Copyright © 2012 HCL Technologies Limited | www.hcltech.com
Copyright © 2012 HCL Technologies Limited | www.hcltech.com
HCL INVENTS A NEW DATA QUERY LANGUAGE FOR THE
WORLD’S LEADING AVIATION COMPANY
The customer is the world’s
largest aerospace and
defense company primarily
providing avionics and
information technology
systems to governmental
agencies and aircraft
manufacturers. The customer
wanted to optimize its
database and improve
database query performance.
The innovative idea saw an overwhelming response from the
customer, who has saved
$5.02 mn revenue which was
wasted before. The language is
now customer’s intellectual
property and their filling a patent
for the same.
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Prem Sundar a highly skilled database
professional with HCL Technologies, manages
product lifecycle for ASCENT–a tool that the
customer uses for capturing avionics Data.
The captured data used to get updated on
Objectivity, However, querying data from this
database wasn’t an easy task, To retrieve data
from the database, the team had to write a
new code for the query.
The techy insight of Prem made him come up with
an idea of new query language and spent 18 months
for developing it which resulted in AQL (Ascend Query
Language), using which a query code could be written
in just five minutes, For AQL he designed &
developed; a parser that understands the query
syntax; a query engine that outputs data based on the
query; and a client user interface.
Copyright © 2012 HCL Technologies Limited | www.hcltech.com
Employee Name
Employee Band
Customer Description
Pulakesh Bhattacharya
E3
A leading P&C
Insurance Company
Customer Background
How LeadGen helped
The customer is a leading P&C Insurance company,
Pulak spotted a staff aug opportunity in Worker’s
providing insurance to over 700,000 people in NJ and
Compensation Policy Project which he entered in
Eastern Pennsylvania. As far as the relationship with
LeadGen. LeadGen team aggressively followed up
HCL, the customer operated primarily in staff Aug
and tracked this opportunity as per the program SLAs
mode.
to ensure that the opportunity was closed in xxx days.
 Company and account level
recognition
 Appreciation from sales team and
delivery leadership
 The account became a
transformational initiative in FS
 Turnaround from Staff Aug to
Managed Services
 Executive sponsorship for the
account
 $3.1 M in booking
For HCL
 INR 25,000 monetary reward
For Account
For Pulak
$3.1 M win through LeadGen
 A big reference for staff aug to
managed services transformation
 Increased sales and delivery
collaboration to boost account
synergy
Quotable Quotes
Congrats Pulak. This is a huge contribution to our revenue
and reference-able customer
Ramki Venkatraman, AVP (Pulak’s RM)
4
Leadgen is a great example of sales and delivery
collaboration program. An amazing initiative which I haven’t
seen in any other organization
Atul Athavale, ASD, FS
Copyright © 2012 HCL Technologies Limited | www.hcltech.com
HCL HELPS A LEADING SOFTWARE FIRM GROW ITS SEARCH
ENGINE USER BASE
He proactively analyzed customers current
business & identified tremendous business
opportunities. His customer, a leading online
company’s search engine only had 20%
market share as it was only configured to own
web browser.
Anupam Anand, works at the
helm of new technology, but
somewhere within him Is an
ace marketer.
Anupam’s ideas have been wellreceived by the customer and are
expected to generate a
comprehensive business impact of
$15 mn for the customer in FY”13.
Moreover, the Universal Installer
fetched the customer 758 mn
unique clicks from across the
globe in just one year.
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Anupam identified the problem and came up with an
idea to install a default pack in all customer products
that would set customers search engine as the default
search engine in users’ systems. And at the same time
came up with the idea of the Universal configured to all
browsers to maximizse user base.
Copyright © 2012 HCL Technologies Limited | www.hcltech.com
EFCS VALUES + ENTREPRENEURIAL BEHAVIOR –
“IDEAPRENEURSHIP” CULTURE
VALUES
BEHAVIORS
PROGRAMS
OUTCOMES
Mirror Mirror
Behaviors that
Seed, Nurture and
Harvest ideas with
entrepreneurial
energy
Both management
& employee led
initiatives to impact
customers,
company and the
Ideapreneur
Successful
business outcomes
further strengthen
our culture tenets
Trust through
Transparency
Inverting the
pyramid
Recasting role of
CEO
Our Values lead to behavior patterns that leverage programs to
deliver successful outcomes in a virtuous cycle making…
HCL ONE OF THE WORLD’S LARGEST IDEAPRENEURSHIP
