Sales Play Overview: Day 1

Business Process Services for Finance and Administration

WHAT IS THE SALES PLAY? CLIENT BUSINESS CHALLENGES AND NEEDS CLIENT DESIRED OUTCOMES

DXC Technology’s Business Process Services (BPS) Increase incremental free cash
CLIENT TYPICAL RELATED
for Finance and Administration (F&A) is a portfolio of STAKE- CHALLENGES NEEDS flow by extracting cash out of
services that bring together processes and technology HOLDER billing and payment cycles to
at a global scale with a delivery model honed for industry. fund operational and strategic
• Data residing on • Focused on company business initiatives
DXC’s F&A experts work directly with our clients to
different systems strategic business
leverage the power of digitization and automation while that do not connect objectives and risks;
providing analytic insights into business operations with each other, need actionable Achieve 90% digitization of
that help deliver enterprise transformation. CFO which increases insights from data flows to mitigate manual
the complexity of increasing amounts data entry
WHERE IS IT RELEVANT? information retrieval of data — much of it
disparate and even
WORLD- Global Hub Regional
WIDE untapped
Bangalore, India Wroclaw, Poland Reduce costs up to 30% in F&A
DELIVERY
CENTERS: Chennai, India Lodz, Poland • Manage and execute • Strong influencer of
back-office operations
Dalian, China a clear strategy for F&A outsourcing
San Jose, Costa Rica operations and decisions
Financial
ensure achievement
Controller
of shared services Increase speed to value by
and departmental
30% against competitors’ F&A
outcomes
diagnostics
• Ensure proper • Deliver the right
Chief access controls to information at the
Information all company data right time to support Optimize working capital by
Security assets along with the right business improving processing time of
INDUSTRIES
Officer compliance and outcome back-office functions and achieve
Healthcare P forensics world-class cycle times
IP Industries Life Science and Pharma P
• Leverage technolo- • Global benchmark-
Transportation P gies to provide ing and roadmap to Reduce cost of finance, lowering
VP, Business labor costs and standardizing
historical, current and best-in-class
Consumer and Retail P Intelligence and maturing finance process
predictive views of operations and
Energy and Technology P business operations technologies execution
Other Industries
High Tech P
Manufacturing P

DXC TECHNOLOGY PROPRIETARY AND CONFIDENTIAL — FOR INTERNAL USE ONLY

SALES PLAY OVERVIEW: DAY 1
 SALES PLAY OVERVIEW: DAY 1 Business Process Services for Finance and Administration

