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Helping the finance industry reach new horizons Ecole de Commerce Solvay GEST 310 : gestion des technologies Etude de cas : éditeur de progiciels 2 mai.

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Presentation on theme: "Helping the finance industry reach new horizons Ecole de Commerce Solvay GEST 310 : gestion des technologies Etude de cas : éditeur de progiciels 2 mai."— Presentation transcript:

1 Helping the finance industry reach new horizons Ecole de Commerce Solvay GEST 310 : gestion des technologies Etude de cas : éditeur de progiciels 2 mai 2005

2 - 2 - Your speaker today Philippe de Wouters, Directeur Commercial, Callataÿ & Wouters SA INTRODUCTION

3 - 3 - Our agenda in some points The company C&W Financial IT The Thaler software package What is a package vendor ? What is a service provider ? Human resources Sales and marketing strategy International development The future… INTRODUCTION

4 - 4 - Our agenda in some points  The company C&W Financial IT The Thaler software package What is a package vendor ? What is a service provider ? Human resources Sales and marketing strategy International development The future… INTRODUCTION

5 - 5 - Mission statement To deliver innovative IT solutions for the financial services industry… …that help our customers to meet their business objectives COMPANY PROFILE

6 - 6 - Focus 280 consultants with in-depth technical and financial knowledge Dedicated to the finance services industry COMPANY PROFILE

7 - 7 - Activities Consistent and complementary Implementation and development projects Support Solution development Three principal activities COMPANY PROFILE

8 - 8 - Milestones 1983 Incorporation 1987 First banking software development at Sogénal 1993 Focus on development and imple- mentation of a software package 1996 Commercial launch of Thaler v Breakthrough: Argenta, Banque de la Poste, NSI, Cortal, Eural, LBK, Rabo… Intensification of international sales effort COMPANY PROFILE

9 - 9 - Presence COMPANY PROFILE Brussels1983 Luxembourg1991 London2000 Paris2002 Singapore2002 Geneva2003 Jakarta2004 International expansion

10 Main Figures (end 2004) Revenue : 33.6 Mio EUR Net result : 3.0 Mio EUR Reserves : 7.8 Mio EUR Staff : 320 COMPANY PROFILE

11 Revenue Consistent, strong profitability COMPANY PROFILE

12 C&W Shareholders 58,5% 38,5% 3% COMPANY PROFILE

13 References Volume (millions of accounts) Retail Universal Private Securities Commercial Corporate Public Sector (RNCC) LA POSTE 1 million 10 millions COMPANY PROFILE

14 International Groups COMPANY PROFILE

15 So... why C&W ? Fruitful partnerships Sound strategy Committed people Relevant solutions Customer dedicated COMPANY PROFILE

16 So... why C&W ? Fruitful partnerships Sound strategy Committed people Relevant solutions Customer dedicated These have all contributed to C&W’s reputation for QUALITY and PROFESSIONALISM COMPANY PROFILE

17 Our agenda in some points The company C&W  Financial IT The Thaler software package What is a package vendor ? What is a service provider ? Human resources Sales and marketing strategy International development The future… INTRODUCTION

18 Some features Banks : bigger and bigger Culture : no revolution ! Belgium : dynamism, competition yet synergies Tradition of in-house development, but move to market solutions/outsourcing Long term relationships with providers FINANCIAL IT

19 Large IT consumers Global Banking IT market : 125 bio $ External systems market : 15 bio $ Yearly increase : % 10 % of total revenue 16 % of total costs € / year and employee 40 € / year and customer A serious issue… but be careful with figures ! FINANCIAL IT

20 Is IT strategic ? Know your customer Operational productivity Long term IT choices Market response Corporate structure Management information IT is a decisive tool for the implementation of the bank’s strategy FINANCIAL IT

21 From home-made applications to market solutions High costs Long development Tests and tuning IT team master Vendor independant MAKE Lower costs Short implementation Proven and stable Ext. responsibility Vendor dependant BUY Necessary balance between both extremes A big change, ongoing, and implying : mature solutions a new vision of IT a new role for IT teams FINANCIAL IT

22 Our agenda in some points The company C&W Financial IT  The Thaler software package What is a package vendor ? What is a service provider ? Human resources Sales and marketing strategy International development The future… INTRODUCTION

23 Product family THALER

24 Strong added value Unique combination of Large functional coverage Maximum flexibility Turns your IT system into a strategic key differenciator THALER

