Nilf2012_Salil Parekh- Capgemini

Salil Parekh

What are customers looking for? – An ‘outside-in’ perspective

Customers are clear about what they want

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“..The digital world multiplies the ways our brands can create an emotional-filled relationship with their customers..” - Marketing Head, global Cosmetics giant

Consulting + Technology

“Consumerisation, device management, collaboration in cloud are major challenges ” – CIO, American Automobile manufacturer

“.. The need of the hour is to channelize our energy together to co-create future solutions…” – CTO, UK Retail major

“..We want to develop new services, new content and we are interested in partnership ideas..” – CIO, European Telecom major

Speed Executive Commitment

“….We are interested in end to end provision, outcome based engagements….” – CIO, global Electronics major

“There needs to be a direct connection between inputs and the IT activity, and the business related outcome…..” - Business Head, global Banking major

Digital Transformation Collaborative Innovation Business Outcomes

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Amazon sold more Kindle e-books than printed books

2.1 billion internet

users

5.9 billion

mobile users

Digital Transformation is enabling customers to respond to the present day digital revolution


CustomerInsights

NewCustomer

Experience

CostReductions

ProductivityImprovement

NewProducts / Services

NewPlatformsCustomer

Operational

Product

Tracking or analytical tools Service new

digital platforms

New digital products

Virtual meetings Web 2.0

Cloud Computing

Integrated customer experiences Social media

Multichannel consumers

spend 30% more than mono-channel consumers

In a 2011 survey of UK Government CIO’s, 53% of respondents thought that their organisation

would begin to use cloud services for infrastructure or software in the next two years

$680 billion expected global e-commerce revenues in 2011 (+19% year on year)

© 2012 Capgemini. All rights reserved.

Collaborative Innovation is being seen as the hallmark of intimate customer – solution provider relationship


ENGAGE EVOLVE EXECUTEEVALUATEBusiness Case

Feed the Idea Pipeline

Collaborative Business Case Development

Objective Selection and

Portfolio Optimization

Project Management and Delivery


Attributes

Co- Innovation

Cross-business Synergies

Joint funding

Alliances- partner-

shipsJoint

solution building

Thought leadership

Co-owned IP Rights

Customer Inputs

Industry Inputs

Technical Experts

Past Experiences

Collaborative Innovation

5

ExampleFramework

“Today, more than 35% of our new products inmarket have elements that originated from outside, up from about 15% in 2000. And 45% of the initiatives in our product development portfolio have key elements that were discovered externally.”

- former CEO of a global Consumer Products company

Traditional

R&D


Taking ownership of Business Outcomes is emerging as a key theme in achieving business objective through IT


Share the risks and rewardsBuilding a

One Team

The Journey . . .

Sharing risks & returns


Commercial Models – Illustration in the Pharma industry

Global Pharma

Project Name: BI Report Development

Description:

In conformance with the agreed upon rate structure for AD services, a team were provided to support BI report development for Pharma commercial group. Pricing was based on a cost plus x% agreed upon mark up per the global agreement

Global Pharma - Consumer

Project Name: PMO and OCM

Description:

Client required a senior team of PMO and OCM analysts to manage a global transformation project. Duration of the project was initially planned for 6 months and with potential for extension. Pricing was based on agreed upon rate card

Global BioPharmaceutical

Project Name: CTMS Implementation

Description:

Client was replacing legacy system with Siebel CTMS system and integrating that with 31 different internal applications. Project was scope under a fixed price agreement for the entire effort, with very specific scope and deliverable elements.

Global Pharma

Project Name: Clinical Data Transformation

Description:

Client was looking to establish a clinical data transformation service to migrate legacy and ongoing trials from internal data standards to CDISC SDTM. The job included a per trial migration/conversion cost for both legacy and ongoing trials, with an initial set up cost. This program was voted as one of the most successful programs in their R&D group

Global Pharma

Project Name: Multi-Channel (CLM)

Description:

Client contracted provider to implement 5 key digital channels as a part of our client’s multi-channel (Closed Loop Marketing) initiative. Commercial model included payments based on extent of customer (HCP) interaction and channel feedback, including brand adoption.


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The information contained in this presentation is proprietary and confidential. It is for Capgemini internal use only. Copyright © 2011 Capgemini. All rights reserved.