XCHANGING INVESTOR SEMINAR. 27 November 2014

Transcription

1 XCHANGING INVESTOR SEMINAR 27 November 2014

2 AGENDA 15:00 Arrival and Refreshments 15:20 Welcome Alexandra Hockenhull 15:25 Overview: Strategy and the Investment Proposition Ken Lever 15:45 Procurement and Q&A Chirag Shah 16:25 Application Services and Q&A Alok Sinha 17:05 Concluding comments Ken Lever 17:15 Q&A 17:30 Formal close Refreshments & Demo Room Showpiece 2

3 WELCOME Ken Lever Chief Executive

4 STRATEGIC CONTEXT Technology Innovation Technology Procurement BPS Insight Differentiation Focused offerings to chosen markets 4

5 TECHNOLOGY ENABLEMENT Xchanging IP Third party IP or Xchanging IP Technology Technology-enabled Customer platform Customer Technology Procurement Big T Little t BPS Customer 5

6 SPEAKERS Chirag Shah Executive Director, Procurement Alok Sinha President, Application Services 6

7 OUR NEXT GENERATION PROCUREMENT BUSINESS Chirag Shah Executive Director, Procurement

8 SETTING THE SCENE Technology Innovation Technology Procurement BPS Insight Differentiation Focused offerings to chosen markets 8

9 OVERVIEW Strong position in market Old and New Procurement Four focused offerings Clear growth strategy built around technology 9

10 XCHANGING RECOGNISED AS A STAR PERFORMER Source: Everest Group, Procurement Outsourcing (PO) Service Provider Landscape with PEAK Matrix, /Procurement-Outsourcing-PO-Service-Provider-Landscape-with-PEA 10

11 OUR FOUR PROCUREMENT OFFERINGS OFFERING REVENUE MODEL 1. MM4 - SOFTWARE AS A SERVICE(SAAS) Cloud-based technology available by subscription, hosted by Xchanging Online MarketMaking support Subscription model 2.PROCUREMENT AS A SERVICE (PAAS) SaaS (as above) + on-premise services available On Demand Flexible menu of people, technology and expertise as a managed service Subscription with On Demand services 3. PROCUREMENT OUTSOURCING (PO) Traditional procurement services now built around MM4 technology Fee + gainshare 4. TAIL-END SPEND (TSM) Technology-led service designed to address high-hanging fruit Addresses spend activities not usually in scope within traditional PO or SaaS activity Transaction charge + performance incentive 11

12 PROCUREMENT OUTSOURCING (PO) MM4 - SOFTWARE AS A SERVICE (SAAS) PROCUREMENT AS A SERVICE (PAAS) PROCUREMENT OUTSOURCING (PO) TAIL-END SPEND (TSM) SPEND ANALYTICS SPEND ANALYTICS SPEND ANALYTICS TAIL ANALYTICS E-SOURCING TOOLS E-SOURCING TOOLS E-SOURCING TOOLS QUICK QUOTE CATEGORY AND MARKET INSIGHTS CONTRACT SAVINGS TRACKER CATEGORY AND MARKET INSIGHTS CONTRACT SAVINGS TRACKER CATEGORY AND MARKET INSIGHTS CONTRACT SAVINGS TRACKER BENCHMARKING CATEGORY CARDS SAVINGS TRACKER PO offering now technologyenabled MARKETMAKING MARKETMAKING MARKETMAKING REQUISITIONING SYSTEM SOURCING STRATEGY & EXECUTION SOURCING STRATEGY & EXECUTION SOURCING STRATEGY & EXECUTION TRIAGE & TACTICAL BUYING SUBJECT MATTER EXPERTISE CATEGORY & CONTRACT SUBJECT MATTER EXPERTISE CATEGORY & CONTRACT SUBJECT MATTER EXPERTISE CATEGORY & CONTRACT SUBJECT MATTER EXPERTISE AGGREGATION KEY MM4 TECHNOLOGY REPORTING & COMPLIANCE REPORTING & COMPLIANCE REPORTING & COMPLIANCE REPORTING & COMPLIANCE XCHANGING PROCUREMENT SERVICES RELATIONSHIP RELATIONSHIP RELATIONSHIP SUPPLIER PORTFOLIO CUSTOMER RESOURCES 12

