2012_GTM Recommendation

AppsOne NA Marketing – Competitive Analysis & GTM Recommendation Driving Demand, Accelerating Pipeline, and Winning Business at our Top Accounts

by Rick Vargas

March 22, 2012

2

Table of Contents

Competitive Analysis & Insights (Slide 3)

IT Services Market: Summary (Slide 4)

IT Services Market 2009-2015 Snapshot: Sectors (Slide 5)

IT Services Market from 2009 to 2015 Snapshot: Engagement View (Slide 6)

CMA Global Deal Summary 2012 - 2015 (Slide 7)

Competitors’ Footprint in our CMA’s (Slide 8)

Contract renewals from 2012 to 2015 (Slide 9)

Update on IPPs and Sis (Slides 10 – 23)

Accenture, IBM, HP, TCS, Infosys, Cognizant, Wipro

Project and Outsourcing Market 2012 – 2016 (Slide 24)

GTM - Executive Summary(Slide 25)

Top Accounts (Slide 26)

Active Accounts (Slide 27)

Greenfield Accounts (Slide 28)

The Marketing & Sales - Portfolio Selling Connection 2012 – 2016 (Slide 29)

Portfolio Selling & Account Prioritization (Slide 30)

The marketing portfolio / top account planning approach (Slide 31)

Global Initiatives (Slide 32)

3 Steps Marketing Will Take to Drive Success (Slide 33)

Grow the Number of Leads and Opportunities (Slide 34)

Optimize Marketing & Sales Investments (Slide 35)

Improve Sales Effectiveness (Slide 36)

Competitive Analysis and Insights Focus: Top Accounts, Active Accounts, Greenfield Accounts

4

IT Services Market: Summary

Summary

• The size of the IT services market in 2011 was $274B and it

is expected to reach $329B in 2015. The market will expand

at a CAGR of 4.6% over the next five years

• With optimism back in the US economy, enterprises are trying

to position themselves for future growth. Accordingly the IT

services market will be a beneficiary of this long hoped for

growth paradigm, which will increase the market for IT

consulting, system integrations, data center management &

SaaS

• Cloud Computing will continue to fuel demand for outsourcing

services at all levels of the IT value chain including data,

applications, network and business process reengineering

Capgemini can leverage certain opportunities as the IT Services market continues to gain momentum in the coming

years Upgrading US technology infrastructures and applications such as new data center architecture, virtualizations, mobile deployment, cloud

computing and SaaS

Off shoring will continue to get traction among US enterprises because it provides them opportunities to save cost and become efficient

Delayed hardware refreshment cycles being rolled out in 2011/2012 as budget constraints ease will provide rooms for large SI and Project

Services deals

United States IT Services Market, 2009-2015

Source: PAC U.S , 2011 SITSI Report

259 263 274 288

302 316

329

1.60%

4.20%

4.90% 4.90% 4.60%

4.10%

0%

1%

2%

3%

4%

5%

6%

0

50

100

150

200

250

300

350

2009 2010 2011 2012 2013 2014 2015

Y-o

-Y G

row

th %

US

$ b

illio

n

Total IT Services Y-o-Y Growth

The IT Services market is back on track and is expected to register healthy growth in the next couple of years

5

44.8 45.4 47.4 49.8 52.2 54.4 56.5

46.0 47.0 49.5 52.4 55.5 58.5 61.4 14.7 14.8 15.5 16.4 17.3 18.2 19.0 86.0 88.0 90.8 94.2 98.0 101.8 105.4 15.4 15.5

16.2 17.1

18.0 18.8

19.6

8.4 8.4 8.7

9.2 9.6

10.1 10.6

17.2 17.2 17.9

18.7 19.6

20.5 21.3

17.4 17.6 18.6

19.7 21.0

22.2 23.4

9.7 9.5 9.9

10.3 10.8

11.2 11.6

2009 2010 2011 2012 2013 2014 2015

Manufacturing Banking Insurance

Public Sector Telecom Utilities

Retail & Wholesale Services & Consumers Transport

259.4 263.4 274.4 287.9 302 315.8 328.7

IT Services Market 2009-2015 Snapshot: Sectors Public, Manufacturing, Banking ,General Services, and Utilities sectors continue to experience momentum in the market

Summary

• Public Sector Enterprises are estimated to spend

over $94B in 2012 on IT services, which represents

33% of all IT services spending

• In the private sector, banking accounts for the

largest share of IT services expenditure . Key drivers

for services spending include IT Outsourcing,

applications management and BPO

• The next big spender on IT Services are the

Manufacturers; they are exploring options of cloud

computing as a model to lower IT costs and IT

complexity from on-premise locations

o Manufacturers are expected to invest in CRM

along with BI in order to better target and

tailor their products to market groups in terms

of pricing and promotional strategies

• Utilities is expected to be a prominent sector in

terms of IT Services spending during the forecast

period; some of the key areas where utility

companies will continue to invest include BPO,

Home energy management distribution automation

and smart-usage and metering technologies

• Capgemini can look to strengthen its capability in Public Sector, banking, and Services & Consumers as they continue to be

the biggest outsourcers We need to leverage analytics in a big way as organizations are experiencing a landslide s of data from many different sources, with

nuggets of valuable insight buried in the flow of data

Capgemini needs to further leverage the COEs to create vertical specific services offerings which will offer faster pay backs and potentially

higher return on investments

The right mix of onshore, nearshore, and offshore resources is the base for optimized (quality/price) infrastructure service delivery

