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Copyright © 2012 HCL Technologies Limited |

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1 Copyright © 2012 HCL Technologies Limited |


3 HCL INVENTS A NEW DATA QUERY LANGUAGE FOR THE WORLD’S LEADING AVIATION COMPANY 3 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. 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 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 Copyright © 2012 HCL Technologies Limited | $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 4

5 Copyright © 2012 HCL Technologies Limited | HCL HELPS A LEADING SOFTWARE FIRM GROW ITS SEARCH ENGINE USER BASE 5 Anupam Anand, works at the helm of new technology, but somewhere within him Is an ace marketer. 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 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. 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.

6 Copyright © 2012 HCL Technologies Limited | EFCS VALUES + ENTREPRENEURIAL BEHAVIOR – “IDEAPRENEURSHIP” CULTURE 6 VALUES 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 Copyright © 2012 HCL Technologies Limited | SPEED PLATFORMS: AN IDEA BECOMES THE UNIT OF FOCUS White Spaces FLSLs/ Partnerships Transformation Board MAD JAM VALUE CREATION Grassroots Service Innovation LEAD GENERATION Grassroots Opportunity Spotting 7

8 Copyright © 2012 HCL Technologies Limited | VALUE CREATION

9 Copyright © 2012 HCL Technologies Limited | Structured Value Creation Process Workflow Enabled via Value Portal & Customer Portal Generator Value Council Customer Generator Project Manager Customer Customer Approval Customer Feedback/ Rating of Idea After Internal Review o f Idea After Customer Approval of Idea After Implementation of Idea Customer Portal Value Portal Ideate ReviewApproval Implement the Idea Case Study Upload 9

10 Copyright © 2012 HCL Technologies Limited | Project & Account Level Ideation – Difference Project IdeationAccount Ideation (New!) WhatIdeas 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 WhoEmployee 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. 10

11 Copyright © 2012 HCL Technologies Limited | Value Creation Culture EMPLOYEE CONTRIBUTION FY active engagements idea generators reviewer and approver 18% employees from key active a/c $162Mn customer signed value delivered 11

12 Copyright © 2012 HCL Technologies Limited | Value Creation Outcomes Growth Chart CAGR (5 years) FY % (on 50K base) FY % (on 65K base) Employee Contribution 157% Value Delivered 44% Idea Generation 104% Idea Implementation 6% to 30% Idea Conversion 12

13 Copyright © 2012 HCL Technologies Limited | 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. 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 Copyright © 2012 HCL Technologies Limited | Be an Ideapreneur…Create your own Chronicles… Login to Value Portal NOW 14

15 Copyright © 2012 HCL Technologies Limited | LeadGen 15

16 Copyright © 2012 HCL Technologies Limited | 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?  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  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 HCL  Comp. kill through sales and delivery collaboration  Decreased sales cost for new business acquisition  Alternate channel for sourcing business opportunities for HCL 16

17 Copyright © 2012 HCL Technologies Limited | Use Cases Staff Augmentation New Project with existing customer Idea generated by employee New Customer Requirement of additional resources in existing or new projects. E.g. 6 extra resources in the existing ERP testing project.  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 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 A customer from your previous organization or a personal contact wishes to evaluate HCL as a vendor for their IT needs 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 17

18 Copyright © 2012 HCL Technologies Limited | What is 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 What is not a good lead?  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) 18

19 Copyright © 2012 HCL Technologies Limited | Process 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 Qualified lead assigned to sales Qualified lead is assigned to respective AM Connect with LM for an update on your lead 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 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

20 Copyright © 2012 HCL Technologies Limited | Lead Form 20

21 Copyright © 2012 HCL Technologies Limited | Reason to believe in LeadGen – FY13 Performance 21

22 Copyright © 2012 HCL Technologies Limited | Rewards Max. reward amount increased from INR 74,000 to  USD 11,250 for onsite employees  INR 1,50,000 for offshore employees Recognition 8X increase 2X increase Offshore Onsite FY14FY13 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 22

23 Copyright © 2012 HCL Technologies Limited | What happens without LeadGen? 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 Not known Employee Name Not known Employee Band A leading Business Jet Aircraft Maker Customer Description 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 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. 23

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