25 Product philosophy Extensive functionalityOpen and modular designFramework basedIntegrated Factory THALER

26 General Scheme ‘2003-C&W Thaler- Treasury Thaler- Loans Thaler- Securities Thaler- Deposits Thaler- Payments Thaler – Bank Management THALER

27 Thaler components Certificates of dep. Term deposits Interest calculations Customer accounts Deposits Loans Credit opening & credit lines Collateral management Credit files Commitment credits Term advances Overdraft & revolving credits Customer loans Mortgage & investment loans Securities Pension funds Physical delivery Model portfolios Portfolio valuation Securities options Corporate actions Orders Securities accounting Securities ID FRA IRS FX options Loans & deposits Foreign exchange Treasury General functions Tax Bank Management Messaging Tariffs & conditions Risk management Accounting Customer Information Agency operations Bank card Direct debits Cheques Standing orders Remittances National payments Payments THALER

28 Design : from needs to choices Business-lines variety combination customer view multi-channel Products niches innovation Corporate multi-company munti-country growth acquisitions BUSINESS IT Specific coverage Evolution Modularity Openness Connectivity Scalability Availability THALER

29 Client-server architecture 3-tier Thin client Standards Open Network TCP/IP THALER

30 Client-server architecture Network TCP/IP THALER

31 Complete toolset Implementation Release management DocumentationCustomisation Closely linked to the methods THALER

32 Appropriation Thaler is now yours ‘2003-C&W Thaler- Treasury Thaler – Bank Management Thaler- Loans Thaler- Securities Thaler- Deposits Thaler- Payments Thaler - Framework THALER

33 Benchmarks results Configuration : from 8 to 72 CPUs Transactional load : 600 transactions /sec Interest calculations : 6 mio/hour Payment processing : 5,5 mio/hour Authorizations : 1600/sec More than the requirements of the whole country ! THALER

34 Customers Back-Office Multi-channel Bank Multi-channel B2C External network Sales Office External network B2N Direct network Counter KYUDO

35 General scheme TERAN CRAP&LIFRSAMLB II Reports Operational Systems TERAN DATA CENTER Historized data (D-M-Y) Calculation Derivated data

36 Our agenda in some points The company C&W Financial IT The Thaler software package  What is a package vendor ? What is a service provider ? Human resources Sales and marketing strategy International development The future… INTRODUCTION

37 Editor’s tasks R&D Product development Maintenance Hot-line EDITOR

38 Awareness of business and technological changes R&D Constant review and revision of products On-going R&D effort to ensure solutions meet the needs of changing markets EDITOR

39 Development cycle Development Delivery Module available Implementation pilot project Module Go Live  3 months Start Integration  2 months Standard available Decision of study Analysis / design Decision of dev. Estimates Decision of offering Development and tests Start of delivery EDITOR

40 Product maintenance Maintenance contract New releasesBug fixing EDITOR

41 Bug fixing Depending on severeness Patch Blocking New releases Non Blocking EDITOR

42 New release contents For a subset of modules New functionalities External evolutions (regulatory – technical - interfaces) Patch integration Non blocking bugs EDITOR

43 Paradox to be managed PROGRESS STABILITY New clients Bug fixing Legal evolutions Market evolutions New functionality Existing clients Minimal evolutions Maximal added value Minimal implementation cost Maximal stability EDITOR

44 Patch development (ASAP) New minor release (1 / year) New modules (when decided) New major releases (transverse : +/- 8 years) Working cycles 2.3  Rev. mod. / new funct. 2.2.a.  “Full” patch integration 2.2.b.  New Dev integration 2.2.x.  New Dev integration 2.2  “Full” patch 2.3.a. EDITOR

45 Hot-line Help desk for customers and integrators NOT an assistance to users and operators ! Bugs must be identified and reproducible Output can only be a patch Case management tool Dedicated team SLA-driven EDITOR

46 Editor’s pricing Licences : Basic prices per module Weighting factors (intensity of use) From 0,5 to 5 mio € Maintenance : Yearly fee Usually 15 % EDITOR

47 Our agenda in some points The company C&W Financial IT The Thaler software package What is a package vendor ?  What is a service provider ? Human resources Sales and marketing strategy International development The future… INTRODUCTION

48 services = 2 steps Implementation project Post implementation support SERVICES

