 0.6% 4.8% 3.5% 0.0%
Plus: Adjustment 0.1% 0.0% 0.0% 0.0% 0.0% 0.0%
RSU - CY (=PY) 9,741.8 2,493.4 464.0 1,029.9 137.3 914.9 4,702.4

RSU - PY 2,810.4 726.7 95.9 360.1 28.5 126.7 1,472.5
ESPP 465.4 84.9 66.0 147.2 11.5 120.4 35.4
Total Assoc. People Costs Err:509 Err:509 Err:509 Err:509 Err:509 Err:509 Err:509
Recruiting/Relocation Err:509 Err:509 Err:509 Err:509 Err:509 Err:509 Err:509

% of Salaries - 2011 Assump. Err:509 2.0% 0.7% 2.3% 2.0% 0.5% 2.2%
% of Salaries - PY 3.4% 0.7% 2.3% 2.0% 0.5% 2.2%
Plus: Adjustment -1.4% 0.0% 0.0% 0.0% 0.0% 0.0%
People Related 23,748.5 10,700.5 1,829.0 5,753.7 279.3 2,667.8 2,518.3

Cost Per HC - PY 9.0 33.1 4.8 6.9 5.5 3.4 7.8
People Related Overhead 1,099.4 15.6 64.2 423.5 19.0 521.9 55.1
Inflation % Vs PY 1.9% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0%
($ in 000's)
Calculated
Funded Development - - - - - - -
Total People Related Err:509 Err:509 Err:509 Err:509 Err:509 Err:509 Err:509
Overhead 8,294.8 38.6 27.8 294.9 - 70.4 7,863.1

Inflation % Vs PY -6.5% 3.0% 3.0% 3.0% 3.0% 3.0% -6.0%
Legal 17,818.4 - - - - - 17,818.4

PY Expense 13,818.4 - - - - - 13,818.4
Incremental Adjustment 4,000.0 - - - - - 4,000.0
Marketing 4,681.7 872.7 172.9 74.7 10.1 58.3 30.8

% of Total Revenues (=PY) 0.69%
% Alloc. Across LOBs (=PY) 18.6% 3.7% 1.6% 0.2% 1.2% 0.7%
Implied % of Revenue 0.7% 0.6% 0.1% 0.0% 0.0% 2.9% #DIV/0!
G/L on Fixed Assets - - - - - - -

PY Expense (1.2) - - - - - (1.2)
Incremental Adjustment 1.2 - - - - - 1.2
Bad Debt 1,500.0 1,500.0

% of Total Revenues 0.22%
Amort - SW 7,097.4 7,097.4

Amort - Other 38,420.8 38,420.8
Depreciation - Admin Occ 11,848 11,847.6

Depreciation - Managed Services 1,919 1,919.2
Managed Services Incremental Adj 1,000.0
Alloc. Dep 348.5 1,454.0 1,729.9 3,754.1 226.8 3,572.6 (10,388.9)

Rent/Utilities 21,558.6 - - - - - 21,558.6

Inflation % Vs PY 5.6% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0%
New Hydrabad, India Facility $ 535
Estimated USD Rent & Utilities Monthly Cost/SF (YTD June 2010 avg) $ 1.70
Estimated SF based on discussion with Mark G on 7/13/10 (in 000's) 25
Estimated Inflation Rate (Per Ruben based on FX trends) 5.0%
Telephone/Data Exp 7,133.2 - - - - - 7,133.2

Inflation % Vs PY 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0%
Computer Related 12,522.7 494.5 999.7 643.9 172.0 2,933.0 7,279.6

Inflation % Vs PY -0.2% 5.0% 5.0% 5.0% 5.0% 5.0% 5.0%
Supplies/Deliv/Other 2,343.9 39.3 31.8 7.0 0.0 4.3 2,261.5

Inflation % Vs PY 1.6% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0%
Alloc. Occupancy Costs (1,279.77) 4,755.3 5,192.9 12,951.0 1,125.5 7,686.6 (32,991.0)
Method 1 - New 979.91 4,088.4 4,864.4 10,556.3 637.9 10,045.7 (29,212.8)
Method 2 - Based on PY (1,279.77) 4,755.3 5,192.9 12,951.0 1,125.5 7,686.6 (32,991.0)
% of Total Allocated (=PY % alloc) 0.0% $
Rent/Utilities 100.0% 21,558.6
Telephone/Data Exp 100.0% 7,133.2
Computer Related 21.3% 2,667.8
($ in 000's)
Calculated
Supplies/Deliv/Other 83.4% 1,955.0
Total $'s Allocated 33,314.6
Total Admin & Other Costs 134,207 7,654 8,155 17,726 3,454 14,325 79,431
Total Operating Expense Err:509 Err:509 Err:509 Err:509 Err:509 Err:509 Err:509
EBIT Err:509 Err:509 Err:509 Err:509 Err:509 Err:509 Err:509
EBITDA Addbacks:
DA 59,633.5 1,454.0 1,729.9 3,754.1 2,146.1 3,572.6 46,976.8
Stock Expense 13,017.6 3,305.0 625.9 1,537.2 177.3 1,162.0 6,210.3
EBITDA Adj - - - - - - -
Adjusted EBITDA Err:509 Err:509 Err:509 Err:509 Err:509 Err:509 Err:509
Err:509 Err:509 Err:509 Err:509 Err:509 Err:509 Err:509
OpExp - Exc. Stock Comp, Dep and Amort. Err:509 Err:509 Err:509 Err:509 Err:509 Err:509
OpExp - Stock Comp 3,305 626 1,537 177 1,162 6,210
OpExp - Depreciation 1,454 1,730 3,754 2,146 3,573 1,459
OpExp - Bad Debt - - - - - 1,500
Total Err:509 Err:509 Err:509 Err:509 Err:509 Err:509
Check Err:509 Err:509 Err:509 Err:509 Err:509 Err:509
2011 Top-Down Budget vs 2010 July Fcst
($ in 000's)
2011 Top-Down Budget