CLIENT CONVERSATION TYPICAL QUESTIONS FROM CLIENTS 

WHAT SOLUTIONS DO WE HAVE, AND HOW
I have heard that DXC Technology’s costs are higher DO THEY MAP TO CLIENT NEEDS?
than its competitors. Is that true?
ELEVATOR PITCH CLIENT NEED OUR SOLUTIONS
We have been very successful in working with clients to
DXC Technology’s BPS F&A services help Identify potential productivity • F&A Advisory Services
build solutions that drive a business case to reduce F&A improvements that increase
financial officers deliver innovative technology process efficiencies and reduce
costs by 30% to 45%, while providing other benefits such
solutions to bolster ongoing business operations costs
as better controls and improved business outcomes.
while redeploying resources to richer engagements.
With our services, you can move the cost reduction Leverage data capture to • F&A Analytics as a
How do you manage risk and disruption during the develop insights to validate Service
conversation to focus on improving productivity, transition? improvement areas; create a
while supporting enterprise innovation, margin framework to monitor opera-
Our transition model is based on successful engage- tions performance
improvement, agenda transformation, and
increased agility. ments and focuses on open communication from
Identify specific business • F&A Business
due diligence through go-live. Our collaboration performance opportunities and Outcome Services
and tracking tools provide you with a clear view of build a strategy to address them
DISCOVERY QUESTIONS overall status and progress against key milestones.
Use process design, technology • F&A Managed
Understand client pain points solutions and organizational Services
How is the service delivered? constructs to sustain enhanced
• What areas of the F&A processes are currently performance in F&A back-office
The key to our success is understanding your business. processes
causing the most operational issues for you?
Our team of data scientists can work at your location, or
• Do you understand your finance landscape and you may choose to have the team support your analytics/ Provide hybrid automation for • F&A Automation
how you perform relative to global standards? back-office processes Capabilities
business teams from our global delivery centers.
• How well can you extract insight from data to enable
better decision making and optimize finance
WHY US?
operations?
• How effectively have you transitioned ad hoc F&A 1.  Global Scale and Presence 3. C
 omprehensive Portfolio
analytic effort to systematic approaches? With more than 20 years of experience with We offer a broad portfolio that covers key back-
Fortune 500 clients worldwide, our global network office F&A functions such as Order to Cash, Record
Assess the client needs of F&A professionals in 100+ countries speaking to Report and Source to Pay. Our service offerings
• Have you benchmarked your total cost of finance 30+ languages provide full support for our address all levels of complexity across the full F&A
against your peers? How do you compare? customers, extensive analytic skills, deep industry spectrum.
• Have you explored enabling tools to enhance your knowledge and extensive process experience. 4. C
 ollaborative Approach
business processes? 2. Digitization, Automation Capabilities We work closely with our clients to understand
• Are your current business processes complementing DXC uses the latest digitization and automation their business and their needs in order to identify
or enhancing your overall finance strategy? technology to optimize F&A process flows for solutions that work for them. Our collaboration and
maximum efficiency. For example, our digitization tracking tools provide a clear view of overall status
• Do you know if your control/compliance practice is
platform uses multichannel capture capabilities to and progress against key milestones.
adequate or if it needs improvement?
enable our clients to transition from paper to 5. Practitioners vs. Advisory Only
digital processes. DXC Technology’s BPS F&A offering is different from
others because our experienced practitioners with
industry expertise work directly with our clients.

DXC TECHNOLOGY PROPRIETARY AND CONFIDENTIAL — FOR INTERNAL USE ONLY

SALES PLAY OVERVIEW: DAY 1
 SALES PLAY OVERVIEW: DAY 1 Business Process Services for Finance and Administration

WHO IS OUR COMPETITION? SIDE-BY-SIDE COMPARISON

COMPETITOR BIGGEST THREAT TO DXC DXC’S POSITION AGAINST THEM
ADJACENT SOLUTIONS
End-to-End: • Wide portfolio of F&A technical services to • Capable of integrating technical solutions with clients’
• Industry-Specific Solutions:
address full range of clients’ F&A needs, existing platforms (IBM requires full transition to
combined with consulting solutions proprietary technologies) – Consumer Packaged Goods (CPG)
• Recognized brand and established market • Owner-operator hybrid, meaning deploying DXC- – Pharma
position developed F&A systems for our own use before
replicating for clients – Transportation
– High Tech

Pure Plays: • Serve clients with wide range of F&A needs • Near-shore resources and personnel to provide
to showcase full scope of technical contract flexibility and tailored solutions (vs. competitors’
capabilities exclusively offshore resources)
• Typically price-advantaged • Proprietary automation methodologies to integrate
multiple types of platforms and systems (e.g., Ventura
and Microsoft Access)

Advisory: • Significant expertise in consultant-led • 30% or greater price advantage for comparable services
engagements and expertise
• Incorporation of solutions into broader client • Capable of operationalizing solutions, ensuring commit-
strategies ment to the full client transformation using ART
(proprietary process design tool)

ììContact:

Mahesh Shah
[email protected]

Thomas Dobis
[email protected]
+41 793676110

Ford Sanger
[email protected]
+1 405 234 6933

DXC TECHNOLOGY PROPRIETARY AND CONFIDENTIAL — FOR INTERNAL USE ONLY MD_9942j-17 03/2017

SALES PLAY OVERVIEW: DAY 1