Deloitte CFO Forum 2013 Finance Analytics

Aogán O’hAoláin,

Executive Director, Dell EMEA Finance

Macro Environment driving Financial Analytics

Pace of Change in Technology

Global Complex Businesses

Changing Market Dynamics

Supply Chain Transformation

1

2

3

4

Changes in the Work we do; and Where we do it 5

1970–1979 1980–1989 1990–1999 2000–2009 2010–Now

IT spending =$345 billion

IT spending =$564 billion

By 2016, more than 2.1 billion mobile devices will have HTML5 browsers

Mainframe era

Cost/ unit of IT

Evolution of IT – and impact on Data

Cost of IT

Mini computers Client server Cloud emerges Disruptive forces

Total business IT spending

SAP & ORACLE & JD EDWARDS ESTABLISHED

LEGACY MAINFRAME

SYSTEMS

EXPANSION IN ERP CAPABILITIES &

USER INTERFACES

CONSOLIDATION OF COMPANIES

Pencil/ Calculator/ Green Continous Paper

Lotus 1-2-3

MS Excel v1.0 MS Excel/Office MS Office

2013

2.5 Quintillion bytes of data produced every day Globally

Dell’s worldwide go-to-market model Customer

End-user computing

Enterprise solutions Services

Dell software group

Commercial Business Organization

Infrastructure & Cloud

Security Services

Applications & BPO

Support and Deployment

Information Management

Security Software

Systems Management

Software Applications

Desktops

EUC Mobility

Thin Client

EUC S&P

Servers

Storage

Networking

Converged

ESG S&P

Evolution of Dell EMEA SSC

1995-2002

o EMEA

o Country based finance

o UK/Ireland (mid 1990’s)

- Initial creation of SSC

Concept

o Services Finance

o AP

o EMEA Consolidations

2003-2006

Slovakia/India/Morocco

- Best cost locations created

o Country functions targeted

o AP & AR at EMEA Level

o EMEA Financial Systems

o EMEA Reporting

2007-2009

Slovakia/India/Morocco

- EMEA Standardisation

o EMEA FP&A

o EMEA Accounting

o EMEA T&E

o EMEA Tax

2010-2013+

Slovakia/India/Morocco

- Global Standardisation

o Global Reporting

o Global Accounting

o Global Tax

o Global Segments & BU’s

o Acquisitions

Pricing

Dell Business Partner Structure

FP&A/OPEX

Collections &

Payables

Controls/Fraud

Reporting

Sales

Compensation

Accounting

Running the Business – with Financial Analytics

Consistent

Data

Business

Insights Commercial

Gain

Programs

• Single Source of Truth

• Consistent Math

• Standard Visualization

• Opportunities for

Improvement

• Geographical or Segment

insights

• Corporate and Commercial

Strategy alignment

• Lock to Critical Few

• Quarterly Reviews

• Programmatic approach to

change management

• Continual focus on

transformation

The Critical Few

Vs.

Market

Vs. Prior

Year

Vs.

Forecast

Customers

Finance Planning & Analysis team

analyses business trends and

generates forecast

Dell salesrep enters orders to

Order Management Systems

Forecast is loaded to Oracle

Hyperion Planning Tool

Standard Global

Data Universe

Global Reporting Center Daily Online Dashboards

Global Management Reporting

Weekly Excel Reporting

Weekly PowerPoint

Presentations

Financial Analysis

Customers

Finance Planning & Analysis team

analyses business trends and

generates forecast

Dell salesrep creates pipeline on SFDC &

quotes on Order management system

Forecast is loaded to SFDC

SFDC Database

Global Sales Reporting

Team Realtime Online Dashboards

Global Sales Transformation Reporting

Business Analysis

Tier 1: REGIONAL Business

Tier 2: Country /Mgr

Multi tiered management reporting

Tier 3: Rep/Accts Booking Report Open Quotation Bluebook (Call, Visits, LOB, Funnel)

Geography Business Unit Customer Segment

Competitive Edge

Financial

Analysis

Pricing

Strategy

Financial

Performance

Resources

Market

Trends

Planning