1© 2012-17 SirionLabs Pte. Ltd. The contents of this presentation are proprietary.

Organized by Featuring

How Vodafone is Building the Future of Commercial Contract Management

Webinar

Feb 7, 2017

2© 2012-17 SirionLabs Pte. Ltd. The contents of this presentation are proprietary.

Agenda

How Vodafone is Building the Future of Commercial ContractManagement

• Vodafone and VPC Overview

• Key Supplier Management Challenges for VPC

• VPC’s Response: CCM – Overview, Objectives, Implementation

• Role of Technology (Sirion) within CCM

• Key Successes and the Road Ahead

Q & A

Reinhard Plaza-Bartsch, Group Head of Commercial Contract Management,

Vodafone

Overview of SirionLabs and its Transformative Contract and Supplier Management Technology

Ajay Agrawal, Founder and CEO SirionLabs

Introduction and Insights Tim Cummins, President and CEOIACCM

3© 2012-17 SirionLabs Pte. Ltd. The contents of this presentation are proprietary.

Today’s Speakers

Reinhard Plaza-Bartsch, Group Head of Commercial Contract Management, Vodafone

Reinhard’s core principle is to develop in teams a culture of creating value by transforming traditional ways ofoperating. With over 15 years in Supply Chain, Procurement and Operations Management roles, Reinhardhas led global complex transformation programmes and has provided companies with a competitiveadvantage by consistently delivering double digit operational efficiencies through innovation. At Vodafone,he has been pivotal in the transformation of the global supply chain function and has been a key contributorto the establishment of the Vodafone Procurement Company which centralizes +70% of Vodafone’s globalspend.

He currently serves as Group Head of Commercial Contract Management, where he is transforming howVodafone is managing its relationship with its strategic partners by driving stronger collaboration andtransparency through best practices and automation. Reinhard holds an MBA from Purdue University –Krannert School of Management, and a B.Sc in Industrial Engineering from Universidad de Lima.

4© 2012-17 SirionLabs Pte. Ltd. The contents of this presentation are proprietary.

Today’s Speakers

Ajay Agrawal, Founder and CEO, SirionLabs

Ajay has been a product visionary in the strategic legal technology space for more than 20 years. He foundedUnitedLex Corporation in 2006 – a global leader in legal process outsourcing and strategic legal technology –leading the company through a period of profitable growth creating over $100mn in enterprise value in 4 years.Ajay has worked as a securities law expert in some of the world's leading firms and investment banks. He servesas an entrepreneur-in-residence at CodeX, the Center for Legal Informatics at Stanford University. Ajay holds anLL.M. from Columbia University, LL.B. from Trinity College, Cambridge and a B.A. in Semiotics from BrownUniversity.

Tim Cummins, President and CEO, IACCM

As CEO of IACCM, Tim works with leading corporations, public and academic bodies, supporting executiveawareness and understanding of the role that procurement, contracting and relationship managementincreasingly play in 21st century business performance and public policy. Prior to IACCM, Tim's business careerhas involved multiple industries and included executive roles at IBM. Tim's writing is extensively published andhe has acted in an advisory capacity to government bodies as well as many of the world's largest companies.

5© 2012-17 SirionLabs Pte. Ltd. The contents of this presentation are proprietary.

About the Organizers

The International Association for Contract & Commercial Management enables organizations and professionals toachieve world-class standards in their contracting and relationship management process and skills.

For more information, visit www.iaccm.com

SirionLabs is transforming the way buyers and suppliers of complex services engage with eachother using its SaaS platform – Sirion. Leveraging automation and advanced analytics, Sirionhelps buyers and suppliers create higher value and more successful relationships, whileeffectively managing cost and risk in strategic services engagements.

For more information, visit www.sirionlabs.com

PORTFOLIO COMPANY

UK Government G-Cloud Supplier

Key demands and pressure points

• Commercial innovation – a critical source of growth and competitive advantage

• Agility – the need to move fast in unpredictable and rapidly changing geopolitical and economic conditions

• Demonstrate an ROI – functions as business units, not cost centers

6

What it means – emerging trends

• New contract and commercial models

• Focus on enabling

• A focus on ‘outsights’ and performance data

• Collaborative networks

• Leadership and influencing skills

7

What it means – the critical enabler

• Technology and adaptive standards

• Transformational technologies are no longer 2 years away

8

9© 2012-17 SirionLabs Pte. Ltd. The contents of this presentation are proprietary.

