Capture Share Report Asia Pacific Business Intelligence and Analytics Solution Providers. Authored by Phil Hassey: - Founder capioit

Capture Share Report Asia Pacific Business Intelligence and Analytics Solution Providers Authored by Phil Hassey: - Founder capioit March, 2013

Capture Share Report Asia Pacific Business Intelligence and Analytics Solution Providers Executive Summary 3 Top Line Methodology 9 Asia Pacific BI and Analytics Solutions Capture Share Core Findings 12 Analysis of Leverage and Transform Vendor Capability 18 BI and Analytics Solutions Capture Share - Vendor Breakdown 21 Asia Pacific BI and Analytics Solutions Capture Share Final Takeaways 38 Appendix - Detailed Methodology 44 20/06/2013 Prepared by capioit 2

Executive Summary The 2013 Asia Pacific BI and Analytics Solutions Capture Share report allows readers to understand and assess the overall key strengths and weaknesses of 13 leading BI and Analytics solutions providers in the context of the Asia Pacific region. The majority of the providers included in the study were Multi National Systems Integrations and Application Services providers. This reflects the focus of the report on consideration of capability across the region. This report highlights that whilst there is a diverse number of BI solutions providers with a range of skills and capabilities, leadership for Asia Pacific BI and Analytics solutions is clearly held by IBM. 20/06/2013 Prepared by capioit 3

Executive Summary IBM has leadership due to its clear business focus on, and significant investment in BI and Analytics to create the Information on Demand and Smarter Analytics capability. In 2012, it leveraged the super analytics tool Watson, albeit in a conservative manner in 2012, and made a push to increase customer investment in front office optimisation through the use of analytics. Several related acquisitions are now more mature and settled within the IBM framework, most notably Cognos. As a result, the focus is less on acquisition, and more on leveraging the portfolio and engagement with a new type of buyer at the client side. This new focus is across the organisation from marketing to procurement as the dominance of IT spend by IT cedes to the growth in spend on IT related capabilities by non-it business functions. 20/06/2013 Prepared by capioit 4

Executive Summary There is a significant gap between IBM and the rest of the market in BI and Analytics primarily due to the weight of the integrated solution based approach taken by IBM. The next level of ranking of Asia Pacific BI and Analytics solutions provider leadership is shared by Accenture, Infosys and TCS. Accenture is not surprisingly strong in BI and Analytics. It has maintained momentum in its partnership with SAS Institute and is the leading SAS provider in the region. This allows it to differentiate itself and to circumvent the strength of the integrated IBM solutions. capioit anticipates that SAS Institute will grow in the critical importance for it through 2013. 20/06/2013 Prepared by capioit 5

Executive Summary Infosys and TCS are clearly the leading Indian based providers of BI and Analytics solutions in the Asia Pacific region. They are able to leverage very strong teams in a range of solution areas. TCS is differentiated with it s Informatica relationships, whilst Infosys is a leader in terms of leveraging partner IP and research. There is a significant amount of clustering of the lower ranked vendors in the study. This reinforces the lack of differentiation in the market. A vendor who can achieve differentiation has a strong chance to really gain share quickly if it can execute and maintain a differentiation. 20/06/2013 Prepared by capioit 6

Executive Summary There is no distinctive trend when looking at vendors on the comparison between transform and leverage capabilities. This is due to the inconsistent regional capabilities of the key vendors and clear weaknesses of others in terms of capabilities. In terms of the overall collated strength of the individual 17 capabilities, the strongest capability in the market is for BI and Analytics ecosystem partnerships. The poorest rating was for BI and Analytics platform integrations, closely followed by a lack of depth with delivery or sales force capability at the country level. This is a clear outcome of the inconsistent technology development of markets in the broadly defined Asia Pacific region. For the future, the level of capability will be driven around the ability to harness Big Data, as defined by the customer, not vendor, and democratising analytics. This aligned with the changing IT Solution delivery model will lead to a rapid transformation of the BI and Analytics Solution marketplace in 2013 and 2014. 20/06/2013 Prepared by capioit 7

Top line Methodology Capture Share reports are based on the analysis of 17 key capabilities and attributes of solutions providers. These attributes are focused in two key areas, Transform and Leverage. In order to undertake the appropriate level of analysis and data integrity, the individual attributes are weighted in percentage terms on the basis of the overall influence for the Transform and Leverage capabilities. Clearly data and process integrity are a critical component of a report of this type. It is fundamental that the data be valid and untarnished. To help ensure this, all information for the measurement and assessment of these attributes comes from a range of sources to ensure a range of opinions. Sources of information include vendor briefings and meetings, media sources, the IT solutions ecosystem and specific end-user feedback. A full methodology is highlighted at the end of this report. 20/06/2013 Prepared by capioit 9

Market Definitions Business Intelligence and Analytics has become a rather overused term with a range of definitions and no-one term that can adequately cover the market from data collation through to predictive analytics and enhanced visualisation. In alignment with the strong divergence in maturity of BI and Analytics in the Asia Pacific region, capioit takes a general approach to defining the Business Intelligence market. It ranges from Data Warehousing and management through Business intelligence and Analytics. From a solutions point of view, it is focused on an integrated software and services approach. As a result vendors that are focused on software are not included in the research. SAS Institute, Microstrategy, Qlikview, RoamBI, Informatica and a significant number of other vendors were included as sources of information for the research with consideration of their SI partners. 20/06/2013 Prepared by capioit 10