CAGR

United States IT Services Market in US$ billion, 2009-2015: Sector

Split

Source: PAC (Analysis & Trends by Vertical Sectors), Sept 2011 & Forrester, US Tech market outlook, 2012

4.5%

5.6%

5.2%

3.8%

4.8%

5.0%

4.5%

6.0%

4.2%

4.6%

6

IT Services Market from 2009 to 2015 Snapshot: Engagement view Project services is expected to remain the largest IT services business contributor; Outsourcing business would out-past the

industry growth at a CAGR of 5.5%

Summary

Project Services accounted for 47% of the IT services market in

2011

The growth in project services is an indication that many

companies that had slowed investment had now started

systems upgrades and investment cycles in new projects that

positively impacted the IT project services market

Approximately $90 billion in revenue was generated in systems

integration (SI), which is almost 33% of the IT services market in

2011

Approximately $26 billion in revenue was generated in IT consulting

in 2011, which is almost 10% of the total IT services market

Outsourcing services is expected to grow (at 5.5% CAGR) above

industry rate mainly due to clients looking to reduce their operational

cost

o Application management in 2011 was over $16 billion and

represents more than 5% of IT services. End users are

looking at this space to reduce their operating costs for legacy

and older applications

o Cloud computing is a major growth driver for the Application

outsourcing category

Hardware maintenance is expected to decline at -2.3% CAGR

through 2015

529

4,617

5,188

548

4,392

4,982

566

4,191

4,780

584

4,028

4,584

602

3,919

4,455

627

3,895

4,750

US IT Services Engagement Split

2009 - 2015

• Capgemini can leverage management and IT consulting as

a value driver for the rest of Project services category

We need to evaluate how successful consulting engagements

can be extended to outsourcing contracts.

We will also see opportunities arise as the market’s appetite for

Hybrid Cloud/BPO services will expand

18.1 17.7 17.3 17.0 16.6 16.2 15.8

123.5 124.6 130.1 136.9 143.6 150.0 155.9

117.9 121.2 126.9 134.0 141.7 149.5 157.0

0.0

50.0

100.0

150.0

200.0

250.0

300.0

350.0

2009 2010 2011 2012 2013 2014 2015

US$

bill

ion

Hardware Maintenance Project Services Outsourcing

5.5%

4.6%

-2.3%

CAGR

-2.30% -1.80% -1.90% -2.10% -2.50% -2.80%

0.90%

4.40% 5.20% 4.90% 4.50%

3.90%

2.80%

4.70% 5.60% 5.80% 5.50%

5%

-4%

-2%

0%

2%

4%

6%

8%

2009/10 2010/11 2011/12 2012/13 2013/14 2014/15 Y-o

-Y G

row

th R

ate

Hardware Maintenance Project Services Outsourcing

US IT Services Market Y-o-Y Engagement Growth Rates

2009 - 2015

Source: PAC U.S , 2011 SITSI Report

7

CMA Global Deal Summary 2012 - 2015

CMA Asia Pacific

excluding Japan Central & Eastern

Europe Latin America North America

Western Europe

Grand Total

Becton, Dickinson and Company (BD)

$ 47,500,000 $ 47,500,000

Citigroup Inc. $ 1,800,000 $ 46,340,000 $ 1,423,978,040 $ 1,472,118,040

Coca-Cola Company $ 352,494 $ 85,845,000 $ 86,197,494

General Motors Company (GM) $ 12,000,000 $ 600,000 $ 85,000,000 $ 3,479,200,000 $ 450,000,000 $ 4,026,800,000

Hydro One Inc. $ 1,646,949,562 $ 1,646,949,562

Zurich Financial Services AG $ 4,300,000 $ 1,533,328,774 $ 1,537,628,774

Grand Total $ 12,000,000 $ 2,400,000 $ 131,692,494 $ 6,687,772,602 $ 1,983,328,774 $ 8,817,193,870

• $ 8.8B in TCV is up for renewal between 2012 & 2015

• 76% of those deals are in North America

• 22% are in Western Europe

8

Competitors’ Footprint in our CMA’s $5.7B in TCV is set to expire between 2012 and 2015 with our CMA’s; mostly in BPO and IT

Outsourcing

CMA 2012 2013 2014 2015 Grand Total

Citigroup Inc. $ 100,933,640.00 $ 24,300,000.00 $ 1,200,000,000.00 $ 1,325,233,640.00

Coca-Cola Company $ 85,000,000.00 $ 85,000,000.00

General Motors Company (GM)

