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© 2010 Systems Plus Proprietary and Confidential
www.SourcingGurus.com
Sourcing Gurus – Advisory Briefing
March 2010
© 2010 Systems Plus Proprietary and Confidential
Agenda
About Systems Plus
Profiles
Background
Our Approach
Sourcing Advisory
Methodology
Vendor Classification & Timelines
Service Offerings
2
© 2010 Systems Plus Proprietary and Confidential
www.SourcingGurus.com
About Systems Plus Background
Our Approach Sourcing Advisory Methodology Vendor Classification & Timelines
Service Offerings
© 2010 Systems Plus Proprietary and Confidential
Systems Plus Solutions – Background
20 years of transforming global enterprises using Technology
Experience in 20+ countries, multi-lingual, multi time zone environment
Team of 300+ resources and growing
ISO Certified Processes (ISO 9001:2008)
Key practice areas:
Sourcing Advisory (services rendered under “Sourcing Gurus” brand)
Technology Solutions
Oracle E-Business
Support & Helpdesk
4
Oracle E-Business
Sourcing Advisory
Technology Solutions
24/7 Helpdesk &
Support
© 2010 Systems Plus Proprietary and Confidential
Oracle E-Business Business Consulting Technology Solutions
Oracle E-Biz Implementation
Process Manufacturing
Financials, HRMS
Order Management
Advance Pricing, Workflow, EDI/E-Com Gateway
Oracle On Demand Support
CEMLI development & customization
DBA Services: DB Audit, Remote Server Management
Oracle DBI & BIEE
Forms / Reports / Discoverer / PL/SQL
Sourcing Advisory
Vendor Selection
VMO / PMO setup and sustain
Managed Services Scorecard
Governance, Risk & Compliance
IT Audit & Health Check
IT Compliance: Implementations of COSO/COBIT 4.0 compliant IT Operating Model
SOX & ITIL Framework
Financial Services / Alternative Investments
Operational processing expertise
Master data management
Operating model definition / process standardization
Application Development and Maintenance
Intranet Portals and Share point Implementation
Legacy system migration
Offshore Project Support Services
Staff Augmentation Services
Product Development
EAI
MS.Net, VB 6, J2EE
SQL Server, MS Access, MS Office
Pocket PC, Win CE,
Hospital Management System
Services Portfolio
5
© 2010 Systems Plus Proprietary and Confidential 6
ChinaJapan
Thailand
Malaysia
Korea
Singapore
Australia
India
Dallas
Los Angeles
Spain Greece
Belg/ Holland
Portugal
UKFort Atk
Chicago
San Diego
Mexico
Poland
Russia
HongKong
NewZealand
Romania
Taiwan
Offices Partners
Canada
UK
India
US
India
US
Customers
Gulf
Turkey
Germany
Geographies
© 2010 Systems Plus Proprietary and Confidential
Lilavati Hospital
Some of our Clients
7
© 2010 Systems Plus Proprietary and Confidential
www.SourcingGurus.com
About Systems Plus Background
Our Approach Sourcing Advisory Methodology Vendor Classification & Timelines
Service Offerings
© 2010 Systems Plus Proprietary and Confidential
Vision
The leading India based sourcing advisor, preferred by clients for delivering outstanding value at minimum cost
Systems Plus Advisory
9
SourcingGurus is a boutique advisory firm offering end to end consulting for IT, BPO and Infrastructure outsourcing initiatives. Our advisory service provides a comprehensive understanding of the client’s IT sourcing options
SourcingGurus consults with mid-sized (US $ 1 – 5 bn) companies on their outsourcing needs. We have domain expertise in the Retail and Manufacturing verticals
SourcingGurus succeeds when clients save 20 – 40 % of outsourcing costs with an appropriately matched sourcing partner
© 2010 Systems Plus Proprietary and Confidential
Why a Sourcing Advisor?
