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  • Inside the Mind of the CXO: Enterprise Software and IT Investments

  • Agenda

    • Executive Priorities • Bridging the communication gap • Delivering with excellence

    Dec 5, 2012 Pinnacle Vista Technology Company Confidential

    2

  • IT as a competitive advantage

    Mar 20, 2013 Pinnacle Vista Technology Company Confidential

    3

    “Performance Spread: The spread in gross profit margin between the company performing at the 25th percentile in its industry and the company performing at the 75th percentile—an indication of the spread between winners and losers—has grown dramatically in high-IT industries since the mid-1990s.” Investing in the IT That Makes a Competitive Advantage – Harvard Business Review

    86% of Gartner Survey Respondents: IT’s

    strategic contribution to the business will

    increase by 2014

  • Typical statements about IT Projects

    • A $ spent in IT is a $ not spent in Sales and Marketing

    • IT projects cost 3x their original budget • 75% of IT projects fail to meet the

    expectations of business sponsors

    Mar 20, 2013 Pinnacle Vista Technology Company Confidential

    4

  • Top CEO Strategic Priorities

    • Top Line Growth • Execution excellence • Profit Growth (reducing costs) • Customer retention • Implementation of strategy by management

    team

    Mar 20, 2013 Pinnacle Vista Technology Company Confidential

    5

    Focus on Profitability and Customer Sat

  • CFO Operational Priorities

    Mar 20, 2013 Pinnacle Vista Technology Company Confidential

    6

    0% 10% 20% 30% 40% 50% 60%

    Cost Reduction

    Forecasting

    Controls

    Business Insight

    Working Capital

    ACCA Finance Leaders Survey December 2012 % of Respondents indicating the area as an important priority

    Focus on Cost Reduction and

    Controls

  • Most Valuable Project Attributes

    • Increase Top Line Growth • Productivity Gains • Better visibility into operating metrics • Security and Financial Controls • Customer Experience

    Mar 20, 2013 Pinnacle Vista Technology Company Confidential

    7

    Projects that fulfill these attributes will be seen as a part of the company’s value chain

  • Most Important Executive Relationships

    Mar 20, 2013 Pinnacle Vista Technology Company Confidential

    8

    CEO Customer

    “If you’re not serving the customer, your job is to be serving someone who is.” Jan Carlzon ex-CEO SAP Group

  • Most Important Executive Relationships

    Mar 20, 2013 Pinnacle Vista Technology Company Confidential

    9

    CFO Auditor

    “The biggest impact of the CFO is eliminating, mitigating, and managing the risks. And, unfortunately, when a CFO is successful you don’t see the impact of these actions very much, because the risk doesn’t materialize.”

    CEO

    Superstar CFO: After the crisis CFO Research Services

  • Communication

    Mar 20, 2013 Pinnacle Vista Technology Company Confidential

    10

    Exec Management Team

    CIO Managers

    Business Analysts Technology Team

    26 Million Miles

    34 Million Miles

  • Elements Critical to Project Delivery

    Mar 20, 2013 Pinnacle Vista Technology Company Confidential

    11

    Business Strategy

    Project Inputs and

    Prioritization

    IT Roadmap & Delivery Calendar

    Project Execution

    and Monitoring

    Project Post Mortem and

    Feedback

    Keep projects as small as possible and demand frequent results

  • What does success look like?

    • IT Portfolio that is aligned to strategic objectives – Understand the direction the executive team is taking

    the company – solve their problems • Prioritize projects with highest business value, but

    do not ignore refresh needs – Careful balancing of risks associated with obsolescence

    vs. the latest and greatest technology • Focus on Execution Excellence

    – Provide project score cards and consistently deliver the value business sponsors expect

    Mar 20, 2013 Pinnacle Vista Technology Company Confidential

    12

  • Contact Information

    Luis R. Colón President Corina N. López Business Development Corporate Headquarters: European Headquarters: Pinnacle Vista Technology, LLC Pinnacle Vista Technology, LLC 1271 Washington Ave, #729 Keizersgracht 62-64 San Leandro, CA 94577 1015 CS Amsterdam Tel: +1 (510) 332-1817 The Netherlands Fax: +1 (510) 638-6505 Tel: +33 (0)20-5206830

    Mar 20, 2013 Pinnacle Vista Technology Company Confidential

    13

    Inside the Mind of the CXO:�Enterprise Software and IT Investments Agenda IT as a competitive advantage Typical statements about IT Projects Top CEO Strategic Priorities CFO Operational Priorities Most Valuable Project Attributes Most Important Executive Relationships Most Important Executive Relationships Communication Elements Critical to Project Delivery What does success look like? Contact Information