IT as a strategic resource

1. IT as a strategic resource Partner Manager Lars D. Madsen Maconomy

2. maconomy in brief • 20 years in ERP for Professional Services Organisations (PSO’s) • since 2000 listed on OMX NASDAQ, CPH • headquartered in Copenhagen, Denmark • 224 employees • operations (sales & consulting) in US, UK, BNL, SE, NO and DK • partner distribution in Eastern Europe, South Africa, Canada and India • 600+ customers in 58 countries with 124,000 active daily users 1.1

3. defining PSO’s Definitions of PSO • knowledge intensive organisations • servicing external clients • organising their work in projects • charging a high hourly rate Service companies is the fastest growing industry ERP - Enterprise resourceplanning integrated computer-based system used to manage internal and external resources 1.2

4. ”erp for pso” 1.9

5. Strategic resource 1.2

6. Best performer A 2010 study by the Aberdeen Group shows that efficient project execution is the one key driver for the best Professional Services companies. Aberdeen Group found that best-in-class Professional Services companies deliver 91 percent of their projects early or on time and 96 percent of their projects within budget.

7. maconomy – leadership in ”erp for pso” • recognised top 10 vendor world-wide by industryanalysts • some of the world’s biggest and most recognised pso’s rely on our solutions to run their business advertising & related computer related audit & tax Research / Non Profit legal engineering & architects advisors & design 1.3

8. Agency ProfitWatchIndustry Issues A large proportion of agencies admit to overservicing clients by 20%+ Knowing profitability of Top 5 clients is key Visibility of account teams, client budgets, major tasks crucial but unavailable 53% have no visibility of client budgets + major tasks to be completed 36% of agency time is unaccounted for Client pressure for transparency and accountability Assessing Profitability in Creative Services Industries.

9. analyst perspectives economic slowdown are driving pso’s to focus on initiatives that address efficiency • improve profitability and operational efficiency • optimise business process and quality Forrester 2008 • project-based erp market represents a large, untapped opportunity • $ 19 billiontotal addressable market • less than 7 % penetrated Industry and Wall Street research (Barclays Capital) 2008 6.3

10. Case study – Millward Brown • Marketing research and brand consulting • 7,100 Users world wide • 50 Countries in all timezones • One server in Chicago • One Database • Before Maconomy they had more than 30 Systems 1.4

11. Automating Non Profit organisationsKey issues • Increasing demands on information of how money is spent • Ability to handle multiple funding sources and their reporting requirements • Need for tighter control over resources • De-centralization of project administration • Employees around the world work on the same project • Control budgeted funds vs. actual spend • Measure key result areas, activity effectiveness & outcomes

12. case study – Kheth’ Impilo • Kheth’ Impilois a non-governmental health organisation focussed on AIDS relief in South Africa • 675 staff, 6 offices countrywide, primarily funded by US AID • Many challenges faced: donor management, fund allocation, reporting by activity, cost management, people management • Key benefits of implementing Maconomy • Online donor and funding management • Accurately control budgeted funds vs. actual spend • Cost and location management based on people • Efficient and accurate donor reporting “Maconomy has made donor reporting in focus areas more accurate and easier to extract the required data”

13. the value of ERP for PSO’s every day hundreds of decisions are made at all levels of your organisation. the information that would help you make the right decisionsexists somewhere in your organisation, ensuring accurate estimates, balanced workload as well as timely and correct billing. our vision is to provide the appropriate information to those who need it, when they need it. 1.6

14. professional services is our heritage traditional ERP heritage maconomy heritage - maconomy - organic business solutions product centric industries service centric industries production means machines people production control process/logistics projects production output products know-how 1.5

15. key success factor (ksf) diagnosis model determine the most likely executive priorities, or key success factors, given the overall challenges faced by the company, based on their ability to drive growth and profitability. more customer acquisition customer profitability people development & performance capacity optimisation project control project profitability service portfolio management knowledge management improved working capital efficient back-office processes fact-based business management cloud nine 1 4 6 3 9 7 8 2 11 3 10 2 3 4 5 5 11 5 4 7 8 6 revenues, sales, volume 7 8 1 3 4 1 2 9 10 4 11 5 5 11 7 8 primarysecondary improvement path 11 # less 6 9 less profits, earnings, margins more # 1.8

16. #2: client profitabilityhow maconomy can help • over-servicing highlighted • efficient capture of all client cost • clear view of open and potential engagements and debt • instant overview of all work 2.4

17. #3: people development and performancehow maconomy can help • resource assignments based on skills matrix • work requirements mapped to resources and skills • improved overview • capacity, skills and competencies • resource staffing according to skills 2.6

18. #4: resource optimisationhow maconomy can help • exact resource and revenue forecast • transparency of commitments and resources plans • integrated overview of deadlines • improved resource utilisation • company-wide resource scheduling 2.8

19. #5: project controlhow maconomy can help • integrated tracking from opportunity to project • managed pricing and approval process • project manager approval of time and expenses • fast and accurate time capture • clear project status overview 2.10

20. a role based solution tracking business performance and managing service portfolio monitoring corporate KPI’s and analysing root causes planning recruiting and tracking employee development, skills and performance executive manager departmentmanager administrating recruiting, retention and departuresof employees resource manager tracking sales activities and creating estimates accountant booking resources, planning and controling project progress and initiating invoicing hr manager accountmanager registering time and checking own billable utilisation projectmanager managing receivables, payables and assets consultant 1.11

21. maconomy mobile • full featured time sheet submission • intuitive calendarnavigation • connected as well as off-line registration 1.14

22. questions?