ppt veolia
TRANSCRIPT
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Account PlanMay - 2011
Account Name
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Agenda
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Customer Overview
Veolia Environnement is a France-based Company which providesenvironmentalmanagement services. The Company provides
environmental services through fourdivisionsi.e. Water Management, Waste Management, Energy Management andTransport
Management.
WaterManagement servicesincludesmanagement of waterandservicesofmunicipal clientsin thepublic sectorandin various
industries.Waste Management servicesincludesrecycling andrecovery of waste and resource conservation. Energy Management
includesenergy and climate conditioning services power equipment installations andindustrialmaintenance. Transport services
includes airport hub services, rail branch linemanagement andmanagement ofregional and nationalpublic transit systemsunderpublic-
privatepartnerships.
The Company hasitsoperationsin Europe, Asia and the United States.
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46,070.20 47,217.8051,324.70
40,000.0045,000.0050,000.0055,000.00
2010 2009 2008
Revenue Analysis 2010($ Mil)
34.90%
26.80%
21.80%
16.60%
Water
Waste
Management
Energy
Transportation
Segment wise Analysis (2010)
2,808.20
2,756.10
2,818.90
2,700.00
2,750.00
2,800.00
2,850.00
2010 2009 2008
Operating Income Analysis (USD Mil)
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IT Trends & Overview
2011 spending pattern by sub-segment (% of external ICT budget)
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Hardware
Server & Storage 11.0%
Network Equipment 10.6%
End-User Computing & peripherals 3.0%
Software
Software Licences 14.8%
Support & Maintenance 6.7%
Services
Application Development & Integration 8.2%
Infrastructure Support & Management 7.9%
Helpdesk & User Support 4.5%
Communications
Voice Services 5.6%
Data Services 6.1%Converged Services 4.8%
Consulting
Systems Planning & Design Consulting 4.4%
Disaster Recovery & Business Continuity Plan 5.7%
Training, Education & Other Consulting 2.2%
Other 4.6%
Total IT Spend for the year 2010-2011 is$ 1,296.40 mil.Predicted IT spend in 2012 is $1,311.29 mil
Source: (OneSource, Data monitor)
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IT Spend (1/2)
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Overall ICT Spend 2011
($m)
Overall ICT Spend 2012
($m)
1,311.29
Total Hardware Spend
($ m)
Servers & Storage
($ m)
Networking Equipment
($ m)
End-user Computing &
Peripherals ($ m)
243.87 109.31 105.16 29.40
Internal IT
($ m)
Product Vendor
($ m)
Local Reseller
($ m)
Telco ($
m)
Systems
Integrator ($
m)
Specialist
Outsourcer ($
m)
301.49 216.49 157.74 270.16 144.89 205.62
Hardware ($ m) Software ($ m) Services ($ m) Communications($ m)
Consulting ($ m) Other ($ m)
243.87 213.86 204.64 164.98 121.64 45.92
Total Software
Spend 2011
($ m)
Software
Licenses ($ m)
Support,
Maintenance
and Other
Software
($ m)
213.86 14
7.02 66.83
Total Services Spend
($ m)
Application
Development &
Integration ($ m)
Infrastructure Support
& Management ($
m)
Helpdesk & User
Support ($ m)
204.64 81.19 78.94 44.51
Total
Communic
ations
Spend
($ m)
Voice
Services
($ m)
Data
Services
($ m)
Converged
Services
($ m)
164.98 55.69 61.09 48.20
Total Consulting Spend
($ m)
Systems Planning &
Design Consulting
($ m)
Disaster Recovery &
Business Continuity
Planning ($ m)
Training, Education and
Other Consulting
($ m)
121.64 43.51 56.37 21.76
Source: Data Monitor
1,296.40
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IT Spend (2/2)
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Company ICT Spending Profile
ICT budget estimates for 2011 (in $m US)
Upper
limit1361.22
Lower
limit1231.58
The upper limit of the IT budget estimate represents the maximum expected IT budget
forthe company, estimated based on its demographic profile. Similarly, the lower limit
is the minimum expected IT budget forthe company.
ICT budget estimates for 2011 (as % of revenue)
Upper
limit2.6%
Lower
limit2.3%
ICT budget predictions for 2012 (as % of revenue)
Upper
limit3.2%
Lower
limit2.9%
2011 ICT budget by entity (as % of overall ICT budget)
Internal Budget 23.3%
External Budget 76.7%
Total 100.0%
Internal IT budget includes spending on staffsalaries, administrative overheads, and businesstravel. External IT budget includes all spending on third-party channels such as vendors,service providers and consultants.
