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Page 1 Jean-Noël Gorge 3 mai 1999 1/58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th 2006 1/35 EPITA IT Markets Basic Finance and Marketing Lecture.

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Presentation on theme: "Page 1 Jean-Noël Gorge 3 mai 1999 1/58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th 2006 1/35 EPITA IT Markets Basic Finance and Marketing Lecture."— Presentation transcript:

1 Page 1 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 EPITA IT Markets Basic Finance and Marketing Lecture #3 Oct 25th 2006 Jean-Noël GORGE

2 Page 2 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 Previous week V.I.P. (Very Important Points)

3 Page 3 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 +6 à +8% (e) +1,8% +3,5% -10,0 -5,0 0,0 5,0 10,0 15,0 20,0 25, PIBL&SInvestissement

4 Page 4 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 HW Mature Techno. Emerging techno. Users Cycle phase 60's70's80's90's2000's

5 Page 5 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 Towards integration Each layer comes on top, previous layers never disappear !!! (See millenium bug) 70's Mainframes Cobol 370 CICS etc 80's Minis & department's IT (VAR Digital, HP, DG) 90's2000's Micros ( Client/Server, ERP) 60's Assembler & Co

6 Page 6 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 Digital Times Industrial Era Napoléon III Railways Digital Era Chirac Internet Mass production, « Pushed » flows Raw Materials Heavy « tangible » investments Taylorism/Marxism Networked Organizations Pulled flows « On demand » Fast and lean Information Immaterial

7 Page 7 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 Industrial times IT challenges Design/Engineering Logistics Purchasing Sales Finance Mktg-Comm Problem = Integration Solution = "re-foundation" = ERP Design/Engineering Manufacturing

8 Page 8 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 Need for Internal Integration Company A Digital times IT systems xxNet Conception Fabrication Logistique Achats Ventes Finance Mktg-Comm Need for external integration Company B Design/Engineering Logistics Purchasing Sales Finance Mktg-Comm Design/Engineering Manufacturing

9 Page 9 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 Questions ?

10 Page 10 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 IT Cycles and Software Services

11 Page 11 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 Towards integration Components Hours + Hourly Rates + Time Sheets 60's

12 Page 12 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 Software services business basics Fondement du « business model » dit « un homme, une heure, un euro », ou (1xn) (1xt) (1xp) = Revenues (CA) N = effectif T = taux dactivité, rapport entre jours (heures) facturés et jours (heures) facturables, bref le « tace » P = prix, tarif, tjm

13 Page 13 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 Towards integration Components Hours + Hourly Rates + Time Sheets 60's Components integration 70's Components + Fixed quotes (Specs, Prices, planning

14 Page 14 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 80's Towards integration Components Hours + Hourly Rates + Time Sheets 60's Components integration 70's Components + Fixed quotes (Specs, Prices, planning System Integration CI + 1/3rd parties Systems (minis)

15 Page 15 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 90's Towards integration 80's Components Hours + Hourly Rates + Time Sheets 60's Components integration 70's Components + Fixed quotes (Specs, Prices, planning System Integration CI + 1/3rd parties Systems (minis) Services Integration Consulting + Build + "Run"

16 Page 16 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 S I + Long term Deals + Embedment 2000's Towards integration 90's80's Components Hours + Hourly Rates + Time Sheets 60's Components integration 70's Components + Fixed quotes (Specs, Prices, planning System Integration CI + 1/3rd parties Systems (minis) Services Integration Consulting + Build + "Run" Business Integration

17 Page 17 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 « SSII » : a short story Mainframes 370'sMinisCSInternet S I + Long term Deals + Embedment 2000's90's80's Components Hours + Hourly Rates + Time Sheets 60's Components integration 70's Components + Fixed quotes (Specs, Prices, planning System Integration CI + 1/3rd parties Systems (minis) Services Integration Consulting + Build + "Run" Business Integration

18 Page 18 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 Towards integration Projects / Deals size (M) > Components Components integration System Integration Services Integration Business Integration

19 Page 19 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 ? >30? >50? > Share of prime contractor in project /deal value (%) Towards integration Components Components integration System Integration Services Integration Business Integration

