Account Planning ReviewTemplate

Account Introduction

•The Client-

<<Customer Name>>

•Journey so far

• Revenue

• Profitability

• Revenue Growth

• Customer Satisfaction Index

• Share of Mahindra Satyam’s Business in offshored amount

• Value leverage to the client

•Relationship maturity metrics

: << >>

•2005-06 •2006-07

• Year of acquisition• VBU• PRM• Type of account• No. of years of continuous relationship• Key areas we have partnered in

Key questions we are looking to answer

Associates

Society

Customers

Investors

Communicating

Communicating

AssetsAssets Thinking

Doing

North Star

1. Is our North Star stretched enough? What strategic initiatives do we intend to take to achieve it?

2. What has been the revenue and profitability trajectory so far and what are the expectations in the near to medium term?

6. What opportunities are we pursuing, both reactive and pro-active? What is our distinctive value proposition for achieving them?

4. What is our competitive position in this client relationship? How do we intend to move up the ladder?

7. How are we doing on our delivery to the client? What have been the key gap areas?

8. What investments do we need to make to further build the assets of this account?

3. What is the breadth and depth of our relationship with the client? Where do we want to reach and how do we intend to get there?

9. What is the level of customer delight? How much value are we creating for them?

5. Do we have the right people in place for this account – PRM, PMs, SAs? How do we intend to close the gaps?

4

Our North Star

• North star for <<Customer Name>> • Why did we choose this as the North Star?

1

5

Strategic initiatives planned

• Strategic initiatives we will take to achieve the North Star• Strategic focus • How will we get there

1

6

Revenue and profitability trajectory

2007-08 Q2

2007-082007-08 Q4

2007-08 Q3

2008-09 Q1

2005-06 2006-07 2007-08 Q1

2008-09 Q3

2008-092008-09 Q4

2008-09 Q2

Profitability xx xx xx xx xx xx xx xx xx xx xx xx

FTE xx xx xx xx xx xx xx xx xx xx xx xx

New-potential

New-already contracted

Existing

Actual Projection

2

7

Breadth and depth of our relationship at <<Customer Name>>

3

<key messages>

Org chart of customer with indication nature of relationship with key people – who are the supporters and who are not

8

Example of strengthening the relationship with CIO

3

Challenges facing <<Customer Name>> Implications for IT

Competitive positioning4

Infosys

Overall threat to Mahindra Satyam

SWOT analysis (on domain knowledge, service offerings, relationship strength, delivery track

record)

Share of wallet of offshore work

Size of business

BUs they work with

Engagement areasCompetitorS.no.

1

CTS2

Accenture3

TCS4

Wipro5

SAIC6

Bearing Point7

Keane8

10

People: The Mahindra Satyam team5

Strengths Areas to focus onLevel

AMs

Leadership

Delivery

Name Role in the account Pfizer mapping

Stage Opportunity Why is it important? Game plan going forward

Opportunity pursuit6

Status in 06-07 How will we get there?

Delivery and key operational metrics

Key metrics

7

Target in 07-08

• % of fixed time projects

• Length of over-run on projects

• # change requests• % cost picked up by Mahindra

Satyam

• $/hr rate for onsite

• $/hr rate for offsite

• % billable associates in account

• % hrs invoiced to client

• Names of key projects

• Level of code re-usage• Names of automation tools

• # delivery issues• Avg resolution time

Nature and size of investment required Why this is important

Key investments required

Investment description

1

2

8

Other support required

What does <<Customer Name>> say about Mahindra Satyam?

9

Customer quotes

Game-plan going forward

• Customer quotesStrategic initiative 3 month action plan 6 month action plan