TBR. Demand for Engineering Services Outsourcing is increasing, particularly for offshore vendors. May 2012

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1 Demand for Engineering Services Outsourcing is increasing, particularly for offshore vendors May 2012 TBR T EC H N O LO G Y B U S I N ES S R ES EAR C H, I N C. 1 HCL ESO Whitepaper May Technology Business Research Inc.

2 Contents Introduction... 3 ESO Vendors Are Poised To Gain A Larger Share Of The Engineering Services Market 3 The Indian ESO Industry Is Expected To Experience Strong Growth, Supported By Its Skilled Work Force... 4 HCLT s Product-focused History Gives It The Tools To Be Successful In ESO.. 4 HCL Surpasses Its Peers In Terms Of Total ESO Revenue. 5 HCL s Top Indian Outsourcing Provider (IOP) ESO Competitors.. 6 Conclusion.. 7 About HCL Enterprise. 7 About HCL Technologies 7 About TBR HCL ESO Whitepaper May Technology Business Research Inc.

3 The Engineering Services Outsourcing industry is growing as firms seek cost-savings opportunities Companies are outsourcing engineering services more than ever. The growth trend is expected to accelerate in the coming years as offshore options increase, particularly in India, to support cost-cutting efforts. TBR Position TBR believes the Engineering Services Outsourcing (ESO) industry is at the beginning stages of a growth trajectory. We believe ESO vendors, particularly in India, are positioned to capture a larger share of the market due to the alignment of their current capabilities and increased focus on the ESO market. HCL, for example, has utilized its product-focused background and specialized knowledge in IT to become the largest ESO vendor in India. TBR believes companies reliant on manufacturing and engineering need to predict needs and prepare for opportunities they may not be able to address on their own. By partnering with an ESO vendor committed to expanding capabilities, constantly improving its track record, and pushing the current limitations to bring about the next wave of products, opportunities become limitless. Introduction To fully understand Engineering Services Outsourcing (ESO) and its current state in the market, it is necessary to define the functions that are considered engineering services. Engineering services are tasks that involve the nonphysical acts of engineering, such as the preparation, design, and consulting work supporting engineering. One example is the design of a jet engine; however, the actual building of the engine is considered an engineering function. Engineering service providers solely focus on the services for engineering and rarely work on the engineering processes they establish, consult, and/or manage. ESO Vendors are Poised to Gain a Larger Share of the Engineering Services Market Multiple sources estimate the current size of the global R&D industry at $1.1 trillion per year, or less than 2% of the world economy, and it is expected to grow to more than $1.4 trillion by The same sources estimate the current amount of engineering services being offshored each year is less than 10% of total market share. TBR believes ESO vendors have the capabilities to more than double this figure. Studies indicate roughly 30% of international companies have outsourced aspects of their new product development. All of these figures are expected to see significant growth within the next few years. Historically, several factors were cause for concern when companies considered ESO; the largest concerns include turnaround time, quality and trust. ESO involves a higher level of functionality within a company and is strategic to a company s value proposition, as it drives innovation. Due to this, companies tend to keep engineering services on-site and leverage outsourced services for lower-level functions, such as finance, accounting and manufacturing. However, because of the economic climate and cost-saving potential, many companies can no longer justify keeping their engineering services in-house. Another primary concern with ESO is the perceived slow turnaround time. In today s market there is ever-increasing demand for faster delivery of products and services. Due to technology advancements significantly decreasing product lifecycles, clients are increasingly demanding faster delivery of services to 3 HCL ESO Whitepaper May Technology Business Research Inc.

