How Ideapreneurs Take Relationships Beyond The Contract

how ideapreneurs
take relationships
beyond the contract
1 Copyright
Copyright2014
2014HCL
HCL
Technologies
TechnologiesLimited
Limited| www.hcltech.com
| www.hcltech.com
at USD 6.5 billion

with 96,000
employees
across 31 countries
we go wherever our
relationships take us
Copyright 2014 HCL Technologies Limited | www.hcltech.com
RELATIONSHIPS COME
IN DIFFERENT HUES
2
HCL TECHNOLOGIES
HCL infosystems
Technology led business

transformation: R&D, IT Applications,
BPO, IT Infrastructure
hardware, services and ict systems

integration, computing, storage,
networking, security, telecom,
imaging and retail
90,000 employees
REVENUE: USD 5.18Bn
global market focus
india and emerging market focus
www.hcltech.com
www.hclinfosystems.in
96,000
employees
* As of March 2014
6,000 employees
Revenue: USD 1.38bn
hcl enterprise
USD 6.5bn
total revenue
service lines
17.2%
Enterprise Application Services
16.1%
Engineering and R&D Services
27.7%
Custom Applications
(Industry Solutions)
34.4% Infrastructure Services
industries
Financial Services
26.9%
Manufacturing
33.3%
Retail & CPG
8.5%
Media Publishing & Entertainment (MPE)
8.4%
Life Sciences Healthcare
4.5%
BPO Services
* As of March 2014
Energy Utilities Public Sector
10.4%
10.10%
THE SMILE
IS STILL THE BEST WAY
TO MEASURE GREAt
RELATIONSHIPS
Beyond growth, improving

customer satisfaction
1000
fy13
(csat- 57.3)
900
13%
growth in
revenue
38%
growth in ebit
18%
growth in
csat
ebit ( $ mn)
800
fy12
(csat-48.6)
700
600
500
fyo9
(csat-38.3)
400
300
fy11
(csat-41)
fy10
(csat-46.8)
fyo8
(csat-26)
200
100
0
0
revenue ($ bn)
YoY FY12-13
FY 12-13
In a relationship,
when something works
like magic, you do it again
w
ip
ro
5.00
4.67
4.50
Account Management and governance Skill
5.00
5.00
4.67
5.00
3.17
4.33
3.67
4.17
4.67
4.67
4.00
Cultural fit
4.33
5.00
4.00
4.67
4.00
5.00
4.67
4.00
4.33
4.67
3.67
Price Competitiveness
5.00
4.33
3.00
4.00
3.83
4.17
3.00
2.67
4.33
4.67
4.00
Ability to deliver innovation and transformation
4.33
4.33
4.00
4.67
2.33
3.67
3.33
3.33
4.33
3.67
3.00
Ability to work well in an ecosysytem
5.00
5.00
4.00
4.67
3.67
4.25
4.00
4.67
4.33
4.00
4.67
Flexibility and Responsiveness
5.00
5.00
4.67
4.67
4.00
4.00
4.33
3.17
4.00
4.67
4.33
in
n
g
c
o
c
g
tc
4.17
fo
4.33
m
ib
4.50
4.33
d
el
o
it
5.00
sc
sy
s
te
4.67
4.67
ac
c
en
4.67
h
c
l
Service Execution and Delivery Excellence
Ability to provide technical RESOURCES rapidly
4.33
4.00
4.33
4.00
3.50
4.00
4.33
3.50
4.67
3.67
3.00
Ability to resolve incidents and problems effectively
5.00
5.00
4.33
5.00
4.33
4.33
4.33
4.67
5.00
4.50
4.00
Vertical Industry Capability
4.50
4.67
4.33
4.00
3.67
4.33
5.00
4.17
4.67
4.33
3.50
AVERAGE SCORE (2014)
4.72
4.70
4.20
4.57
3.68
4.26
4.09
3.85
4.53
4.35
3.87
AVERAGE SCORE (2011)
4.40
3.80
4.20
4.10
4.10
NF
3.90
4.10
4.30
3.60
4.00
SOURCE: Forrester North America Application Wave 2014
iz
an
CLIENT REFERENCE SCORE
tu
re
HCL Tops Forrester Apps Wave CSAT

Two Years In A Row!
WHEN YOU VALUE

RELATIONSHIPS,
IT always SHOWS
TCS +60.67%
ctsh +54.87%
Percentage growth in
Shareholder Returns
120%
100%
IBM -4.78%
acn -3.33%
wipro +51.60% INFY +46.08%
80%
hcltech +105.91%
60%
40%
20%
2013 Jun
Jul
aug
sep
SOURCE: Yahoo Finance (BSE)

