CUSTOMERS

No CIO Ever Got Promoted For….

PRADEEP RATHINAM, CEO, ADITI TECHNOLOGIES@pradeeprat

SESSION AGENDA

What does a CEO expect from a CIO – a personal story

What propels a CIO to the next level

Breakthrough CIOs in action - 3 case studies

CUSTOMERS

MY SEARCH FOR A CIO

PRADEEP RATHINAM, CEO, ADITI TECHNOLOGIES@pradeeprat

www.aditi.com 4

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“For a CIO to be asked to join a board, they need to be known for work that is broader than the CIO title.”--Doreen Wright, former CIO, Campbell Soup Company,

and board member, Dean Foods and Crocs

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WHEN I TOOK ON THE CEO MANDATE…

Change the business

Expand the Business

Optimize business process

Support the Business

Get Fundamentals Right

THIS IS WHAT I FOCUS ON

EVERY CIOS LINKEDIN PROFILE…

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IT SEEMED TO ME,

Focus on control.

Focus on process and cost optimization.

Focus on internal audiences.

WHAT CIOs CARE FOR

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THIS AD WAS WRITTEN WITH THAT PERSON IN MIND

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SO, I HIRED A DIRECTOR OF IT

Do not crash

Does not embarrass

Does not cost much

Keep business happy

Decrease cost

Increase efficiency

Increase Revenue

Extends to new business

Creates new industry

Change the business

Expand the Business

Optimize business process

Support the Business

Get Fundamentals Right

CUSTOMERS

WHAT GETS A CIO PROMOTED

PRADEEP RATHINAM, CEO, ADITI TECHNOLOGIES@pradeeprat

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Yes No

45%55%

CIO's

Perc

en

tag

e o

f R

esp

on

den

ts

(%)

Yes No

29%

71%

CEO's/ Other senior management

Yes No

9%

91%

Analysts and Commentators

FEW UNDERSTAND WHAT A CIO DOES

Is there clarity regarding the definition of the role of the CIO?

Source: Deloitte and Cranfield University. Link.

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AND FEWER DOLLARS ARE SUPPORTING THE CIO AGENDA

Source: Gartner CIO agenda insights 2013. Link

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C.I.OCareer is Over

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NOT QUITE. HERE ARE THE TOP PAID CIO

Rank Name Position as of 2013Total

Compensation

1 Filippo Passerini CIO and Group President, P&G $4,966,894

2 Robert B. Carter CIO, FedEx Corp. $4,867.443

3 Deborah ButlerCIO and Executive Vice President, Norfolk Southern Corp.

$4,648,070

4 Anil CheriyanCIO and Executive Vice President, SunTrust Banks Inc.

$3,706,200

5 Suren Gupta Executive Vice President, Allstate Corp. $3,569,999

6 Matt CareyCIO and Executive Vice President, Home Depot Inc.

$3,481,311

7 J. David ThompsonCIO and Executive Vice President, Western Union Co.

$3,442,699

8 David BarnesCIO and Senior Vice President, United Parcel Service Inc.

$3,130,530

9 Stephen Gillett Executive Vice President, Best Buy Co. $2,961,239

10 Ron Griffin CIO and Senior Vice President, AutoZone Inc. $2,739,331

AVERAGE $3,265,144

Source: Compiled by Janco Associates, Based on SEC Filings

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WE GET TO WORK WITH A LOT OF TECHNOLOGY LEADERS WHO ARE THRIVING

S/W PLATFORMS S/W PRODUCTS S/W DEVICES RETAIL GAMING EDU + CONTENTREC. SERVICES

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Driving Business Innovation

Game Changer 10x

Cultivating the IT – Business relationship

Developing business strategy

Improving IT operations

Deploying new systems

Controlling costs

WHAT DIFFERENTIATES THEM

Cost Center 1x

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Driving Business Innovation

Game Changer 10x

Cultivating the IT – Business relationship

Developing business strategy

Improving IT operations

Deploying new systems

Controlling costs

WHAT DIFFERENTIATES THEM

Cost Center 1x

CHANGE THE BUSINESS RUN THE BUSINESS

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Source: The 2014 CIO Agenda, Gartner