Advisors bring in value through unbiased advice
92.6% of clients surveyed say - “An advisor would have improved their outsourcing initiative”
Over 2/3rd of clients say they will use an advisor for their next outsourcing initiative
91.8% of clients surveyed are satisfied with their outsourcing advisor
Source: 2008 Black Book of Outsourcing
10
Advisors have demonstrated their value and contribution to clients in both first time and repeat outsourcing engagements.
They bring insight, objectivity and local knowledge to enhance results for successful outsourcing initiatives
© 2010 Systems Plus Proprietary and Confidential
Typical Sourcing Lifecycle
11
Sourcing Strategy1 Vendor Selection2
Transition3Relationship Management4
Outsourcing Lifecycle
Sourcing Value
Assessment & Sourcing Readiness
Strategy Formulation
Transition to Vendor
Contract Review / Resource
Steady State Optimization
Requirement Definition RFI/RFP
Vendor Evaluation &
Selection
Due Diligence & Negotiation
© 2010 Systems Plus Proprietary and Confidential
Methodology: Vendor Selection
12
Validate Scope and Shortlist Vendor Data Collection and Analysis
Onsite support for data collection phase
Capture key data
Offshore data validation
Analyze and model data
Finalize and approve RFP with OSI team and Legal
Modify RFP, if required
Establish contact with vendors
Sign NDA with vendors for RFP release
Finalize RFP
RFP Finalization
Pro
cess
Det
ails
Scope WorkshopData Collection & RFP Build
Data collection, validation and Analysis
Build RFP & Annexure
RFP Finalization
Scope workshop to
Validate final information to be released in RFP
Final vendor short list for Financial and IT scope
RFP creation to start with data analysis
Create draft RFP for Financial and IT scope
Vendor NDA
Vendor shortlist: Finance and IT
Validate Scope and review RFP
Sourcing Readiness
Kick off and Readiness Assessment
RFP Creation
Readiness assessment
People, Process, Strategy checkpoints
Outsourcing Steering Committee formation
Briefing on vendor selection process
Data collection templates introduction
Plan for Internal Setup and Sustain (Client side activities)
Outsourcing preparation and gap identification
GiantTIER
1Contenders
TIER 1
Global -India arm
TIER 2Pure Play
TIER 2
© 2010 Systems Plus Proprietary and Confidential
Release of RFP to shortlisted vendors
RFP clarifications
Release RFP response / additional data to vendors
Manage all communication with vendors
Determine elimination criteria to quickly evaluate knockouts and strikeouts from vendor proposals
Elimination Workshop is conducted to shortlist vendors to visit
Checkpoint for vendors selected that are common in both RFPs
Methodology: Vendor Selection
13
Detailed Evaluation
The short listed vendors will go through detailed response rating & analysis process prior to vendor visit
Analysis is carried out for vendors based on
Over all response
Best fit (Technology and culture)
Financials
Quick Elimination
RFP Analysis
Vendor Proposal
RFP Management
Vendor contacts
RFP Release, RFP Clarifications and final Proposals
Det
ails
Pro
cess
Clarification/ Additional data
Elimination workshop Detailed Ratings of vendor response
© 2010 Systems Plus Proprietary and Confidential
Methodology: Vendor Selection
14
Participation in quarterly governance meeting with vendor
Review SLAs
Issues
Escalations
Relationship counselor and liaison between client and vendor
Review of transition plan
Transition governance setup
Transition assessment and analysis
Transition checkpoints for various transition phases
Shadow
Reverse shadow
Transition Support Relationship Management
Vendor Visits & Re-evaluation
Vendor facility visits for proposal defense
Evaluate
Delivery team
Solution assumptions
Account executives
Process & Facility
Management attention
Finalize qualified vendors
Revised bid , if required
Final walk through & negotiation
Vendor Visits Negotiation
Det
ails
Pro
cess