$ 4,000,000.00 $ 10,200,000.00 $ 2,000,000,000.00 $ 2,014,200,000.00

Hydro One Inc. $ 652,669,038.00 $ 646,573,184.00 $ 1,299,242,222.00

Zurich Financial Services AG

$ 984,719,004.00 $ 984,719,004.00

Grand Total $ 757,602,678.00 $ 1,079,919,004.00 $ 24,300,000.00 $ 3,846,573,184.00 $ 5,708,394,866.00

BPO $1.5B 26%

IT Outsourcing Engagement

$4.2B 74%

Systems Integration

Engagement, $14MM

Capgemini $1.5B 25%

HP $2B 36%

IBM Global Services

$930 16%

Wipro Ltd. $1.3B 23%

9

Contract renewals from 2012 to 2015 Majority of the big deals lie in the range of US$100-500MM and involve Infrastructure Management

and Business Process Outsourcing

Year 2012

Year 2013 Year 2014

Year 2015

Value: $9.4 billion

Market: Infrastructure and SI

Competitors: IBM, CSC, Infosys

Most of the contracts that will be up for renewal in 2012

are in BPO and IT Outsourcing

Value: $33 billion

Market: IT Outsourcing

Competitors: Accenture, IBM, CSC, and Unisys

Value: $58 billion

Market: System Integration, IM, and

Consulting

Competitors: HP, CSC, IBM, Accenture

TCV

> $ 500 M

$100-500 M

$50-100 M

10

Accenture

Wins/Losses NA Renewals

Accenture Adds L'Oreal USA to its Client Roster for

Accenture CAS Trade Promotion Management Software

Accenture Awarded Website Consolidation Contract from

the I.R.S.

Basque Regional Government Selects Accenture for

Strategic Cost Reduction at Department of Internal Affairs

Miami University Plans Procurement Modernization with

Accenture's Support

Accenture Awarded IT Support Services Contract from FBI

Lowes – BPO Services – Contract Ending 5/20/2013 $30M

SIRIUS XM Radio Inc. – App Mgmt Outsourcing – Contract

Ending 2/14/2013 $10M

Business Updates

• Accenture Unveils Connected Vehicle Integrated Solution to Help Manufacturers Meet Customer Demand for In-Vehicle

Services - From Wi-Fi Access to Mobile Payments and Safety Devices

• Accenture to Expand Analytics Capabilities with Acquisition of Neo Metrics Analytics S.L., a Leading Analytical Intelligence

Consultancy

• Accenture Receives Three Partner Impact Awards from SAP as a Top-Performer in Mobility, Custom Development and

Business Analytics

11

Threats

Hike in Labor Costs

Intense Competition

Risk of Currency Fluctuations

Strengths

Increasing Margins

Market Leading Presence

Strong Backlog Portfolio

Robust Research & Development

Opportunities

High Performance Business

Growing IT Services

Strategic Acquisitions

Weaknesses

Law Suits

Dependence on Outsourcing Services

Accenture

12

IBM


Vermont and IBM Build Fiber Network for Smart Grid

CMA CGM and IBM Sign New Five Year Services

Agreement Partnership links world's third largest shipping

company with IBM. They will provide industry-specific

expertise in new technologies such as cloud computing

and analytics.

ABC, Disney – IS Outsourcing Services – Contract Ending

4/28/2014, $50M

GM – Systems Integration – Contract Ending 2/28/2013,

$10M

Navistar– IS Outsourcing, Help Desk– Contract Ending

12/31/2016, $120M

Target– IS Outsourcing Services Data Center – Contract

Ending 12/31/2013, $885M

Business Updates

• IBM to Focus on Analytics - Business analytics is a key long-term growth initiatives of IBM, in addition to cloud computing,

smarter planet and growth markets.

• IBM has closed its acquisition of London-based Green Hat, a software testing company, in the latest "cloud computing"

deal for the business technology industry.

• IBM showed it’s as concerned as most enterprises are about the so-called bring-in-your-own-devices trend by purchasing

Worklight, a company that offers software for managing mobile devices.

• IBM announced it has completed its acquisition of Emptoris Inc. The acquisition expands IBM's cloud-based analytics

offerings that provide supply chain intelligence leading to better inventory management and cost efficiencies.

13

Threats

Security Vulnerabilities

Rapid Technological Changes

Intense Competition

Expansion of Consultancy Business

Strengths

Integrated Business Model for Smart Grid

Effective Research & Development Activities

Leadership Position in the Market

Strong Distribution Channel

Strategic Collaboration and Partnership

Agreements

Opportunities

Strategic Acquisitions

Positive Outlook for SaaS Market

Electricity Demand in the US

Increasing Demand for BPO Services

Growing Smart Grid Technology

Weaknesses

Dependence on Suppliers

Limited Liquidity

Reliance on Americas

IBM

14

HP


HP Enterprise Services has reached an agreement with

Loan Value Group LLC for a five‐year contract extension.

HP will provide customer support solutions and contact

center services while supporting its Instant‐On Enterprise

initiative.

HP signed a $2.5 billion contract, with a base period of four

years and two three‐year option periods, to provide a suite

of end‐user service solutions to NASA.

HP Services has signed two five‐year contracts with U.S.

Airways to provide datacenter and applications service

solutions.