FROM COST TO CUSTOMER

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Inventory, yield

Collaboration, LOB systems

HR, finance, supply chain

Middleware, back office systems

Mobile, web and search

Targeted offers, in-store kiosks

Loyalty programs, sweepstakes

Social and eCRM

Customer Analytics and insights

SYSTEMS OF ENGAGEMENT

(Customer facing systems)

SYSTEMS OF RECORD(Operational systems)

CEO/CMO/CIO++

CTO/ CIO--

MOVING FROM SYSTEMS OF RECORD TO SYSTEMS OF ENGAGEMENT

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THE NEW CIO IS CIO++

Chief Technology Officer

Chief Digital Officer

Chief Data /

Analytics Officer

Chief Innovation Officer

CIO ++

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THIS IS WHAT WILL GET YOU PROMOTED

Source: CIO Executive Council and Egon Zehnder

CUSTOMERS

BREAKTHROUGH CIOs IN ACTION

PRADEEP RATHINAM, CEO, ADITI TECHNOLOGIES@pradeeprat

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SYSTEMS OF ENGAGEMENT

DEEPLY CONNECTED CUSTOMER CONVERSATIONS

AGILITY OF EXECUTION

THE 3 PILLARS OF CIO++ AGENDA

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MEET THE NEW AGE CIO++ – MITTU SRIDHARA

Changing Business Trajectory with Systems of Engagement

Group CIO – TUI

At Ladbrokes - formulated and delivered

a three year multi-channel, end-to-end technology strategy

At Sabre, led a team which delivered

innovative products that helped the company

generate around $250m.

As CIO of Avis Europe delivered a customer-

facing system.

One core platform across business &

application integration

Investments in Multichannel

Commerce suite

Developed industry leading app to reach

customers

Big Data and Analytics to build a single view

of customer

Combining personal advice and service

with digital

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ABOUT TUI

Formed in 2007, by the merger of First Choice Holidays, and travel division of TUI AG

Operates in over 180 countries, serving 30 million customers, with over 3500 retail stores in EU

Revenue of £14.5 billion, £490 million operating profit

Over 240 trusted brands, ranked as either #1 or #2 brand in the core markets

Largest distributor of accommodation globally, with over 150mn room nights a year

www.tui-group.com www.tuitravelplc.com

Based in Crawley, West Sussex, UK

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SYSTEMS OF ENGAGEMENT LEADING TO BALANCE SHEET IMPACT

From transactions to a lifetime relationship with Systems of Engagement

• Seamlessly digital experience

• Make intelligent suggestions

• Customer centered personalization

• Omni-channel presence

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CIO++ IMPERATIVE – 1 CONVERSATION ACROSS CHANNELS

WE HAVE BEEN FARMING CORN THE SAME WAY FOR 5000 YRS.

IT TOOK THEM LESS THAN 9 MONTHS TO SERIOUSLY CHANGE IT

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Do not crash

Does not embarrass

Does not cost much

Keep business happy

Decrease cost

Increase efficiency

Increase Revenue

Extends to new business

Creates new industry

NO CIO EVER GOT PROMOTED FOR ‘RUNNING THE BUSINESS’

Change the business

Expand the Business

Optimize business process

Support the Business

Get Fundamentals Right

www.aditi.com 31

Do not crash

Does not embarrass

Does not cost much

Keep business happy

Decrease cost

Increase efficiency

Increase Revenue

Extends to new business

Creates new industry

Change the business

Expand the Business

Optimize business process

Support the Business

Get Fundamentals Right

THE CIO++ HAS ALREADY EARNED HIS PROMOTION

CUSTOMERS

Thank you

PRADEEP RATHINAM, CEO, ADITI TECHNOLOGIES@pradeeprat

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