JDA S&M CSS IS & BMI MS R&D G&A
SW - License $ 136,004 $ 136,004 $ - $ - $ - $ - $ -
SW - Subscription 21,170 15,442 549 - 5,179 - -
Software Revenue 157,174 151,445 549 - 5,179 - -
Maintenance Revenue 256,462 663 255,799 - 0 - -
IS Revenue 208,279 - - 206,279 - 2,000 -
Training Revenue 7,304 - - 7,304 - - -
Hosting Revenue 35,749 - - - 35,749 - -
Other Revenue - - - - - - -
Reimbursed Expense Rev 19,591 - - 19,591 - - -
Services Revenues 270,923 - - 233,174 35,749 2,000 -
Total Revenue 684,559 152,109 256,348 233,174 40,928 2,000 -
COGS - Software 5,158 5,158 - - - - -
COGS - Maintenance 7,144 - 7,144 - - - -
COGS - HW/Other 6,465 - - - 6,465 - -
COGS - Training 32 - - 32 - - -
Reimbursed Expense Costs 19,591 - - 19,591 - - -
Total COGS 38,391 5,158 7,144 19,623 6,465 - -
Contractors Costs 23,386 980 1,000 17,156 1,835 1,392 1,022

Cross Charges (=PY) 0 270 (256) (1,735) 4,031 (2,294) (16)
Capitalized Time - - - - - - -
Associate Salaries 205,332 39,529 26,155 68,276 4,017 44,977 22,377
Benefits 51,538 12,617 6,402 17,117 984 8,911 5,507
Bonus 29,135 1,341 3,013 11,998 423 6,970 5,391
Commission 25,857 22,244 27 1,548 1,942 96 -
RSU - CY (=PY) 9,880 2,631 464 1,030 137 915 4,702
RSU - PY 2,805 706 96 360 31 140 1,473
ESPP 175 35 28 54 4 40 14
Total Assoc. People Costs 324,720 79,104 36,184 100,382 7,537 62,049 39,464
Recruiting/Relocation 3,224 748 182 1,506 82 184 522
People Related 23,163 11,385 1,836 4,440 278 2,662 2,561
People Related Overhead 918 53 66 283 13 447 56
Funded Development - - - - - - -
Total People Related 27,306 12,186 2,085 6,229 373 3,293 3,140
Overhead 8,225 11 27 362 - 84 7,742
Legal 17,926 - - - - - 17,926
Marketing 4,754 4,388 175 90 10 59 31
G/L on Fixed Assets - - - - - - -
Bad Debt 1,500 - - - - - 1,500
Amort - SW 7,097 - - - - - 7,097
Amort - Other 38,421 - - - - - 38,421
Depreciation - Admin Occ 11,841 - - - - - 11,841
Depreciation - MS 1,908 - - - 1,908 - -
Alloc. Dep - 1,499 1,622 3,757 215 3,368 (10,461)
Rent/Utilities 21,575 - - - - - 21,575
Telephone/Data Exp 7,158 - - - - - 7,158
Computer Related 13,207 843 1,021 935 142 2,885 7,382
Supplies/Deliv/Other 2,391 72 32 16 0 0 2,271
Alloc. Occupancy Costs 0 5,396 5,294 13,891 1,149 7,884 (33,614)
file:///conversion/tmp/scratch/57948316.xlsx {Consolid}
Printed: 12/09/2021 01:25:18
Total Operating Expense 511,415 104,750 47,184 141,083 17,200 78,720 122,478
EBIT 134,753 42,201 202,020 72,468 17,262 (76,720) (122,478)
Plus: DA 59,267 1,499 1,622 3,757 2,122 3,368 46,899

Plus: Stock Compensation 12,859 3,373 588 1,443 172 1,095 6,189
Plus: i2 Retention Sal & Bon. - - - - - - -
Adjusted EBITDA 206,880 47,074 204,230 77,668 19,556 (72,257) (69,391)
% of Revenue 30.2% 30.9% 79.7% 33.3% 47.8%
% of Total Revenues -10.6% -10.1%
Total Associate Headcount 2,783 352 381 883 50 792 324
Printed: 12/09/2021 01:25:18
2010 July Forecast
JDA S&M CSS IS & BMI MS R&D G&A
SW - License $ 121,857 $ 121,857 $ - $ - $ - $ - $ -
SW - Subscription 19,504 15,676 558 - 5,258 - (1,988)
Software Revenue 141,361 137,533 558 - 5,258 - (1,988)
Maintenance Revenue 245,758 709 245,049 - 0 - -
IS Revenue 194,694 - 189 192,601 (54) 1,958 -
Training Reven 6,956 - - 6,956 - - -
Hosting Revenu 25,694 - - - 25,694 - -
Other Revenue 153 153 - - - - -
Reimbursed Exp 18,471 - 23 18,292 148 8 -
Services Revenues 245,968 153 212 217,849 25,788 1,966 -
Total Revenue 633,086 138,396 245,818 217,849 31,046 1,966 (1,988)
COGS - Software 4,621 4,621 - - - - -
COGS - Maintenance 6,844 - 6,844 - - - -
COGS - HW/Other 3,304 (7) - - 3,311 - -
COGS - Training 31 - - 31 - - -
Reimbursed Expense C 18,482 - (43) 18,235 282 8 -
Total COGS 33,282 4,615 6,801 18,266 3,593 8 -
Contractors Costs 29,274 952 971 22,564 1,392 1,352 2,044

