Investor Meet February Americas. Rajiv Pant Head - Americas

Transcription

1 Investor Meet February 2012 Americas Rajiv Pant Head - Americas

2 Safe Harbor Statement Certain statements on this presentation concerning our future growth prospects are forward-looking statements, which involve a number of risks, and uncertainties that could cause actual results to differ materially from those in such forwardlooking statements. The risks and uncertainties relating to these statements include, but are not limited to, risks and uncertainties regarding fluctuations in earnings, our ability to manage growth, intense competition in IT services including those factors which may affect our cost advantage, wage increases, our ability to attract and retain highly skilled professionals, time and cost overruns on fixedprice, fixed-time frame contracts, client concentration, restrictions on immigration, our ability to manage our international operations, reduced demand for technology in our key focus areas, disruptions in telecommunication networks, our ability to successfully complete and integrate potential acquisitions, liability for damages on our service contracts, the success of the companies in which Hexaware has made strategic investments, withdrawal of governmental fiscal incentives, political instability, legal restrictions on raising capital or acquiring companies outside India, and unauthorized use of our intellectual property and general economic conditions affecting our industry 2

3 2011 Robust year on all fronts Americas rally continues over last 7 quarters $ 190 mn in revenues 64% of company revenues Multiple large wins including $ 177 mn multi year deal coming on the back of prior year $ 110 mn and $ mn p.a. deal announced earlier in the year Mining engine in full bloom Cross sell Index Access to C-suite of customers End to end services in top 5 accounts Further headroom to grow in Top 10 and Top 25 Accounts Significant wins against much larger competitors New Accounts Significant progress made 22 new account openings with good size opening deals Size of first wins significantly up Broad based growth across all verticals and horizontals Several marquee wins in Mexico 3

4 $ 177 million New Contract in July 2011 Client North American Existing Customer Multi-vendor Scenario Deal Contours $ 177m over 5-year period Incremental business: $ 100m (Existing: $ 77m) Ramp Up over four to six quarters Scope and Services Peak Head Count in IT space: 600 All Service Lines: ADM, ERP, BA/ BI, QATS and BPO 15 Locations Globally 4

5 Where will the growth come from in 2012? Three > $ 25 mn large deals in the pipeline to fuel growth Focus on cross sell and deeper penetration in next 30 accounts after tremendous success in top 20 Transformation deals in Capital Markets, Travel & Transportation, ERP and BI Quality of Revenue - Multi tier pricing, Increase % of recurring annuity revenue, Higher offshoring, better pyramid and more Fixed Price Deals Expand further in Mexico and make an entry into Brazil Customers unhappy with larger suppliers thereby turning to us in our areas of strength ERP, BI and QATS 5

6 New Initiatives Expand new vertical Healthcare & Insurance and new horizontal IMS Point Solutions driven approach in 2 established Verticals to continue EDM 3.0 launched in Capital Markets GTT offerings in EMD, Cargo, Logistics Oracle Fusion competency and BI IP offerings Launch more cloud and Mobility offerings in our niche areas 6

7 Organization Structure Marketing & Alliances President, Americas Corporate Functions HR, and Finance Verticals KAUs/SAUs Horizontals New Geographies 1. BFS, GTT and I&H 2. BFS 1 Sales Head, 4 BDMs, 6 AMs and 1 Practice 3. GTT - 1 Sales Head, 3 BDMs, 4 AMs 4. H&I 1 Sales Head, 1 BDM and 2 AMs 5. Dedicated Hunters and Farmers 6. New Services such as EDM 3.0 and EMD being introduced 1. KAU 1 Head with 4 AMs 2. 3 SAU Client Partners with 4 AMs 3. Integrated sales and delivery management structure 4. SMEs, Practice teams and Alliance teams to support AMs 1. Horizontal Heads drive Horizontal Practice revenues and Horizontal hunting 2. ERP 4 BDMs and 3 Practice 3. BI 1 BDM and 4 Practice 4. QATS 2 BDMs, 3 AMs, and 3 Practice 5. IMS 1 Sales Head with 1 BDM and 1 Practice 1. 1 Sales Head, 1 Practice and 1 AM 2. Replicate the good success of Mexico in Brazil 3. 4 Marquee customers in Mexico 4. Leverage Alliances to grow in new Geos Double digit addition to S&M Headcount in

8 GTM 2 Pronged Hunting with dedicated hunters Vertical led BFS, GTT and H&I Horizontal led ERP, QATS and BI 2 in a box hunting approach with Hunter and AM engaged from day 1 Transition within 6 months to AM Hunter stays engaged for 6 18 months AMs come from Vertical/KAU and measured on both Revenue numbers and quality of revenue SAU/Larger accounts >5 M driven by Client Partners Transformational deals riding on knowledge of customer business and steady state BAU revenue Adding value by proactively seeding new ideas in customers operations and technology areas 8

9 Thank You 9