29th April 2013 25th April 2014
oct
nov
dec
2014
feb
mar
apr
WHO SAYS OUR

APPROACH IS UNIQUE
9
clients praise hcl

for its flexibility
in managing
relationships
a big advantage is
what the customer
calls unwritten
flexibility. hcl is
flexible in taking on
smaller changes
hcl invests in
relationships to
develop its presence
and its expertise
with its clients
challenges
10
the partnership with

hcl has been
successful due to the
strong relationship
between the two
companies
Commitment to
relationships and
employee
investments make HCL
the exception to
the rule
there is great joy

when your efforts are
acknowledged
11
ew, cio, c
ev
er d
t
al
pe
o
cs
ti
is
es
ak
Ba
rr
y
'L
, Former CIO, L
n
an
o
ns
d
e
O
b
i
L
Like any partnership, it
takes two to make the
relationship work. It doesnt matter
how many times youve done it
or how iron clad your
contract is it takes work. Being able
to outsource tasks to a trusted
partner-HCL, frees up my resources
to work on new projects that
transform the business.
Why has our relationship

been successful?
For one thing, I fundamentally
believe that HCL would move
heaven and earth to please CEVA.
Their Employees First principle
shows in their drive and
motivation
to get the job done.
renewal rates
95.1%
96%
94%
93.7%
93.7%
2009
2010
94.9%
94.6%
2011
2012
92.9%
92%
90%
88%
86%
84%
2008
12
2013
In a relationship
people always grow
13
CUSTOMER ADVISORY COUNCIL

Practicing thought leadership for strategic planning, longterm performance and growth.
2011
marketing excellence
2012 AWARD WINNER
Awards presented by ITSMA
Customer Advisory Council meeting

in Monaco - December, 2013
TIM GRAUMANN, VP IT and CIO, Brocade
over 90 cxos
worldwide
The HCL Customer Advisory Council is one of the few areas where
I feel there is a clear return on investment on my time. It is a great example
of successful knowledge sharing among IT leaders and between them as a
group and one of their IT partners.
14
Cio straight talk

A peer-to-peer engagement platform for global IT leaders.
Channels: Magazines, Events, Webcasts, LinkedIn community and Twitter.
OVER 5000
IT LEADERS
ENGAGED
ACROSS
CHANNELS
2013
marketing excellence
Awards presented by ITSMA
Cio straight talk interactive

A community with over 1200 members on
15
Cio straight talk LIVE

October, 2013, Helsinki
great
relationships
are always
talked about
16
HCL wins
CNBC-TV18's India
Business Leader
Award for
Outstanding
Company of the
Year.
business week
Named one of the

worlds most
influential companies,
along with the likes of
Facebook, 3M,
Microsoft and Google.
Joins this esteemed

line-up from a list of
1073 Asian companies
(with a revenue or
market capitalization
of $3 BN).
ASIAS FAB 50 COMPANIES award

FOR 4 CONSECUTIVE YEARS
17
GREAT
Relationships
ALWAYS rest on
STRONG beliefs
18
19
employees
FIRST
TRUST
TRANSPARENCY
FLEXIBILITY
value
centricity
Operating with a
leadership model
that in many ways
inverts the pyramid
of organizational
hierarchy.
Maintaining the
highest standards
of ethics and
integrity in our
professional and
personal lives.
Creating sustainable
communities through
socially responsible
business models.
the first ideapreneur
we dont hold anyone to contracts.

because finally companies dont do
business with companies.
people do business with people. - Shiv Nadar on CNBC.
HCL starts in the proverbial garage. Shiv Nadar always

believed in growing the company by creating replicas, which
further create replicas. This encouraged individual businesses
to spin-off as separate companies. The best business plans
are funded, making HCL a breeding ground for entrepreneurs.
A breeding ground for entrepreneurial talent. Their study reveals that HCL has produced 100
in a 30-year span.
20
CEOs
involved in
idea generation
12000+
ideapreneurs
for Innovation
System
Management
award
implemented
26000+
ideas
entries received
*859
ideas
value delivered
converted into films
*7000
ideapreneurs
engaged across hcl

*Cumulative of 3 seasons
*Result announced
$470mn
ideas
generated till
January, 2014
2011 AWARD WINNER
21
7000+
*51
ideas
*3 mad
ideas
itsm gold blueprint

customer onboarding
mycloud platform
RELATIONSHIPS
TAKE US BEYOND
COMPETITION
22
HCL Gaining Analyst Mind Share across Service Lines