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Copyright © 2012 HCL Technologies Limited | www.hcltech.com
SPEED PLATFORMS: AN IDEA BECOMES THE UNIT OF FOCUS
VALUE CREATION
LEAD GENERATION
Grassroots Service Innovation
Grassroots Opportunity Spotting
Transformation Board
MAD JAM
FLSLs/ Partnerships
White Spaces
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Copyright © 2012 HCL Technologies Limited | www.hcltech.com
VALUE CREATION
Copyright © 2012 HCL Technologies Limited | www.hcltech.com
Structured Value Creation Process
Workflow Enabled via Value Portal & Customer Portal
Value Portal
Generator
Review
Approval
After Internal
Review of Idea
Ideate
Value
Council
Customer Portal
Customer
Customer Approval
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Implement the
Idea
Case Study
Upload
After Implementation
of Idea
Generator
Project
Manager
Customer
Customer Feedback/
Rating of Idea
Copyright © 2012 HCL Technologies Limited | www.hcltech.com
Project & Account Level Ideation – Difference
What
Project Ideation
Account Ideation (New!)
Ideas specific to a project
Ideas impacting cross functional teams or high
Business impact
Example: cost reduction, cycle time
optimization, effort reduction or may result in a
simple reusable tool
Who
Employee assigned to project through RAS
can login Idea
Example: Business process optimization,
Transformational ideas leading to competitive
position
Any HCLite is able to login Ideas. Cross
functional teams can collaborate and login a
single idea
Example: SME from CoE,
Domain/Technology experts, Specialists
Customer
Participation
Idea
Enrichment
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Approving an idea
Star Rating an implemented Idea
Customer can login Ideas and get involved at
every stage of Ideation
Only Idea reviewers and chosen Account
stakeholders will be able to contribute to idea
enrichment
Social collaborative platform on Value Portal
– wherein Like & Comments can be given by
any HCLite to Enrich ideas.
Copyright © 2012 HCL Technologies Limited | www.hcltech.com
Value Creation Culture
FY 13
283 active
8400+ idea
18% employees
4000+ reviewer
engagements
generators
from key active a/c
and approver
$162Mn
customer signed
value delivered
EMPLOYEE CONTRIBUTION
16.00%
14.12%
9000
8000
14.00%
7000
12.00%
6000
10.00%
5000
8.00%
6.35%
4000
6.00%
3000
3.76%
4.00%
2.00%
3.61%
2000
2.86%
516
1000
1039
1471
3396
8558
FY2009-2010
FY2010-2011
FY2011-2012
FY2012-2013
0.00%
0
FY2008-2009
Active Employees
11
Employee Penetration
Copyright © 2012 HCL Technologies Limited | www.hcltech.com
Value Creation Outcomes
Growth Chart
CAGR (5 years)
104%
157%
44%
Value Delivered
Idea Generation
Idea
Implementation
6% to 30%
Idea Conversion
9000
8,247
8000
$160.0
7000
$140.0
6000
$120.0
5,280
5000
$100.0
4000
$80.0
2000
2,127
67
$60.0
1,441
1,332
1000
0
2,418
2,901
3000
$40.0
442
153
$20.0
$1.4
$5.5
$45
$48
$163
FY2008-2009
FY2009-2010
FY2010-2011
FY2011-2012
FY2012-2013
Value delivered
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$180.0
Millions
FY2010 - 3%
(on 50K base)
FY2013 - 14%
(on 65K base)
Employee
Contribution
Generated
$0.0
Implemented
Copyright © 2012 HCL Technologies Limited | www.hcltech.com
QUARTERLY RECOGNITION
 Certificate signed by engagement head
 Trophy for Best Ideapreneure
 Orange color Lanyards
 T-shirts which says “you are an Ideapreneur”
 Appreciation mail by LOB head
 Appreciation mail by Sales head
 Value creation News letter with top Ideaprenuers pictures
 Ex-tra miles for top innovators
MONTHLY RECOGNITION
 Acknowledging Ideapreneurs in ODC’s by
engagement head
 Chocolate baskets
 Appreciation mail by senior leaders
YEARLY RECOGNITION
 Annual Value creation award ceremony for
top innovators
 Book of Ideas
REWARD PLAN
HR and Marketing is working out on a reward
plan to reward all the ideapreneurs who generate
and implement idea worth $ 1 million and above.
1. QUATERLY RECOGNITION
 Generate 5 ideas and get it reviewed
 1 implemented idea with
customer star rating
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2. MONTHLY RECOGNITION
Generate 3 ideas in value portal and get it
reviewed
Copyright © 2012 HCL Technologies Limited | www.hcltech.com
Be an Ideapreneur…Create your own Chronicles…
Login to Value Portal NOW
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Copyright © 2012 HCL Technologies Limited | www.hcltech.com
LeadGen
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Copyright © 2012 HCL Technologies Limited | www.hcltech.com
What is LeadGen?
 Program for employees to contribute business opportunities through their personal and professional
contacts
 Monetary reward and company/ account wide recognition
What is the need for LeadGen?
HCL



