HCL Infra Overview

Copyright © 2012 HCL Technologies Limited | www.hcltech.com

Copyright © 2012 HCL Technologies Limited | www.hcltech.com

HCL INVENTS A NEW DATA QUERY LANGUAGE FOR THE WORLD’S LEADING AVIATION COMPANY

The customer is the world’s largest aerospace and defense company primarily providing avionics and information technology systems to governmental agencies and aircraft manufacturers. The customer wanted to optimize its database and improve database query performance.

The innovative idea saw an overwhelming response from the customer, who has saved $5.02 mn revenue which was wasted before. The language is now customer’s intellectual property and their filling a patent for the same. 3

Prem Sundar a highly skilled database professional with HCL Technologies, manages product lifecycle for ASCENT–a tool that the customer uses for capturing avionics Data. The captured data used to get updated on Objectivity, However, querying data from this database wasn’t an easy task, To retrieve data from the database, the team had to write a new code for the query.

The techy insight of Prem made him come up with an idea of new query language and spent 18 months for developing it which resulted in AQL (Ascend Query Language), using which a query code could be written in just five minutes, For AQL he designed & developed; a parser that understands the query syntax; a query engine that outputs data based on the query; and a client user interface. Copyright © 2012 HCL Technologies Limited | www.hcltech.com

Employee Name

Employee Band

Customer Description

Pulakesh Bhattacharya

E3

A leading P&C Insurance Company

Customer Background

How LeadGen helped

The customer is a leading P&C Insurance company,

Pulak spotted a staff aug opportunity in Worker’s

providing insurance to over 700,000 people in NJ and

Compensation Policy Project which he entered in

Eastern Pennsylvania. As far as the relationship with

LeadGen. LeadGen team aggressively followed up

HCL, the customer operated primarily in staff Aug

and tracked this opportunity as per the program SLAs

mode.

to ensure that the opportunity was closed in xxx days.

 Company and account level recognition  Appreciation from sales team and delivery leadership

 The account became a transformational initiative in FS  Turnaround from Staff Aug to Managed Services  Executive sponsorship for the account

 $3.1 M in booking

For HCL

 INR 25,000 monetary reward

For Account

For Pulak

$3.1 M win through LeadGen

 A big reference for staff aug to managed services transformation  Increased sales and delivery collaboration to boost account synergy

Quotable Quotes Congrats Pulak. This is a huge contribution to our revenue and reference-able customer Ramki Venkatraman, AVP (Pulak’s RM)

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Leadgen is a great example of sales and delivery collaboration program. An amazing initiative which I haven’t seen in any other organization Atul Athavale, ASD, FS

Copyright © 2012 HCL Technologies Limited | www.hcltech.com

HCL HELPS A LEADING SOFTWARE FIRM GROW ITS SEARCH ENGINE USER BASE

He proactively analyzed customers current business & identified tremendous business opportunities. His customer, a leading online company’s search engine only had 20% market share as it was only configured to own web browser.

Anupam Anand, works at the helm of new technology, but somewhere within him Is an ace marketer.

Anupam’s ideas have been wellreceived by the customer and are expected to generate a comprehensive business impact of $15 mn for the customer in FY”13. Moreover, the Universal Installer fetched the customer 758 mn unique clicks from across the globe in just one year. 5

Anupam identified the problem and came up with an idea to install a default pack in all customer products that would set customers search engine as the default search engine in users’ systems. And at the same time came up with the idea of the Universal configured to all browsers to maximizse user base. Copyright © 2012 HCL Technologies Limited | www.hcltech.com

EFCS VALUES + ENTREPRENEURIAL BEHAVIOR – “IDEAPRENEURSHIP” CULTURE

VALUES

BEHAVIORS

PROGRAMS

OUTCOMES

Mirror Mirror

Behaviors that Seed, Nurture and Harvest ideas with entrepreneurial energy

Both management & employee led initiatives to impact customers, company and the Ideapreneur

Successful business outcomes further strengthen our culture tenets

Trust through Transparency Inverting the pyramid Recasting role of CEO

Our Values lead to behavior patterns that leverage programs to deliver successful outcomes in a virtuous cycle making… HCL ONE OF THE WORLD’S LARGEST IDEAPRENEURSHIP

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Copyright © 2012 HCL Technologies Limited | www.hcltech.com

SPEED PLATFORMS: AN IDEA BECOMES THE UNIT OF FOCUS

VALUE CREATION

LEAD GENERATION

Grassroots Service Innovation

Grassroots Opportunity Spotting

Transformation Board

MAD JAM

FLSLs/ Partnerships

White Spaces

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Copyright © 2012 HCL Technologies Limited | www.hcltech.com

VALUE CREATION

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Structured Value Creation Process Workflow Enabled via Value Portal & Customer Portal Value Portal Generator

Review

Approval

After Internal Review of Idea

Ideate

Value Council

Customer Portal Customer

Customer Approval

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Implement the Idea

Case Study Upload

After Implementation of Idea

Generator

Project Manager

Customer

Customer Feedback/ Rating of Idea

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Project & Account Level Ideation – Difference

What

Project Ideation

Account Ideation (New!)