13 MM4 SOFTWARE AS A SERVICE (SAAS) MM4 - SOFTWARE AS A SERVICE (SAAS) PROCUREMENT AS A SERVICE (PAAS) PROCUREMENT OUTSOURCING (PO) TAIL-END SPEND (TSM) SPEND ANALYTICS E-SOURCING TOOLS CATEGORY AND MARKET INSIGHTS CONTRACT SAVINGS TRACKER MARKETMAKING SPEND ANALYTICS E-SOURCING TOOLS CATEGORY AND MARKET INSIGHTS CONTRACT SAVINGS TRACKER MARKETMAKING SPEND ANALYTICS E-SOURCING TOOLS CATEGORY AND MARKET INSIGHTS CONTRACT SAVINGS TRACKER MARKETMAKING TAIL ANALYTICS QUICK QUOTE BENCHMARKING CATEGORY CARDS SAVINGS TRACKER REQUISITIONING SYSTEM MM4 and Xchanging technology now single platform and configured for SaaS market SOURCING STRATEGY & EXECUTION SOURCING STRATEGY & EXECUTION SOURCING STRATEGY & EXECUTION TRIAGE & TACTICAL BUYING SUBJECT MATTER EXPERTISE CATEGORY & CONTRACT SUBJECT MATTER EXPERTISE CATEGORY & CONTRACT SUBJECT MATTER EXPERTISE CATEGORY & CONTRACT SUBJECT MATTER EXPERTISE AGGREGATION KEY MM4 TECHNOLOGY REPORTING & COMPLIANCE REPORTING & COMPLIANCE REPORTING & COMPLIANCE REPORTING & COMPLIANCE XCHANGING PROCUREMENT SERVICES RELATIONSHIP RELATIONSHIP RELATIONSHIP SUPPLIER PORTFOLIO CUSTOMER RESOURCES 13

14 PROCUREMENT AS A SERVICE (PAAS) MM4 - SOFTWARE AS A SERVICE (SAAS) PROCUREMENT AS A SERVICE (PAAS) PROCUREMENT OUTSOURCING (PO) TAIL-END SPEND (TSM) SPEND ANALYTICS SPEND ANALYTICS SPEND ANALYTICS TAIL ANALYTICS E-SOURCING TOOLS CATEGORY AND MARKET INSIGHTS CONTRACT SAVINGS TRACKER E-SOURCING TOOLS CATEGORY AND MARKET INSIGHTS CONTRACT SAVINGS TRACKER E-SOURCING TOOLS CATEGORY AND MARKET INSIGHTS CONTRACT SAVINGS TRACKER QUICK QUOTE BENCHMARKING CATEGORY CARDS SAVINGS TRACKER SaaS + On Demand Services = PaaS Differentiates Xchanging MARKETMAKING MARKETMAKING MARKETMAKING REQUISITIONING SYSTEM SOURCING STRATEGY & EXECUTION SOURCING STRATEGY & EXECUTION SOURCING STRATEGY & EXECUTION TRIAGE & TACTICAL BUYING SUBJECT MATTER EXPERTISE CATEGORY & CONTRACT SUBJECT MATTER EXPERTISE CATEGORY & CONTRACT SUBJECT MATTER EXPERTISE CATEGORY & CONTRACT SUBJECT MATTER EXPERTISE AGGREGATION KEY MM4 TECHNOLOGY REPORTING & COMPLIANCE REPORTING & COMPLIANCE REPORTING & COMPLIANCE REPORTING & COMPLIANCE XCHANGING PROCUREMENT SERVICES RELATIONSHIP RELATIONSHIP RELATIONSHIP SUPPLIER PORTFOLIO CUSTOMER RESOURCES 14

15 TAIL-END SPEND (TSM) MM4 - SOFTWARE AS A SERVICE (SAAS) PROCUREMENT AS A SERVICE (PAAS) PROCUREMENT OUTSOURCING (PO) TAIL-END SPEND (TSM) SPEND ANALYTICS SPEND ANALYTICS SPEND ANALYTICS TAIL ANALYTICS E-SOURCING TOOLS E-SOURCING TOOLS E-SOURCING TOOLS QUICK QUOTE CATEGORY AND MARKET INSIGHTS CONTRACT SAVINGS TRACKER CATEGORY AND MARKET INSIGHTS CONTRACT SAVINGS TRACKER CATEGORY AND MARKET INSIGHTS CONTRACT SAVINGS TRACKER BENCHMARKING CATEGORY CARDS SAVINGS TRACKER New growth market, technologyled MARKETMAKING MARKETMAKING MARKETMAKING REQUISITIONING SYSTEM SOURCING STRATEGY & EXECUTION SOURCING STRATEGY & EXECUTION SOURCING STRATEGY & EXECUTION TRIAGE & TACTICAL BUYING SUBJECT MATTER EXPERTISE CATEGORY & CONTRACT SUBJECT MATTER EXPERTISE CATEGORY & CONTRACT SUBJECT MATTER EXPERTISE CATEGORY & CONTRACT SUBJECT MATTER EXPERTISE AGGREGATION KEY MM4 TECHNOLOGY REPORTING & COMPLIANCE REPORTING & COMPLIANCE REPORTING & COMPLIANCE REPORTING & COMPLIANCE XCHANGING PROCUREMENT SERVICES RELATIONSHIP RELATIONSHIP RELATIONSHIP SUPPLIER PORTFOLIO CUSTOMER RESOURCES 15