4 obtain a competitive advantage over rivals. ESO vendors have realized this, and are now able to deliver their engineering services as fast as, or faster than, companies would be able to internally. The final cause for hesitation is quality concerns. In the past, firms would hesitate to outsource engineering services due to the inferior product that outsourcing returned; however, ESO vendors invested in increased quality awareness to produce a quality outcome, and now firms that leverage ESO are able to obtain high-quality services. An array of sources indicate the global offshored ESO market will increase from less than $100 billion currently to at least double that amount by 2020, 15% to 20% of which will be from Indian companies. HCL is experiencing strong growth due to its cost saving and timely delivery capabilities coupled with its increased product-quality reputation. While ESO s greatest weaknesses in the past have become strengths, the potential for additional cost savings remains. Recent growth is partly due to the economic hardships many companies face. Perhaps the most significant push for companies to outsource their engineering services remains the costreduction aspect outsourcing provides. Outsourcing engineering services allows companies to get the most out of tighter budgets and increase concentration on more pressing matters, such as executive management decisions. The Indian ESO Industry is Expected to Experience Strong Growth, Supported by Its Skilled Workforce Of the $1.1 trillion R&D market, less than $100 billion is currently offshored as a service. Major offshore locations include Mexico, Eastern Europe, China and India, with India consisting of approximately $13 billion (includes captive operations), or 10% to 13% of the offshored market. By 2020, offshored engineering services is expected to grow to more than $200 billion, while India s share is expected to increase to $45 billion to $50 billion. India s largest asset in ESO growth potential lies within its people. India has the largest amount of engineering graduates with the appropriate skillsets compared to all other emerging, low-cost countries for ESO; however, India lacks the infrastructure needed to support the increasing demand. Among Indian ESO vendors, HCL leads the group with the highest revenue and largest percent of total revenue (at the time of publication). HCLT s Product-focused History Gives It the Tools to be Successful in ESO HCL is a $6.2 billion global enterprise, comprising two separate companies: HCL Technologies (HCLT) and HCL Infosystems. HCLT is a leading global services provider of IT services, IT Infrastructure services, Engineering and R&D services and BPO services. HCLT s Engineering and R&D Services segment came to fruition in the late 1990s, and has become a vital part of HCLT, consisting of 18.9% of its revenue. HCL started as a hardware product company in 1976, featuring a strong engineering team from the beginning. HCL saw an opportunity to take its expertise and provide engineering outsourcing services to companies across 4 HCL ESO Whitepaper May Technology Business Research Inc.

5 the globe. HCL took its specialized knowledge and skillset and applied them to hardware, software, mechanical, and compliance services. To penetrate the market, HCL placed a strong focus on establishing engineering partnerships with leading technology companies, such as Microsoft, Boeing and Cisco. To adapt to the ever-changing market, HCLT established its Engineering out of the box (EOOTB) strategy in The EOOTB strategy is based off the shifting market trend from core product development services to creating ecosystem advantages around clientele s products. Under the EOOTB strategy, HCLT identified three key focus areas. HCL successfully leveraged strong partnerships with industry leaders to penetrate the ESO market. It has received top partnership awards from prestigious companies such as Symantec, Boeing, Microsoft, Cisco and Hamilton Sundstrand. 1. Core Products: Enable customers to develop cutting-edge nextgeneration products. 2. Ecosystem Innovation: Create a platform for ecosystem innovation of core products. 3. User Experience: Assist in ecosystem product adoption. The EOOTB strategy has proven successful for HCLT. In the past two years, HCLT has secured the largest engineering partnership deal with a Fortune 500 company, along with 48 out of the top 100 R&D spenders globally. HCLT s ESO division also created more than 200 patents for customers around the world. In 4Q11, HCLT surpassed Wipro as the top Indian ESO provider, with revenues of more than $193 million for the quarter. To support this growth, HCLT invested $20 million in its labs globally. HCL Surpasses Its Peers in Terms of Total ESO Revenue The primary India-centric ESO vendors are HCL, Wipro, Infosys and TCS, with HCL being the largest. HCL has outpaced Wipro in terms of ESO revenue growth in recent quarters, passing Wipro as the leading Indian ESO vendor in 3Q11. In 4Q11, HCL s strong growth continued, as it established 34.2% market share (market share is comprised of HCL, Wipro, TCS and Infosys) in the ESO landscape. HCL is in a strong position to continue to capture a larger piece of the growing ESO industry. 5 HCL ESO Whitepaper May Technology Business Research Inc.

6 ESO % of Total Revenue Percent Market Share TBR 45% 40% 35% 30% 25% 20% 15% 10% 5% 0% ESO MARKET SHARE BY COMPANY* 4Q09 1Q10 2Q10 3Q10 4Q10 1Q11 2Q11 3Q11 4Q11 HCL Infosys TCS Wipro SOURCE: TBR *Market share consists of only these four companies HCL s top Indian Outsourcing Provider (IOP) ESO competitors HCL s top IOP competitors in the ESO market space are Wipro, Infosys and TCS. The three companies combined saw more than $1.4 billion in ESO revenues in TCS has been in the ESO industry for more than 20 years. Its recent growth is attributed to increased focus on expanding into LATAM, APAC and EMEA geographies that are less impacted by macroeconomic headwinds. TCS experienced a 15.6% year-to-year revenue growth rate, which was below average compared to competitors. In 4Q11, TCS ESO segment represented 4.6% of its total revenue, compared to 6.3% in 4Q08. TBR 25.0% 20.0% 15.0% 10.0% 5.0% 4Q11 vs. 4Q10 ESO PERCENT OF TOTAL REVENUE AND YEAR-TO-YEAR GROWTH OF PRIMARY IOP VENDORS 4Q11 Wipro $188,923 4Q11 TCS $118,938 4Q11 HCL $193,139 4Q10 Wipro $179,044 4Q10 TCS $102,912 4Q10 HCL $159,859 4Q10 Infosys $41,210 Avg. ESO % of Total Revenue: 9.9% 4Q11 Infosys $63,210 Avg. ESO Revenue Growth YTY: 23.8% 0.0% -10.0% 0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% LEGEND: SIZE OF BUBBLE = ESO REVENUE. IN THOUSANDS. SOURCE: TBR ESTIMATES AND COMPANY DATA. ESO Revenue Growth YTY Infosys drives ESO revenue growth through its Innovate, Transform, and Optimize strategy. Infosys applies innovation to client offerings, transforms how these offerings are engineered, and optimizes execution to deliver measurable business value. Infosys has emerged as a serious competitor due to 6 HCL ESO Whitepaper May Technology Business Research Inc.