In a five-year contract, HP will implement a new

architecture to improve claims management and

membership systems in addition to providing application

development, consulting and management services for

Blue Shield of California.

3M Company – App Mgmt Outsourcing – Contract Ending

7/30/2013 $140M

Nissan North America, Inc. – App Mgmt Outsourcing –

Contract Ending 8/30/2015 $170M

General Motors – System Integration – Contract Ending

3/9/2012 $5M

AMR Corporation – System Integration – Contract Ending

9/9/2012 $35M

Business Updates

• On October 27 CEO Meg Whitman announced HP would reverse Leo Apotheker’s decision to spin off its PC business

(PSG).

• HP’s Enterprise Services group continues to invest in its enterprise cloud and applications services and solutions, which

offer added value to its customers and higher‐margin sales internally.

• Microsoft and HP’s Enterprise Services division announced a four-year agreement in December to enhance their

collaborative cloud solution offerings.

15

Threats

Growing Trend of Paperless Work


Highly Competitive Market

Strengths

Market Leadership Position

Inorganic Growth Strategy

Diversified Product and Geographic Presence

Opportunities

Growing PC Market

Recent Contracts and Agreements

R&D Activities

IT Market Outlook

Weaknesses

Declining Liquidity

Litigations

HP

16

TCS


Deutsche Bank selects TCS for a major transformation

initiative to reduce service complexity and enhance

customer experience for the bank - Five–year, multi-million

dollar contract

Citigroup – BPO Services – Contract Ending 6/30/2018

$2.5B ($250M/Year)

Hilton Worldwide – App Mgmt Outsourcing – Contract

Ending 1/5/2016 $60M

Chrysler Group LLC– App Mgmt Outsourcing – Contract

Ending 3/16/2013 $120M

Hawaiian Airlines– Proj Custom Application Development–

Contract Ending 9/10/2012 $30M

Business Updates

• Tata Consultancy Services Inaugurates Silicon Valley Customer Collaboration Center in Santa Clara, California - Global HQ

for its Mobility Solutions Unit and Next Gen Solutions Unit

• TCS Ranked as a Leader in Application Outsourcing in Capital Markets by Everest Group Research

• TCS Named Diamond Level Partner in Oracle Partner Network

17

Threats

Intense Competition

Rising Employee Attrition

Volatile Macro Environment

Strengths

Extensive Range of Offerings

Global Market Presence

Strong Financial Growth

Opportunities

Positive Outlook for BPO Sector

Significant New Contracts

Strategic Collaborations

Growing IT Services Market

Weaknesses

Falling Market Share in Sector

Irregularities related US Visa

TCS

18

Infosys


Syngenta selects Infosys as its Global Transformation and

Business IT Services Partner - a multi-year Transformation

and Business IT services contract.

Infosys BPO won a five year renewal of its contract with

Alcoa Global Business Services (GBS)

Infosys Selected by Blue Cross and Blue Shield

Association (BCBSA) as Vendor for ICD-10 Transition

Neiman Marcus Group, Inc– App Mgmt Outsourcing –

Contract Ending 10/11/2015 $1.7M

Wal-Mart Stores, Inc.– App Mgmt Outsourcing – Contract

Ending 12/10/2019 $300M

Intel Corporation– App Mgmt Outsourcing – Contract

Ending 7/19/2012 $10M

Conseco, Inc.– App Mgmt Outsourcing – Contract Ending

4/20/2013 $12M

Cummins, Inc.– App Mgmt Outsourcing – Contract Ending

3/4/2013 $190M

Alberto-Culver Company – System Integration - – Contract

Ending 6/21/2014 $8M

Business Updates

• Infosys BPO Signs Definitive Agreement to Acquire Portland Group Pty Ltd in Australia

• Infosys wins P&G's Business Partner of the Year Award

• Induction of Ms. Ann Fudge the Board

• The Board also inducted Ms. Ann Fudge as an Additional Director of the Company. Ms. Fudge is a Non-Executive Director

at Unilever, Novartis AG and at General Electric Co. Ms. Fudge has served as the Chairperson and Chief Executive

Officer of Young & Rubicam Brands from 2003 to 2006.

• Infosys was positioned as a leader among 11 companies that Forrester Research, Inc. invited to participate in its May

2011 report, The Forrester Wave™, Salesforce.com Implementation.

19

Threats

Fluctuations in Foreign Exchange Rates

Intense Competition


Strengths

Diversified Business Offerings

Global Delivery Model

Strong Liquidity

Strong Alliances

Global Operations

Opportunities

Growing BPO Markets

Positive Outlook for SaaS Market

Emergence of Cloud Computing

Recent Contracts

Weaknesses

Conservative Cash Strategies

Declining Operational Efficiency

Increasing Attrition Rate

Infosys

20

Cognizant


Future Group Selects Cognizant for End-to-End IT

Infrastructure Services Support to Sustain High Velocity

Growth and Drive Business Transformation

Cognizant Deploys a Comprehensive Hospital

Performance Management Solution at Hunterdon

Healthcare

Health Net, Inc.– App Mgmt Outsourcing – Contract Ending

12/31/2013 $107M

3M Company– App Mgmt Outsourcing – Contract Ending

9/28/2015 $35M

Harris Corporation– App Mgmt Outsourcing – Contract

Ending 3/21/2013 $9M

Wal-Mart Stores, Inc.– App Mgmt Outsourcing – Contract

Ending 12/10/2019 $200M

Houghton Mifflin Harcourt Publishing Company – System

Integration – Contract Ending 1/3/2015 $15M

Business Updates

• Cognizant to Strengthen Retail Industry Capabilities with Acquisition of Zaffera, a Leading SAP Retail Consulting and