16 TOTAL SPEND (BY SUPPLIER) TAIL-END SPEND Traditional spend managed covers only c.80% of an organisation s spend TOTAL NUMBER OF SUPPLIERS Source: Betting on tail spend to save coins Everest Group

17 MARKET OPPORTUNITY AND COMPETITIVE POSITION All companies have tail-end spend Companies often ill equipped to manage the tail in-house MARKET OPPORTUNITY An area of high-hanging fruit now being addressed by Chief Procurement Officers (CPOs) Market not currently well addressed by procurement vendors Savings to customers can be c.15-20% of spend under management* higher than traditional PO COMPETITIVE POSITION Requires: Strong technology capability Scale efficiencies Sourcing track record Credible supplier relationships Difficult for many competitors to emulate Requires a degree of customer intimacy incompatible with offshore/nearshore back office hubs Xchanging s IP, MM4 technology platform and flexible services model places it in a premium position to exploit market *Source: Betting on tail spend to save coins Everest Group

18 Propensity for competitive tender MM4 (SAAS) LED GO-TO-MARKET STRATEGY Route to market reduces likelihood of competitive tender for Tail-end Spend Management and Procurement Outsourcing Size denotes profit per customer Key: SaaS Software as a Service PaaS Procurement as a Service TSM Tail-end Spend Management PO Procurement Outsourcing PO TSM SaaS PaaS TSM (XCH) PO (XCH) Cost to acquire customer 18

19 ANALYTICS Xchanging s data and analytics capabilities put to use in procurement Supply risk management Transparency and benchmarking Complexity management Responsible procurement 19

20 SUMMARY An engine for growth MM4 has enabled Procurement to become both: a) Technology-enabled (little t ) b) A technology offering in its own right (Big T ) A differentiated Procurement offering Significant new opportunity in Tail-end Spend Management Strategy for growth: a) Build technology capability further b) Establish global footprint with differentiated operating model c) In particular, establish position in significant US market 20

21 Q&A

22 APPLICATION SERVICES Alok Sinha President, Application Services

23 OVERVIEW What we do: scalable, repeatable technology offerings based on IP Who we sell to: global leaders Why customers choose Xchanging: Industry and customer insight Flexibility 23

24 SETTING THE SCENE Technology Innovation Technology Procurement BPS Insight Differentiation Focused offerings to chosen markets 24

25 OUR TECHNOLOGY BUSINESS Technology Xuber: Insurance Software Application Services 25

26 Increasing customer value VALUE PROPOSITION FOR CUSTOMERS Operational Partner Transformation Partner Business Outcome Operational Efficiency Cost Arbitrage

27 THREE CAPABILITIES ACROSS THREE OFFERINGS OFFERINGS CAPABILITIES Development Testing Support 27

28 THREE CAPABILITIES ACROSS THREE OFFERINGS OFFERINGS CAPABILITIES Development Testing Support BESPOKE Customised solutions for specific business needs ENTERPRISE Off the shelf solutions configured for the particular enterprise PLATFORM/ PRODUCTS In-house developed platforms/products and outsourced product development Revenue model: Annuity and Project based 28

29 WHERE GROWTH COMES FROM OFFERINGS CAPABILITIES Development Testing Support BESPOKE Mobility Engineering Services Business Intelligence/ Analytics Custom Apps & Integration ENTERPRISE Logistics Product Lifecycle Management Packaged Apps Xuber Post Implementation Support Key: PLATFORM/ PRODUCTS Learning Platforms (LP) Internet of Things (IoT) Building 360, Vehicle 360, Supply Chain 360 Digital 360 Outsourced Product Development (OPD) Xchanging Messaging Middleware (XMM) Embryonic Emerging Growth Core 29

