Transcript
Salil Parekh
What are customers looking for? – An ‘outside-in’ perspective
Customers are clear about what they want
© 2011 Capgemini. All rights reserved. 2
“..The digital world multiplies the ways our brands can create an emotional-filled relationship with their customers..” - Marketing Head, global Cosmetics giant
Consulting + Technology
“Consumerisation, device management, collaboration in cloud are major challenges ” – CIO, American Automobile manufacturer
“.. The need of the hour is to channelize our energy together to co-create future solutions…” – CTO, UK Retail major
“..We want to develop new services, new content and we are interested in partnership ideas..” – CIO, European Telecom major
Speed Executive Commitment
“….We are interested in end to end provision, outcome based engagements….” – CIO, global Electronics major
“There needs to be a direct connection between inputs and the IT activity, and the business related outcome…..” - Business Head, global Banking major
Digital Transformation Collaborative Innovation Business Outcomes
2© 2012 Capgemini. All rights reserved.
Amazon sold more Kindle e-books than printed books
2.1 billion internet
users
5.9 billion
mobile users
Digital Transformation is enabling customers to respond to the present day digital revolution
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CustomerInsights
NewCustomer
Experience
CostReductions
ProductivityImprovement
NewProducts / Services
NewPlatformsCustomer
Operational
Product
Tracking or analytical tools Service new
digital platforms
New digital products
Virtual meetings Web 2.0
Cloud Computing
Integrated customer experiences Social media
Multichannel consumers
spend 30% more than mono-channel consumers
In a 2011 survey of UK Government CIO’s, 53% of respondents thought that their organisation
would begin to use cloud services for infrastructure or software in the next two years
$680 billion expected global e-commerce revenues in 2011 (+19% year on year)
© 2012 Capgemini. All rights reserved.
Collaborative Innovation is being seen as the hallmark of intimate customer – solution provider relationship
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ENGAGE EVOLVE EXECUTEEVALUATEBusiness Case
Feed the Idea Pipeline
Collaborative Business Case Development
Objective Selection and
Portfolio Optimization
Project Management and Delivery
© 2012 Capgemini. All rights reserved.
Attributes
Co- Innovation
Cross-business Synergies
Joint funding
Alliances- partner-
shipsJoint
solution building
Thought leadership
Co-owned IP Rights
Customer Inputs
Industry Inputs
Technical Experts
Past Experiences
Collaborative Innovation
5
ExampleFramework
“Today, more than 35% of our new products inmarket have elements that originated from outside, up from about 15% in 2000. And 45% of the initiatives in our product development portfolio have key elements that were discovered externally.”
- former CEO of a global Consumer Products company
Traditional
R&D
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Taking ownership of Business Outcomes is emerging as a key theme in achieving business objective through IT
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Share the risks and rewardsBuilding a
One Team
The Journey . . .
Sharing risks & returns
© 2012 Capgemini. All rights reserved.
Commercial Models – Illustration in the Pharma industry
Global Pharma
Project Name: BI Report Development
Description:
In conformance with the agreed upon rate structure for AD services, a team were provided to support BI report development for Pharma commercial group. Pricing was based on a cost plus x% agreed upon mark up per the global agreement
Global Pharma - Consumer
Project Name: PMO and OCM
Description:
Client required a senior team of PMO and OCM analysts to manage a global transformation project. Duration of the project was initially planned for 6 months and with potential for extension. Pricing was based on agreed upon rate card
Global BioPharmaceutical
Project Name: CTMS Implementation
Description:
Client was replacing legacy system with Siebel CTMS system and integrating that with 31 different internal applications. Project was scope under a fixed price agreement for the entire effort, with very specific scope and deliverable elements.
Global Pharma
Project Name: Clinical Data Transformation
Description:
Client was looking to establish a clinical data transformation service to migrate legacy and ongoing trials from internal data standards to CDISC SDTM. The job included a per trial migration/conversion cost for both legacy and ongoing trials, with an initial set up cost. This program was voted as one of the most successful programs in their R&D group
Global Pharma
Project Name: Multi-Channel (CLM)
Description:
Client contracted provider to implement 5 key digital channels as a part of our client’s multi-channel (Closed Loop Marketing) initiative. Commercial model included payments based on extent of customer (HCP) interaction and channel feedback, including brand adoption.
© 2012 Capgemini. All rights reserved.
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The information contained in this presentation is proprietary and confidential. It is for Capgemini internal use only. Copyright © 2011 Capgemini. All rights reserved.
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