Cross Charges (=PY) 0 270 (256) (1,735) 4,031 (2,294) (16)
Capitalized Time (73) (0) (0) (6) - (0) (66)
Associate Salaries 202,457 35,983 25,483 69,179 5,918 43,122 22,772
Benefits 50,394 11,455 6,237 17,318 1,235 8,544 5,604
Bonus 29,104 1,221 2,935 12,156 623 6,682 5,487
Commission 23,140 20,100 26 1,446 1,473 94 -
RSU - CY (=PY) 9,880 2,631 464 1,030 137 915 4,702
RSU - PY 2,805 706 96 360 31 140 1,473
ESPP 175 35 28 54 4 40 14
Total Assoc. People Costs 317,954 72,133 35,269 101,543 9,421 59,537 40,051
Recruiting/Relocation 3,717 1,184 178 1,526 121 176 532
People Related 24,487 11,083 1,927 5,145 711 2,889 2,732
People Related Overh 892 51 64 274 13 434 55
Funded Development (614) - 2 3 - (619) -
Total People Related 28,480 12,319 2,170 6,948 845 2,880 3,318
Overhead 8,706 11 26 352 - 81 8,236
Legal 13,926 - - - - - 13,926
Marketing 4,397 4,058 162 83 10 55 29
G/L on Fixed Assets (1) - - - - - (1)
Bad Debt 2,286 - - - - - 2,286
Amort - SW 7,047 - - - - - 7,047
Amort - Other 38,415 - - - - - 38,415
Depreciation - Admin 11,841 - - - - - 11,841
Depreciation - MS 908 - - - 908 - -
Alloc. Dep 0 1,507 1,903 3,574 257 2,632 (9,873)
Rent/Utilities 20,427 - - - - - 20,427
Telephone/Data Exp 6,950 - - - - - 6,950
Computer Related 12,578 803 972 891 135 2,748 7,030
Supplies/Deliv/Other 2,321 70 31 15 0 0 2,205
Alloc. Occupancy Cost 0 5,146 5,049 13,248 1,095 7,518 (32,056)
Printed: 12/09/2021 01:25:18
Total Operating Expense 505,435 97,268 46,297 147,476 18,095 74,509 121,790
EBIT 94,369 36,513 192,719 52,107 9,359 (72,551) (123,778)
Plus: DA 58,211 1,507 1,903 3,574 1,165 2,632 47,430

Plus: Stock Compensat 12,859 3,373 588 1,443 172 1,095 6,189
Plus: i2 Retention Sal 1,662 - - - - - 1,662
Adjusted EBITDA 167,101 41,394 195,210 57,124 10,695 (68,824) (68,498)
% of Revenue 26.4% 29.9% 79.4% 26.2% 34.4%
% of Total Revenues -10.9% -10.8%
Total Associate Headcount 3,100 343 400 1,023 129 859 346
Printed: 12/09/2021 01:25:18
($ in 000's) JDA Consolidated
Variance - F/(U) ∆ in %
2011 Bud % Rev 2010 Jul Fcst % Rev $ % Rev F/(U)
SW - License $ 136,004 19.9% $ 121,857 19.2% $ 14,147 11.6% 0.6%
SW - Subscription 21,170 3.1% 19,504 3.1% 1,666 8.5% 0.0%
Software Revenue 157,174 23.0% 141,361 22.3% 15,813 11.2% 0.6%
Maintenance Revenue 256,462 37.5% 245,758 38.8% 10,704 4.4% -1.4%
IS Revenue 208,279 30.4% 194,694 30.8% 13,586 7.0% -0.3%
Training Reven 7,304 1.1% 6,956 1.1% 348 5.0% 0.0%
Hosting Revenu 35,749 5.2% 25,694 4.1% 10,055 39.1% 1.2%
Other Revenue - 0.0% 153 0.0% (153) -100.0% 0.0%
Reimbursed Exp 19,591 2.9% 18,471 2.9% 1,120 6.1% -0.1%
Services Revenues 270,923 39.6% 245,968 38.9% 24,956 10.1% 0.7%
Total Revenue 684,559 100.0% 633,086 100.0% 51,472 8.1% NM
COGS - Software 5,158 0.8% 4,621 0.7% (536) -11.6% 0.0%
COGS - Maintenance 7,144 1.0% 6,844 1.1% (300) -4.4% 0.0%
COGS - HW/Other 6,465 0.9% 3,304 0.5% (3,161) -95.7% -0.4%
COGS - Training 32 0.0% 31 0.0% (2) -5.0% 0.0%
Reimbursed Expense C 19,591 2.9% 18,482 2.9% (1,109) -6.0% 0.1%
Total COGS 38,391 5.6% 33,282 5.3% (5,108) -15.3% -0.4%
Contractors Costs 23,386 3.4% 29,274 4.6% 5,889 20.1% 1.2%