30 STRONG DOMAIN EXPERTISE Insurance Manufacturing We work with world No. 1 s: No.1 Third Party Logistics Global Service Provider No.1 Commercial Real Estate Services Firm Real Estate Independent Software Vendors Energy No.1 PC Maker No.1 Mobile Money Solutions Provider Logistics Banking and Financial Services 30

31 WHY CUSTOMERS CHOOSE XCHANGING Xchanging provides technology, innovation and insight to create differentiated solutions that deliver value to our customers Technology Insight Tech BPS Proc Innovation Differentiation Insight in chosen industries Nimble and flexible Referenced by customers and independent software vendors Cultural fit 31

32 WORLD S NO. 1 THIRD PARTY LOGISTICS PROVIDER Technology Innovation Oracle Transport Management System Implementation Upgrade Support Designed Availability Management System Using Incident Management Analytics Oracle Transport Management Upgrade toolkit <24hrs to migrate upgrades Test Automation Significantly reduces testing time Insight Value to customer 15+ years of Supply Chain and Logistics domain expertise Partnership with Oracle Zero Down Time Consistent Y-o-Y cost reduction Reduction in upgrade and new customer onboarding time Best in class processes 32

33 GLOBAL INSURANCE COMPANY Technology Innovation Bespoke, Mainframes and Reporting tools Development and testing Xuber Support Operational efficiency systems Predictive Incident Analytics Test Automation Significantly reducing testing time Insight Value to customer 15+ years of relationship with strong knowledge of insurance and customers business Ranked number 1 of 12 suppliers Y-o-Y cost reduction High availability and compliance with stringent service level requirements 33

34 TECHNOLOGY ENABLEMENT Xchanging IP Third party IP or Xchanging IP Technology Technology enabled Customer platform Customer Technology Procurement Big T Little t BPS Customer Example 1: MM4 Spend Tracker (Xchanging IP) Example 2: Digital 360 (Xchanging IP) 34

35 CAPABILITIES Talent Technology and domain strength Fed from premier institutes and organisations Mini CEO programme Operational excellence Certifications Development of tools and accelerators (IP) Partnerships Global Reach 1,500+ employees across: UK (30+) US (70+) India (1300+) Singapore (100+) Malaysia (40+) Technology hub in Kuala Lumpur 35

36 STRATEGY Leverage expertise to expand in our chosen markets Grow existing accounts Win new customers Partner strategy 36

37 SUMMARY An engine for growth Maturing technology capabilities Technology know-how that creates both Big T and little t benefits for other Xchanging businesses Creation of IP enables development of technology offerings that are scalable and repeatable 37

38 Q&A

39 CONCLUDING COMMENTS Ken Lever Chief Executive

40 Q&A

41 KEN LEVER Chief Executive Ken joined Xchanging in 2010 as the Chief Financial Officer and became the Chief Executive in Ken was a partner at Arthur Andersen until 1987 and has since served as a public listed company director, initially as Group Managing Director with Corton Beach plc. He was then Finance Director of Alfred McAlpine plc, the international construction services group, Albright & Wilson, the global chemicals group, and spent eight years with Tomkins plc, the global engineering and manufacturing group. Ken then moved into the role of Chief Financial Officer of Numonyx BV, based in Switzerland. Ken is a non-executive Director of FM International, Catesby Property and DAC Beachcroft. 41

42 CHIRAG SHAH Executive Director, Procurement Chirag joined Xchanging in 2013 following the acquisition of MM4 where he was previously Co-Founder and Chairman. After graduating from the University of Cambridge with a degree in engineering, Chirag became one of the founding players in the eprocurement movement, building pioneering organisations. He has held senior positions in industry, consultancy and the technology field in companies including Rover Group, GE and A.T.Kearney Management Consultants. Chirag has extensive experience in running businesses in the USA, UK, China and Continental Europe and has received an accreditation from the Best Companies to Work For Award in association with The Sunday Times. 42

43 ALOK SINHA President, Application Services Alok joined Xchanging in 2011 and is responsible for the Application Services business. He joined from Symphony Services where he was responsible for establishing the Professional Service & Support, and later Outsourced Product Development operations for the company s Engineering Services business. Prior to this, from , Alok worked at Scandent Solutions Limited where he was Executive Vice President, Enterprise Applications. In addition to Reliance and ILFS, he has also worked for TATA Group in the roles of Executive Officer and Strategic Information Officer to the Executive Director of TATA Motors. 43