Solutions Firm

• Cognizant Named as a Top Supplier for Sears Holdings - "Partners in Progress" Award which recognizes Cognizant for

Enterprise Technology Transformation, Quality of Service and Operational Efficiency

21

Threats


Global Economic Slowdown

Crisis in Financial Industry

Strengths

Strong Liquidity Position

Strong Operating Margin

Robust Network of Global Delivery Centers

Market Presence

Expanding Market Share in Sector

Opportunities

Positive Outlook for IT Services

Growing Healthcare Segment

Growth form European Markets

Weaknesses

Geographical Concentration

Cognizant

22

Wipro


Wipro ITS was selected by global pharmaceutical firm

AstraZeneca to provide a full range of applications

development and ITO services, including desktop

outsourcing and IT access management.

Wipro ITS was selected by Premier Foods to provide

managed services and applications development solutions

for the firm’s suite of SAP supply chain applications.

Wipro ITS will provide UGI Utilities systems integration

services for Oracle’s Financial Suite of applications as well

as deliver Wipro Easy‐Upgrade services to ensure

applications compatibility and efficiency.

Pitney Bowes Inc.– App Mgmt Outsourcing – Contract

Ending 2/19/2014 $10M

Aquarion Water Company of Connecticut– App Mgmt

Outsourcing – Contract Ending 10/7/2012 $1M

Florida Power & Light Company Inc. (FPL) – Proj. System

Integration – Contract Ending 6/22/2013 $3M

Wyde Corporation – Proj. System Integration – Contract

Ending 3/31/2012 $750K

Business Updates

Wipro Names Pinaki Kar As New U.S. Unit Head

Wipro Collaborates with Oracle to Offer Next Generation Oracle Fusion Human Capital Management Solution

Wipro, the Indian IT services and consulting group, said it planned to "aggressively" expand its US workforce as it seeks to

localize its operations and counter opposition in the world's largest economy to offshore outsourcing.

23

Threats

Intense Competition

Fluctuations in Foreign Exchange Rates

Increasing Employee Attrition

Strengths

Comprehensive Range of Services

Long Term Relationships

Awards and Recognition

Opportunities

Major Contracts

Positive Outlook for IT Services

Increasing Global BPO Market

Weaknesses

Low Liquidity Position

Irregularities related US Visa

Cognizant

Project and Outsourcing Market

2012 – 2016 Focus: Top Accounts, Active Accounts, Greenfield Accounts

25

GTM - Executive Summary

Background Findings and Recommendation

Business Intelligence (BI) used to

complete this analysis and develop

this recommendation

Internal Data-

SPADE

AR (Supplied by Robert

Wong)

Marketing Database

IDC Contract Database

List Services Corporation

D&B Worldbase

Capgemini India Teams:

CIC

SRG

Top 40 Accounts: $27.3B in TCV will be up for renewal between 2012 and 2016 at 30 of our Top

Accounts (Parent Level)

$26B in TCV fall under IT Market Categories:

IS Outsourcing, BPO, Network and Desktop Outsourcing , Application Management, Systems

Integration

Active Accounts: $59.6B in TCV will be up for renewal between 2012 and 2016 at 160 Active

Capgemini Accounts

(Active Capgemini Accounts = Active pipeline, bookings, or revenue generating accounts)

$58B in TCV is under IT Market Categories:

IS Outsourcing, BPO, Network and Desktop Outsourcing , Application Management, Systems Integration

Greenfield Accounts: $683B in TCV will be up for renewal between 2012 and 2016 at 2,290 accounts

where we do not currently have a footprint

568B in TCV falls under IT Market Categories:

IS Outsourcing, BPO, Network and Desktop Outsourcing , Application Management, Systems Integration

Fortune 1000 Assessment:

We do not have activity at 783 of the Fortune 1000

We do not have activity at 48 of the Fortune 100

Marketing Recommendation:

Develop ABM plans to support our Top 40 accounts. Account plans should be based, in part, on the findings

and recommendations contained here.