Cross Charges (=PY) 0 0.0% 0 0.0% 0 0.0% 0.0%
Capitalized Time - 0.0% (73) 0.0% (73) 100.0% 0.0%
Total Outside People Costs 23,386 3.4% 29,201 4.6% 5,815 19.9% 1.2%
Associate Salaries 205,332 30.0% 202,457 32.0% (2,874) -1.4% 2.0%
Benefits 51,538 7.5% 50,394 8.0% (1,144) -2.3% 0.4%
Bonus 29,135 4.3% 29,104 4.6% (31) -0.1% 0.3%
Commission 25,857 3.8% 23,140 3.7% (2,717) -11.7% -0.1%
RSU - CY (=PY) 9,880 1.4% 9,880 1.6% - 0.0% 0.1%
RSU - PY 2,805 0.4% 2,805 0.4% - 0.0% 0.0%
ESPP 175 0.0% 175 0.0% - 0.0% 0.0%
Total Assoc. People Costs 324,720 47.4% 317,954 50.2% (6,766) -2.1% 2.8%
Recruiting/Relocation 3,224 0.5% 3,717 0.6% 492 13.3% 0.1%
People Related 23,163 3.4% 24,487 3.9% 1,324 5.4% 0.5%
People Related Overh 918 0.1% 892 0.1% (27) -3.0% 0.0%
Funded Development - 0.0% (614) -0.1% (614) 100.0% -0.1%
Total People Related 27,306 4.0% 28,480 4.5% 1,175 4.1% 0.5%
Overhead 8,225 1.2% 8,706 1.4% 480 5.5% 0.2%
Legal 17,926 2.6% 13,926 2.2% (4,000) -28.7% -0.4%
Marketing 4,754 0.7% 4,397 0.7% (357) -8.1% 0.0%
G/L on Fixed Assets - 0.0% (1) 0.0% (1) 100.0% 0.0%
Bad Debt 1,500 0.2% 2,286 0.4% 786 34.4% 0.1%
Amort - SW 7,097 1.0% 7,047 1.1% (51) -0.7% 0.1%
Amort - Other 38,421 5.6% 38,415 6.1% (6) 0.0% 0.5%
Depreciation - Admin 11,841 1.7% 11,841 1.9% - 0.0% 0.1%
Depreciation - MS 1,908 0.3% 908 0.1% (1,000) -110.2% -0.1%
Alloc. Dep - 0.0% 0 0.0% 0 100.0% 0.0%
Rent/Utilities 21,575 3.2% 20,427 3.2% (1,148) -5.6% 0.1%
Telephone/Data Exp 7,158 1.0% 6,950 1.1% (208) -3.0% 0.1%
Computer Related 13,207 1.9% 12,578 2.0% (629) -5.0% 0.1%
Supplies/Deliv/Other 2,391 0.3% 2,321 0.4% (70) -3.0% 0.0%
Alloc. Occupancy Cost 0 0.0% 0 0.0% (0) -4.9% 0.0%
Total Admin & Other Costs 136,003 19.9% 129,799 20.5% (6,204) -4.8% 0.6%
Printed: 12/09/2021 01:25:18
Total Operating Expense 511,415 74.7% 505,435 79.8% (5,980) -1.2% 5.1%
EBIT 134,753 19.7% 94,369 14.9% 40,384 42.8% 4.8%
Plus: DA 59,267 8.7% 58,211 9.2% 1,057 1.8% -0.5%

Plus: Stock Compensat 12,859 1.9% 12,859 2.0% - 0.0% -0.2%
Plus: i2 Retention Sal - 0.0% 1,662 0.3% (1,662) -100.0% -0.3%
Adjusted EBITDA 206,880 30.2% 167,101 26.4% 39,778 23.8% 3.8%
% of Revenue
% of Total Revenues
Total Associate Headcount 2,783 3,100 317 10.2%
Printed: 12/09/2021 01:25:19
S&M
Rev F/(U) 2011 Bud % Rev 2010 Jul Fcst % Rev $ % Rev F/(U)
SW - License $ 136,004 89.4% $ 121,857 88.0% $ 14,147 11.6% 1.4%
SW - Subscription 15,442 10.2% 15,676 11.3% (235) -1.5% -1.2%
Software Revenue 151,445 99.6% 137,533 99.4% 13,912 10.1% 0.2%
Maintenance Revenue 663 0.4% 709 0.5% (46) -6.5% -0.1%
IS Revenue - 0.0% - 0.0% - NM 0.0%
Training Reven - 0.0% - 0.0% - NM 0.0%
Hosting Revenu - 0.0% - 0.0% - NM 0.0%
Other Revenue - 0.0% 153 0.1% (153) -100.0% -0.1%
Reimbursed Exp - 0.0% - 0.0% - NM 0.0%
Services Revenues - 0.0% 153 0.1% (153) -100.0% -0.1%
Total Revenue 152,109 100.0% 138,396 100.0% 13,713 9.9% NM
COGS - Software 5,158 3.4% 4,621 3.3% (536) -11.6% -0.1%
COGS - Maintenance - 0.0% - 0.0% - NM 0.0%
COGS - HW/Other - 0.0% (7) 0.0% (7) 100.0% 0.0%
COGS - Training - 0.0% - 0.0% - NM 0.0%
Reimbursed Expense C - 0.0% - 0.0% - NM 0.0%
Total COGS 5,158 3.4% 4,615 3.3% (543) -11.8% -0.1%
Contractors Costs 980 0.6% 952 0.7% (29) -3.0% 0.0%

Cross Charges (=PY) 270 0.2% 270 0.2% - 0.0% 0.0%
Total Outside People Costs 1,250 0.8% 1,221 0.9% (29) -2.4% 0.1%
Benefits 12,617 8.3% 11,455 8.3% (1,161) -10.1% 0.0%
Bonus 1,341 0.9% 1,221 0.9% (120) -9.9% 0.0%
Commission 22,244 14.6% 20,100 14.5% (2,144) -10.7% -0.1%
RSU - CY (=PY) 2,631 1.7% 2,631 1.9% - 0.0% 0.2%
RSU - PY 706 0.5% 706 0.5% - 0.0% 0.0%
ESPP 35 0.0% 35 0.0% - 0.0% 0.0%
Recruiting/Relocation 748 0.5% 1,184 0.9% 437 36.9% 0.4%
People Related 11,385 7.5% 11,083 8.0% (302) -2.7% 0.5%
Funded Development - 0.0% - 0.0% - NM 0.0%
Total People Related 12,186 8.0% 12,319 8.9% 133 1.1% 0.9%
Overhead 11 0.0% 11 0.0% (0) -3.0% 0.0%
Legal - 0.0% - 0.0% - NM 0.0%
Marketing 4,388 2.9% 4,058 2.9% (330) -8.1% 0.0%
G/L on Fixed Assets - 0.0% - 0.0% - NM 0.0%
Bad Debt - 0.0% - 0.0% - NM 0.0%
Amort - SW - 0.0% - 0.0% - NM 0.0%
Amort - Other - 0.0% - 0.0% - NM 0.0%
Depreciation - Admin - 0.0% - 0.0% - NM 0.0%
Depreciation - MS - 0.0% - 0.0% - NM 0.0%
Alloc. Dep 1,499 1.0% 1,507 1.1% 8 0.5% 0.1%
Rent/Utilities - 0.0% - 0.0% - NM 0.0%
Telephone/Data Exp - 0.0% - 0.0% - NM 0.0%
Computer Related 843 0.6% 803 0.6% (40) -5.0% 0.0%
Supplies/Deliv/Other 72 0.0% 70 0.1% (2) -3.0% 0.0%
Alloc. Occupancy Cost 5,396 3.5% 5,146 3.7% (250) -4.9% 0.2%
Total Admin & Other Costs 12,210 8.0% 11,596 8.4% (615) -5.3% 0.4%
Printed: 12/09/2021 01:25:19
EBIT 42,201 27.7% 36,513 26.4% 5,688 15.6% 1.4%
Plus: DA 1,499 1.0% 1,507 1.1% (8) -0.5% -0.1%

