Houston ETRM Roundtable DiscussionMay 8, 2012

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Agenda• Introductions 15 mins

• Sapient Keynote Presentation – Arun Karur 15 mins

• Roundtable Discussion 75 minso Current ETRM challenges across business, processes and technologyo Brainstorm solution ideaso Build consensus on top 5 impactful ideas for the organization

• Feedback and wrap up 10 mins

• Survey form completion 5 mins

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Introductions

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Introductions• Name and role

• ETRM systems in your enterprise

• Commodities you trade in

• Expectation from the session – 1 thing to cover today

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Keynote PresentationArun Karur – Commodities Practice Lead

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2012 Sapient Global Markets ETRM Roundtable Discussion

• Today’s discussion topic –

State of today’s enterprise ETRM environments - Challenges and Opportunities

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There is a need for change

•Regulatory pressures are increasing. Compliance is "table stakes" and influences both business/IT solutions more strongly than in the past

•Efficiency drivers - are much more today. Do "more with less"•Markets are evolving rapidly (business complexity, compliance etc) - are systems/packages keeping up?

Business is different today than 10 years ago

•Increasing demands from business groups/users•Volatility, changing supply demand equation in the markets and regulatory reforms is driving business complexity •Aggressive timelines; demand for higher throughput and for full lifecycle solutions

Business users expectations of IT has changed; CIO role has expanded

•IT people are understanding the business better but business users are reluctant IT learners•"My job is it make money, just do what I ask you to do" - that attitude still strong in circles VERSUS "I get what IT is trying to do, let us meet in the middle"

Knowledge firewall

•Uniqueness of things (e.g. VAR models) going away. Can these things be outsourced if they are commoditized? •Threshold of package solutions vs. bespoke solution

Commoditization of technology

•Building blocks have remained the same; only providers have changed•Buying economics have not changed – SDLC, Staff augmentation, rate cards, etc.

IT delivery mechanism for CTRM has not seen major changes in the last 4-5 years

•Still need to piece the puzzle together thus making it very inefficient and suboptimal•High TCO and poor client satisfaction scores

Current service offerings in the market do not provide end-to-end solutions

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What does change look like?

Skillset Management• Sourcing of specialized skillsets and growing junior talent• Flexibility and creativity around utilizing existing resources

Rapid Delivery• Reduce timelines on IT initiatives• Delivery choice – leading edge vs. bleeding edge

Focus on predictability, increased user adoption and improved client satisfaction scores

Need for packaged services/offerings in the market that addresses front-mid-back office activities

New pricing and sourcing models delivering cost benefits ranging from 20-60%

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Our Predictions• Time has arrived for Next Generation CTRM Application Services serving business, processes and

technology needs of organizations

• Specialization and deep expertise will lead the way how CTRM services are delivered in this industry

• Maturity of the market will lead to decomposition of the problem to the lowest unit of work

• There will be a marked shift in how clients will buy services, how a SI, vendor, partner will deliver services to the clients, etc.

• Talent acquisition patterns will further evolve leading to changes in how project teams are structured in the future

• SI’s, partners, vendors will go to market with a radically new set of offerings

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Roundtable Discussion

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2012 Sapient Global Markets ETRM Roundtable Discussion• Today’s Discussion Topic –

• Objectives of the session

• Agenda for the discussion (75 mins)

State of today’s enterprise ETRM environments - Challenges and Opportunities

Close on 5 impactful ideas/focus areas for an enterprise to address current ETRM challenges and setup for future growth

1. Current ETRM challenges across business, processes and technology

2. Brainstorm solution ideas

3. Build consensus on top 5 impactful solutions for any organization

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Ground Rules• We start on time and end on time

• Turn off your phone for the duration of the meeting

• One person speak at a time. Raise your hand if you would like to speak.

• Engage in constructive debate

• No beating a dead horse

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Topics to consider

Challenges•Are you getting the most out of your ETRM investments in processes, people and technology?

• Is your organization set up to best leverage your ETRM environment?

•Are you building the right capabilities and harnessing the right solutions?

•Are you maximizing the value of your existing ETRM systems?

• Is your ETRM environment built to last?

Opportunities•What are the new opportunities to deliver business value?

•How can we reduce time to market?

•How can we bring down the total cost of ownership?

•Are we applying the appropriate delivery models to solve the business problems?

•What are the gaps that need addressing by internal team, vendors, partners, integrators?

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Feedback and Wrap up

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Survey Form Completion

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Thank You!