Hetzel W. Folden, Global LeaderStrategic Deals Group
Satyam Computer Services LtdGlobal Services Conference 2008New York City – March 12, 2008
Business Transformation. Together.
GENERAL INDUSTRY TRENDS
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Competition broadens Globalization of Delivery & Sourcing further “flatten” the world
Business Transformation an essential part of the competitive business cycle
Value Creation through Innovation key factors to success
Request for Solutions replaces traditional request for proposals
Competition broadens Globalization of Delivery & Sourcing further “flatten” the world
Business Transformation an essential part of the competitive business cycle
Value Creation through Innovation key factors to success
Request for Solutions replaces traditional request for proposals
BUSINESS TRANSFORMATION.
TOGETHER.
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3
GENERAL INDUSTRY TRENDS
Competition Flattening an Industry Large Strategic Deals > US $50M
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BUSINESS TRANSFORMATION. TOGETHER.
“….is a key executive management initiative that attempts to align People, Process and Technology initiatives of a company more closely with its business strategy and vision to support and help innovate new business strategies.
….. is now considered an essential part of the competitive business cycle.
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Business Transformation. From Wikipedia (highlights added)
“…the proactive process of providing strategic competencies imbedded in operational solutions for sustainable enhanced customer value -- the shift from traditional RFP to RFS – Request For Solutions”*
Together.
* Satyam Customer feedback and research from IAOP (International Association of Outsourcing Professionals)
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Bodyshop ImplementSolve known problem
Skill Augmentation
Managed Services
Integrated Solutions
Time
Value
Value
Identify and solve problems
Trusted Partners
CLIENTS AND SERVICE PROVIDERS CONVERGING
BUSINESS TRANSFORMATION. TOGETHER.
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* The Blackbook of Outsourcing 2007
BUSINESS TRANSFORMATION. TOGETHER.
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STRATEGY
CU
ST
OM
ER
DE
LIG
HT
Business Transformation
Business agility
IT Alignment to Business Strategy
Regulatory Compliance
TCO Reduction
Globalization and M&A
Innovation
Focus on ‘5R’s – Faster, Better, Cheaper, Larger & Steadier
CUSTOMER BUSINESS NEEDS
Service Oriented Architecture
Business Process Platform
Open Source Software
WEB 2.0 / Rich Internet Applications
BI & Analytics
TECHNOLOGY TRENDS
Software as a Service (SaaS)
Grid Computing
RFID
Use TV Design and Web Analytics
Mobile & Wireless Applications
Large Deals
Multi-sourcing/ Consolidation
Partnership Mode
Offshoring by mid-market companies
SOURCING & DELIVERY TRENDS
Demand for Continuous Improvement
Flexible Business Models
Global Delivery Model
Global Reach
Agile processes
Collaborative development
DOMAIN COMPETENCY
DOMAIN COMPETENCY
TECHNOLOGY COMPETENCYTECHNOLOGY COMPETENCY
BRAND
BUILDING
BRAND
BUILDING
SERVICES DELIVERYSERVICES DELIVERY
INV
ES
TM
EN
TS
RELATIONSHIP MANAGEMENTRELATIONSHIP MANAGEMENT
BUSINESS TRANSFORMATION. TOGETHER.
CLIENT OBJECTIVES PARTNER SOLUTIONS
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Attractiveness:
• Strength of business pain point
• Technology intensity in solution
High Low
Low
High
POS testing/ 360 commerce upgradeStore Inventory Mgmt
ADMS
Promotion management
Supply Chain Distribution
Assortment planning
Forecasting & Allocations
Merchandise planning (Retek)
Space Mgmt (JDA)
CRM APPS
Linking loyalty & sales data to improve sales
Analytics/ I decisions/ BI reporting dashboard
Financial Systems
Transaction processing
Satyam ability to build a distinctive value proposition• Existing capability• Ability to build capability
DW/Mining
Retek RMS Implementation & Integration
Sales Audit, Price Mgmt
Satyam capability building to
lead targeted opportunity
areas
DW consolidation
E-Commerce, Content / portal Mgmt, UXM, 3D Modeling
HR PS payroll-Global
BUSINESS TRANSFORMATION. TOGETHER.
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99
Business Profile – Satyam Long Term ClientsRELATIONSHIP
SINCETEAM SIZE
SERVICE OFFERINGS
Consulting ADMS
5362003Financial Services
Major Auto 6862003
5131999Public Service
5821999Industrial Mfr.
5002003Telco
2003 260Mfg.
2000Auto Parts 277
19811995Industrial Mfr.
8752003Network
4372003Global Food
6322003Pharma
Enterprise Solutions
Global Reach
Americas Europe ROW
Genesis of Relationship*Partial list of Long term clients
CLIENTS
BUSINESS TRANSFORMATION. TOGETHER.
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10
SATYAM PURSUIT FOR CLIENTS
•USA&CANADA•GLOBAL CLIENTS
•EUROPE•APAC
•MID EAST•AFRICA
EVALUATE- PURSUING DIRECT- PARTNERING
PURSUE (DIRECT)
DO NOT PURSUE
EVALUATEPARTNERING
DO NOT PURSUE
EVALUATEPARTNERING
LOW
MEDIUM
HIGH
DEAL SCOPE - GEOGRAPHICAL REGION FIT
SATYAM COMPETENCY
$50M-$500m
DEAL
SIZE
STRONG MEDIUM WEAK
$500m-$1Bn
>$1Bn
DO NOT PURSUE
DO NOT PURSUE
EVALUATE- PURSUING DIRECT- PARTNERING
BUSINESS TRANSFORMATION. TOGETHER.
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RETAIL MFG PHARMA TelcoSize of Customer Engagement 200+ 400+ 500+ 200+
Complexity of Landscape High High High HighR/3 R/3 R/3 R/3BW BW BW BW APO CRM CRM CRMPortal EP EP EPSEM-BPS APO Teradata
SEMArchivingInvoice Scanning Solution
Rollout Rollout Implementation/Rollout Development Development Development Development
ABAP ABAP Functional Functional Portal Portal ABAP ABAP SAP BW BW Portal Portal Basis/Security XI/Mercator BW BW MS BI Microsoft Microsoft XI TIBCO Testing - Mercury Teradata
Java Support Support Support Support
ABAP ABAP Functional Functional SAP BW BW ABAP ABAP BW Data Load BW Data Load BW BW MS BI Basis BW Data Load Basis/Security
Basis/Security DW - Tera Data
Service Transition India Tier 2/3 Global MNS Independent Contractors Large Consulting
Relationship (No.of.years) 4 4 4 5
Delivery Model Onsite/Offshore Onsite/Offshore Onsite/Offshore Onsite/Offshore
30/70 20/80 30/70 30/70
Applications Outsourced
Outsourced Services
BUSINESS TRANSFORMATION. TOGETHER.
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Thank You
12
hetzel@satyam,
BUSINESS TRANSFORMATION. TOGETHER.