Detailed proposal and vendor team evaluation
Due diligence and negotiation Transition oversight, checklist based approach
Relationship Management Oversight
Transition planning Sustain outsourcing relationship
Vendor performs onsite due diligence before final proposal
Best and final offers
Negotiation with selected vendors
Finalize draft MSA/SOW
© 2010 Systems Plus Proprietary and Confidential
www.SourcingGurus.com
About Systems Plus Profiles Background
Our Approach Sourcing Advisory Methodology Vendor Classification & Timelines
Service Offerings
© 2010 Systems Plus Proprietary and Confidential
Vendor Classification – IT
16
InfosysTCS
Wipro
CognizantHCL
Mahindra-Satyam Patni
AccentureCapgemini
CSCHP (EDS)
IBM
HexawareiGate
MastekMindtree
Syntel
Pure PlayTIER
2ContendersTIER
1GiantTIER
1Global -India arm
TIER 2
Leading Indian offshore providersEqually strong in IT, BPO and Infrastructure offerings Competing with Global players on equal footing
Revenue $4 bn +
Employees 50,000 +
Vendors with significant Indian delivery teams & global presenceBuilding competencies in Integrated BPO and Infrastructure offerings
Revenue $500 mn- $3 bn
Employees ~30,000 +
Mid sized companies with good delivery capabilityTraditionally stronger in Application Development and Support
Revenue $200 mn -
$500mnEmployees ~ 5,000 +
Mature Model –building synergies with local operationsGlobal vendors with good Indian presence Have acquired sizeable firms to leverage offshore model
Sales - India in infancy India Employees 15,000 +
© 2010 Systems Plus Proprietary and Confidential
Vendor Classification – BPO
17
AegisFirstSource
GenpactIntelenet
WNS
TIER 1 Pure Play
Proven global delivery track record, rapidly expanding, focused on providing BPO offerings for different domains
Revenue
$500 mn +
Employees
15K +
CognizantHCL Tech
IBM DakshInfosys
Mahindra SatyamTCS
Wipro
TIER 1 ITO & BPO
Vendors
Has a mature service delivery footprint in ITO domain, with BPO as an extension to their service offerings. Have setup delivery centers in India as well as global for more competitiveness in the BPO service offerings
Revenue
$ 500 mn
Employees
~12K +
24/7
Cambridge
EXL
HTMT
Minacs
Sitel
Pure PlayTIER
2
Gained global exposure and capabilities by servicing their large client accounts. They are strong in niche area and compete with all other players
Revenue
$50 mn – $500 mn
Employees
~<10K
© 2010 Systems Plus Proprietary and Confidential
Vendor Selection Process – IT
1
Giants
Contenders
Pure Play
Global -India arm
8 - 10 ~ 4 - 5 2
- Milestone
RFP Release
Due Diligence begins
RFP Submission
Scope Workshop
Readiness Checklist
Letter of intent
Vendor visits
Filter 1
Elimination
Filter 2
Vendor visits
Filter 3
Contract negotiation
3 Months 3 Years
18
RFP release and clarification
Elimination workshop
Delivery model, & finalize RFP vendors
Data Collection,RFP Build RFP Management Vendor Selection
Proposal Defense
Internal Preparation
Sourcing Readiness
Transition
KickoffSourcing Readiness
RFP Creation
Data Gathering
Vendor Visits
RFPAnalysis
RFPManagement
RFP Release
FinalizationDue
Diligence
Negotiation Relationship Management
TransitionSteady State Optimization
Contract Review
Transition
Pricing & negotiation / Vendor recommendation
Performance monitoring & Vendor management
© 2010 Systems Plus Proprietary and Confidential
Tim
elin
e
MarJan FebDec Apr May Jun Jul Aug
Timelines – IT
19
Vendor Selection Transition RM
PMO Setup
VMO Setup
Process Harmonization
Inte
rnal
Set
up
an
d S
ust
ain
Finalize SLA
Finalize Engagement Governance
VMO ,Governance and Process Support (Ongoing)
Co
re P
has
e
Sourcing Readiness
RFP Management
RFP Analysis
Readiness Assessment
Vendor Visits
Data Collection & RFP BuildBuild Scope and Scope Workshop
Transition Support
Vendor Visit
RFP Submission RFP Release
Elimination Workshop
Relationship Management
Transition Preparation and Set up
LOI Negotiation
Y1 Y2 Y3
Outsourcing Remediation
Client side project management