Ideas specific to a project

Ideas impacting cross functional teams or high Business impact

Example: cost reduction, cycle time optimization, effort reduction or may result in a simple reusable tool

Who

Employee assigned to project through RAS can login Idea

Example: Business process optimization, Transformational ideas leading to competitive position Any HCLite is able to login Ideas. Cross functional teams can collaborate and login a single idea Example: SME from CoE, Domain/Technology experts, Specialists

Customer Participation Idea Enrichment

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Approving an idea Star Rating an implemented Idea

Customer can login Ideas and get involved at every stage of Ideation

Only Idea reviewers and chosen Account stakeholders will be able to contribute to idea enrichment

Social collaborative platform on Value Portal – wherein Like & Comments can be given by any HCLite to Enrich ideas.

Copyright © 2012 HCL Technologies Limited | www.hcltech.com

Value Creation Culture FY 13

283 active

8400+ idea

18% employees

4000+ reviewer

engagements

generators

from key active a/c

and approver

$162Mn customer signed value delivered

EMPLOYEE CONTRIBUTION 16.00%

14.12%

9000 8000

14.00%

7000

12.00%

6000

10.00%

5000 8.00%

6.35% 4000

6.00%

3000

3.76% 4.00% 2.00%

3.61%

2000

2.86% 516

1000 1039

1471

3396

8558

FY2009-2010

FY2010-2011

FY2011-2012

FY2012-2013

0.00%

0 FY2008-2009

Active Employees

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Employee Penetration

Copyright © 2012 HCL Technologies Limited | www.hcltech.com

Value Creation Outcomes Growth Chart CAGR (5 years)

104%

157%

44%

Value Delivered

Idea Generation

Idea Implementation

6% to 30% Idea Conversion

9000

8,247

8000

$160.0

7000

$140.0

6000

$120.0

5,280

5000

$100.0

4000

$80.0

2000

2,127

67

$60.0

1,441

1,332

1000 0

2,418

2,901

3000

$40.0

442

153

$20.0

$1.4

$5.5

$45

$48

$163

FY2008-2009

FY2009-2010

FY2010-2011

FY2011-2012

FY2012-2013

Value delivered 12

$180.0

Millions

FY2010 - 3% (on 50K base) FY2013 - 14% (on 65K base) Employee Contribution

Generated

$0.0

Implemented Copyright © 2012 HCL Technologies Limited | www.hcltech.com

QUARTERLY RECOGNITION  Certificate signed by engagement head  Trophy for Best Ideapreneure  Orange color Lanyards  T-shirts which says “you are an Ideapreneur”  Appreciation mail by LOB head  Appreciation mail by Sales head  Value creation News letter with top Ideaprenuers pictures  Ex-tra miles for top innovators

MONTHLY RECOGNITION  Acknowledging Ideapreneurs in ODC’s by engagement head  Chocolate baskets  Appreciation mail by senior leaders YEARLY RECOGNITION  Annual Value creation award ceremony for top innovators  Book of Ideas

REWARD PLAN HR and Marketing is working out on a reward plan to reward all the ideapreneurs who generate and implement idea worth $ 1 million and above.

1. QUATERLY RECOGNITION  Generate 5 ideas and get it reviewed  1 implemented idea with customer star rating

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2. MONTHLY RECOGNITION Generate 3 ideas in value portal and get it reviewed

Copyright © 2012 HCL Technologies Limited | www.hcltech.com

Be an Ideapreneur…Create your own Chronicles… Login to Value Portal NOW

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Copyright © 2012 HCL Technologies Limited | www.hcltech.com

LeadGen

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Copyright © 2012 HCL Technologies Limited | www.hcltech.com

What is LeadGen?  Program for employees to contribute business opportunities through their personal and professional contacts  Monetary reward and company/ account wide recognition

What is the need for LeadGen?