20 Page 20 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 Cap Gemini…………. Bossard ….. Andersen Consulting …. Accenture IBM Ernst & Young Integration : Competition EDS + AT Kearney Components Components integration System Integration Services Integration Business Integration

21 Page 21 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 Competitive fight Cost / Prices Free Lances / Temps Remote selling «Commodity» Closeness Difficulties Dilemma Added Value Customers Core Business Components Components integration System Integration Services Integration Business Integration

22 Page 22 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 Strategies convergence B I Manufacturers EditorsOutsourcing Each group builds on its own components, but all seam to move towards BI SSII Cap Gemini Accenture Microsoft Oracle SAP EDS ADP First Data ATOS IBM Bull HP

23 Page 23 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 Components Integration System Integration 60's Services Integration 70's80's90's2000's Business Integration Business Integration In the « digital World » If we stop, our clients stop => Services Share (CBR) permanent Actions 365/7/24 Sharing risks & gains

24 Page 24 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 SSII in the 2000s Business Integration : –1° What is our (monthly, quarterly...) share of each customer expenditure in C+B+R ? How do we get maximum coverage ? –2° Which strategic functions or information are outsourced to us by each customer ? –3° How do we control (defend) and expand our services share for each customer ? –4° How do we manage not to be substituted in our core offerings ? –5° Offering every possible service, not producing all of them –6° What is our position in each customers Galaxy ?

25 Page 25 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 C B R Services portfolio System-Management, Entreprise infrastructures Entreprise Applications Management CHANGE Package Upgrades Business Break through (M&A, Spin Off,...) New Modules, New Functions Architecture Evolution Users Support & Training Components Integration User Support (Call Center / level 1) Enterprise Effectiveness Enterprise Program Management Roll OutFirst Build BUILD (projets) RUN

26 Page 26 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 HR and Critical factors Profit sources – 60's Programmers –70's AP Cobol –80's Graduates –90's Consultants –2000s « Information workers » Strategic skills & know how Recruiting, retaining Project management Tools, alliances (VAR…) Methodology, global vision CRM, KM

27 Page 27 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 Another look at Services Segmentation in IT consulting Strategy Processes H R Technologies

28 Page 28 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 In the following slides, companies names may be erroneous M&A, LBOs, Names Changes etc.

29 Page 29 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 Strategy Processes H R Technologies What to do ? = Strategy How to do it ? = Consulting We will make it for you ! = Services Integration We will run it for you ! = Business Integration From Strategy to Operations

30 Page 30 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 Group (or family) 1 Strategy Processes H R Technologies Anglo-Saxons Strategists : McKinsey, Bain, BCG, AT Kearney Booz Allen, Braxton Mercer Management Consulting French Strategists : Mars & Co, OC& C, Statorg, Telesis...

31 Page 31 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 Group (or family) Group (or family) 2 Strategy Processes H R Technologies French generalists : Eurogroup, Quadran, Algoe Cegos, l'ex Eurequip, Solving Orgaconseil, SV & GM... Former accountants or auditors PWC Developpements, Ernst & Young Entrepren. Ineum PMO, KPMG Fidorga

32 Page 32 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 Group (or family) 3 Strategy Processes H R Technologies IT integrators: Accenture, CSC IBM Consulting, EDS Cap Gemini : (Skill conseils + Bossard + Gemini + Ernst) CSC + KPMG Atos Consultants Steria consultants Sopra Consultants- Mega Unilog Consultants Oracle Consulting SAP Consulting Microsoft Consulting Services

33 Page 33 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 Group (or family) Group (or family) 4 Stratégie Processes R H Technologies HR specialists PA Consulting, William M. Mercer, Hay Management, DDI, Bernard Juilhet, Bernard Brunhes, Cemis, Francis Vidal, HGC, IDRH, Insep, Atefo, Quaternaire Herbemont César, Altedia

34 Page 34 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 Growth factors Strategy Processes H R Technologies Technology breaktroughs and «waves» Globalisation Privatisations M&A Competition Cost cutting (Re) Organisation Procedures Coaching Steady growth Regular, « soft » growth

35 Page 35 Jean-Noël Gorge 3 mai /58 MarKant e c o n s e i l s Jean-Noël Gorge, oct 25th /35 Questions ?


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