July 31, 2012 Business Process as a Service (BPaaS): What Can It Do for My Mid-Market Company?
Jan 12, 2015
July 31, 2012
Business Process as a Service (BPaaS):What Can It Do for My Mid-Market Company?
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Today’s Speakers
David is the Senior Vice President of Client Engagement for Sutherland’s Finance & Accounting Outsourcing Practice. With over 30 years of experience, David has worked as a Partner with Capgemini, and has served as General Manager of Worldwide Financial Services for Microsoft Corporation. During David’s 9 year tenure at Microsoft, his responsibilities were split between running two global businesses as Chief Credit Officer of Microsoft Corporation and President of Microsoft Capital Corporation. David and his team of 400 professionals managed a global asset of $8 billion in more than 180 countries.
David Kaminski, SVPSutherland Global Services
F&A Services
Saurabh Gupta, VPEverest GroupBPO Research
Saurabh Gupta leads Everest Group’s BPO research practice. His areas of expertise spans both horizontal BPO services (like F&A and procurement) as well as industry-specific BPO. Saurabh utilizes his strong analytical background and international research experience to create intellectual property and insights into outsourcing trends, implications and industry best practices. He is a published author in leading global services publications, and is a frequent speaker on the subject. He brings an all-rounded perspective on the BPO market leveraging his experience of working with all stakeholders in the global services market including end-clients, service providers, and other influencers like investors, industry associations, and technology providers.
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The Paradox of FAO Adoption in SMBs—BPaaS Emerging as the Answer
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The FAO market is growing at a healthy rate
Sample size: 692 multi-process FAO contracts signed as of December 2011
80+ new FAO contract signings in 2011Number of contracts
2010 2011
516 611
9581
692611
Active 2011 ACV increased by 12% to US$3.9 billionUS$ billion
2010 2011
3.53.9
18%13%
18%12%
FAO contract extensions in 2011 increasedNumber of contracts
2010 2011
138243
105
126
369
243
Cumulative TCV in 2011 increased by 18% to US$32.1 billion US$ billion
2010 2011
21.727.3
5.64.8
76%
52%
26%18%
32.127.3
Activity in current yearCumulative activity to date xx% Annual growth
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FAO adoption in SMBs is starting to increase
Up to 2007 2008-2010 2011
67% 63%
44%
23% 28%
36%
10% 9%20%
341 252 70
Large buyers (Revenue greater than US$5 billion)
Mid-market (Revenue between
US$1-5 billion)
SMB(Revenue less than
US$1 billion
100% =
FAO market adoption by buyer size over timeNumber of contracts
Sample size: 672 multi-process FAO contracts signed as of December 2011
The FAO market has been pioneered and dominated by large buyers
More recently, the mid-market and SMBs has started to emerge
SMBs accounted for 20% of the total contracts signed in 2011 compared to ~10% in previous years
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FAO offers an attractive value proposition to SMBs
Typical F&A related challenges faced by SMBs
How FAO helps SMBs to overcome these challenges
Twin pressures of revenue growth and cost reduction
Flexible, scalable and low cost option
Unpredictable operational environment both in terms of costs and service quality
Stable F&A operational environment with structured pricing, contracted service levels, and KPIs
Low F&A maturity; fragmented and broken processes
Best practice F&A process with built-in productivity gains
Manual processes with lack of robust technology
Access to best-in-class F&A tools and technology with minimal upfront costs
Cash flow issues combined with low levels of data visibility and compliance resulting in unfavorable business outcomes (sub-optimal DSO, EPD, and closing of books)
Decision-making support leveraging the power of analytics. Potential to create positive business and cash flow impact
Resource constraints in both recruitment and retention. F&A leadership involved in operational F&A
Access to new talent pools and greater ability to focus on core area of business
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While SMBs account for 85% of all organizations across the globe, the contribution of SMBs to the global FAO market is only 10%
Total number of organizations1 by sizeNumber of companies
Total number of FAO contracts by sizeNumber of contracts
Mid-market3
100% = ~116,000
11%
27%
63%
100% = 672
SMB4
Mid-market3
Large buyers2
1 Companies with revenue greater than ~US$100 million, subsidiaries in other businesses and countries have been considered as separate companies2 Revenue greater than US$5 billion3 Revenue between US$1 billion and US$5 billion4 Revenue less than US$1 billion
86%
10%3%
SMB4
Large buyers2
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Lack of scale economies is the single biggest reason behind low FAO adoption in SMBs
Savings InvestmentsProductivity
Scale
Costs
Factors influencing savings1 Factors influencing costs
1 Assumes no constraints on use of off-shore solutions
Centralization
Standardization
Transition
Systems
The right balance between savings and investments is a major challenge in mid market Client acquisition and cost of sales for a service provider is also relatively high for SMBs as compared to
