HCL Strategy Update Big Bets and Key Account

HCL Strategy Update – Big Bets and Key Account Management

21 st Century Sourcing : From Cost to Innovation TRANSITION Gen 1 Gen 2+ Business as a Service Revenue Impact Cost Impact Model Cost Focus Unlock Capital Cost Focus RTB – CTB Mix Revenue Focus Revenue Impact Revenue Focus Lean Principles Resource Based T&M Managed Services Xaa. S Labor Cost IT Cost Business Cost 90 - 10 65 - 35 50 - 50 Minimal Transformationa l Copyright © 2014 HCL Technologies Limited | www. hcltech. com 2

HCL will therefore focus on a few strategic customers with sharply focused offerings Share of incremental revenue across customer segment on X Axis and Business Segments on Y Axis momentum Big bets Defend & Grow A/cs Focus on 50 accounts that will contribute 50% of incremental revenue – G 1000 / F 500 clients Grow Sustain 100 accounts, contributing to 30% - G 2000 + 13 focus bets to contribute 65% of incremental revenues – Analytics, Digital, Io. T -- Gen 2+ services Momentum business segment to bring the 35 % of the incremental revenue -- Gen 1/ 2 services Quicker response times Segment Leaders to drive strategy & growth Copyright © 2014 HCL Technologies Limited | www. hcltech. com 3

… Client Partners managing key accounts will have be pivotal to our growth strategy Client Partners to report to L 1/L 2 leaders who will be account corporate sponsors Client Partner to be single owner of P&L Marketing initiatives to aide CPs Client Partner Responsibili ties Dedicated SPOCs from enabling functions Copyright © 2014 HCL Technologies Limited | www. hcltech. com All Service Lines report into CP CPs to own QBR agenda for account 4

… Key capabilities that a Client Partner should possess Quality / Trait Quality Group Good understanding of industry domain of the account A Should have managed a minimum 50 mn+ revenue account with at-least 3 service lines A Overall work experience of at least 15+ years A Manage relations at CXO level / past experience of managing such relations A Should have managed F 500 / G 1000 accounts across clients with significant engagements around deal churns and CTB A In-depth knowledge of at-least one service line relevant to the accounts A Should have managed a team of at-least 4 direct reports A Should be a go-getter/ high achievement orientation A Should have driven solution building for the account B Delivery experience of managing large and multi-service line programs B Copyright © 2014 HCL Technologies Limited | www. hcltech. com 5

… Client Partners at HCL will be groomed for greater responsibility by senior leaders Client Partners at HCL SBU Head Present Responsibility BU Heads CP Fortune 300 Bank • Vice President • Present Client Partner • P&L Managed: Over $ 80 M CP Fortune 300 Bank • Senior Vice President • Present Client Partner • P&L Managed: over $ 250 M Client Partners* Client Directors Diamond CPs – Managing multiple CP led accounts Account Managers upto 20 M $ 10 – 50 M $ 50 – 300 M $ 300 – 700 M P&L Managed Copyright © 2014 HCL Technologies Limited | www. hcltech. com 6 Senior Leader FS Americas FS Head – Americas • Senior Vice President • Leader FS - Americas • P&L Managed: Over $ 100 M • Corp. Vice President • Head FS – Americas • P&L Managed : $ 700 M

Appendix

A dynamic marketplace presents a make or break opportunity for HCL Share of Usage 2008 2012 2020 1 Device Shift From PC to touch PC Mobile Tablet Other 78% 22% 0% 0% 57% 32% 11% 0% 20% 50% 20% 10% 2 Communications Shift From voice to data Voice E-mail Social Other 39% 42% 15% 4% 27% 36% 26% 10% 15% 30% 33% 22% 3 Usage Shift From bundled to fragmented 4 Social Shift From growth to monetization 61% 39% 22% 78% 13% 87% 23% 77% 5 Linear TV 78% Video Shift Programmer to user controlled VOD, OTT 22% 65% 35% 10% 90% 6 Retail Shift From channel to experience 4. 9% 9% Copyright © 2014 HCL Technologies Limited | www. hcltech. com Mobile Voice Mobile Data 8 Social Other Internet E-commerce/ 3. 6% All retail 5% 95% 45% 55%

… how we will take our Relationship Beyond the Contract with you >>> Attractive incentive plan – Increasing incentive structure with every subsequent sourcing <<< >>> Attractive incentive plan – Strategic Partners to be on boarded and included for all new hiring's <<< >>> We could partner with you to jointly pursue HRO based outsourcing deals <<< >>> Recognition and Visibility on HCL website – Strategic Partner status and extensive coverage <<< Copyright © 2014 HCL Technologies Limited | www. hcltech. com 9