1. Market Trends PACKAGE SPACE AND TESTING

2.  Leading to a large number of package players  Complex business processes and functions are catered to  Depth of industry knowledge and processes assumes importance Package Implementations are encompassing all aspects of industry processes

3.  Industry standards govern processes for most domains  eTOM for telecom  FDA for Pharma  Case in point for Banking  Vertical orientation of packages has matured CORE Centralized Online Real- time Exchange Enterprise Customer Information Universal Customer hub Consumer Banking Sales Service Marketing Wealth Management Corporate Banking Trade Finance Functional Services Human Resources SCM Accounting Backbone General Ledger Accounts Payable Accounts Receivable Fixed Assets Package Testing possible Non-Package Testing But, package implementations are dramatically different across industry domains

4. Analysts favoring the 2 big-guns for CRM and ERP with presence of smaller growth engines like SaaS providers Organizations Increase Investment In Their Most Important Asset – Customer Next-Generation Customer Intelligence Solutions Emerge Emphasis on process standardization will shift from administrative to operational processes Enterprises will focus on shared operational services instead of just shared administrative services Organizations Increase Investment In Their Most Important Asset – Customer Next-Generation Customer Intelligence Solutions Emerge Emphasis on process standardization will shift from administrative to operational processes Enterprises will focus on shared operational services instead of just shared administrative services Next Gen focus of Organizations CRM Suit position for Large Organizations

5. The Shopaholic and the Meticulous have varied strategies to capture the market Acquire customers by product acquisitions A best-practice based ‘Fusion’ product Buy-out expertise Recommend upgrades But support Legacy implementations also Build product capabilities organically Geographical stronghold Industry depth in 4 domains End-to-end integrated Service offering

6. Similarly, Package Testing is also charting different paths for the 2 biggies Acquire customers by product acquisitions Next releases to have integrated Oracle Vanilla functionality Tool capabilities are elementary, but bundling is generating demand Independent validation isn’t mature & accepted in Oracle implementation Un-availibility of significant test suite Partnered with Worksoft and other product vendors to build SAP test solutions SAP testing is considered an independent testing function SAP implementations in MFG, Consumer Goods & Retail have Significant independent validation demand

7. Social CRM - Social CRM emphasizes in engaging customers through Social Media. The goal is to build trust and brand loyalty for the company Cloud Computing - Cloud computing is Internet-based computing. On demand resources, software, and data to computers are provided by shared servers, thereby reducing the cost Mobile Computing -Generic term describing the application used by small, portable, and wireless computing and communication devices includeing devices like Laptops with Wireless LAN technology, Mobile phone etc Market is witnessing various new technology trends which are driving the enterprise future growth Latest Technology Trends – Capturing the up coming markets

8. Package application vendors are readying up.. Pricing Support Strategy Door in the face approach – Selling additional modules at lower costs to keep competition away Value Based Pricing – Based on business value to customers, product Companies are pricing their modules Offering less-expensive tiers of support with simplified provisions & Expanding vendor partner-provided support options Offering specific maintenance support for complex extensions of ERP i.e. when BI components are intertwined with core ERP modules Offering incentives to return to software-vendor maintenance & support i.e. Bundling maintenance with other services or products

9. … and expecting more from System Integrators Flexibility Multi-skills Metrics Domain Requirement changes must be accepted ; Rigidity in scope is unacceptable Testing resources should be multi-skilled (e.g – tools, macros, etc) Customers want to watch every detail in metrics of implementations vs. Industry standards Domain expertise of SI is crucial

10. …even more Accelerator Tools Freeware Processes SI’s accelerators are welcome at minimal cost Customization knowledge of freeware tools are preferable SI should be able to provide reliable solutions in terms of freeware /Rational tools during budget related constraints Proactive ideas of automation/performance tuning/testing processes

11. Centers of Excellence for the three key market trends are a must.. Center of Excellence Different test methodologies socialized among the testing resources Testing skills development for Social analytics components for sentiment analysis, influence analysis and text analysis. Skill set development on performance test tools which are specifically designed to test cloud applications. i.e. Load Storm’s or SOASTA’s Cloud Test Sharpening Organization capabilities in Mobile solutions and performance testing. e.g. iMobiLoad - automated load testing tool from Organization Oracle Analytics testing tools will become crucial for success.

12. … while sharpening domain capabilities Center of Excellences Skill set development for Testing tool based on Freeware or rational tools. Basic customization knowhow of these tool should also be transferred to the resources Knowledge sessions for Excel reporting including Macros & basic automation / performance tuning/ testing processes Development of E2E domain specific Package Business Processes. Development of CRM Process Maps as a continuous living documents based on updates to industry standards (e.g. - eTOM) Creation of pool of specialized domain competencies in package space Domain

13. Contact - Syed Haque, Zahid Ansari, Dilip Patnaik THANK YOU