large clients SMBs often lack expertise and maturity required for successful transition and change management
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F&A BPaaS offerings hold a lot of potential especially for SMBs
Lower TCO
Faster payback period
Flexibility
Single throat to
choke
Access to best
practices
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BPaaS is fundamentally different from traditional FAO models
Infrastructure
BPaaS layers
Application
Business processes
Traditional FAO IT+FAO F&A BPaaS
Owned and maintained by buyer
Owned by buyer and maintained by service provider
Owned and maintained by service provider
Owned and maintained by buyer
Owned by buyer and maintained by service provider
Owned and maintained by service provider
Responsibility is on service provider
Responsibility is on service provider
Responsibility is on service provider
Degree of standardization
Low High
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BPaaS offers a 30-40% reduction in TCO over traditional FAO for SMBs
TCO comparison between traditional vs. BPaaS model for SMBs
Traditional FTE-driven model
BPaaS
55%
20%
45%
80%Technology
costs
Process services costs
30-40%
Factors contributing to lower TCO in a BPaaS model versus traditional FAO
Access to technology that would otherwise be expensive to implement for SMBs
Minimizes ongoing support, maintenance, and software upgrade costs
Ability to leverage cloud economics
Greater leverage of shared resources across clients
Higher offshoring potential given greater standardization
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Reduction in deployment time because of highly standardized solution
Consequently, SMBs start realizing benefits quickly – more relevant in the current economic scenario
Beyond TCO reduction, BPaaS offers additional benefits
Faster payback period
Pay-as-you-drink allows SMBs– Scale up / down
based on changing business needs
– Minimize CAPEX and makes OPEX proportional to business volumes
– Accommodate rapid growth and proactively downturns
Flexibility
Combines best-in-class process services with best-in-class technology solutions
Earlier difficult for SMBs to procure these services/solutions
Access to best
practices
Single hand-off with service provider reduces governance and integration effort
Perfect for SMBs that lack scale
Additionally,
enables SMBs to redeploy their resources to more critical activities
Single throat to
choke
Proprietary & Confidential. © 2012, Everest Global, Inc. 13
Best-practices in leveraging a BPaaS solution for F&A
Brief description
Consider a holistic framework that includes all three layers – infrastructure, application, and business processes
However, magnitude of savings depends on various other factors
Build a TCO business case
Understand limitations of standardized solutions. BPaaS model imposes some constraints on service delivery flexibility
Industry / client-specific customization would increase cost and implementation time
Trade-off between TCO reduction and flexibility
Implementation involves significant changes at both technology and operational level, requiring a strong governance process with strong stakeholder alignment, top-management buy-in, and focus on change management
Be ready for change and have realistic expectations
Evaluate service provider carefully across each BPaaS component individually as well as collectively
Things to consider – underlying software application, workflows / application wrappers, look-and-feel, service provider’s commitment and financial stability
Holistic assessment of BPaaS provider
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CLARITY es—A Practical Solution for SMBs
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SolutionsKey Concerns
Efficient Processes & a Lowered Cost Base with Adequate Support Systems are Pressing Needs
• Inadequate systems to support business
process for growth strategies
• Employees, customers and partners need
remote access (mobile, web)
• Require expertise across transformed
functions and controls
• Require Business Insights through Analytics
• Need optimized & transformational business
processes
• Need to control costs across the enterprise
• Need to enable global/regional expansion with
cross-culture & multi-jurisdiction business
processes
• Next-generation solutions with scalable
systems & processes designed to catapult
growth
• Cloud systems for anywhere, anytime data
access; Integrated systems providing real time
visibility to processes
• Partner with specialized entities to leverage
expertise
• Function specific tools to aid decision
making with key insights
• Implement best-practice processes with higher
efficiency
• Explore outsourcing activities to lower costs
and complexity
• Partner with an entity with global network,
expertise and the right solution portfolio
1
2
3
4
6
5
7
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CLARITY es Addresses Real SMB Market Needs by Combining ERP, Outsourcing & Procurement Optimization
Cloud ERP BPO Services
FINANCIAL MANAGEMENT
• General Ledger• Accounts Receivable & Payable• Bank Management• Budgetary Control• Shared Service Support• Compliance Management…
HUMAN CAPITAL MANAGEMENT
• Organizational & Workforce Management• Recruitment & Selection• Development, Training & Performance