2011 spending pattern by segment (% of external ICT budget)
Hardware 24.5%
Software 21.5%
Services 20.6%
Communications 16.6%
Consulting 12.2%
Others 4.6%
Total 100.0%
2011 spending pattern by channel (% of external ICT budget)
Product vendor 21.8%
Local reseller 15.9%
Telco 27.2%
Systems integrator 14.6%
Specialist outsourcer 20.7%
Total 100.0%
2011 ICT security budget (% of overall ICT budget)
Security Budget 15.1%
Source: Data Monitor
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IT Landscape By Function
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Generation Energy Supply Delivery Customer Service Shared Services
Process Control /Performance Management
Energy Trading & RiskManagement (ETRM)
Energy Management System(EMS) / SCADA
CIS Portfolio / Project Management
S SAP IS-U SAP
Optimization Meter Data Management Work and Asset Management CRM / Telemetry Finance/AdministrationSAPOracle
Siebel.Salesforce.Microsoft dynamics.SAP IS-U/CRM
SAPOracleeBusiness Suite
Work and Asset
Management
Load Forecasting Outage Management Complex Billing Human Resources Management
SAPOracle
SAP SAPPeopleSoft
Fuel Management Demand Response Field Force Enablement Legal/Regulatory Affairs
managementSAP
GIS SOA
Oracle
Metering / AMR Content
Management/Collaboration
Entrprise Business IntelligenceSAP
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IT Landscape Other Technologies
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Enterprise Apps
Websmart peoplesoft 9.0 SAP net waiver
Websmart peoplesoft 9.0 SAP net waiver
Custom ApplicationsDevelopment
SQL, XML, HTML, Ruby,
JavaScript, B2BWeb Apps SharePoint .NET
ASP.NET
SQL, XML, HTML, Ruby,
JavaScript, B2BWeb Apps SharePoint .NET
ASP.NET
Backend Systems(OS/DB)
Oracle DBA Oracle RDB IBM's DB2
SQL Server Oracledatabases
Oracle DBA Oracle RDB IBM's DB2
SQL Server Oracledatabases
Source:Job Portals, carriers at veolia casestudies:http://www.indeed.com/q-Veolia-Environmental-Services-l-Menomonee-Falls,-WI-jobs.htmlhttp://www.responsesource.com/releases/rel_display.php?relid=60291
Hardware/OS/System
IBM i ,AS/400 170s HP- UXX86 Linux servers
IBM i ,AS/400 170s HP- UXX86 Linux servers
OtherIT Applications & Products
Agora Integrated Managementsystem.
Customsoftware fromevolveIT
M2o city Win 200xCitrixMicrosoft terminalservices
Agora Integrated Managementsystem.
Customsoftware fromevolveIT
M2o city Win 200xCitrixMicrosoft terminalservices
Networking, Management &Security
CiscoroutersCiscoswitchedOracle 10g Recovery Manager(RMAN)
CiscoroutersCiscoswitchedOracle 10g Recovery Manager(RMAN)
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Key Solutions and Vendors Presence
NetMotionWireless
Avista Corp. hasdeployedmobile hardware andsoftware to field workers toenhanceutility workforceproductivity andincrease their
ability to betterserve customerneeds. The Mobility XE softwareisdeployed fromNetMotion Wireless.
Itron Inc.
Itron Inc. and Tropos Networks jointly developed Smart Gridsolution which has been chosen by Avista Corp. aspart ofits $38
million Smart Grid Demonstration Project in the city of Pullman, Washington, andin a nearby locality of Albion.
ForAvista, theimplementation of the OpenWay-Tropos smart grid communicationssolution will combine the two network
technologies, reducing the numberofdevices to bemanaged andsupported by Avista.
Theproject alsoenables Avista to centrally monitor thesituation and takequick actions forpoweroutages anddecide which DA
devices needrepairandmaintenance with the helpofreal-time communication provided to DA devices.
TeamQuestCorporation
TeamQuest Corporation is the globalleaderin IT Service Optimization (ITSO), specializing in Capacity Management software.
Avista Corporation isoneof the TeamQuest Customers to get helpin proactively improving servicedelivery andsupport best
practices.
9Source: Factiva
Microsoft Of i
Word Docu
Microsoft Off
Word Docum
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Competitors
10Source: OneSourceReport 2011
HP
HP Enterprise Services hassigned a seven-yeartechnology and applicationsoutsourcing renewal agreement
with Avista Corporation to help with itsongoing transition into a digitalutility.
