Transcript Slide 1

What IT Buyers Want
November 2013
1
Capita plc
– UKs leading public and private
outsourcing group
– FTSE 100 constituent and ranked in
Euro top 300
– Market capitalisation £6 Billion (June 2013)
– Revenue £3.35bn; profits £425m (2012)
– UK’s leading public and private sector
outsourcing group
– Offices in 15 jurisdictions across the
globe
– 320 offices with over 52,000 employees
– 1,000 people in Ireland with ambitious
growth plans
Key market sectors: Central and Local
Government, Financial Services, Health, Life and
Pensions, Education and Insurance
2
Our Division
Capita Asset Services
…is Europe’s most highly rated loan
servicer for commercial real estate loans
with a portfolio of €120bn across 13
European jurisdictions. Services include
master and back up servicing, primary
and special servicing, due diligence and
work-out.
Capita Fiduciary Group
…provides corporate and trust
administration services to a wide range
of institutional, corporate and private
clients worldwide. Locations include
Ireland, Jersey, London, Luxembourg
and The Netherlands with rep office in
New York and Singapore.
Capita Registrars
…core business is share register
management; it is the largest UK
registrar. Services include employee
share plan administration, share
dealing, company secretarial services,
investor relation services and corporate
actions management.
2,000 staff, across a number of countries, administering over €250bn of assets
Sector Treasury
…provides capital financing, treasury
advisory, strategic and consulting
services to UK public service
organisations.
Capita International
Financial Services
… is one of the most experienced
European provider of corporate services
to over 250 of the world’s leading
corporate’s and many leading financial
institutions.
Capita Financial Group
…provides investment managers with a
comprehensive set of onshore and
offshore fund administration solutions
across a wide variety of fund structures
and asset classes.
3
About Us
– We are Europe’s
largest, independent
3rd party loan servicer
– An innovative and
responsive business in
a strong and stable
group
– 200 staff in London,
Dublin, Frankfurt and
Belfast with asset
management coverage
across Europe
– We provide front, middle and back office services for lenders
and investors
– We provide services in respect of €120 billion of loans across
13 jurisdictions
– End to end loan lifecycle solutions, or specific services to
complement your operations
– Master Servicer for Ireland’s NAMA since 2009 in relation to its
€73bn loan portfolio
– Primary Servicer for €72 billion of loans & CMBS
– Special Servicer and Loan Work-out for €6 billion of loans in the
last 4 years
– Loan administration and Facility Agency services
– Due diligence and re-underwriting services for loans and loan pools
Services for banking and capital markets in the management of real estate, corporate and other loans
4
Our IT landscape
Capita Group
Capita Ireland
– > 5,000 IT Staff
– Co-location arrangement with Telecity
– Multiple data
centres
– HP Storage and Servers
– 60K + desktops
– Predominantly Microsoft technology stack re
databases etc
– 20K+ servers
– Gold standard
partnership
relationships with
all major
suppliers
– VMWare
– Multiple application packages
– T24 / Evolan
– Sharepoint for DM and workflow
– MS Dynamics
5
Trends (from my perspective)
2008-’10
• Rapid cost
reduction
• Freeze on capital
projects
• Freeze on training
spends
• Reduction in IT
graduates
2010-’12
• Impact of lack of
investment
• Shortage of IT
resources
• Slow return to
growth generating
demand for new
projects
2012• Investment returns
• Demand for
innovation
• New projects
• Increasing
Complexity
6
Challenges for IT Management
o New Trends/Technology :
o BYOD
o Cloud
o Big Data
o Shadow IT
o Challenges :
o Security Threats
o Compliance / Data Protection
o Complexity of the environment
o Dealing with Legacy / Justifying upgrades
o Resources / Retention / Talent Development
o Striking the balance between innovation and bleeding edge
o Demonstrating and adding true Value
7
What Buyers Don’t Want
o Aggressive Sales techniques
o Too many calls / emails
o Multiple lines of attack across the company
o Looking for too much information
o Long presentations
o Vapourware
o Hidden traps on T’s & C’s
o “Its in our policy” or “its in the contract”
o Issue Spin
8
What Buyers Want
CIO Survey
What I look for
Frequent communications and effective
collaboration
– Warm intros and recommendations
• 58%
– Innovative approach and ideas
Ability to provide complete solutions
– Partnership
• 60%
– Understanding my business without
being intrusive
Understanding of our business
– Understand the market I operate in
and the relevant technology
• 64%
– Flexibility on Pricing, Staffing,
Delivery requirements
Innovative engagement and pricing models
– The depth of the company
• 70%
– Rapid response
Superior Technical Skills
– Ongoing service past the contract
signing
• 78%
– Cope with unreasonable demands !
9
What Capita needs right now
o Skilled and experienced staff – contract and permanent
o Partnership with someone who can supply the right people on a flexible basis
across :
o Analysis
o Testing
o Developers
o Project & program managers
o Solutions across Banking services :
o
o
o
o
Core processing
Workflow (pre-canned)
Document Management Systems
BI / Reporting / Analytics
o Flexible pricing models that suit current and future needs
10
Empathy
o Despite modest recovery – its still a difficult environment
for sales
o Customers are more demanding, more commercially
savvy and contracts are getting more and more onerous
o More competition than ever in the IT space
o Hard to break in to new markets and with new customers
– people are more risk adverse than ever
11