"Infrastructure Business Update for Europe Changing the Industry Landscape

Transcription

1 "Infrastructure Business Update for Europe Changing the Industry Landscape Ashish Gupta 30th November 2010 Head of Infrastructure Services Europe

2 Agenda Where are we today As a business In Europe What needs are we seeing with customers today What s new from HCL Case Study News International - CoSourcing and Transformation 2

3 Infrastructure Services Accelerating growth along all dimensions Last 3 Years CAGR 15,000People 17 Delivery Centers 2010 Infra Global Delivery Centers added- 12 months 3 Infrastructure Services : 60.7 % FY 10 YoY Growth 11.5 % 4 Quarter CQGR 3

4 The NEW Alternative in Outsourcing Flexible, transparent and delivering a new model successfully over the last 10 years Customers Services Solution Deal Scope Competition EFH Oncor Infrastructure+ EAS + Public Services DC + Tier 1 Apps $ 220 Mn. TCV incl. DC buy IBM,HP & Wipro Jardine Lloyds Thompson Infrastructure TOS $ 110Mn+ TCV HP, ATOS Xerox Infrastructure+ EAS + ERS Leading ISV Infrastructure + Engineering Readers Digest Infrastructure + EAS + MPE Tier 1 Apps + DC $ 100 Mn TCV + Press Release EDS Tier 1 Apps + DC $ 75 Mn TCV + in US and EU IBM Tier 1 Apps + DC $ 350 Mn TCV TOS Wipro Info crossing Singapore Stock Exchange Infrastructure TOS >$100 Mn HP Electronics Retailer in UK Infrastructure + EAS + Retail Tier 1 Apps + DC $ 350 Mn+ TCV IBM, Wipro Largest ITSM Co. Infrastructure + ERS ITSM Cloud Provide Platform as a service. Cloud Vendors Top 10 ISV Infrastructure + ERS Cloud Offering HCL acquisition IBM Leading Telecom Manufacturer Infrastructure EUC Support across 50,000+ users Multi Million deal IBM, TCS, HP 40% Logo acquisition s are from the Rebid marketplace Over $1.5Bn TCV won in the last 12 months 4

5 Mature global service with a local touch Centralised Delivery + In-Country G{local} Service Management + Right Touch North America Region Unisys CompuCom Pomeroy Decision One EMEA Region A&O Phoenix Hammerschbach Asystel Infocare Northern Ireland Poland Finland Helsinki Swedish Finnish China Raleigh, NC English Spanish Portuguese Sao Paolo Spanish Portuguese Raleigh, NC South America Region Unisys CompuCom Brazil Krakow, Poland French German Italian Portuguese Spanish Polish Russian Dutch Romanian Czech India English Malaysia and Singapore Shanghai Mandarin Cantonese Korean APAC Region Jardine One Solutions Novots NEC Fielding Raffles Malaysia and Singapore 7 Asian Languages Physically dispersed but virtually aligned delivery units same tools, same processes, integrated management Over 1.6 Million users supported, 11 Million Contacts, 24 languages; Certified Partner Program for DC In-Region, Hand and Feet on Premise or Shared

6 Europe Update 4 regions in Europe UK & Ireland DACH and NL Nordics BE, Lux and France Early success in Italy (emerging) Fully functional Sales, Delivery and Service Management organizations in place in all regions G{local} model in place esp. for CE. In-region Data Center s in place with anchor customer s on-boarded Significant experience in TUPE and ARD across most key regions in Europe >97% offer to acceptance ratio ; >91% post year 1 retention rate Each region has more than 5 Marque Brand names which are serving as anchor clients 40+ European Customers 40% acquisition from the rebid market 40% depend on HCL for Datacenters and Technology Transformation 35% depend on HCL for EUC services including desk-side 100% Customer retention on Rebid 16 new accounts added last fiscal year (2009 July 2010 June) Significant expansion esp. in the $50 to $200 Mn deal range 35% of all deals are advisor lead and HCL invited by advisors to the bid Interesting Insight This year Infra revenues in CE will start leading UK & I revenues 6

7 Market Focus Discrete Full Service Utility / Cloud / SaaS Single or Multiple Towers of Work End-to-End mostly along with Data Centre, Assets & Staff Transfer Utility Based Computing Storage, Infra & App Ops F200 Sweet Spot for RIM Helpdesk, Networks, Data Centre, Security, Process and Tools Solutions Typically multi source environments HCL mostly a service integrator Significant experience gained in Service Integration Models In sourced Outsourcing for 1 st time Current Economic conditions driving change Large Tobacco Company Re-Bid Market HCL won some major deals in this area Nokia, Xerox, EFH Increasing demand for Application Platform based sourcing Demand for Cloud Assessments and making Applications Cloud Ready Virtualized & Outlocatable Experimenting with Public Cloud on Non Threat environments like Dev and Test and Cat C applications F2000 Discrete for first time offshore customers Pressure for Transformation and reduction of Run costs driving more Full Service deals Integrated Apps & Infra Deals Architecture & Design Risks taken by HCL Succeeded with Big Wins Skandia, Dixons, Reader s Digest, JLT This is the market starting to move in CE Accelerating Demand for IaaS services in a Private cloud environment SAP Utility and Utility gaining traction we see this as a major opportunity ISVs Lead via the HCL Engineering services and help ISV to SaaSify products Become part of Internal IT. Integrated Apps & Infra Architecture & Design Risks Succeeded with Wins Autodesk and Misys Working with ISVs to create SAAS offerings Early wins include SaaS offering for a large Service Management Product SaaS offering for Autodesk and Misys 7

8 Top 5 Strategies for Infra Services 1. Accelerate penetration and Localization in Emerging Geos 2. Focus in Sales on Rebid Market / Competitive Renewals 40% of our customers are from the rebid market, We have a 100% success rate in transition. 3. Verticalization of Infrastructure Services Backend systems are increasingly getting commoditized but front end infra is becoming more and more custom to verticals or even customer needs e.g. Airport Kiosks Our Verticalization efforts are based on taking industry discontinuities and using them to make Infrastructure services more tied in to Industry needs e.g. Smart Grid, Compliance in FS and Pharma 4. Participate in Offering Cloud Services and in helping customers to manage a federated Cloud environment Not a question of If but what will be migrating to cloud and when and how? 4 Waves Wave 1 Infra Applications, Wave 2 - Non Production, Wave 3 - Horizontalised Apps, Wave 4 - Custom / Vertical Apps Offerings Focus: Performance Assurances, Enterprise Class 5. Automation and Increased Standardization IP Creation leading to Increased standardization and Automation for customers HCL Gold Standard 8

9 Key Differentiators Recognized Thought Leadership Launched services 2 years ahead of the market: Datacenter Partnerships, MTaaS TM, Gold Standard, Cloud Strategy Trust Transparency & Flexibility: Re-defining customer relationship based on these fundamental tenets Fully Integrated Application + Infrastructure Solutions Employee First leading higher customer CSAT and value creation Ability to impact all facets of customer IT budget even those which may not directly impact HCL revenue Giving customers most Optimal rightshore leverage through innovation in people, process, tools and technology 9