Building the Future of

Commercial Contract

Management

Local markets

Partner markets and affiliates

Revenue

Mobile subscribers

Fixed Broadband customers

TV customers

IoT connections

26

58

£41bn

464m

13.7m

9.5m

38m

10

Vodafone Overview

We connect everybody to live a better today and build a better tomorrow

Vodafone Proprietary

Vodafone Supply Chain at a Glance

11

Terminals

Technology

Commercial & Services

Travel/Fleet

Merchandising

Property

HR Services

Value Added Services

Paper & Print

Media

Customer Operations

Radio Equipment

Access Transmission

Core Switching

IT Professional Services

Fibre

Energy

Enterprise Applications/Software

Handsets & Devices

SIM Cards & Software

Pre-pay Vouchers

Datacards/Dongles

Accessories

Gateway Boxes

Cloud & Hosting

Network Services

Servers/Storage/IT Infrastructure

Backbone Transmission

Network Infrastructure

Laptops/Desktops

Vodafone Proprietary

Are We Really Getting the Full Value of Our Contracts?

Vodafone Proprietary 12

How well are we managing our contracts?

Contract Communication

Change Management

Operational

Leakage

Relationship

Damage

Risk

Exposure

Contract

Leakage

People & Processes

Performance Management

Systems &

ToolsReporting & Governance

Implications

Contract

Communication

Change

Management

People &

Processes

Performance

Management

Systems &

Tools

Reporting &

Governance

Commercial Contract Management | The Beginning of our Business

Transformation

Vodafone Proprietary 13

Supplier Governance

Technology Backbone

Exit/RenewalIn-Life Contract ManagementHandoverSourcing

9. Exit and

Renewal

4. Compliance

Monitoring

6. Contract

Governance

5. Transaction

Monitoring

7. Change

Management

8. Dispute

Management

2. KPI / SLA

Monitoring

3. Risk

Monitoring

Exceptions

Management

Performance

Monitoring

Formal

Governance

1. Handover &

Comms

Transition to contract

management

Upon reaching

contract

milestones

Designing the Future of CCM | Our Blueprint

Pre-Requisites

CM leads

CM & CCM

team up

CCM leads

Contract Management Cycle

Vodafone Proprietary 14

Designing the Future of CCM | Our People

15

Global Category Manager

Global / Local Business Contract Manager

(e.g. Vendor Manager, Delivery

Manager, Partner Manager)

New - Global / Local Commercial Contract Manager

• Complementary during In-Life management stages (CCM on the commercial side and BCM

on the technical/operational side)

• Supplier Governance

• Technical solution

• Supported by the CCM CoE

• Supplier Governance

• Contract handover

• Supported by the CCM CoE

Vodafone Proprietary

Designing the Future of CCM | Setting the Priorities

16

Highest

Least

Degree of

Effort and

Focus for

CCM

Top 40%

Segmentation % Market Spend Characteristics

Remaining 60%

Full

Partial

Light-Touch

Top 40%

Contracts which form part of the top 40% of market spend, but do

not demonstrate all characteristics for Full

segmentation

Global Governance

New commercial models

Strategic Relevance

Global footprint (>3 markets)

Vodafone Proprietary

Designing the Future of CCM | Leveraging on Technology

Data Normalization

SERVICE PERFORMANCE

TRANSACTIONAL DATA

CONTRACTSSUPPLIERS

+25bn€ spend

+15k +20k

+100 other CRM and

Network systems

+820K POs per year

COMPLIANCE MANAGEMENT

OBLIGATION MANAGEMENT

RISK MANAGEMENT

PERFORMANCE MANAGEMENT

RELATIONSHIP MANAGEMENT

Business Insights

Vodafone Proprietary 17

Simple & User-friendly

Enables Collaboration

Provides Data Insights

Scalable (End-to-End

Lifecycle)

18

Driving Business Transformation Year-on-Year

Vodafone Proprietary

15%

69%

81%

0

20

40

60

80

100

120

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

2014-2015 2015-2016 2016-2017

Value

% Compliance with Blueprint

Sirion Functionality and Implementation

19Vodafone Proprietary

Jan 2016

POC

kick-off

Migration of

Suppliers and

Contracts

Extraction of

Service Levels

and KPIs

July 2016

Go-live with

300+ users,

60+ contracts

Integration with

SAP

Expansion to

650+ users,

100+ contracts

Nov 2016

Dynamic contract repository with

comprehensive obligation and service

levels capture

Automated performance validation

against contractual obligations

Data-backed relationship

management

Functionality

Highlights

Implementation

Onboarded suppliers

start reporting

performance on

Sirion

Analytics and Insights | Dashboards

Vodafone Proprietary

Dummy Data for Illustration Purposes

20

Analytics and Insights | Dashboards

21Vodafone Proprietary

90

110.4

66.1

39.6

102.5

53.4 15.4

86.8

Project X

Dummy Data for Illustration Purposes

Driving Awareness and Adoption

Vodafone Proprietary 22

CCM Knowledge Portal

Onsite & online training

+ Webinars and onsite forums….

Where We are Today with Our System Deployment

Vodafone Proprietary 23

Effective supplier governance to streamline supplier performance monitoring, reporting, and in-life contract

management through:

• Centralization of contracts in a structured format to enable quick computation, validation, comparison, and analytics

• Automated obligations management, SL management, invoice auditing, and value tracking against contracted

business case

• Effective management of supplier risks and issues on a single platform

• Enhanced compliance through automated compliance tracking

+1000

Users Across the

Enterprise

20,000+

Service Levels and Obligations

Under Management

Strategic Suppliers

Under Management

+75

The Road Ahead

Vodafone Proprietary 24

25© 2012-17 SirionLabs Pte. Ltd. The contents of this presentation are proprietary.

