Jim Champy, Chairman, Perot Systems

1Proprietary and confidential. © 2009 Perot Systems Corporation. All rights reserved. All registered trademarks are the property of their respective owners.

Jim ChampyPerot Systems Corporation

COMPETING IN TOUGH TIMES

NASSCOMIndia Leadership Forum 2009


Principles for Change in the IT Services Industry

We Must• Change the rules of our Industry to meet the changing needs of our

clients• Protect and build our brands by being operationally excellent• Change our frame of reference to increase the value of what we

deliver• Neutralize the complexity of technology• Be authentic in what we say and do• Design our channel partnerships to benefit all the players


Where Smart Companies Find Opportunity

• Compete by seeing what others don’t

• Compete by thinking outside the bubble

• Compete by using all you know

• Compete by changing your frame of reference

• Compete by doing everything yourself

• Compete by tapping the success of others

• Compete by creating order out of chaos

• Compete by simplifying complexity


Outsmart Case Study

What it does:

Provides non-critical, clinical care from a facility.

What it saw:

Most healthcare providers have focused on diagnosis and treatment. Minute Clinic’s founders saw the opportunity to change how healthcare is delivered.

How it operates:- A retailer mentality- Staffed by nurse

practitioners- Enabled by information

technology- Open 7 days a week- Patients are seen in ten to

fifteen minutes- Complements the

healthcare system

5Proprietary and confidential. © 2008 Perot Systems Corporation. All rights reserved. All registered trademarks are the property of their respective owners.Proprietary and confidential. © 2009 Perot Systems Corporation. All rights reserved. All registered trademarks are the property of their respective owners.

Outsmart Case Study

What it does:

Manufactures pistols and revolvers.

What it saw:

The value of its brand and the need to return to operating basics.

How it operates:- Utilizes continuous

improvement techniques

- Adopts state-of-the art manufacturing processes

- Maintains a strong focus on product quality

- Builds brand loyalty- Leverages its brand

awareness to expand product segments


Outsmart Case Study

What it does:

Publishes, packages, and distributes photographs in various forms. Growing at 50% a year.

What it saw:

Shutterfly’s competitors see themselves as photo finishers. Shutterfly thinks of itself as a social expression and personal publishing service.

How it operates:- Provides dozens of

ways for customers to use and share their photos

- Easy-to-use Internet site

- Superior customer service

- Vertically integrated capability


Outsmart Case Study

What it does:

Provides access to 8 million parts and accessories for more than 560 brands covering consumer electronics, major appliances, wireless devices, and outdoor power equipment.

What it saw:

The complexity of the electronics industry and the futility of finding a replacement part.

How it operates:- Rationalized the

cataloging process in a chaotic market

- Provides services through major retail channels – and directly to consumers

- An internet-based service, complemented by a competent, high-touch service center


Why Customers Come Back

• Ambition matters• Intuition reigns• Focus prevails• Customers rule• Calm enables• Innovation lives• Culture drives• Everyone plays

INSPIRE!

• A crusade with broad appeal• Convenience with layered

benefits• A trusted channel, leveraged• Simplifying complexity• Honesty• Being one of the customers• Customers who sell


Inspire Case Study

Car sharing is a big slice of the green-living pie. With 24/7 access to cars all over the city for low hourly and daily rates, Zipcar is eco-savvy and simple. ConvenientZipcars live in your neighborhood and where you work. For work or play! SimpleReserve online, let yourself in with your Zipcard and drive. Yup, it's that easy.GreenEach Zipcar replaces 20+ personally owned cars. That means less emissions and less congestion.FunDrive MINIs, hybrids, pickups and more. Find cars near you.SmartSave cash! Drive from $8/hr or $59/day, includes gas, reserved parking & insurance.

Our Vision Providing reliable and convenient access to on-demand transportation, complementing other means of mobility.

Our Mission at Zipcar is to offer a new model of automobile for transportationOur user experience strives to elegantly combine the promise of the Internet with wireless communications and online communities. Our success is an example of how innovative businesses can harmonize business goals with the values of their customers and their communities.


Inspire Case Study

STATEMENT AND ASPIRATIONS FOR SOCIAL RESPONSIBILITY

We will never claim to be a perfect company, but we will address difficult issues and strive to be honest about our ability or inability to resolve them. We will strive to work with our suppliers to promote higher standards. We value

diversity in the workplace and intend to become a visible presence in the communities where our products are sold. When presented with a purchasing decision between two financially comparable alternatives, we will attempt to

choose the option that better addresses the needs of economically disadvantaged communities.

A commitment to social responsibility is central to Honest Tea's identity and purpose. The company strives for authenticity, integrity and purity, in our products and in the way we do business. In addition to creating a healthy

alternative beverage with a lot less sugar than most bottled drinks, Honest Tea seeks to create honest relationships with our employees, suppliers, customers and with the communities in which we do business.


Inspire Case Study


How Smart Companies Behave

• Ambition matters• Intuition reigns• Focus prevails• Customers rule• Calm enables• Innovation lives• Culture drives• Everyone plays

OUTSMART!& INSPIRE!

• Ambition matters• Intuition reigns• Focus prevails• Customers rule• Calm enables• Innovation lives• Culture drives• Everyone plays• Authenticity

Technology

Jim Champy, Chairman, Perot Systems