HCL







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Opportunity to earn up to INR 1,50,000 OR USD 11,250 and company wide recognition Gain visibility and get better growth opportunities at HCL Chance to directly contribute to HCL’s revenue

You

Your Engagement



Comp. kill through sales and delivery collaboration



Decreased sales cost for new business acquisition



Alternate channel for sourcing business opportunities for HCL



Faster fulfillment of customer’s demand



Increase account level share of wallet vis-à-vis the competition



Facilitate cross selling and up selling within the account

Copyright © 2012 HCL Technologies Limited | www.hcltech.com

Use Cases LeadGen is applicable for a wide range of opportunities which are confirmed by the customer and which can generate revenues for HCL. Following are some of the cases where one can use LeadGen New Project with existing customer

New Customer

 Customer is satisfied with HCL’s existing service and wants to evaluate the possibility of increasing HCL’s scope of work. E.g. Customer is impressed by our L2 support and wants to outsource L3 support as well

A customer from your previous organization or a personal contact wishes to evaluate HCL as a vendor for their IT needs

 Another vendor’s contract is due for renewal and the customer is evaluating other vendors for this requirement. E.g. TCS’s ASM contract is due for renewal and HCL could get the project

Idea generated by employee Customer accepts and is willing to pay to implement an idea given by an employee to optimize the customer’s IT practice. E.g. A patch to an application to save $1M for a customer every quarter

Staff Augmentation Requirement of additional resources in existing or new projects. E.g. 6 extra resources in the existing ERP testing project.

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Copyright © 2012 HCL Technologies Limited | www.hcltech.com

What is a good lead?  Customer representative has spoken to you about a requirement which he wants HCL to fulfill

What is a good lead?

 You know the customer contact details (e-mail ID, Phone number), which can be shared with HCL Sales  HCL Sales can cite your reference to the customer while taking the lead ahead  The lead description clearly tells us what the customer is looking for

 An idea  Lack of customer contact details  Lack of clarity in customer requirement  Deliverables within an existing SOW/ MSA

 Information available in the public domain (RFPs on websites, newspapers, etc.)  Lead resulting in violations of NDA signed with the customer (if any)

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What is not a good lead? Copyright © 2012 HCL Technologies Limited | www.hcltech.com

Process

5 Qualified lead assigned to sales  Qualified lead is assigned to respective AM  Connect with LM for an update on your lead

3

You enter your lead in the portal  Enter correct and complete customer info  Exact lead description  Qualified business leads  Enter lead at prospecting stage  Retrospective leads  Ideas

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1

2

Lead closure  R&R for the employee on successful closure of deal  Reward amount to be processed in the next month’s payroll  Reward amount is taxable

4 Sales connects with the customer contact & qualifies the lead.  AM connects with your customer contact to qualify the lead  A lead ideally takes 2-5 months to get closed  Guaranteed response and closure to each lead

LM team will call you to qualify the lead  A lead manager will be assigned to your lead  LM will call you to qualify the lead  EE opportunities  Employees above the band of E6  Opportunities with no customer confirmation

Copyright © 2012 HCL Technologies Limited | www.hcltech.com

Lead Form

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Reason to believe in LeadGen – FY13 Performance

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Copyright © 2012 HCL Technologies Limited | www.hcltech.com

Rewards Recognition 8X increase

Offshore Onsite

2X increase

FY13

FY14

Max. reward amount increased from INR 74,000 to  USD 11,250 for onsite employees  INR 1,50,000 for offshore employees

Key Highlights  Significant increase in monetary rewards  COLA for onsite employees  Company level and account level recognition through multiple campaigns

 Executive sponsorship from CHRO provides increased visibility

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Copyright © 2012 HCL Technologies Limited | www.hcltech.com

What happens without LeadGen? Employee Name

Employee Band

Customer Description

Not known

Not known

A leading Business Jet Aircraft Maker

Customer Background

What happened?

Customer background

One of the HCL-Axon employees was able to identify

The customer is a leading business jet aircraft maker

a $700k key SAP project. This strategic project, along

in the world, and is also one of the biggest customers

with the efforts of the sales team have resulted a

for HCL. Major portion of the revenues comes from

revenue of $16 Mn from this account in the SAP

Infra services.

domain

Though HCL got the revenues, the employee lost out on the individual reward and recognition through LeadGen. Following are some more scenarios which might occur without LeadGen  Loss of a breakthrough deal due to disconnect between sales and delivery

 Loss of motivation for delivery to participate in the account mining resulting in loss of wallet share  Lesser avenues for up-selling and cross-selling  Lack of executive visibility for the account

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Copyright © 2012 HCL Technologies Limited | www.hcltech.com

Copyright © 2012 HCL Technologies Limited | www.hcltech.com

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Copyright © 2012 HCL Technologies Limited | www.hcltech.com