Plus: i2 Retention Sal - 0.0% - 0.0% - NM 0.0%
Adjusted EBITDA 47,074 30.9% 41,394 29.9% 5,680 13.7% 1.0%
% of Revenue
% of Total Revenues
Total Associate Headcount 352 343 (9) -2.7%
Printed: 12/09/2021 01:25:19
CSS
SW - License $ - 0.0% $ - 0.0% $ - NM 0.0%
SW - Subscription 549 0.2% 558 0.2% (8) -1.5% 0.0%
Software Revenue 549 0.2% 558 0.2% (8) -1.5% 0.0%
Maintenance Revenue 255,799 99.8% 245,049 99.7% 10,750 4.4% 0.1%
IS Revenue - 0.0% 189 0.1% (189) -100.0% -0.1%
Other Revenue - 0.0% - 0.0% - NM 0.0%
Reimbursed Exp - 0.0% 23 0.0% (23) -100.0% 0.0%
Services Revenues - 0.0% 212 0.1% (212) -100.0% -0.1%
Total Revenue 256,348 100.0% 245,818 100.0% 10,530 4.3% NM
COGS - Software - 0.0% - 0.0% - NM 0.0%
COGS - Maintenance 7,144 2.8% 6,844 2.8% (300) -4.4% 0.0%
COGS - HW/Other - 0.0% - 0.0% - NM 0.0%
COGS - Training - 0.0% - 0.0% - NM 0.0%
Reimbursed Expense C - 0.0% (43) 0.0% (43) 100.0% 0.0%
Total COGS 7,144 2.8% 6,801 2.8% (343) -5.0% 0.0%
Contractors Costs 1,000 0.4% 971 0.4% (29) -3.0% 0.0%

Cross Charges (=PY) (256) -0.1% (256) -0.1% - 0.0% 0.0%
Total Outside People Costs 744 0.3% 715 0.3% (29) -4.1% 0.0%
Associate Salaries 26,155 10.2% 25,483 10.4% (672) -2.6% 0.2%
Benefits 6,402 2.5% 6,237 2.5% (165) -2.6% 0.0%
Bonus 3,013 1.2% 2,935 1.2% (77) -2.6% 0.0%
Commission 27 0.0% 26 0.0% (1) -4.3% 0.0%
RSU - CY (=PY) 464 0.2% 464 0.2% - 0.0% 0.0%
RSU - PY 96 0.0% 96 0.0% - 0.0% 0.0%
ESPP 28 0.0% 28 0.0% - 0.0% 0.0%
Total Assoc. People Costs 36,184 14.1% 35,269 14.3% (915) -2.6% 0.2%
Recruiting/Relocation 182 0.1% 178 0.1% (5) -2.6% 0.0%
People Related 1,836 0.7% 1,927 0.8% 90 4.7% 0.1%
Funded Development - 0.0% 2 0.0% 2 100.0% 0.0%
Overhead 27 0.0% 26 0.0% (1) -3.0% 0.0%
Legal - 0.0% - 0.0% - NM 0.0%
Marketing 175 0.1% 162 0.1% (13) -8.1% 0.0%
Bad Debt - 0.0% - 0.0% - NM 0.0%
Amort - SW - 0.0% - 0.0% - NM 0.0%
Amort - Other - 0.0% - 0.0% - NM 0.0%
Alloc. Dep 1,622 0.6% 1,903 0.8% 281 14.8% 0.1%
Computer Related 1,021 0.4% 972 0.4% (49) -5.0% 0.0%
Printed: 12/09/2021 01:25:19
Total Operating Expense 47,184 18.4% 46,297 18.8% (887) -1.9% 0.4%
EBIT 202,020 78.8% 192,719 78.4% 9,300 4.8% 0.4%
Plus: DA 1,622 0.6% 1,903 0.8% (281) -14.8% -0.1%

Plus: Stock Compensat 588 0.2% 588 0.2% - 0.0% 0.0%
Adjusted EBITDA 204,230 79.7% 195,210 79.4% 9,019 4.6% 0.3%
% of Revenue
% of Total Revenues
Total Associate Headcount 381 400 19 4.7%
Printed: 12/09/2021 01:25:19
IS & BMI
SW - License $ - 0.0% $ - 0.0% $ - NM 0.0%
SW - Subscription - 0.0% - 0.0% - NM 0.0%
Software Revenue - 0.0% - 0.0% - NM 0.0%
Maintenance Revenue - 0.0% - 0.0% - NM 0.0%
IS Revenue 206,279 88.5% 192,601 88.4% 13,679 7.1% 0.1%
Training Reven 7,304 3.1% 6,956 3.2% 348 5.0% -0.1%
Other Revenue - 0.0% - 0.0% - NM 0.0%
Reimbursed Exp 19,591 8.4% 18,292 8.4% 1,299 7.1% 0.0%
Total Revenue 233,174 100.0% 217,849 100.0% 15,326 7.0% NM
COGS - Software - 0.0% - 0.0% - NM 0.0%
COGS - HW/Other - 0.0% - 0.0% - NM 0.0%
COGS - Training 32 0.0% 31 0.0% (2) -5.0% 0.0%
Reimbursed Expense C 19,591 8.4% 18,235 8.4% (1,356) -7.4% 0.0%
Total COGS 19,623 8.4% 18,266 8.4% (1,357) -7.4% 0.0%