HCL meeting the Best-of-the-Breed Mark across Industries
COMPETITIVE BENCHMARKING STUDY
HCL positioned as Leaders in Forrester
Wave for Software Product Development
Services, Q1 2014
HCL positioned in Leaders category in IDC
MarketScape for Worldwide Life Science
R&D ITO 2013 Vendor Assessment
HCL positioned as a Leader in the Forrester
Wave for EMEA Applications Outsourcing
Services, Q1 2014
HCL positioned as Major Contenders in
Everest Group PEAK Matrix for Healthcare
Provider ITO
HCL positioned as a Leader in the Forrester
Wave for North American Applications
Outsourcing Services, Q1 2014
HCL positioned as Major Player in IDC
MarketScape for Worldwide Life Science
R&D Strategic Consulting Services 2014
Vendor Assessment
HCL positioned as Leaders in IDC
MarketScape for Mobile Application
Development, Testing, Management and
Infrastructure Services Market 2014
23
hcl
tcs
infosys WIPRO
cts
ACCENTURE
hp
traditional it
application support and maintenance (asm)
Ticket resolution focused, non-consultative
with limited flexibility and visibility.
it infrastructure outsourcing
Standalone application silos limited by low flexibility,
cost inefficiency and security threats.
business process outsourcing
Fixed cost based non-integrated IT and
business services.
engineering outsourcing services
Complementary product and platform engineering.
24
hcls alternative propositions

alt asm
Proactive workload reduction while impacting
business performance.
enterprise of the future
Flexible, cost effective and secure Next Generation
IT Infrastructure to maximize workforce productivity.
enterprise function as a service
Creating an Extended Enterprise Function
for business operations cost reduction.
ip monetization
Product innovation using outcome based models.
Traditional System Integration

Integration of IT subsystems into one
monolithic system which can interact with one another.
digital systems integration

Seamless integration enabling better decisions,
intuitive products and services, and better
throughput time across the value chain.
digital marketing operations

ROMI (Return on Marketing Investment) aligned,
cost-effective services to enable CMOs
with technology for marketing operations.
zcmo
The strategic partner to the CMO enabling
them to be omnipresent across zero moments.
ip
monetization
hcls radical approach in application management

for the next generation outsourcer
CREATING AN INCIDENT FREE ASM
While impacting business performance
Guaranteed 30% + cost reduction using the

Lean ASM framework, HCLs gold standard for ASM.
Engagement visibility and transparency through

co-managed IT.
Improved service quality with scientific management

of the IT landscape using PRIZM .
Business aligned IT through business process to

IT landscape linkage enabled by PRIZM .
Proactive incident and problem management

through prebuilt self-healing solutions.
Proactive value creation through the Value Portal

and the Transformation Board.
Increased efficiency with cross/upskilling

through the business aligned target operating model.
Impacting business KPIs through business process

KPI monitoring through ProVantage .
Significant TCO reduction through self-funded

APO and Shift-To-Cloud.
Flexibility in engagement and delivery through

HCLs flexible staffing model.
tm
tm
tm
tm
and mitigating operational risks
asset
tm
priZm
asset
25
Business disruption free transition

using ASSET*-demonstrated in over
100 engagements.
multi
vendor
governance
A hosted web based portfolio management tool that enables the process of asset portfolio management and optimization
HCLs integrated end to end transition framework enabling business disruption free service transition
Proven multi-vendor management

framework for increased collaboration
through scientific processes.
building the enterprise of the future

Next
Generation
Data Center
Bring Your
Own Device
(BYOD)
Enterprise
Voice over
MS Lync
Security, Flexibility & Agility

through methods such
as Office 365 and Compatibility
On-Demand.
Bring Your Own App (BYOA)

Future of BYOD with AUP
( Acceptable Usage Policy).
Multi-Platform support for a

seamless hybrid solution.
Saving costs on Mobility and

pay as per usage.
User Profile constructs

to allow different degree of
freedom for various user
types.
Minimizing hardware additions

streamlining operations and
bottlenecks.
Providing Liquid Infrastructure

based on Cloud (ease of
deployment and reallocation).
26
Empowering Your Employees

to bring Consumer Electronic
Level UX.
Collaborating technologies
across boundaries
(cross-platform integration
with Cisco, etc).
HCLs Enterprise Function as a Service Offering
Creating an Extended Enterprise Function for business operations cost reduction

