Partner med Zangenberg Analytics Benchmarking Partner med Zangenberg Analytics AROS – 6. marts 2013

Produkterne, priser og output – de nye 2014 versioner. Hvordan kan ydelserne indgå i dine projekter? Quarterly Analytics , hvad er det? Hvornår er det relevant? Sådan gennemfører vi projekter – gennemgang af metode dataark og proces Salgsmateriale – sådan præsenterer du Zangenberg Analytics ydelser Spørgsmål og idiskussion

Produkterne

Produkter Benchmarking af driftsaftaler Target pricing Configuration pricing RFP-generator Quarterly Analytics

Benchmarking - driftsaftaler Produkter Benchmarking - driftsaftaler Benchmarken giver svaret på spørgsmålet: hvad bør denne aftale koste netop nu. Kunden overdrager aftaler, fakturering og CMDB til Zangenberg Analytics , der herefter foretager nedbrydning, normalisering og beregning Kalendertid: 2-3 uger Kundens indsats: 2-3 mandedage Leverance: Udførlig rapport og præsentation Benchmark af en aftale: DKK 130.000 Benchmark af 5 aftaler: DKK 350.000

Targetpricing Produkter Targetpricing – 5 scenarier: DKK 65.000 Targetpricing giver svaret på spørgsmålet: hvad er markedsprisen på denne potentielle aftale. Sammen med kunden udarbejdes et antal scenarier for den mulige fremtidige aftale. Disse beskrives i detaljer og Zangenberg Analytics beregner aftaleprisen Kalendertid: 1 uge Kundens indsats: 1-2 mandedage Leverance: Udførlig rapport og præsentation pr scenarie Targetpricing – 5 scenarier: DKK 65.000 5 ekstra scenarier: DKK 35.000

Configuration pricing Produkter Configuration pricing Configuration pricing er rettet mod leverandører og giver muligheden for at få checket et tilbud mod markedsprisen. Leverandøren udfylder selv dataark og Zangenberg Analytics beregner aftaleprisen Kalendertid: 1 arbejdsdag Kundens indsats: 1 mandedag Leverance: Udførlig rapport Configuration pricing prissættes som et abonnement med fast antal beregninger pr år.

Produkter RFP Hvis man har gennemført en target-pricing-øvelse kan vi generere et sæt af standard-dokumenter til udbudsmaterialet (Request For Proposal), der tager afsæt i netop den konfiguration, der er beskrevet SERVICE MANAGEMENT DESCRIPTION Extent Included   Included (0-100%) Enterprise management – participation in the architecture and planning, and test implementation and integration, of solutions; The vendor participates actively in the clients architecture and planning, and test implementation and integration, of solutions; 2 solutions per year 100% Data management policy and practices; The vendor is responsible for formulating and maintaining data management policy and practices All policies pertaining to contract Revisions to policies as needed Application change management policies; The vendor is responsible for formulating and maintaining application change management policies; All policies pertaining to contract Revisions as needed Software license management policies; The vendor is responsible for formulating and maintaining software license management policies; Service-level requirements definitions; The vendor is responsible for formulating and maintaining service-level requirements definitions; All Service level definitions pertaining to contract Revisions to definitions as needed Product evaluation and usability testing; ? FA kan ikke finde i materialerne ? Procurement – defining processes and procedures and assisting in purchase consumables (such as tapes). The vendor is responsible for formulating and maintaining defining processes and procedures for carrying out procurement, and will be assisting in the operational purchasing of consumables (such as tapes) All processes and procedures of procurement items pertaining to contract Revisions as needed Kalendertid: 1 arbejdsdag Kundens indsats: ingen Leverance: RFP-dokument i Word-format til videre bearbejdning. RFP: DKK 25.000

Produkterne som en del af jeres projekter

Eksempler på projekter hvor Zangenberg Analytics ydelser kan indgå Sourcingstrategi Vurdering af outsourcingaftaler Benchmarking af intern it-drift Benchmarking af shared service center Assistance ved outsourcing Udbudsforretning Genforhandling/forlængelse af aftale