Cross Charges (=PY) (1,735) -0.7% (1,735) -0.8% - 0.0% -0.1%
Total Outside People Costs 15,421 6.6% 20,823 9.6% 5,402 25.9% 2.9%
Associate Salaries 68,276 29.3% 69,179 31.8% 903 1.3% 2.5%
Benefits 17,117 7.3% 17,318 7.9% 201 1.2% 0.6%
Bonus 11,998 5.1% 12,156 5.6% 159 1.3% 0.4%
Commission 1,548 0.7% 1,446 0.7% (102) -7.0% 0.0%
RSU - CY (=PY) 1,030 0.4% 1,030 0.5% - 0.0% 0.0%
RSU - PY 360 0.2% 360 0.2% - 0.0% 0.0%
ESPP 54 0.0% 54 0.0% - 0.0% 0.0%
Total Assoc. People Costs 100,382 43.1% 101,543 46.6% 1,161 1.1% 3.6%
Recruiting/Relocation 1,506 0.6% 1,526 0.7% 20 1.3% 0.1%
People Related 4,440 1.9% 5,145 2.4% 705 13.7% 0.5%
Funded Development - 0.0% 3 0.0% 3 100.0% 0.0%
Overhead 362 0.2% 352 0.2% (11) -3.0% 0.0%
Legal - 0.0% - 0.0% - NM 0.0%
Marketing 90 0.0% 83 0.0% (7) -8.1% 0.0%
Bad Debt - 0.0% - 0.0% - NM 0.0%
Amort - SW - 0.0% - 0.0% - NM 0.0%
Amort - Other - 0.0% - 0.0% - NM 0.0%
Alloc. Dep 3,757 1.6% 3,574 1.6% (183) -5.1% 0.0%
Printed: 12/09/2021 01:25:19
Total Operating Expense 141,083 60.5% 147,476 67.7% 6,392 4.3% 7.2%
EBIT 72,468 31.1% 52,107 23.9% 20,361 39.1% 7.2%
Plus: DA 3,757 1.6% 3,574 1.6% 183 5.1% 0.0%

Plus: Stock Compensat 1,443 0.6% 1,443 0.7% - 0.0% 0.0%
Adjusted EBITDA 77,668 33.3% 57,124 26.2% 20,544 36.0% 7.1%
% of Revenue
% of Total Revenues
Total Associate Headcount 883 1,023 140 13.7%
Printed: 12/09/2021 01:25:19
MS
SW - License $ - 0.0% $ - 0.0% $ - NM 0.0%
SW - Subscription 5,179 12.7% 5,258 16.9% (79) -1.5% -4.3%
Software Revenue 5,179 12.7% 5,258 16.9% (79) -1.5% -4.3%
Maintenance Revenue 0 0.0% 0 0.0% (0) -6.5% 0.0%
IS Revenue - 0.0% (54) -0.2% 54 -100.0% 0.2%
Hosting Revenu 35,749 87.3% 25,694 82.8% 10,055 39.1% 4.6%
Other Revenue - 0.0% - 0.0% - NM 0.0%
Reimbursed Exp - 0.0% 148 0.5% (148) -100.0% -0.5%
Total Revenue 40,928 100.0% 31,046 100.0% 9,882 31.8% NM
COGS - Software - 0.0% - 0.0% - NM 0.0%
COGS - HW/Other 6,465 15.8% 3,311 10.7% (3,155) -95.3% -5.1%
COGS - Training - 0.0% - 0.0% - NM 0.0%
Reimbursed Expense C - 0.0% 282 0.9% 282 100.0% 0.9%
Total COGS 6,465 15.8% 3,593 11.6% (2,873) -80.0% -4.2%
Contractors Costs 1,835 4.5% 1,392 4.5% (443) -31.8% 0.0%

Cross Charges (=PY) 4,031 9.8% 4,031 13.0% - 0.0% 3.1%
Capitalized Time - 0.0% - 0.0% - NM 0.0%
Total Outside People Costs 5,866 14.3% 5,423 17.5% (443) -8.2% 3.1%
Associate Salaries 4,017 9.8% 5,918 19.1% 1,901 32.1% 9.2%
Benefits 984 2.4% 1,235 4.0% 252 20.4% 1.6%
Bonus 423 1.0% 623 2.0% 200 32.1% 1.0%
Commission 1,942 4.7% 1,473 4.7% (469) -31.8% 0.0%
RSU - CY (=PY) 137 0.3% 137 0.4% - 0.0% 0.1%
RSU - PY 31 0.1% 31 0.1% - 0.0% 0.0%
ESPP 4 0.0% 4 0.0% - 0.0% 0.0%
Total Assoc. People Costs 7,537 18.4% 9,421 30.3% 1,884 20.0% 11.9%
Recruiting/Relocation 82 0.2% 121 0.4% 39 32.1% 0.2%
People Related 278 0.7% 711 2.3% 433 60.9% 1.6%
Total People Related 373 0.9% 845 2.7% 472 55.8% 1.8%
Overhead - 0.0% - 0.0% - NM 0.0%
Legal - 0.0% - 0.0% - NM 0.0%
Marketing 10 0.0% 10 0.0% (1) -8.1% 0.0%
Bad Debt - 0.0% - 0.0% - NM 0.0%
Amort - SW - 0.0% - 0.0% - NM 0.0%
Amort - Other - 0.0% - 0.0% - NM 0.0%
Depreciation - MS 1,908 4.7% 908 2.9% (1,000) -110.2% -1.7%
Alloc. Dep 215 0.5% 257 0.8% 42 16.5% 0.3%
Total Admin & Other Costs 3,423 8.4% 2,405 7.7% (1,018) -42.3% -0.6%
Printed: 12/09/2021 01:25:19
Total Operating Expense 17,200 42.0% 18,095 58.3% 894 4.9% 16.3%
EBIT 17,262 42.2% 9,359 30.1% 7,903 84.4% 12.0%
Plus: DA 2,122 5.2% 1,165 3.8% 958 82.2% 1.4%