HP tomanagemost ofitsmajorenterprisesystems as well asitsdata centerand workplaceenvironments.
HP will continue toprovide Applications Management Services forAvista's enterprise applicationsportfolio,
including its customerinformation and workmanagement systems. Underthe agreement, HP also will
provide Applications Modernization Services that will helpreplacesomeof Avista's custom applications,
improving efficiency and creating a path forAvista to continueoperating among thelowest cost utilitiesin the
United States.
HP also will continuedelivering Data CenterServices, monitoring andoperating about 500 Avista-owned
serversin the client'sdata center. Managed Mainframe Services will bedelivered fromHP'sdata centerin
Sacramento, Calif.
Avista usesHP Workplace Services toprovideend-usersupport of approximately 1,600 devices, including
PCs, notebooks and handhelds.
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Highlights/ Lowlights FY 10-11
What have we achievedsolast year.What went well and whatdidnt?
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Organization Chart
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KEY EXECUTIVES
Chief Executive Officer- Antoine Frerot.
Chief Finance Officerand ExecutiveVice-President - Pierre-Franois Riolacci.
Chief Operating Officerand SeniorExecutiveVice-President - Denis Gasquet.
Chief Executive Officerof theenergy servicesdivision - Franck Lacroix.
Chief Executive OfficerofVeolia Transdev - Jerome Gallot.
ExecutiveVice-President in chargeof the waterdivision - Jean-Michel Herrewyn
ExecutiveVice-President in chargeofHuman Resources - Jean-Marie Lambert.
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Organization Chart IT Executives
Mr.James M. Kensok - Vice President and ChiefInformation Officerof Avista Corp.
Dick Leavell - Information Technology Director
Jim Corder - Director, Information Technology
BillAbrahamse - Information SystemInformation Technology Project Manager
Mark Feichtner - Information Technology Director
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Current Relationship
Use Additionalslide to capture allmeetings heldso farand theoutcomes
OUR CURRENT CLIENT RELATIONSHIP
We view them: They view us:
Satisfied Client Strategic Partner
Dormant Client PreferredVendor
Dissatisfied Client Product Provider
No Relationship
Other:
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Customer Meetings
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HISTORICAL ACTIVITIES
KEY EVENT DATE ATTENDEES PURPOSE RESULT
Any key customermeetings at CXO level
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Service Offerings
What have weofferedso far?
What can beoffered next yearand why?
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OUR CURRENT SERVICE PRODUCTS
PRODUCT CUSTOMER PAIN EXECUTIVE SPONSOR CUSTOMER BENEFITS
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Opportunities - FY 10-11
Key Opportunitieslast year
By segment and who have won
If we havelost - why did weloose?
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Opportunity Date TCV Won By Why HCL
Lost
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Opportunities - FY 11-12
Current Funnel and Opportunitiesexpected
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Opportunity Service Line Create Date TCV Closure Date Probability
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Differentiators
Can be Segment wise What differently youplan todo this year
Differentiating Advantage Why Us (Feature/Capability):?
Strategic Benefit (Competitive advantage, market share, shareholdervalue, speed
survival, regulation, global expansion, growth, mergers and acquisitions):?
CulturalBenefit (Values, empowerment, changemanagement, employeemorale,
flexibility, global awareness):?
PoliticalBenefit (Peerrespect, recognition, satisfied boss, promotion, personal
agenda, job stability) (Who):?
OperationalBenefit (Processimprovement, timesavings, increasedproduction,
customerservice):?
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Targets
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Service Line Billing 10-11
USD Mn
Billing 11-12
USD Mn
Growth
10-11/11-12
Visibility Rationale
ERS
SAP
BPO
ETS + Downstream
Total
Revenue % of total
EE
EN
Total
REVENUE TARGET Actual Performance % Target
JAS'10 OND'10 JFM'11 AMJ'11 FY 10-11 JAS10 OND10 JFM'11 AMJ'11 FY10-11 JAS10 OND10 JFM'11 AMJ'11
JAS'11 OND'11 JFM'12 AMJ'12 FY 11-12
QoQ Growth Acheived in FY 10-11
QoQ Growth Forecast in FY 11-12
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Strategy & Rationale
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Account Structure The Team
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ERS
SAP
BPOETS
Strategic Account Director
ERS IT
EE(Delivery Excellence Team)
SAP
XXX
BPO
XX
Oracle
XXX
ETS :
XXX
Customer Name
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Support Needed
Marketing
Delivery
Corporate
HR
???
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Thank You