Sourcingstrategi Zangenberg Analytics omkostningsmodel Forretnings-kontekst Økonomisk vurdering af optioner (target pricing) Opgør interne omkostninger Definer sourcing optioner Vælg optioner og fastlæg strategi Markeds-kontekst Forretnings-mæssig vurdering Quarterly Analytics-leverandør og markedsdata

Vurdering af sourcingaftale Genforhandling Indsamling af relevante data Juridisk vurdering Vurdering af kundetilfredshed, leverancekvalitet og leverandørstyring Benchmarking af aftale Udbud

Vurdering af interne it-omkostninger Zangenberg Analytics omkostningsmodel Forretnings-kontektst Opgør interne omkostninger Target-pricing af eksisterende setup Forretnings-mæssig vurdering

Benchmarking af it shared service-center Beskriv interne services Beskriv særlige vilkår Benchmarking Samlet vurdering

Udbud – del 1 Quarterly Analytics-leverandør og markedsdata Aftale-paradigme Vælge leverandører Afgrænsning og definition – hvad udbydes? Vælg udbudsform og udbudsstrategi Targetpricing RFP

Udbud – del 2 Modtagelse og scoring af tilbud Benchmarking af tilbud Samlet vurdering og valg Kontrakt-forhandling

Metode Metode

From a stable balance to a volatile market The market From a stable balance to a volatile market Stable balance – up to 2005 Smaller number of large players dominate the market Large transition costs create effective lock-in No transparent paricing Little or no mobility Unstable balance - 2005 to 2012 Dramatic drop in market-prices – but not in existing contracts The beginning of benchmarking Increased transparancy A more mature and transparent market – 2013 and forward Benchmarking used to find major savings New entrants moving into the market Multisourcing is the norm 18

Metode Benchmarking answers the question: ”How much can we expect to pay for these services?” A benchmark from Zangenberg Analytics gives an indication of the current ”market price” for a complex outsourcing contract. Zangenberg Analytics have developed a model based on data from more than 200 contracts with a yearly contract value of more than 3 bn DKK Our model is calibrated with data from vendors and global research companies We are the chosen benchmarker in a series of contracts between larger customers and outsourcing vendors. The model continues to acheive a very high degree of precision in predicting the outcome of outsourcing tenders. 19

Metode Market-prices Our benchmarking model is populated with values from our own normalized database of price-points Data from leading research companies are used to verify and adjust All important price-points in the benchmarking model has been verified with at least two outsourcing vendors. Our ”Archetypes” (“fictitious” contracts, described in detail and with a calculated benchmark-price) has all been confirmed by outsourcing-vendors. 20

Service components in the benchmark model Metode Service components in the benchmark model Server Storage LAN/WAN Cloud services IaaS Wintel – physical 1-4 CPU Wintel – physical 5-8 CPU Wintel – physical 9-16 CPU Wintel – virtual 1-4 CPU Wintel – virtual 5-8 CPU Wintel – virtual 9-16 CPU UNIX/LINUX– physical 1-4 CPU UNIX/LINUX– physical 5-8 CPU UNIX/LINUX– physical 9-16 CPU UNIX/LINUX– physical >16 CPU UNIX/LINUX– virtual 1-4 CPU UNIX/LINUX– virtual 5-8 CPU UNIX/LINUX– virtual 9-16 CPU UNIX/LINUX– virtual >16 CPU Housing SAN Backup Remote Backup Switches Routers Wireless access points Proxy and WEB-Gateways VPN Other components Virtual Windows Server Virtuel Linux Server Storage Cloud Remote backup Workstation Cloud services PaaS Desktop PC Laptop Virtual PC Hosted Exchange Hosted mail POP/IMAP Hosted Sharepoint Azure Database operation MS SQL Oracle DB2 Helpdesk Mainframe Standard applications only Special applications Application operation Mainframe Operation DASD Tape Standard application Special application SAP 21

Benchmarking concept The Method Benchmark Database Agreement Sheet Service component and price-data Benchmark Database Normalized Price Points Service component data Price calculation “Should-Cost” Calculation Engine Calibration