Plus: Stock Compensat 172 0.4% 172 0.6% - 0.0% -0.1%
Adjusted EBITDA 19,556 47.8% 10,695 34.4% 8,861 82.9% 13.3%
% of Revenue
% of Total Revenues
Printed: 12/09/2021 01:25:19
R&D
% JDA % JDA Variance - F/(U) ∆ in %
Rev F/(U) 2011 Bud Rev 2010 Jul Fcst Rev $ % Rev F/(U)
SW - License $ - 0.0% $ - 0.0% $ - NM 0.0%
SW - Subscription - 0.0% - 0.0% - NM 0.0%
Software Revenue - 0.0% - 0.0% - NM 0.0%
IS Revenue 2,000 0.3% 1,958 0.3% 42 2.1% 0.0%
Other Revenue - 0.0% - 0.0% - NM 0.0%
Reimbursed Exp - 0.0% 8 0.0% (8) -100.0% 0.0%
Services Revenues 2,000 0.3% 1,966 0.3% 34 1.7% 0.0%
Total Revenue 2,000 0.3% 1,966 0.3% 34 1.7% 0.0%
COGS - Software - 0.0% - 0.0% - NM 0.0%
COGS - HW/Other - 0.0% - 0.0% - NM 0.0%
COGS - Training - 0.0% - 0.0% - NM 0.0%
Reimbursed Expense C - 0.0% 8 0.0% 8 100.0% 0.0%
Total COGS - 0.0% 8 0.0% 8 100.0% 0.0%
Contractors Costs 1,392 0.2% 1,352 0.2% (41) -3.0% 0.0%

Cross Charges (=PY) (2,294) -0.3% (2,294) -0.4% - 0.0% 0.0%
Total Outside People Costs (901) -0.1% (942) -0.1% (41) 4.3% 0.0%
Benefits 8,911 1.3% 8,544 1.3% (367) -4.3% 0.0%
Bonus 6,970 1.0% 6,682 1.1% (288) -4.3% 0.0%
Commission 96 0.0% 94 0.0% (2) -1.7% 0.0%
RSU - CY (=PY) 915 0.1% 915 0.1% - 0.0% 0.0%
RSU - PY 140 0.0% 140 0.0% - 0.0% 0.0%
ESPP 40 0.0% 40 0.0% - 0.0% 0.0%
Recruiting/Relocation 184 0.0% 176 0.0% (8) -4.3% 0.0%
People Related 2,662 0.4% 2,889 0.5% 227 7.9% 0.1%
Funded Development - 0.0% (619) -0.1% (619) 100.0% -0.1%
Total People Related 3,293 0.5% 2,880 0.5% (412) -14.3% 0.0%
Overhead 84 0.0% 81 0.0% (2) -3.0% 0.0%
Legal - 0.0% - 0.0% - NM 0.0%
Marketing 59 0.0% 55 0.0% (4) -8.1% 0.0%
Bad Debt - 0.0% - 0.0% - NM 0.0%
Amort - SW - 0.0% - 0.0% - NM 0.0%
Amort - Other - 0.0% - 0.0% - NM 0.0%
Alloc. Dep 3,368 0.5% 2,632 0.4% (736) -28.0% -0.1%
Printed: 12/09/2021 01:25:19
EBIT (76,720) -11.2% (72,551) -11.5% (4,169) 5.7% 0.3%
Plus: DA 3,368 0.5% 2,632 0.4% 736 28.0% 0.1%

Plus: Stock Compensat 1,095 0.2% 1,095 0.2% - 0.0% 0.0%
Adjusted EBITDA (72,257) -10.6% (68,824) -10.9% (3,433) 5.0% 0.3%
% of Revenue
% of Total Revenues
Printed: 12/09/2021 01:25:19
G&A
% JDA % JDA Variance - F/(U) ∆ in %
Rev F/(U) 2011 Bud Rev 2010 Jul Fcst Rev $ % Rev F/(U)
SW - License $ - 0.0% $ - 0.0% $ - NM 0.0%
SW - Subscription - 0.0% (1,988) -0.3% 1,988 -100.0% 0.3%
Software Revenue - 0.0% (1,988) -0.3% 1,988 -100.0% 0.3%
IS Revenue - 0.0% - 0.0% - NM 0.0%
Other Revenue - 0.0% - 0.0% - NM 0.0%
Reimbursed Exp - 0.0% - 0.0% - NM 0.0%
Services Revenues - 0.0% - 0.0% - NM 0.0%
Total Revenue - 0.0% (1,988) -0.3% 1,988 -100.0% 0.3%
COGS - Software - 0.0% - 0.0% - NM 0.0%
COGS - HW/Other - 0.0% - 0.0% - NM 0.0%
COGS - Training - 0.0% - 0.0% - NM 0.0%
Reimbursed Expense C - 0.0% - 0.0% - NM 0.0%
Total COGS - 0.0% - 0.0% - NM 0.0%