7 TBR Conclusion and Outlook TBR believes vendors such as HCL will strengthen ESO capabilities and brand awareness in concurrence with increasing demand stemming from clients cost-reduction efforts. We believe advancements in technology will allow offshore ESO vendors to meet clientele s time and quality demands. We anticipate IOPs to outpace other low-cost offshore options, taking full advantage of their highly skilled, technologyexperienced workforce. We foresee HCL capturing a stronghold in the Indian ESO market, as recent growth and investments lead us to believe they have sound strategy and full commitment in the industry. strong growth rates in recent quarters, boasting a 64.4% year-to-year revenue growth rate in 4Q11 in the ESO market place. Despite recent growth, Infosys remains the smallest of the four major players, consisting of 11.2% of the market share*. Wipro concentrates its ESO efforts on providing entertainment, information, and analytics to the user experience. Wipro also focuses on providing mobility for enterprises, computing and data management, and enhancing its plant facilities. While HCL has kept its year-to-year growth rates above 20% in six of the last seven quarters, Wipro s year-to-year growth rates have remained under 10%, as other IOPs steal market share, allowing HCL to surpass it in total ESO revenues for 2H11. Conclusion The Engineering Services Outsourcing market is expected to see significant growth during the next 10 years. The primary driver for outsourcing engineering services is cost reduction benefits as macroeconomic headwinds cause budget austerity. To capture the growing market demand, offshore competitors have emerged as strong players, particularly in India. With modern technology, offshore ESO vendors provide services of equal or better quality in a timely fashion. They do so while offering lower prices than onshore outsourcing options, stemming from lower wage rates in low-cost countries. HCL has emerged as the leading IOP ESO provider, committed to capturing the growing market and embedding ESO into its company strategy. About HCL Enterprise HCL is a $6.2 billion leading global technology and IT enterprise comprising two companies listed in India: HCL Technologies and HCL Infosystems. Founded in 1976, HCL is one of India s original IT garage start-ups. A pioneer of modern computing and a transformational enterprise, HCL s diverse range of hardware and software offerings span a wide array of focused industry verticals. The HCL team consists of 88,000 professionals of diverse nationalities, who operate from 31 countries, including more than 500 points of presence in India. For more on HCL, please visit About HCL Technologies HCL Technologies is a leading global IT services company, working with clients in the areas that impact and redefine the core of their businesses. Since its inception into the global landscape after its IPO in 1999, HCL has focused on transformational outsourcing, underlined by innovation and value creation, and offers integrated portfolio of services, including software-led IT solutions, remote infrastructure management, engineering and R&D services and BPO. HCL leverages its extensive global offshore infrastructure and network of 7 HCL ESO Whitepaper May Technology Business Research Inc.

8 offices in 26 countries to provide holistic, multiservice delivery in key industry verticals, including Financial Services, Manufacturing, Consumer Services, Public Services and Healthcare. HCL takes pride in its philosophy of Employee First, Customer Second, which empowers 83,076 transformers to create a real value for the customers. HCL Technologies, along with its subsidiaries, has reported consolidated revenues of US$3.9 billion (18,334 crores) as of Dec. 31, 2011 (on LTM basis). For more information, please visit TBR About TBR Technology Business Research, Inc. is a leading independent technology market research and consulting firm specializing in the business and financial analyses of hardware, software, networking equipment, wireless, portal and professional services vendors. Serving a global clientele, TBR provides timely and accurate market research and business intelligence in a format that is uniquely tailored to clients needs. TBR analysts are available to further address client-specific issues or information needs on an inquiry or proprietary consulting basis. For More Information TBR has been empowering corporate decision makers since For more information, visit This report is based on information made available to the public by the vendor and other public sources. No representation is made that this information is accurate or complete. Technology Business Research will not be held liable or responsible for any decisions that are made based on this information. The information contained in this report and all other TBR products is not and should not be construed to be investment advice. TBR does not make any recommendations or provide any advice regarding the value, purchase, sale or retention of securities. This report is copyright-protected and supplied for the sole use of the recipient. Contact Technology Business Research, Inc. for permission to reproduce. 8 HCL ESO Whitepaper May Technology Business Research Inc.

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