Key Elements of Agreement Decomposition The Method Key Elements of Agreement Decomposition Agreement Service-categories Server Storage Applications Etc. Service components Physical Wintel Server 1-4 CPU SQL Database Scope Systems Management Service Management Ownership Volume # Servers # GBs # Helpdesk Calls per month SLA Availability Opening Hours Latency Price Component price if available Terms and conditions The terms and conditions that influences the price of the agreement

Metode Using SLA´s to calculate the price Each Service Category has a ”Low Price” and a ”High Price” - depending on the SLA´s. Example: Servers. SLA 1: Opening hours. Weight: 25%, Can add up to 750 to the Low Price. (25% af 3000) SLA 2: Availability. Weight: 75%. Can add up to 2250 to the Low Price (75% af 3000). For servers we have defined threshold-values for SLA´s Availability and Opening Hours. For SLA-values below the lowest threshold, the Low Price is used. For values above the highest threshold a manual calculation is carried out (peer-group comparison). Low price 3000 kr. High price 6000 kr. 24

Specification of the services Benchmarking Specification of the services

The multiplicator is calculated from the terms and conditions The Method The multiplicator is calculated from the terms and conditions 26

Benchmarking Output sample

Benchmarking Process The Process Kickoff and definition of scope Agreement dcomposition Validation Present results Introduction Present proces Handover contracts, invoicing and CMDB Arrange for vendor contact if needed Identify all relevant contact persons Agreement decomposition according to BM model Collect supplementary info as needed Normalisation Prepare data-sheet for validation Datasheet validated by client Perform benchmarking Present results to client Discuss potential next steps Discuss overall recommandations for a renegotiation strategy when relevant. Yearly update Education Contact persons in client organization is educated in the contract decomposition and the logic of the datasheet. This is necessary for the validation and updates of benchmark. 28

Targetpricing Process The Process Targetpricing Process Kickoff and definition of scenarios Targetpricing Validate and adjust scenarios Present final results Introduction Present proces Scenarios discussed and defined during a half-day workshop led by Zangenberg Analytics. One datasheet filled out per scenario Each scenario calculated and a preliminary report is prepared Preliminary report sent to client in advance of workshop 2 During workshop 2 scenarios are discussed and adjustments identified Final report prepared Final report presented and potential next steps discussed Education Contact persons in client organization is educated in the contract decomposition and the logic of the datasheet. This is necessary for all discussions regarding scenarios. 29

Selling

Hvorfor benchmarke? Drift udgør typisk en betydelig del af it-budgettet. Hvis en del af driften er outsourcet betaler du nok for meget Med en benchmark får du det mest potente værktøj til en genforhandling og nedbringelse af de outsourcede omkostninger Værktøjet virker – andre har fået endog meget store reduktioner Du kan bruge det nu – også selvom du er midt i kontraktperioden Vi vil ikke sælge en benchmark medmindre vi tror, at der er mindst 10 gange honoraret at spare

Hvorfor targetprice? Strategi uden økonomi er bare snak Rigtige valg kræver at du forstår de økonomiske konsekvenser Forskellen mellem to aftaler der dækker samme grundydelse kan være en faktor 2 – den ene kan være dobbelt så dyr som den anden Alle CIO´s vil blive mødt med spørgsmålet: hvad ville det koste hvis vi outsourcede xx eller yy

Unique Selling Points Den billigste benchmark på markedet DKK 130.000 for en enkelt benchmark mode ca. DKK 500.000 Den mest præcise benchmark Ikke peer–group baseret, alle data bringes i spil Præcisionen er vist ved adskillige udbud: træfsikkerhed på 5% Leverandørerne bekræfter løbende vore arketyper Kræver lille indsats af kunde og leverandør Aftaler og fakturering overdrages – Zangenberg Analytics håndterer resten Endnu kortere procestid ved genberegning Største antal datapunkter Data fra over 200 aftaler Samlet årlig aftalevolumen på over 3 mia. DKK Tager hensyn til flest faktorer Detaljeret nedbrydelse af ydelsen Relevante SLA´er og høj detaljeringsgrad 13 aftalevilkår Accepteret af de fleste leverandører Indskrevet som benchmarker i adskillige aftaler Anbefales af bl.a. Gorrissen & Federspiel Indiske leverandører anser vores benchmark for mere præcis end konkurrenternes