Cross Charges (=PY) (16) 0.0% (16) 0.0% - 0.0% 0.0%
Total Outside People Costs 1,006 0.1% 1,961 0.3% 956 48.7% 0.2%
Associate Salaries 22,377 3.3% 22,772 3.6% 395 1.7% 0.3%
Benefits 5,507 0.8% 5,604 0.9% 97 1.7% 0.1%
Bonus 5,391 0.8% 5,487 0.9% 95 1.7% 0.1%
Commission - 0.0% - 0.0% - NM 0.0%
RSU - CY (=PY) 4,702 0.7% 4,702 0.7% - 0.0% 0.1%
RSU - PY 1,473 0.2% 1,473 0.2% - 0.0% 0.0%
ESPP 14 0.0% 14 0.0% - 0.0% 0.0%
Total Assoc. People Costs 39,464 5.8% 40,051 6.3% 587 1.5% 0.6%
Recruiting/Relocation 522 0.1% 532 0.1% 9 1.7% 0.0%
People Related 2,561 0.4% 2,732 0.4% 171 6.2% 0.1%
Overhead 7,742 1.1% 8,236 1.3% 494 6.0% 0.2%
Legal 17,926 2.6% 13,926 2.2% (4,000) -28.7% -0.4%
Marketing 31 0.0% 29 0.0% (2) -8.1% 0.0%
G/L on Fixed Assets - 0.0% (1) 0.0% (1) 100.0% 0.0%
Bad Debt 1,500 0.2% 2,286 0.4% 786 34.4% 0.1%
Amort - SW 7,097 1.0% 7,047 1.1% (51) -0.7% 0.1%
Amort - Other 38,421 5.6% 38,415 6.1% (6) 0.0% 0.5%
Depreciation - Admin 11,841 1.7% 11,841 1.9% - 0.0% 0.1%
Alloc. Dep (10,461) -1.5% (9,873) -1.6% 588 -6.0% 0.0%
Rent/Utilities 21,575 3.2% 20,427 3.2% (1,148) -5.6% 0.1%
Telephone/Data Exp 7,158 1.0% 6,950 1.1% (208) -3.0% 0.1%
Supplies/Deliv/Other 2,271 0.3% 2,205 0.3% (66) -3.0% 0.0%
Alloc. Occupancy Cost (33,614) -4.9% (32,056) -5.1% 1,558 -4.9% -0.2%
Printed: 12/09/2021 01:25:19
Total Operating Expense 122,478 17.9% 121,790 19.2% (688) -0.6% 1.3%
EBIT (122,478) -17.9% (123,778) -19.6% 1,300 -1.1% 1.7%
Plus: DA 46,899 6.9% 47,430 7.5% (531) -1.1% -0.6%

Plus: i2 Retention Sal - 0.0% 1,662 0.3% (1,662) -100.0% -0.3%
Adjusted EBITDA (69,391) -10.1% (68,498) -10.8% (893) 1.3% 0.7%
% of Revenue
% of Total Revenues
Printed: 12/09/2021 01:25:19
- - 0.00 - 0.00
2011 2011 2010 2010

Rev F/(U) A B A B
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Printed: 12/09/2021 01:25:19
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Printed: 12/09/2021 01:25:19

Solutions Selling Model - Consolidated

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Solutions Selling Model - Consolidated

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Overview of Selling Solutions Business Plan model

SBS Attachment Revenue 1,135.7 2,555.3 3,691.0

Maintenance COGS 5.0% 45.0 111.4 253.3

Operating Expenses (Non-India)

Benefits $ 596.4 $ 1,177.6 $ 1,756.8

Bonus 216.4 480.3 708.7

Commission 1,140.9 2,139.2 3,422.8

Travel $ 254.5 $ 457.6 $ 613.8

Training $ 36.8 $ 71.0 $ 97.7

Demo Costs / Documentation $ 4.1 $ 7.8 $ 10.6

[2] Recruiting $ 33.9 $ 7.6 $ 6.0

Allocated Occupancy Expense $ 258.0 $ 500.9 $ 692.1

Total Non-CoE Operating Expenses $ 4,659.1 $ 9,204.5 $ 13,556.9

Benefits 457.6 550.8 646.5

Bonus $ 312.7 $ 376.3 $ 441.7

Travel $ 53.6 $ 56.0 $ 57.2

Training $ 116.0 $ 121.6 $ 124.2

Demo Costs / Documentation $ 1.5 $ 1.6 $ 1.6

[2] Recruiting $ 36.7 $ 37.5 $ 38.3

Allocated Occupancy Expense $ 759.0 $ 794.6 $ 811.7

G&A (legal cost per solution) $ - $ - $ -

Total CoE Operating Expenses $ 4,760.1 $ 5,575.6 $ 6,389.5

Depreciation (New Capital Expenditures) $ 18.0 $ 24.0 $ 24.0

Operating Income\(Loss) $ 895.5 $ 5,816.8 $ 13,764.9

EBITDA Margin % 8.3% 26.4% 38.2%

2011 2012 2013 FY FY FY

Cost of Goods Sold

Commission $ 1,140.9 $ - $ - $ - $ 2,139.2 $ - $ - $ - $ 3,422.8 $ - $ - $ - $ 1,140.9 $ 2,139.2 $ 3,422.8

G&A (Legal cost per new SW sale) $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -

Operating Expenses (India)

Demo Costs / Documentation $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -

Allocated Occupancy Expense $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -

G&A (legal cost per solution) $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -

Total CoE Operating Expenses $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -

2011 2012 2013 FY FY FY

Operating Expenses (Non-India)

Demo Costs / Documentation $ 1.0 $ - $ - $ - $ 2.0 $ - $ - $ - $ 2.6 $ - $ - $ - $ 1.0 $ 2.0 $ 2.6

Allocated Occupancy Expense $ 4.2 $ - $ - $ - $ 4.2 $ - $ - $ - $ 4.2 $ - $ - $ - $ 4.2 $ 4.2 $ 4.2

G&A (legal cost per solution) $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -

Operating Expenses (India)

Demo Costs / Documentation $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -

Allocated Occupancy Expense $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -

G&A (legal cost per solution) $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -

Total CoE Operating Expenses $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -

2011 2012 2013 FY FY FY

Operating Expenses (Non-India)

Demo Costs / Documentation $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -

Allocated Occupancy Expense $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -

G&A (legal cost per solution) $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -

2011 2012 2013 FY FY FY

G&A (legal cost per solution) $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -

Operating Expenses (India)

Demo Costs / Documentation $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -

Allocated Occupancy Expense $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -

G&A (legal cost per solution) $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -

Total CoE Operating Expenses $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -

2011 2012 2013 FY FY FY

SBS Attachment Revenue 1,135.7 - - - 2,555.3 - - - 3,691.0 - - - 1,135.7 2,555.3 3,691.0

Operating Expenses (Non-India)

G&A (legal cost per solution) $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -

Operating Expenses (India)

Demo Costs / Documentation $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -

[2] Recruiting $ 1.0 $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ 1.0 $ - $ -