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Opportunity to earn up
to INR 1,50,000 OR
USD 11,250 and
company wide
recognition
Gain visibility and get
better growth
opportunities at HCL
Chance to directly
contribute to HCL’s
revenue
You
Your
Engagement

Comp. kill through sales and delivery
collaboration

Decreased sales cost for new
business acquisition

Alternate channel for sourcing
business opportunities for HCL

Faster fulfillment of customer’s demand

Increase account level share of wallet vis-à-vis the
competition

Facilitate cross selling and up selling within the
account
Copyright © 2012 HCL Technologies Limited | www.hcltech.com
Use Cases
LeadGen is applicable for a wide range of opportunities which are confirmed by the customer and which can generate
revenues for HCL. Following are some of the cases where one can use LeadGen
New Project with existing
customer
New Customer
 Customer is satisfied with
HCL’s existing service and
wants to evaluate the
possibility of increasing
HCL’s scope of work.
E.g. Customer is impressed
by our L2 support and
wants to outsource L3
support as well
A customer from your
previous organization or
a personal contact
wishes to evaluate HCL
as a vendor for their IT
needs
 Another vendor’s contract is
due for renewal and the
customer is evaluating other
vendors for this
requirement.
E.g. TCS’s ASM contract is
due for renewal
and HCL could get the
project
Idea generated by employee
Customer accepts and is willing to pay to
implement an idea given by an employee to
optimize the customer’s IT practice.
E.g. A patch to an application to save $1M for
a customer every quarter
Staff Augmentation
Requirement of additional resources in existing or new
projects. E.g. 6 extra resources in the existing ERP
testing project.
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Copyright © 2012 HCL Technologies Limited | www.hcltech.com
What is a good lead?
 Customer representative has spoken to
you about a requirement which he wants
HCL to fulfill
What is a
good lead?
 You know the customer contact details
(e-mail ID, Phone number), which can be
shared with HCL Sales
 HCL Sales can cite your reference to the
customer while taking the lead ahead
 The lead description clearly tells us what
the customer is looking for
 An idea
 Lack of customer contact details
 Lack of clarity in customer requirement
 Deliverables within an existing SOW/ MSA
 Information available in the public domain
(RFPs on websites, newspapers, etc.)
 Lead resulting in violations of NDA signed
with the customer (if any)
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What is not a
good lead?
Copyright © 2012 HCL Technologies Limited | www.hcltech.com
Process
5
Qualified lead assigned to sales
 Qualified lead is assigned to
respective AM
 Connect with LM for an update
on your lead
3
You enter your lead in the
portal
 Enter correct and complete
customer info
 Exact lead description
 Qualified business leads
 Enter lead at prospecting
stage
 Retrospective leads
 Ideas
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1
2
Lead closure
 R&R for the employee on
successful closure of deal
 Reward amount to be
processed in the next
month’s payroll
 Reward amount is taxable
4
Sales connects with the customer
contact & qualifies the lead.
 AM connects with your customer
contact to qualify the lead
 A lead ideally takes 2-5 months to get
closed
 Guaranteed response and closure to
each lead
LM team will call you to qualify the lead
 A lead manager will be assigned
to your lead
 LM will call you to qualify the lead
 EE opportunities
 Employees above the band of E6
 Opportunities with no customer
confirmation
Copyright © 2012 HCL Technologies Limited | www.hcltech.com
Lead Form
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Copyright © 2012 HCL Technologies Limited | www.hcltech.com
Reason to believe in LeadGen – FY13 Performance
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Copyright © 2012 HCL Technologies Limited | www.hcltech.com
Rewards
Recognition
8X increase
Offshore
Onsite
2X increase
FY13
FY14
Max. reward amount increased from INR
74,000 to
 USD 11,250 for onsite employees
 INR 1,50,000 for offshore employees
Key Highlights
 Significant increase in monetary rewards
 COLA for onsite employees
 Company level and account level recognition
through multiple campaigns
 Executive sponsorship from CHRO provides
increased visibility
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Copyright © 2012 HCL Technologies Limited | www.hcltech.com
What happens without LeadGen?
Employee Name
Employee Band
Customer Description
Not known
Not known
A leading Business Jet Aircraft Maker
Customer Background
What happened?
Customer background
One of the HCL-Axon employees was able to identify
The customer is a leading business jet aircraft maker
a $700k key SAP project. This strategic project, along
in the world, and is also one of the biggest customers
with the efforts of the sales team have resulted a
for HCL. Major portion of the revenues comes from
revenue of $16 Mn from this account in the SAP
Infra services.
domain
Though HCL got the revenues, the employee lost out on the individual reward and recognition through
LeadGen. Following are some more scenarios which might occur without LeadGen
 Loss of a breakthrough deal due to disconnect between sales and delivery
 Loss of motivation for delivery to participate in the account mining resulting in loss of wallet share
 Lesser avenues for up-selling and cross-selling
 Lack of executive visibility for the account
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Copyright © 2012 HCL Technologies Limited | www.hcltech.com
Copyright © 2012 HCL Technologies Limited | www.hcltech.com
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Copyright © 2012 HCL Technologies Limited | www.hcltech.com