Clients Existing IT Organization
extended enterprise it organisations
Business functions
business ops transformation
CORPORATE
BANKING
RETAIL
BANKING
PRIVATE
BANKING
PAYMENTS
INVESTMENT
BANKING
it standardization
platform transformation
infrastructure consolidation
enterprise
function as a
service
ENTERPRISE
FUNCTIONS
service lines
custom
applications
business
processes
- finance
enterprise
application
- procurement
- risk
data
management
- legal and compliance
infrastructure services
- hr
By functionionally aligning IT & operations using EFaaS, HCL can deliver 20-25%
reduction in Business Operations Cost for the Functions
integrated
enterprise
function
services
27
shared
services/
utility
creation
best-inclass
partnerships
flexible
management
models
innovative
commercial
constructs
5 Key Levers
ip
ip monetization
Innovation as part of the Contract
Joint Product Organization: Revenues & Profits (or losses)

incurred by the product are shared by HCL & the Product Owner.
We call it the Risk-Reward model. 50 + Patents Filed 12 Patents are now Products (Mobile NMS, Cashless Banking).
Innovation as a Business Model
Re-engineering existing Products for different revenue streams

(emerging markets, Value Engineering, Frugal Engineering) for
customers in Medical Devices, Consumer Electronics, etc.
Focus around feature enhancement and customer value creation

in existing products. 1250+ patents filed with top engineering
companies in telecom and office automation.
Innovation - Beyond the Contract
250+ Strong team of domain experts for developing IP

20+ solutions being offered across industries.
Focused on: ACCELERATION, VALUE AND
TECHNOLOGY in engineering experiences.
Innovation
28
acceleration
contractual
jt.it
program
busines
model s
product innovation
market innovation
value creation
product a
doption
productized
services
FLSL / S
InvestmLeU Practice
nts
Contractual and Beyond the Contract
technology
value
Innovation as a Process
monetization
beyond the contract
integration/
middleware
digital discovery
tool set
bi,analytics
big data
offerings
Big data analytics | Customer/ Marketing analytics |
AML/ Fraud analytics | Operations research
tools/IPs
Smarter Commerce
Dashboard
EDF
partners
Enterprise
discovery
framework
outcome
Tibco,Infor
Decision Impact
Unified
Analytics
Report
Factory
Microstrategy, SAS, Tibco,

Tableau, Palanltir
Single version
of truth
Actionable
Insights
Digital Transformation
vertical
solutions
multi-channel
e-commerce
disruptive
technologies
Mobile App Development | Enterprise Mobility |

Scaled Innovation Offerings
Retail Connect
iLine iPOS
mSAM
Veeva, Cisco,
IBM Unica, Ariba
IBM-Kenexa,
SAP-Hybris,
Demandware
Perfecto, Mobile Iron,

Cisco, Citrix, Jive
Software, Futura
Revenue Impact Business Function Customer Delight

Efficiency
Application Modernization
dat
legacy modernization
Commercial Enablement
cloud enablement
New Apps & Platform based App Development
Cloud App Enablement
Architecture Assessment Framework
MTaaS
SAP, Oracle, Microsoft
SFDC
offerings
digital
assessment
tool
Architecture Assessment Framework
tools/IPs
XPRESS Migrate Framework
partners
Bespoke: CSC (ACE) | PaaS: Azure, Force.com
outcome
TCO Reduction
29
IT ready for change
Minimized Disruption/ Increased flexibility
process landscape transformation
data fabric
data landscape transformation
HCLs DSI Ecosystem to Transform Your Organization

to a Digital Enterprise
HCLs zCMO
Strategic partner to the CMO in the zero moment
integrated analytics
multi-channel hub
customer insight command center
CAMPAIGN
multi-channel community relationship
predictive analytics modeling
commerce (payment, monetization)
reporting and visualizations
multi-channel content distribution
single view of data
campaign automation
corporate listening office
channel creation (web, mobile etc)
content rendition and management

content rendition
30
cONTENT platform
relationships
come with
responsibilities
31
The largest transparent private foundation for education in emerging nations
RURAL (K - 12)
URBAN/RURAL (HIGHER EDUCATION)
A technology-based educational
intervention program for government
primary schools envisioning the
eradication of illiteracy
A 300 acre multi-disciplinary

research-oriented university
A K-12 education initiative to

educate students and nurture
future leaders
Nurtures talented and underprivileged

children from the rural areas
Ranked amongst India's top

10 private engineering colleges
Dedicated towards giving

modern art the status and
recognition it deserves
Shiv Nadar honored with the 2013

BNP Paribas Grand Prize
for Individual Philanthropy
32
URBAN (K - 12 & ART)
ROSHNI NADAR MALHOTRA HONORED WITH

THE TITLE OF NDTV INDIAN OF THE YEAR
2014 INDIAS FUTURE IN THE
PHILANTHROPY CATEGORY
HCL Power of One and Council for Social Change (CSC) volunteers inspire customers
and orient them towards reaching out to communities
Customers contribute by visiting project sites, providing monetary
POWER OF
support and by donating learning materials such as books, computers,

community community
giving
development
advocacy
stationery, and also clothes and food.

