Open Text at Stifel, Nicolaus & Company Technology Conference Transcript

The following is excerpted from the question-and-answer section of the transcript.

Question: Blair Abernethy - Stifel Nicolaus - Analyst : So with that, Mark, I want to sort of ask you sort of a three-part question, and just to help the audience along a bit here, if you can just give us a brief overview of what OpenText looks like today as a business, your sort of competitive positions in your key markets, and your growth strategy.

Question: Blair Abernethy - Stifel Nicolaus - Analyst : And maybe outline a little bit how you fit competitively in the market space. without the prior written consent of Thomson Reuters. 'Thomson Reuters' and the Thomson Reuters logo are registered trademarks of Thomson Reuters and its affiliated companies. FEBRUARY 05, 2013 / 4:00PM, OTEX.TO - Open Text at Stifel, Nicolaus & Company Technology Conference

Question: Blair Abernethy - Stifel Nicolaus - Analyst : And maybe that leads me to another question along that line, and that is historically this has very much been a sort of niche or specific application kind of business for OpenText. And now, as you've laid it out in the last year, it's almost as if you're taking more of a platform approach. Is that how you're approaching your larger customers?

Question: Blair Abernethy - Stifel Nicolaus - Analyst : You mentioned InfoFusion, which you announced last fall, and maybe you can help the audience a little bit in terms of what is InfoFusion and what's that going to do for you for--.

Question: Blair Abernethy - Stifel Nicolaus - Analyst : Mark, there were a couple of your bigger customers that we might look to or watch to kind of see how this unfolds for them over the next couple years. Who's sort of a -- who are you looking to as the thought leaders in your customer base to make this platform shift?

Question: Blair Abernethy - Stifel Nicolaus - Analyst : Okay. In the last year since you joined the Firm, you've made a number of changes to the sales organization, and obviously today another change in the marketing organization. Kind of walk us through what you've accomplished so far and where you want to get to, or what needs to be done in order to get you in a position where you're driving that organic license growth that you're seeking.

Question: Blair Abernethy - Stifel Nicolaus - Analyst : Okay, great. Great. Any questions from the audience to -- sure, go ahead. UnidentifiedAudience Member A lot of your folks (inaudible) sales network (inaudible - microphone inaccessible). Why is that?

Question: Blair Abernethy - Stifel Nicolaus - Analyst : Great. And -- sorry, go ahead. UnidentifiedAudience Member I just had a question about what drives (inaudible - microphone inaccessible).

Question: Blair Abernethy - Stifel Nicolaus - Analyst : Great. Yes, maybe we could expand a little bit more on the cloud side of [it]. EasyLink had a hosted platform for messaging and a variety of other services. OpenText had over the years tried a couple of different ways to approach software as a service, putting the applications up there. Now that you're bringing the two together, where do you see this going in the next couple years? What's sort of the product push?

Question: Blair Abernethy - Stifel Nicolaus - Analyst : Okay. Can we talk -- shift back to the channel a little bit more? Again, we talked about your direct sales force and where you're at there. SAP's always been a really important partner for you. Maybe you can just, as two parts of the question, tell us where you're at with SAP, how that's proceeding, and secondly, the rest of the channel, the rest of the indirect channel, how's that changed in the last year.

Question: Blair Abernethy - Stifel Nicolaus - Analyst : Okay, fair enough, fair enough. And any questions in the audience? Sure, go ahead. UnidentifiedAudience Member (Inaudible - microphone inaccessible.)

Question: Blair Abernethy - Stifel Nicolaus - Analyst : Great. In terms of other partners, the strategic partners you've been working on developing and expanding the relationship with Oracle, certainly before you joined OpenText, what's kind of been some of the progress there in the past year?

Question: Blair Abernethy - Stifel Nicolaus - Analyst : Okay. If we look at the -- just back to the conversation on getting the SIs more involved in your business and so on, is there a change or a shift that's going to happen in terms of the amount of services that OpenText does itself? Do you see that -- a revenue mix shift coming at all in the near future?

Question: Blair Abernethy - Stifel Nicolaus - Analyst : Any questions at all? I've got a bunch of them, so not to worry. Let's talk Microsoft a little bit, friend and foe. You've been there a year now. How do you see that relationship over the next few years as you kind of shift to more of a platform approach yourself? without the prior written consent of Thomson Reuters. 'Thomson Reuters' and the Thomson Reuters logo are registered trademarks of Thomson Reuters and its affiliated companies. FEBRUARY 05, 2013 / 4:00PM, OTEX.TO - Open Text at Stifel, Nicolaus & Company Technology Conference

Question: Blair Abernethy - Stifel Nicolaus - Analyst : What do your customers say to you or see when they come to look at you, or -- I mean, SharePoint has proliferated in a lot of organizations. Why are they coming back to you for help?

Question: Blair Abernethy - Stifel Nicolaus - Analyst : Maybe if we can shift the conversation just a little bit into--.

Question: Blair Abernethy - Stifel Nicolaus - Analyst : I thought I had a minute left. Well, listen, Mark, really appreciate you coming by this morning and helping us kick this off.

Question: Blair Abernethy - Stifel Nicolaus - Analyst : Great. Thank you. without the prior written consent of Thomson Reuters. 'Thomson Reuters' and the Thomson Reuters logo are registered trademarks of Thomson Reuters and its affiliated companies. FEBRUARY 05, 2013 / 4:00PM, OTEX.TO - Open Text at Stifel, Nicolaus & Company Technology Conference