Account Vision & Goals

ACCOUNT VISION
Among the Top 3 accounts for ITC Infotech by Yr2 Among Top 2 accounts of I3L by Yr3 Preferred vendor for Account XYZ by Yr2 in Testing Services
Current and Projection
Revenue Yr3 ($M) SERVICE TYPE Revenue Yr1 ($M) Revenue Yr2 ($M) Revenue Yr3 ($M)

Previous
Revenue Yr1 ($M) Revenue Yr2 ($M)

2 6 5 1 14 200

7 7 6 1 21 210

13 8 6 1 28 220

Testing services UNIX Support INFRA 0thers TOTAL ITC INFOTECH TOTAL IT SPEND ACCOUNT

2 6 5 1 14 200

7 7 6 1 21 210

13 8 6 1 28 220

ACCOUNT GOALS YEAR I ACCOUNT GOALS YEAR II ACCOUNT GOALS YEAR III
ITC Infotech India Ltd

Total targeted revenue $14 M Strengthen account presence (1 BDM each for Sweden & Norway) Leverage branding/ reputation to enter Estonia & Latvia Total targeted revenue $ 21 M Prepare for Siebel to SAP CRM migration planned in Yr4 Consortium with either HP or IBM for the above Total revenue from Account XYZ to reach $ 25 M Open new offices in Estonia & Latvia
An SEI CMM Level 5 Company

Current IT Landscape: Infrastructure Services

NO. INFRA SERVICE COMPANY SPEND PAINS

1.

E-Mail

Lotus

Migrating to MS in Q3 2008

2.
3.

Database
Storage Solution

Oracle + SQL 2000

Net App

4.
5. 6. 7.

Hosting
Data Center Network Management INFRA EMEA & APAC

TCS
Net magic EDS XYZ

8.

INFRA

EDS (old vendor)

NO.

OPPORTUNITY NAME

SIZE

BY WHEN?

REQUIRED TO DO? 1. Customer to visit our campus in Q1 2008

1. 2.

Mail Migration

50,000 users

Q3 2008

ITC Infotech India Ltd

An SEI CMM Level 5 Company

Value Addition

NO. 1. 2.

APPLICATION Deliverables/ SLA Outcomes

YEAR I

YEAR II

YEAR III

3.
4. 5. 6. 7. 8.

Innovation/ Value Addition

TOTAL

ITC Infotech India Ltd

An SEI CMM Level 5 Company

Account Influencers
INFLUENCER TYPE
END USERS

NAME

COMMENTS

1. 2. 3.

Mr. ABC Mr. DEF Mr. GHI

Mr. ABC etc. etc.

COACH

1.
1. 2.

Mr. JKL
Mr. MNO Ms. PQR

Mr. JKL etc. etc.

Mr. MNO is ex-IBM and a huge fan of the company. Ms. PQR has other reasons for not working with overseas companies Mrs. STU etc. etc.

ANTI COACH

TECHNICAL

1. 2.

Mrs. STU Ms. VWX Mr. XYZ

ECONOMIC

1.

Mr. XYZ etc. etc.

ITC Infotech India Ltd

An SEI CMM Level 5 Company

Current IT Landscape: Business Applications

NO. APPLICATION COMPANY SPEND PAINS ITC Infotech Work/Reve nues Competition Name/W ork/Reve nue

1. 2.

ERP CRM

SAP SIEBEL vs 5.0

$ 8 M in 2003

Integration issues with MES

3.
4. 5. 6. 7. 8.

SCM
SRM PLM E-Commerce BI XYZ
STRONG

i2 Technologies
SAP PTC Custom in-house Cognos
Moderate Weak

NO.

OPPORTUNITY NAME

SIZE

BY WHEN?

REQUIRED TO DO? 1. Demo required in Oct

1. 2. 3.

SAP roll-out in Turkmenistan

300 users/250K

Q4 2008

ITC Infotech India Ltd

An SEI CMM Level 5 Company

Heineken N.V

Company Profile & IT Requirements

ITC Infotech India Ltd

An SEI CMM Level 5 Company

Table of Contents
Origin & History Industry Positioning Company Details Performance Highlights
Brands, Countries Key Strengths Differentiating Factors Regional Contrasts

Geographic Spread

Strategy & Marketing Review

Operations Review Financial Review

Last 5 years Peer Review Outlook 2009

IT Operations

Common factors with ITC

Sustainability

ITC Infotech India Ltd

An SEI CMM Level 5 Company

Origin & History

ITC Infotech India Ltd

An SEI CMM Level 5 Company

Industry Positioning

ITC Infotech India Ltd

An SEI CMM Level 5 Company

Company Details

ITC Infotech India Ltd

An SEI CMM Level 5 Company

Company Details Geographic Spread

ITC Infotech India Ltd

An SEI CMM Level 5 Company

Performance Highlights

ITC Infotech India Ltd

An SEI CMM Level 5 Company

Strategy & Marketing Review

Strategy & Marketing Review
Brands, Countries Key Strengths

ITC Infotech India Ltd

An SEI CMM Level 5 Company

Strategy & Marketing Review

Strategy & Marketing Review
Brands, Countries Key Strengths

ITC Infotech India Ltd

An SEI CMM Level 5 Company

Strategy & Marketing Review

Strategy & Marketing Review
Brands, Countries Key Strengths

ITC Infotech India Ltd

An SEI CMM Level 5 Company

Brands & Countries

ITC Infotech India Ltd

An SEI CMM Level 5 Company

Operational Review

ITC Infotech India Ltd

An SEI CMM Level 5 Company

Operational Review

ITC Infotech India Ltd

An SEI CMM Level 5 Company

Operational Review

ITC Infotech India Ltd

An SEI CMM Level 5 Company

Operational Review

ITC Infotech India Ltd

An SEI CMM Level 5 Company

Financial Review

ITC Infotech India Ltd

An SEI CMM Level 5 Company

Financial Review

ITC Infotech India Ltd

An SEI CMM Level 5 Company

Financial Review

ITC Infotech India Ltd

An SEI CMM Level 5 Company

ITC Infotech India Ltd

An SEI CMM Level 5 Company

ITC Infotech India Ltd

An SEI CMM Level 5 Company

ITC Infotech India Ltd

An SEI CMM Level 5 Company

ITC Infotech India Ltd

An SEI CMM Level 5 Company