Over 45+ customers directly involved in community outreach programs.
1,46,724 beneficiaries and counting.
Won the prestigious Asia-Pacific

Enterprise Leadership Awards
(APELA) 2013 for Corporate Social
Responsibility (CSR).
Won the Asia-Pacific enterprise leadership.

38000+ HCLites contribute Re. 1 every day and HCL Tech matches
this contribution.
( all incremental figures measured against FY 12 )
Workforce Diversity
ecosystem impact
96 nationalities
Green data centers saved up to 25% more energy
24% women in the global workforce
Water reduction up by 6.1%

300% increase in biomass based energy procurement
The only Indian Company

on the Honor Roll of the
UN-WEP (Women Empowerment) Leadership
Awards 2013
33
Received a CDP score of 70, which is 21 points higher than

the average across industries
Ranked 5th among the 300 companies evaluated for

carbon management in BRICS region by the
Environmental Investment Organization (EIO)
TM
Read carefully
between the lines of a contract and
you will see room for a relationship.
It is this relationship that makes us
push the envelope and see beyond the
clauses a, b and c. In such a relationship
youll find interactions with
trust, transparencyand flexibility.
Because, you see, a relationship is not
just about a first party and a second
party signing a deal on pieces of paper.
Its about people coming together to
create ideas, value and sometimes,
even history.
34
NOTES
35
NOTES
po - 22-may-14
36
Hello there! I am an Ideapreneur. I believe that sustainable business outcomes are driven by relationships nurtured through
values like trust, transparency and flexibility. I respect the contract, but believe in going beyond through collaboration,
applied innovation and new generation partnership models that put your interest above everything else. Right now 95,000
Ideapreneurs are in a Relationship Beyond the Contract with 500 customers in 31 countries. How can I help you?

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how ideapreneurs

at USD 6.5 billion

Copyright 2014 HCL Technologies Limited | www.hcltech.com

Copyright 2014 HCL Technologies Limited | www.hcltech.com

Technology led business

hardware, services and ict systems

india and emerging market focus

Copyright 2014 HCL Technologies Limited | www.hcltech.com

Enterprise Application Services

Engineering and R&D Services

34.4% Infrastructure Services

Retail & CPG

Media Publishing & Entertainment (MPE)

Life Sciences Healthcare

Copyright 2014 HCL Technologies Limited | www.hcltech.com

Energy Utilities Public Sector

Copyright 2014 HCL Technologies Limited | www.hcltech.com

Beyond growth, improving

Copyright 2014 HCL Technologies Limited | www.hcltech.com

Account Management and governance Skill

Ability to deliver innovation and transformation

Ability to work well in an ecosysytem

Flexibility and Responsiveness

Service Execution and Delivery Excellence

Ability to provide technical RESOURCES rapidly

Ability to resolve incidents and problems effectively

Vertical Industry Capability

AVERAGE SCORE (2014)

AVERAGE SCORE (2011)

SOURCE: Forrester North America Application Wave 2014

CLIENT REFERENCE SCORE

HCL Tops Forrester Apps Wave CSAT

Copyright 2014 HCL Technologies Limited | www.hcltech.com

WHEN YOU VALUE

SOURCE: Yahoo Finance (BSE)

Copyright 2014 HCL Technologies Limited | www.hcltech.com

WHO SAYS OUR

Copyright 2014 HCL Technologies Limited | www.hcltech.com

clients praise hcl

Copyright 2014 HCL Technologies Limited | www.hcltech.com

the partnership with

there is great joy

Copyright 2014 HCL Technologies Limited | www.hcltech.com

Why has our relationship

Copyright 2014 HCL Technologies Limited | www.hcltech.com

Copyright 2014 HCL Technologies Limited | www.hcltech.com

CUSTOMER ADVISORY COUNCIL

2012 AWARD WINNER

Awards presented by ITSMA

Customer Advisory Council meeting

TIM GRAUMANN, VP IT and CIO, Brocade

Copyright 2014 HCL Technologies Limited | www.hcltech.com

Cio straight talk

Cio straight talk interactive

Copyright 2014 HCL Technologies Limited | www.hcltech.com

Cio straight talk LIVE

Copyright 2014 HCL Technologies Limited | www.hcltech.com

Named one of the

Joins this esteemed

ASIAS FAB 50 COMPANIES award

Copyright 2014 HCL Technologies Limited | www.hcltech.com

Copyright 2014 HCL Technologies Limited | www.hcltech.com

Copyright 2014 HCL Technologies Limited | www.hcltech.com