Content Development - Email Communication Tracks, Battle-cards to Support Portfolio Selling, Account Profiles,

Social Media Outreach Plan

Deliver timely messaging with precision into Active Capgemini Accounts to help nurture and advance

relationships through the funnel

Develop GTM Database for Direct Sales, Inside Sales, & Demand Generation Activities

Enhance our event planning in 2012 by focusing on specific accounts included in these findings

Increase the frequency of high value low cost communication into the Fortune 1000 list

Next Steps

Align, Plan, Attack

26

Top Accounts: $27.3B in TCV will be up for renewal at 30 of our top 40

accounts between 2012 and 2016

$-

$200

$400

$600

$800

$1,000

$1,200

$1,400

$1,600

$1,800

2012 Q1

2012 Q2

2012 Q3

2012 Q4

2013 Q1

2013 Q2

2013 Q3

2013 Q4

Millio

ns

IS Outsourcing Business Process Outsourcing

Network and Desktop Outsourcing (NDOS) Application Management

Systems Integration

0

200

400

600

800

1000

1200

1400

1600

1800

2000

2014 Q1

2014 Q2

2014 Q3

2014 Q4

2015 Q1

2015 Q2

2015 Q3

2015 Q4

Millio

ns



Systems Integration

Market 2012 2013 2014 2015 2016 Grand Total

IS Outsourcing $ 1,687,246,645 $ 890,605,560 $ 1,547,114,912 $ 3,506,330,245 $ 2,975,374,502 $ 10,606,671,864

Business Process Outsourcing $ 1,620,554,049 $ 2,313,715,045 $ 835,385,916 $ 1,263,782,483 $ 905,900,000 $ 6,939,337,493

Network and Desktop Outsourcing $ 3,538,647,598 $ 144,578,240 $ 370,185,390 $ 172,860,000 $ 959,579,776 $ 5,185,851,004

Application Management $ 361,953,350 $ 254,400,000 $ 615,882,154 $ 62,229,264 $ 569,633,936 $ 1,864,098,704

Systems Integration $ 327,394,477 $ 717,465,416 $ 435,086,745 $ 50,000,000 $ 29,400,000 $ 1,559,346,638

Other $ 265,651,422 $ 419,703,207 $ 426,800,000 $ - $ 57,057,090 $ 1,169,211,719

Grand Total $ 7,801,447,541 $ 4,740,467,468 $ 4,230,455,117 $ 5,055,201,992 $ 5,496,945,304 $ 27,324,517,422

• $26B in TCV fall under IS Outsourcing, BPO, Network and Desktop Outsourcing , Application Management, Systems Integration

• 45% of TCV expires between 2012 and 2014 with 29% expiring this year

Source: IDC

27

Active Accounts*: $59.6B in TCV will be up for renewal at 160 of our

active accounts between 2012 and 2016 (Active Accounts* = Active pipeline, bookings, or revenue generating accounts)


IS Outsourcing $ 2,292,246,645 $ 8,540,605,560 $ 2,771,114,912 $ 5,586,330,245 $ 3,246,210,502 $ 22,436,507,864

Business Process Outsourcing $ 2,051,230,149 $ 3,887,700,845 $ 7,874,042,004 $ 3,905,093,907 $ 1,757,929,984 $ 19,475,996,889

Network and Desktop Outsourcing $ 3,668,622,998 $ 1,419,319,240 $ 5,557,185,390 $ 383,420,686 $ 971,579,776 $ 12,000,128,090

Application Management $ 561,953,350 $ 274,400,000 $ 745,882,154 $ 339,858,480 $ 639,633,936 $ 2,561,727,920

Systems Integration $ 353,494,477 $ 735,285,054 $ 435,086,745 $ 50,000,000 $ 29,400,000 $ 1,603,266,276

Other $ 568,122,888 $ 477,205,157 $ 502,971,152 $ - $ 57,057,090 $ 1,605,356,287

Grand Total $ 9,495,670,507 $ 15,334,515,856 $ 17,886,282,357 $ 10,264,703,318 $ 6,701,811,288 $ 59,682,983,326

• $58B in TCV fall under IS Outsourcing, BPO, Network and Desktop Outsourcing , Application Management, Systems

Integration

• 56% of TCV expires between 2013 and 2014

$-

$1

$2

$3

$4

$5

$6

$7

2012 Q1

2012 Q2

2012 Q3

2012 Q4

2013 Q1

2013 Q2

2013 Q3

2013 Q4

Billio

ns



Systems Integration

$-

$1

$2

$3

$4

$5

$6

2014 Q1

2014 Q2

2014 Q3

2014 Q4

2015 Q1

2015 Q2

2015 Q3

2015 Q4

Billio

ns



Systems Integration

Source: IDC

28

Greenfield: $683B in TCV will be up for renewal at 2,290 green-field

accounts between 2012 and 2016

$-

$5

$10

$15

$20

$25

$30

$35

$40

2012 Q1

2012 Q2

2012 Q3

2012 Q4

2013 Q1

2013 Q2

2013 Q3

2013 Q4

Billio

ns

IS Outsourcing Business Process Outsourcing Systems Integration Network and Desktop Outsourcing (NDOS) Application Management Network Consulting and Integration Hardware/Software Deploy and Support

$-

$2

$4

$6

$8

$10

$12

$14

$16

$18

2014 Q1

2014 Q2

2014 Q3

2014 Q4

2015 Q1

2015 Q2

2015 Q3

2015 Q4

Billio

ns


Systems Integration Network and Desktop Outsourcing (NDOS)

