1 Copyright © 2014 Tata Consultancy Services Limited

Demat ServicesProduct Review

28th June 2014

2

Updates

# Metric Last Review This Review

1

New Customers

Won 19 22

    State DeemedINI/Central/

Auto New Universities    KU KIIT CUB Integral

    TU Manav R UOHSam Higgin Bottams

Agri    BU SOA NIT Jamshedpur Himalayan Univ    Kakatiya NLOU NIT Jalandhar          IIM Raipur          IIM Kozhikode          IIM Kashipur          JIPMER          GRIET          Vardhaman  

3

UPDATEContd…..

# Metric Last Review This Review2 Customers 19 22

 Revenue from

Customers 302 (INR Lac) 316 ( INR Lac)

3 Product ProfitablityGM -50% MU - 100% +

PL -WIP from FinanceGM -50% MU - 100% +

PL -WIP from Finance

4No of Delivery Defects 0 1

(IIMK - Defective Print Quality)

5 Customer Satisfaction 100% 94%

6Project Managers

Training Not InitiatedWebex Initiated on 27th June . On-Site Training on 8th July

8 Solution Handover Not Initiated Handover on 8th July

9 Demo Instance Not Initiated Complete Data Handover by 7th July

Adobe Acrobat Document

4

Previous Review – Action Items

Sl No

Action Item Remarks

1 Strong confirmation required to achieve 50 cr WIP; INR 14 Crore committed pipeline from Univ. Transport / land records /past data funnel being built ~100 crores

2 Rethink approach – GTM Decentralized delivery; Printing vendors/Mfg. as Channel Partners

3 Focus on how to enable sales team to achieve scale Focused sales people being groomed at regional levels, enabled with training

4 Need deeper understanding of product capabilities Training content / calendar and delivery hand over including product roadmap scheduled

5 Need to have strong Governance / discipline in delivery Demat Handbook for delivery for final rolll out scheduled; Sales dossier being rolled out later;

5

Previous Review – Action Items-contd.,

Sl No

Action Item Remarks

6 Dedicated attention / review of large deals Targeted State Universities, at regional level

7 Shift focus on product capabilities, features, competition

To be actioned in July 1st week

8 Can explore possibility with Trinity London To be actioned in July 1st week

9 Build competency required – PM training, etc WIP with milestone on July8

10 Need to have complete demo instance in ebapp Will be done in 15th July; Database 80% ready

11 Start thinking on adjacencies to Demat Services. Need the UP land records, 10th standard mark sheets of CBSE

WIP

6

Product Management Framework Snapshot

Customer Experience1. Customer Voice Analysis2. Cetainty of Experience3. Expectation Management

Product Benchmarking1. Competitive Analysis2. Product Evangelist

Product Roadmaping1. Roadmap Visibility2. Innovation Process3. External Validation4. Time to Market

Value Delivery1. Product Value Adds2. Feature Leverage3. Product Enablers

Return on Invetment1. Product Profitability2. Biz. Case for New Version

67% 88% 10% 70% 0%Overall Score = 44.75%

Performance Against the Key Product Management PrioritiesOverall Performance

Microsoft Excel Worksheet

7

30-60-90 Day Plan

Immerse(30 Days)

• Contextualize - GTM approach with the as is solution & proposed solution Road Map

• Enable the Sales and Operations teams and create “Demat Experts”. • Provide Marketing Air Cover to sales for lead generation.• Build Pipeline for Q2 while consolidating the existing 23 customers . Target at least

2 State University closures.

Orchestrate(90 Days)

Immerse(60 Days)

• Map VBU focus and corresponding prospect accounts including large prospects.• Examine the availability of channels for expanding sales network. Test efficiency

with 2 pilot customers • Create the sales and operations rhythm• Build Pipeline for Q2 and Q3 while consolidating the existing customer base of ~ 30

Universities

• Create a “Secured Data Management “ + “ On-Site Leased Printing” Model and explore by testing efficiency with 2 customers.

• Focus on increasing the Sales and Ops Maturity • We have at least 5 customer in every region for Print Data, Past Data and Digital

Verification• Mature the product into a “Self Service” Model• Focus on Key Account Management

Thank You

IT ServicesBusiness SolutionsConsulting

9

Funnel and Prospects where action is on….

Microsoft Excel Worksheet

Microsoft Excel Worksheet