Management• Employee Self Service Portal• Expense Management…
PROCUREMENT & SOURCING
• Direct & Indirect Procurement• Purchase Requisitions• Supplier Relationship Management• Vendor Self Service Portal…
CUSTOMER CARE
• Inbound/ Outbound Sales• Help Desk• Collections…
Cloud ERP
Regionaloutlets
Corporate center
CLARITY es Cloud SOLUTION• ERP Modules:
- Financial Management- Human Capital Management- Procurement & Sourcing- Sales & Marketing (CRM)- Project Management & Accounting- Project Management- Supply Chain Management- Production/Manufacturing- Business Intelligence & Reporting
• Managed Network Services• Infrastructure Services
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CLARITY es Delivers Significant Additional Benefits Compared to Any Other Competing Solution
• Faster implementation due to the ‘Rapid On’ model- ‘Go Live’ in as little as 30 days
• Reduced IT costs, complexity and maintenance- Elimination of all on-premise ERP hardware
• Anywhere, anytime access to critical information
• Greater control resulting from improved real-time visibility
• Global, scalable and customizable to system
• Gain simplicity, agility and efficiency- Adoption of best practices based on a proven
methodology
• Significantly reduced ERP implementation risk- Business processes will be handled by trained
personnel
• Labor cost arbitrage and perpetual operational efficiency- Ongoing cost reduction
• Access to insightful and powerful F&A technology, resulting in a platform for rapid growth
Cloud ERP
BPO Services
Sutherland will contract to agreed business case savings
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What Differentiates Microsoft Dynamics AX
Familiar Look and Feel “Enterprise applications have traditionally been at cross purposes: the more complex the
processes they support, the more difficult they are for users to learn and adopt. With Dynamics AX 2012, Microsoft adds support for greater complexity while making work simpler for administrators, developers, and end users.” Nucleus Research (April 2011)
Named an ERP Leader “Microsoft Dynamics AX is positioned as one of two solutions in the Leaders quadrant of this
Magic Quadrant. Its ability to execute is proven by a long track record and above-average growth rates in the midmarket, its intuitive and easy-to-learn and use Microsoft Office-like UI, and by its functionality, which is a healthy mix of strong out-of-the-box functionality for the selected industries, combined with industry- and customer-specific functionality built by or together with partners.” Gartner Inc. (Dec. 2010)
“Microsoft (Dynamics AX) enters the Leader band for the first time based principally on the strength of its strategy, including a top three product and go-to-market strategy as well as market-leading ownership costs.” Forrester Research (August 2010)
Targeting Tier 1 ERP “The product's enhanced flexibility and usability will position it well in deals at the margins of the
enterprise category—companies with $500 million to $2 billion in revenues.” Forrester Research (May 2011)
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Established Partner
Guaranteed Solution
Why CLARITY es?
• Leading provider of BPO services since 1986 for Retail, Tech., Telecommunications, Financial Services and other industry verticals
- Profitable and strong balance sheet; zero debt- Globally distributed delivery capacity across four
geographies
• ~3000 FTE across Finance & Accounting, Human Capital Mgmt. & Procurement, ~30K FTE in CRM practice delivering services from four geographies with industry certifications
PCI
• Time-tested solution Microsoft Dynamics AX from trusted vendor with full service support from Microsoft Gold certified partner
• Easy integration with MS Windows; convenience of upgrades
• 12,000 installations globally
• 50+ installations on cloud growing at triple digit rates
• Industry specific Dynamics AX solutions
• Familiar to your people, easy to adopt, enjoyable to use
“As a CFO, it is easy to be drawn into the day to day back office activities when I really need to be focused on our core competencies to grow the business, and our partnership with Sutherland allows me to focus more on strategy.”Leading Real Estate Firm
“After working with Sutherland for the past year I am extremely impressed with their ability to provide great talent and world class results. Sutherland has proven committed, reliable and greatly increased our efficiency.”
Leading Global Software Solution provider
Impeccable Industry References
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What CLARITY es Can Do for You
Lower TCO for ERP due to elimination of on-premise hardware costs
Greater control through “on-demand” reports across activities
Better planning leading to consolidated procurement and reduced indirect spend
Higher centralization eliminating regional FTEs
G&A reduction due to outsourcing of back office operations
Lean corporate office reducing FTE costs and associated overheads
Access to state-of-the-art technology
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Thank You for Your Time & Please Download Our Most Recent Whitepaper
David Kaminski—Moderator Senior Vice President, Client EngagementFinance & Accounting OutsourcingSutherland Global [email protected]
Saurabh Gupta—Speaker Vice PresidentBPO Research PracticeEverest [email protected]
The Paradox of FAO Adoption in SMBs: BPaaS Emerging as the Answer