Application Management Network Consulting and Integration


IS Outsourcing $ 40,543,852,818 $ 29,457,084,283 $ 61,796,221,026 $ 29,438,820,511 $ 39,704,432,541 $ 200,940,411,179

Business Process Outsourcing $ 38,953,142,787 $ 34,203,792,666 $ 18,388,868,591 $ 20,612,242,902 $ 33,487,475,853 $ 145,645,522,799

Systems Integration $ 13,965,235,023 $ 22,854,004,731 $ 36,606,196,291 $ 25,742,725,209 $ 9,651,994,040 $ 108,820,155,294

Network and Desktop Outsourcing $ 15,183,667,998 $ 14,171,772,833 $ 25,252,776,063 $ 8,178,969,089 $ 4,202,332,516 $ 66,989,518,499

Application Management $ 9,256,957,485 $ 19,678,065,750 $ 6,031,795,482 $ 5,367,120,080 $ 4,977,553,986 $ 45,311,492,783

Network Consulting and Integration $ 3,087,630,298 $ 7,217,365,974 $ 10,427,702,395 $ 8,681,023,255 $ 400,381,268 $ 29,814,103,190

Hardware/Software Deploy and

Support $ 17,243,409,789 $ 2,342,235,420 $ 2,658,352,686 $ 72,700,000 $ 6,183,127,304 $ 28,499,825,199

Other $ 20,689,361,272 $ 8,799,958,792 $ 7,753,737,952 $ 8,189,283,212 $ 11,301,922,555 $ 56,734,263,783

Grand Total $ 158,923,257,470 $ 138,724,280,449 $ 168,915,650,486 $ 106,282,884,258 $ 109,909,220,063 $ 682,755,292,726

• $568B in TCV falls under IS Outsourcing , BPO, Systems Integration , Network and Desktop Outsourcing, Application

Management , Network Consulting and Integration

• 43% expires between 2012 and 2013 with 23% expiring this year

Source: IDC

The Marketing & Sales - Portfolio Selling Connection

2012 – 2016 Focus: Top Accounts, Active Accounts, Greenfield Accounts

30

Portfolio Selling & Account Prioritization: We will position the portfolio with precision and efficiency through several marketing channels

based on account prioritization…

Systems

Integration

$113B

$770B in TCV Will Expire Between 2012 to 2016

Other

$117B

Greenfield

$683B

Greenfield

$683B

Active Accounts

$59B

Active Accounts

$59B Top Accounts

$27B

$ 11B

$ 7B

$ 5B $ 2B

$ 2B

$ 1B

BPO

$172B

Network and Desktop

Outsourcing

$84B

Applications

Management

$50B

IS

$278B

$ 22B

$ 19B

$ 12B $ 3B

$ 2B

$ 2B

$ 245B

$ 146B

$ 67B $ 45B

$ 109B

$ 114B

Phone, Web,

Email

ABM, Telemarketing,

Email, DM, Briefings

Pursuit Support,

Phone, Email, DM Phone, Web,

Email Pursuit Support,

Phone, Email, DM

Tactical Support

Account Type

Contract Expirations

Drive New Logo Wins & Account Expansion Drive New Logo Wins & Account Expansion

31

The marketing portfolio / top account planning approach will help to

improve the execution of key initiatives

The segmentation is key to identify a target group that is ready to buy an offer now, but also to identify the right campaign tactics based on Account types (KARMA). It effects the

pipeline and funnel planning dramatically (e.g. by the level of intimacy).

Sales and

Positioning

Initiatives

Mark

et

Reco

gn

itio

n D

esir

ed

H

igh

L

ow

High Low

Financial Impact

Positioning

Initiatives

Targeted Sales

Initiatives

32

Global Initiatives - Definitions

Sales & Positioning Initiative

Description

Marketing- and Sales- driven initiative

with the opportunity of a broad Sales and

market recognition impact.

Characteristics

Has a clear Sales commitment and plan;

Targets a broad audience including

clients, prospects, media and analysts.

Requires significant preparation time and

a Group wide internal mobilization.

Is launched across all large countries.

Requires a variety of Sales and

awareness tools, and contains a broad

suite of assets.

Is managed in SPADE Marketing to track

and measure the outcome.

Is usually launched by all major external

communications channels together with,

or followed by, a targeted Sales

Campaign.

Purpose

Supports the Group’s portfolio strategy by

a market launch or re-launch of a major

offer/solution to drive significant growth

and market recognition.

Targeted Sales Initiative

Description

Sales-driven initiative that is based on

generating demand against quantified

and committed financial targets.

Characteristics

Is very targeted, flexible, packaged and

fast time to market.

Has a clear Sales commitment and

plan.

Requires tools such as campaign

dashboard, pipeline plan and time line.

Is limited to critical sales assets like

sales deck, sales battle card and

success stories.

Is managed in SPADE Marketing to

track and measure the outcome.

Does not require external

communications (e.g. AR / PR).

Purpose

Should support the Group’s portfolio

strategy and the sales funnel in the

short to mid-term.

Positioning Initiative

Description

Marketing-driven initiative with the focus

to create or increase significant market

recognition.

Characteristics

Targets a broad audience including

clients, prospects, media and analysts.

