3. HCL INVENTS A NEW DATA QUERY LANGUAGE FOR THE WORLD’S LEADING AVIATION COMPANY
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 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 over-whelming 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.
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.

4. Pulakesh Bhattacharya A leading P&C Insurance Company
$3.1 M win through LeadGen
How LeadGen helped
Pulak spotted a staff aug opportunity in Worker’s Compensation Policy Project which he entered in LeadGen. LeadGen team aggressively followed up and tracked this opportunity as per the program SLAs to ensure that the opportunity was closed in xxx days.
For Pulak
INR 25,000 monetary reward
Company and account level recognition
Appreciation from sales team and delivery leadership
For Account
The account became a transformational initiative in FS
Turnaround from Staff Aug to Managed Services
Executive sponsorship for the account
For HCL
$3.1 M in booking
A big reference for staff aug to managed services transformation
Increased sales and delivery collaboration to boost account synergy
Congrats Pulak. This is a huge contribution to our revenue and reference-able customer
Ramki Venkatraman, AVP (Pulak’s RM)
Quotable Quotes
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
Customer Background
The customer is a leading P&C Insurance company, providing insurance to over 700,000 people in NJ and Eastern Pennsylvania. As far as the relationship with HCL, the customer operated primarily in staff Aug mode.
Pulakesh Bhattacharya
Employee Name E3
Employee Band
A leading P&C Insurance Company
Customer Description

5. 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 well-received 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.
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.

6. EFCS VALUES + ENTREPRENEURIAL BEHAVIOR – “IDEAPRENEURSHIP” CULTURE
Mirror Mirror
Trust through Transparency
Inverting the pyramid
Recasting role of CEO
BEHAVIORS
Behaviors that Seed, Nurture and Harvest ideas with entrepreneurial energy
PROGRAMS
Both management & employee led initiatives to impact customers, company and the Ideapreneur
OUTCOMES
Successful business outcomes further strengthen our culture tenets
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

7. SPEED PLATFORMS: AN IDEA BECOMES THE UNIT OF FOCUS
VALUE CREATION
Grassroots Service Innovation
LEAD GENERATION
Grassroots Opportunity Spotting
MAD JAM
Transformation Board
FLSLs/ Partnerships
VALUE CREATION and NOT VC Council
White Spaces

8. VALUE CREATION

9. After Customer Approval Customer Feedback/ Rating of Idea
Structured Value Creation Process Workflow Enabled via Value Portal & Customer Portal
Value Portal
Generator
Generator
Project Manager
Value Council
Implement the Idea
Case Study Upload
Ideate
Review
Approval
After Internal
Review of Idea
After Implementation
of Idea
After Customer Approval
of Idea
Customer Portal
Customer
Customer
Customer Approval
Customer Feedback/ Rating of Idea

10. Project & Account Level Ideation – Difference
Project Ideation
Account Ideation (New!)
What
Ideas specific to a project
Example: cost reduction, cycle time optimization, effort reduction or may result in a simple reusable tool
Ideas impacting cross functional teams or high Business impact
Example: Business process optimization, Transformational ideas leading to competitive position
Who
Employee assigned to project through RAS can login Idea
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
Approving an idea
Star Rating an implemented Idea
Customer can login Ideas and get involved at every stage of Ideation
Idea Enrichment
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.

11. Value Creation Culture
FY 13
283 active engagements
8400+ idea generators
18% employees from key active a/c
4000+ reviewer and approver
$162Mn customer signed value delivered
EMPLOYEE CONTRIBUTION

12. Value Creation Outcomes
Growth Chart
FY % (on 50K base)
FY % (on 65K base)
Employee Contribution
CAGR (5 years)
157%
Value Delivered
44%
Idea Generation
104%
Idea Implementation
6% to 30%
Idea Conversion

13. 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.
Plz use pictures to donate certificate , t-shirts , lanyards , choclates etc
1. QUATERLY RECOGNITION
Generate 5 ideas and get it reviewed
1 implemented idea with customer star rating
2. MONTHLY RECOGNITION
Generate 3 ideas in value portal and get it reviewed

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

15. LeadGen

16. What is the need for LeadGen?
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?
Comp. kill through sales and delivery collaboration
Decreased sales cost for new business acquisition
Alternate channel for sourcing business opportunities for HCL
HCL
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
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
Your Engagement
You

17. 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
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
A customer from your previous organization or a personal contact wishes to evaluate HCL as a vendor for their IT needs
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.

18. What is a good lead? What is a good lead? What is not a good lead?
Customer representative has spoken to you about a requirement which he wants HCL to fulfill
You know the customer contact details ( 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)
What is not a good lead?

19. Process
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 5
Qualified lead assigned to sales
Qualified lead is assigned to respective AM
Connect with LM for an update on your lead 4 3
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 1 2
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
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

20. Lead Form

21. Reason to believe in LeadGen – FY13 Performance

22. Rewards Recognition Key Highlights
8X increase
2X increase
Offshore
Onsite
FY14
FY13
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

23. What happens without LeadGen?
Employee Name
Employee Band
Customer Description
Not known
Not known
A leading Business Jet Aircraft Maker
Customer Background
Customer background
The customer is a leading business jet aircraft maker in the world, and is also one of the biggest customers for HCL. Major portion of the revenues comes from Infra services.
What happened?
One of the HCL-Axon employees was able to identify a $700k key SAP project. This strategic project, along with the efforts of the sales team have resulted a revenue of $16 Mn from this account in the SAP 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