49 Projects Product implementation Tailor-made development SERVICES

50 Project stages Project Management InstallationAnalysis ofthe needs Time Design Compl. fcts develop. Migration Interfaces Parameterisation IntegrationTests Go-live SERVICES

51 Project team (Cortal Consors case) 1 Project Director (> 7 years) Overall responsible Principal interlocutor 3 Project Leaders (4 – 6 years) Domain responsible : analysis and design Managing the analysts Integration tests User Interlocutor 3 Analysts (1 – 3 years) Installation and transfers Parameterization Developments Unit tests SERVICES

52 Post implementation Standard maintenance Customised support SERVICES

53 Support services Knowledge of client’s environment Maintenance of taylor-made applications Implementation of Thaler releases Outsourcing of operation support Customised help-desk Etc… SERVICES

54 Flexible agreements C&W team on-site Dedicated but remote team Pre-booked days On-call (incidents) Extension to 7 x 24 … and any combination SERVICES

55 Pricing Basicly, price per manday (time and material) Commitment according to the risk : Limited t&m Fixed price Help-desk : yearly fee + calls SERVICES

56 Our agenda in some points The company C&W Financial IT The Thaler software package What is a package vendor ? What is a service provider ?  Human resources Sales and marketing strategy International development The future… INTRODUCTION

57 Staff Continuous recruitment HUMAN FACTOR 2001

58 Recruitment and training Recruitment : Mainly young engineers or equivalents Sometimes more experimented people Training : Initial (4 weeks) : bank and IT Permanent (12 d/y) : bank, IT, management Continuous career follow-up : Growth of competences Variety of environments Very low turnover HUMAN FACTOR

59 Staff breakdown R&D Projects HUMAN FACTOR

60 C&W structure General Management Sales & Market. Internat. dev ResourcesR & DProductsProjects Financial HUMAN FACTOR

61 Our agenda in some points The company C&W Financial IT The Thaler software package What is a package vendor ? What is a service provider ? Human resources  Sales and marketing strategy International development The future… INTRODUCTION

62 A market with various actors Clients : Final users Parent companies Competitors Partners : Integrators, manufacturers, third party products Consultants Sometimes competitors ! Alliances Are often useful Must be convenient to the client Must remain non-exclusive SALES & MKG

63 Our market’s features Few clients and prospects, all VIP Big deals, rare deals (3 to 5 / year) More and more recurrent business Various selection criteria : Product : functions, technology Price Long term reliability Decider’s position ! Sales process : Long – several steps Many deciders (+ consultants) Costs a lot ! SALES & MKG

64 Sales tasks Prospecting : Awareness – information Relationship building Good understanding of needs and context Detection of opportunities When opportunity, sales process : Presentations, workshops Offer, negotiations Closing Account-management : Relationship Problem solving New opportunities SALES & MKG Appropriate profiles !

65 Marketing activities Sales material Web site External events Own events Balloon Press/communication Reference guides, directories Sponsoring Few advertising Criterion : tangible quality ! SALES & MKG

66 Strengths - weaknesses Good products Competent people Leading position in home market Capacity of investment SALES & MKG Small size Still insufficient presence abroad Go international !

67 Our agenda in some points The company C&W Financial IT The Thaler software package What is a package vendor ? What is a service provider ? Human resources Sales and marketing strategy  International development The future… INTRODUCTION

68 Go international ? Belgium is beautiful but small ! Made possible by Thaler (1995) : A product can be distributed everywhere Service is limited : proximity, people intensive Modularity allows easy enhancements First strategy : opportunities Luxembourg (via CGER) UK (via Siemens BS) Singapore (via Luxembourg !) Since 2000 : structured strategy INTERNATIONAL

69 New countriesLarge banksGroupsEmerging banking fields Development strategy ASP offering INTERNATIONAL

70 Complementary approaches New C&W branches : Few : LU, FR, CH, UK, SG Markets with high potential Local marketing and sales force Investments for software localisation Flying team : International events, road-shows Search of partners (global – local) Detection of opportunities Groups : Head-quarters Branches In all cases, with partners INTERNATIONAL

71 Competition INTERNATIONAL

72 Our agenda in some points The company C&W Financial IT The Thaler software package What is a package vendor ? What is a service provider ? Human resources Sales and marketing strategy International development  The future… INTRODUCTION

73 Our challenge FUTURE To become one of the 5 worldwide solutions in

74 Thank you for your attention !


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