Requires Sales readiness for interest.

Uses a variety of communications and

marketing tactics.

Requires tools such as thought

leadership reports, press releases or

client quotes as awareness hooks.

Does preliminary focus on external

communications and/or presence like

PR, AR, Web or Social Media.

Purpose

• Should support the Group’s portfolio

strategy to position Capgemini in a

specified market area mid to long-term.

All initiatives are intended to create positive reputation, open doors and help to create leads

and close sales. All campaigns are measured on contribution to sales and pipeline influenced.

33

3 Steps Marketing Will Take to Drive Success

Sales Focus The B2B Lead

Development

Process

KNOWN

Our Closed-Loop Process will Close

the Gap in The Middle of the Funnel

ENGAGED MQL

MQL: Marketing Qualified Lead SAL: Sales Accepted Lead SQL: Sales Qualified Lead

SAL SQL OPPORTUNITY (3-7) WON

1

3

2

Prior Marketing Focus

House Database

3rd Party Sources

Website Visitors

Teleprospecting

Sponsorships

Etc…

Events/Booth Visits

34

1. Grow the Number of Leads and Opportunities

Execute More Campaigns Efficiently with Less Resources

Build Richer and More Compelling Assets

Compelling email, landing pages and forms (no coding or IT support required), microsites

Improved Sales & Marketing Database Capabilities

Easier to define criteria

Develop highly targeted relevant content based on deeper segmentation

Evolve programs based on what works

Nurture Leads Based on Buyer Stage or Lifecycle

Automate trigger follow up activities based on demographic criteria and prospect behavior

Events

Manage online, offline, and hybrid events

Run more events with fewer resources, while increasing attendance and increasing our lead to

opportunity conversion rates

Run more types of marketing programs

Online ads, Blogs, Social campaigns

Our sales and marketing automation program will free up budget to

invest in activities focused on our priority accounts by….

35

2. Optimize Marketing & Sales Investments We must constantly evaluate how and when we fund marketing channels if we’re going to

win new business and expand into existing accounts…

Activity Type Budget % of

Budget

Events $ 2,324,100 63%

Lead Generation $ 555,550 15%

Thought Leadership/ Content $ 269,180 7%

Memberships $ 180,250 5%

Public Relations $ 144,000 4%

Misc. $ 99,250 3%

ABM $ 92,700 3%

Uncategorized $ 11,250 0.3%

Webinars $ 10,000 0.3%

Branding $ - 0%

Grand Total $ 3,686,280

Our Non-Core Marketing Budget in 2012 for Events is $2.3MM. Although historically we’ve maintained our strategic

obligations with certain business partners to participate in certain events, we should set measures that will help us gauge

the impact our media, sales, and marketing mix is having on pipeline, in order to help make just-in-time decisions as to

where and when to invest in certain channels.

ABM $92K 3%

Branding $0 0%

Events $2.3MM

63%

Lead Generation

$555K 15% Memberships

$180K 5% Misc.

$99K 3%

Uncategorized $11K 0%

Public Relations

$144K 4%

Thought Leadership/

Content $269K

7%

Webinars $10K 0%

ABM Branding Events

Lead Generation Memberships Misc.

No Activity Type Listed Public Relations Thought Leadership/ Content

$59.6B in TCV is up for renewal

between 2012 and 2016 at our

Active Target Accounts yet we

only have $92.7K budgeted for

ABM in 2012

2012 Non-Core Marketing Budget (Table)

2012

Non-Core

Marketing

Budget

(Chart)

36

3. Improve Sales Effectiveness Continued investments in our sales and marketing database, business processes, and

marketing automation program will play a major role in driving this stream

Prioritizing the right relationships at the right time for our business

Always do the BANT (Budget, Authority, Need, Timing)

Industrialize our process around creating battle-cards and digital content for each SL/BU

Behavior-driven pipeline progression

Self-serve business intelligence triggers

Ensuring salespeople always know their best bets

Prospects & leads will be marked by importance and urgency within CRM system

Model lifecycle stages using flexible lead scoring algorithms

Close Loop Marketing (CLM) – Analyze impact to pipeline from demand generation through pipeline

Report insights from our entire Marketing Automation Program environment (e.g. SPADE, Marketo, Sales

Insight, iSell, List Services Corporation, D&B, IDC, etc.)

Improving collaboration between Marketing, Sales, and Delivery

Empower salespeople to engage more intelligently based on how prospects are responding to marketing

activities and their subsequent interactions with us through offline and online channels

Automate reporting to show program effectiveness, lead quality, and opportunity impact

Enabling salespeople to drill deeply and broadly into their accounts and across their corporate family trees

Improve trending and benchmarking to drive greater efficiencies over time

Sales teams will be able to focus their time on the best bets across leads and contacts within their accounts they

know or want to follow. We have set up “Interesting Moments” that highlight the key events that empower Sales

to focus on the right activity at the right time. Sales people will be able to use their mobile devices and website

visitor tracking programming will alert our reps when anyone from their target companies visits our website.

Focus Areas Include:

2012_GTM Recommendation

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