Presentation on theme: "HCL INVENTS A NEW DATA QUERY LANGUAGE FOR THE WORLD’S LEADING AVIATION COMPANY Prem Sundar a highly skilled database professional with HCL Technologies,"— Presentation transcript:
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 LeadGenHow LeadGen helpedPulak 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 PulakINR 25,000 monetary rewardCompany and account level recognitionAppreciation from sales team and delivery leadershipFor AccountThe account became a transformational initiative in FSTurnaround from Staff Aug to Managed ServicesExecutive sponsorship for the accountFor HCL$3.1 M in bookingA big reference for staff aug to managed services transformationIncreased sales and delivery collaboration to boost account synergyCongrats Pulak. This is a huge contribution to our revenue and reference-able customerRamki Venkatraman, AVP (Pulak’s RM)Quotable QuotesLeadgen is a great example of sales and delivery collaboration program. An amazing initiative which I haven’t seen in any other organizationAtul Athavale, ASD, FSCustomer BackgroundThe 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 BhattacharyaEmployee NameE3Employee BandA leading P&C Insurance CompanyCustomer 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 MirrorTrust through TransparencyInverting the pyramidRecasting role of CEOBEHAVIORSBehaviors that Seed, Nurture and Harvest ideas with entrepreneurial energyPROGRAMSBoth management & employee led initiatives to impact customers, company and the IdeapreneurOUTCOMESSuccessful business outcomes further strengthen our culture tenetsOur 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 CREATIONGrassroots Service InnovationLEAD GENERATIONGrassroots Opportunity SpottingMAD JAMTransformation BoardFLSLs/ PartnershipsVALUE CREATION and NOT VC CouncilWhite Spaces
9 After Customer Approval Customer Feedback/ Rating of Idea Structured Value Creation Process Workflow Enabled via Value Portal & Customer PortalValue PortalGeneratorGeneratorProject ManagerValue CouncilImplement the IdeaCase Study UploadIdeateReviewApprovalAfter InternalReview of IdeaAfter Implementationof IdeaAfter Customer Approvalof IdeaCustomer PortalCustomerCustomerCustomer ApprovalCustomer Feedback/ Rating of Idea
10 Project & Account Level Ideation – Difference Project IdeationAccount Ideation (New!)WhatIdeas specific to a projectExample: cost reduction, cycle time optimization, effort reduction or may result in a simple reusable toolIdeas impacting cross functional teams or high Business impactExample: Business process optimization, Transformational ideas leading to competitive positionWhoEmployee assigned to project through RAS can login IdeaAny HCLite is able to login Ideas. Cross functional teams can collaborate and login a single ideaExample: SME from CoE, Domain/Technology experts, SpecialistsCustomerParticipationApproving an ideaStar Rating an implemented IdeaCustomer can login Ideas and get involved at every stage of IdeationIdea EnrichmentOnly Idea reviewers and chosen Account stakeholders will be able to contribute to idea enrichmentSocial collaborative platform on Value Portal – wherein Like & Comments can be given by any HCLite to Enrich ideas.
11 Value Creation Culture FY 13283 active engagements8400+ idea generators18% employees from key active a/c4000+ reviewer and approver$162Mn customer signed value deliveredEMPLOYEE CONTRIBUTION
12 Value Creation Outcomes Growth ChartFY % (on 50K base)FY % (on 65K base)Employee ContributionCAGR (5 years)157%Value Delivered44%Idea Generation104%Idea Implementation6% to 30%Idea Conversion
13 QUARTERLY RECOGNITION Certificate signed by engagement headTrophy for Best IdeapreneureOrange color LanyardsT-shirts which says “you are an Ideapreneur”Appreciation mail by LOB headAppreciation mail by Sales headValue creation News letter with top Ideaprenuers picturesEx-tra miles for top innovatorsMONTHLY RECOGNITIONAcknowledging Ideapreneurs in ODC’s by engagement headChocolate basketsAppreciation mail by senior leadersYEARLY RECOGNITIONAnnual Value creation award ceremony for top innovatorsBook of IdeasREWARD PLANHR 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 etc1. QUATERLY RECOGNITIONGenerate 5 ideas and get it reviewed1 implemented idea with customer star rating2. MONTHLY RECOGNITIONGenerate 3 ideas in value portal and get it reviewed
14 Be an Ideapreneur…Create your own Chronicles… Login to Value Portal NOW
16 What is the need for LeadGen? What is LeadGen?Program for employees to contribute business opportunities through their personal and professional contactsMonetary reward and company/ account wide recognitionWhat is the need for LeadGen?Comp. kill through sales and delivery collaborationDecreased sales cost for new business acquisitionAlternate channel for sourcing business opportunities for HCLHCLOpportunity to earn up to INR 1,50,000 OR USD 11,250 and company wide recognitionGain visibility and get better growth opportunities at HCLChance to directly contribute to HCL’s revenueFaster fulfillment of customer’s demandIncrease account level share of wallet vis-à-vis the competitionFacilitate cross selling and up selling within the accountYour EngagementYou
17 Use CasesLeadGen 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 LeadGenNew Project with existing customerNew CustomerCustomer 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 wellAnother 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 projectA customer from your previous organization or a personal contact wishes to evaluate HCL as a vendor for their IT needsIdea generated by employeeCustomer 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 quarterStaff AugmentationRequirement 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 fulfillYou know the customer contact details ( ID, Phone number), which can be shared with HCL SalesHCL Sales can cite your reference to the customer while taking the lead aheadThe lead description clearly tells us what the customer is looking forAn ideaLack of customer contact detailsLack of clarity in customer requirementDeliverables within an existing SOW/ MSAInformation 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 ProcessLead closureR&R for the employee on successful closure of dealReward amount to be processed in the next month’s payrollReward amount is taxable5Qualified lead assigned to salesQualified lead is assigned to respective AMConnect with LM for an update on your lead43Sales connects with the customer contact & qualifies the lead.AM connects with your customer contact to qualify the leadA lead ideally takes 2-5 months to get closedGuaranteed response and closure to each lead12You enter your lead in the portalEnter correct and complete customer infoExact lead descriptionQualified business leadsEnter lead at prospecting stageRetrospective leadsIdeasLM team will call you to qualify the leadA lead manager will be assigned to your leadLM will call you to qualify the leadEE opportunitiesEmployees above the band of E6Opportunities with no customer confirmation
21 Reason to believe in LeadGen – FY13 Performance
22 Rewards Recognition Key Highlights 8X increase2X increaseOffshoreOnsiteFY14FY13Max. reward amount increased from INR 74,000 toUSD 11,250 for onsite employeesINR 1,50,000 for offshore employeesKey HighlightsSignificant increase in monetary rewardsCOLA for onsite employeesCompany level and account level recognition through multiple campaignsExecutive sponsorship from CHRO provides increased visibility
23 What happens without LeadGen? Employee NameEmployee BandCustomer DescriptionNot knownNot knownA leading Business Jet Aircraft MakerCustomer BackgroundCustomer backgroundThe 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 domainThough 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 LeadGenLoss of a breakthrough deal due to disconnect between sales and deliveryLoss of motivation for delivery to participate in the account mining resulting in loss of wallet shareLesser avenues for up-selling and cross-sellingLack of executive visibility for the account