© 2010 Systems Plus Proprietary and Confidential
Client List – Sourcing Advisory
Client Scope Description Sourcing Strategy
Vendor Selection Relationship Management
Vendor Evaluation and Selection
Due diligence and Negotiation
Contract Review / Resource
Steady State Optimization
Application Development and Maintenance (ADM)
Application Portfolio Analysis
Sourcing value assessment
Strategy formulation
Requirement definition
RFI/ RFP
Vendor evaluation and selection
SOW
MSA review
Alternate vendor strategy
Captive unit Business Case
Incumbent vendor performance improvement
Process Audit
ADM Outsourcing
Infra Outsourcing
Competency Centers
QA
DW/BI
Strategy formulation
Requirement definition
RFP Management
RFP response analysisVendor visitsRecommendations
SOWMSA review
VMO Back office
ADM Outsourcing
BPO - Finance & Accounting (F&A)
Strategy formulation
Requirement definition
RFP
RFP response analysisVendor visitsRecommendations
SOW
MSA review
Negotiation & Contracts
ADM Outsourcing
Helpdesk Outsourcing
VMO
PMO
Strategy formulation
Requirement definition
RFI / RFP
Data collection and analysis
RFP response analysisVendor visitsRecommendations
SOW
MSA review
Negotiation & Contracts
Vendor management office Setup
Project management office Setup
ADM Outsourcing Requirement definition
RFP Management
Vendor evaluation and selection
RFP analysisVendor visits
F&A outsourcing RFI –APAC SAP resource
augmentation RFI –Europe
Scope buildRFI process finalizationRFI creation RFI Management
Vendor research & shortlistRFI response analysisRecommendations
20
© 2010 Systems Plus Proprietary and Confidential
Our Differentiators
We leverage knowledge of being both an IT vendor and a client in our advisory services
Over 20 years of experience as an India based IT solutions provider
Vendor selection process formulated by the CEO based on his prior CIO experience.( as an outsourced CIO of OIS, a Santander group company, and ex-outsourced CIO of Frito-Lay Asia Pacific )
A highly knowledgeable team of consultants and domain specialists to support the processes
Advisory services based out of India
Insights into the Indian market scenario and evolving vendor capabilities
Provide valuable perspective in the selection process through our understanding of cultural nuances and regional diversity
Efficient scheduling and coordination of logistics of vendors visits
We are close to the clients through our offices in the USA and UK
21
© 2010 Systems Plus Proprietary and Confidential
Advisory value adds
Vendor Selection process with advantages
Advice and direction from the starting of process
Relationship management oversight (3 years ongoing during contract period included)
Vendor SWOT of India delivery operations
Cost benchmarking
Fast tracking of selection if required
Experience as Tier 3 IT software vendor provides
Direct knowledge of market conditions
Easy access to all vendors (global and Indian)
Immediate information of skill availability – zero lag
Acclimatizing client team
Coordination of all India travel, scheduling and vendors visits
Sensitizing to local culture and norms
Establish and sustain outsourcing governance process
22
© 2010 Systems Plus Proprietary and Confidential
www.SourcingGurus.com
About Systems Plus Profiles Background
Our Approach Sourcing Advisory Methodology Vendor Classification & Timelines
Service Offerings
© 2010 Systems Plus Proprietary and Confidential
Service Offerings
24
• Internal preparedness and reorganization
Sourcing Readiness Assessment and Strategy Formulation
Vendor Evaluation and Selection through a RFI / RFP process
• Establish PMO / VMO
• Provide Back Office support for VMO
Steady State Optimization and Relationship Management
Contract Review and Resourcing Alternatives
• Web based tool using the Balance Scorecard framework
Relationship Management Scorecard
© 2010 Systems Plus Proprietary and Confidential
www.SourcingGurus.com
Thank You