Company Overview

PORTFOLIO COMPANY

USA

INDIA

GERMANY

DENMARK

UK

SINGAPORE

UK Government G-Cloud Supplier

Sirion is transforming the way buyers and services suppliers engage with each other

26© 2012-17 SirionLabs Pte. Ltd. The contents of this presentation are proprietary.

How are Services Engagements Managed Today? | Largely Manual, Performed in Silos

Traditional, manual, disjointed approach for managing the buyer-supplier engagement

Legal / Contracts

Compliance Management

Project Management

Financial Management

Service Delivery

Corporate Risk

Legal / Contracts

Relationship Management

Procurement

What was promised? What actually happened?What was invoiced?

SalesFinancial

ManagementPerformance Management

BUYER ORGANIZATION

SUPPLIERORGANIZATION

Ente

rpri

se

Silo

sTe

chn

olo

gy

& T

oo

lsEn

terp

rise

Si

los

Tech

no

logy

&

To

ols

27© 2012-17 SirionLabs Pte. Ltd. The contents of this presentation are proprietary.

How are Services Engagements Managed Today? | Largely Manual, Performed in Silos

Traditional, manual, disjointed approach for managing the buyer-supplier engagement

Legal / Contracts

Compliance Management

Project Management

Financial Management

Service Delivery

Corporate Risk

Legal / Contracts

Relationship Management

Procurement

What was promised? What actually happened?What was invoiced?

SalesFinancial

ManagementPerformance Management

BUYER ORGANIZATION

SUPPLIERORGANIZATION

Ente

rpri

se

Silo

sTe

chn

olo

gy

& T

oo

lsEn

terp

rise

Si

los

Tech

no

logy

&

To

ols

$

$

Value Leakage

equivalent to

15-20% of ACV

Revenue Leakage

equivalent to

3.8-10% of ACV

28© 2012-17 SirionLabs Pte. Ltd. The contents of this presentation are proprietary.

How are Services Engagements Managed Today? | Largely Manual, Performed in Silos

Financial Management

Service Delivery

Corporate Risk

Legal / Contracts

Relationship Management

Procurement

What was promised? What actually happened?What was invoiced?

BUYER ORGANIZATION

Ente

rpri

se

Silo

sTe

chn

olo

gy

& T

oo

ls

Sirion’s Integrated Solution for Commercial Engagements

FINANCIAL MANAGEMENT

PERFORMANCE MANAGEMENT

RISK MANAGEMENT

CONTRACT MANAGEMENT

RELATIONSHIP MANAGEMENT

CONTRACT AUTHORING

Legal / Contracts

Compliance Management

Project Management

SalesFinancial

ManagementPerformance Management

SUPPLIERORGANIZATION

Ente

rpri

se

Silo

sTe

chn

olo

gy

& T

oo

ls

29© 2012-17 SirionLabs Pte. Ltd. The contents of this presentation are proprietary.

The Impact of Technology | Reducing Governance Effort and Cost

44%reduction in manual effort

POST-SIRION GOVERNANCE MODE

Reduction in manual effort through technology delivers significant reduction in cost of supplier governance

MANUAL GOVERNANCE MODE

30© 2012-17 SirionLabs Pte. Ltd. The contents of this presentation are proprietary.

Sirion | Customers and Type of Strategic Services Managed

17 FORTUNE 500 AND GLOBAL2000 CLIENTS

Banking and Financial Services

Oil and Gas

Healthcare Wind Energy

Insurance Telecommunications

Information Technology

Aerospace andDefence

Airport Operations

Food & Beverage

TYPES OF IT SERVICES MANAGED

ADM

IT Infrastructuremanagement

IT Helpdesk

SIAM

Network Management

Data Center Management

Telecommunications Services

OTHER COMPLEX SERVICES MANAGED

BPO

Facilities Management

Third Party Logistics

Complex Manufacturing

Construction Projects

Contingent Workforce

Healthcare Services

31© 2012-17 SirionLabs Pte. Ltd. The contents of this presentation are proprietary.

Summary and Key Takeaways

Focusing exclusively on front-end procurement processes and ignoring in-life

management of contracts leads to significant loss of value in commercial engagements

Ensure alignment between the contract, supplier performance and the invoice to drive

higher value in supplier engagements

Besides enhancing business outcomes and value, technology can help improve

collaboration, transparency and trust in the buyer-supplier relationship

32© 2012-17 SirionLabs Pte. Ltd. The contents of this presentation are proprietary.

Q&A

33© 2012-17 SirionLabs Pte. Ltd. The contents of this presentation are proprietary.

Thank You!