Asia Pacific BI and Analytics Solutions Capture Share Report Asia Pacific Business Intelligence and Analytics Solution Providers Executive Summary 3 Top Line Methodology 9 Asia Pacific BI and Analytics Solutions Capture Share Core Findings 12 Analysis of Leverage and Transform Vendor Capability 18 BI and Analytics Solutions Capture Share - Vendor Breakdown 21 Asia Pacific BI and Analytics Solutions Capture Share Final Takeaways 38 Appendix - Detailed Methodology 44 20/06/2013 Prepared by capioit 11

Transform Asia Pacific BI and Analytics Solutions Capture Share Core Findings Market Maker Transform Focus IBM Accenture Deloitte Cognizant Infosys TCS Capgemini Fujitsu Wipro HP HCL Altis CSC Leverage Focus Market Developer 20/06/2013 Prepared by capioit Leverage 12

Asia Pacific BI and Analytics Solutions Capture Share Overall Findings - Market Makers IBM is clearly the leader in the Asia Pacific BI and Analytics Solutions marketplace. Whilst in 2012 it did not make any major acquisitions, The billions spent mean that IBM is the only vendor who has successfully combined both applications and services for BI and Analytics. 2012 and early 2013 focus has been on expanding the reach of analytics and driving corporate wide investments in Smarter and the CIO/CMO nexus. Accenture has not taken an acquisition approach to the BI and Analytics market in Asia Pacific. It has leveraged significant partnerships at a global and regional level and has had strong success with emerging providers as well as being the leading SAS partner in the region. Infosys has managed to differentiate against the fellow Indian providers through both developing IP internally and leveraging that of its partners. TCS has particular strength in the ANZ and Indian markets within the Asia Pacific, alongside discrete capabilities in IBM and Informatica software spaces. 20/06/2013 Prepared by capioit 13

Asia Pacific BI and Analytics Solutions Capture Share Overall Findings - Leverage Focus HP has invested a significant amount in BI and Analytics and had spectacular failures in 2012. It is still suffering the fallout from the Autonomy debacle with the result being a lack of confidence in the capability. Vertica based services are more successful, and there is an increased refinement into what the organisation needs to be successful on the BI and Analytics space. Wipro have scale as their key driver and differentiator in the market. They lag behind Infosys and TCS in terms of IP capabilities and have a significant requirement to enhance the capabilities of the sales force. If Fujitsu AP could be as strong as Fujitsu Japan, or ANZ then it would be a leader. However it fails to have an integrated regional capability and consistency both in BI and Analytics and more broadly across its services portfolio. 20/06/2013 Prepared by capioit 14

Asia Pacific BI and Analytics Solutions Capture Share Overall Findings - Transform Focus Capgemini is rated as having a Transform focus. This highlights that whilst it has a very strong fundamental platform, it lacks the scale across the region to fuller utilise this potential. It should be investing every available dollar to ensure that it can gather the required scale. 20/06/2013 Prepared by capioit 15

Asia Pacific BI and Analytics Solutions Capture Share Overall Findings - Market Developer Focus Market Developers include HCL CSC Cognizant Deloitte Altis The key challenge for the market developers is winning new clients when they lack scale and transformation capabilities against larger clients. This is particularly true for global providers, such as HCL and CSC. There is clearly different business models at play for these vendors. Altis is representative of local providers, (in this case, ANZ) who have a strong local market, but can t (or wont) compete on scale. The others have paid the price for consistently under investing in the Asia Pacific market, or being late to arrive. 20/06/2013 Prepared by capioit 16

Leverage Capabilities for BI and Analytics Solutions Providers in Asia Pacific This section outlines the leverage scores for selected vendors in the Asia Pacific BI and Analytics solutions market The average score or rating is 6.7. IBM clearly had the highest score at 8.1. It was followed by Accenture at 7.4, and Infosys at 7.1. The investments that IBM have made in this market are clear in the results. Deloitte was the poorest performer in this classification with an average leverage score of 5.7, highlighting their lack of scale and investment. The companies clustered around a score of 6.7 highlight the lack of differentiation in the market. Vendor Vendor Leverage Rating IBM 8.1 Accenture 7.4 Infosys 7.1 HP 7.0 Fujitsu 6.9 TCS 6.9 Wipro 6.8 Altis 6.6 Capgemini 6.4 HCL 6.2 CSC 6.2 Cognizant 6.0 Deloitte 5.7 Average Rating 6.7 20/06/2013 Prepared by capioit 17

Transform Capabilities for BI and Analytics Solution Providers in Asia Pacific This section outlines the transform scores for selected vendors in the Asia Pacific BI and Analytics solutions market The average score or rating is 6.9. Again, IBM are ranked highest. They are followed by Accenture and Infosys. Altis, Cognizant and Deloitte were ranked at the bottom. All three have different business models in the AP, particularly Altis, which is of course an example of a single geography focused provider. Vendor Vendor Transform Rating IBM 7.9 Accenture 7.6 Infosys 7.4 TCS 7.2 Capgemini 7.0 HP 6.9 Fujitsu 6.8 Wipro 6.7 CSC 6.7 HCL 6.6 Altis 6.5 Deloitte 6.4 Cognizant 6.3 Average Rating 6.9 20/06/2013 Prepared by capioit 19

Leverage to Transform Ratio The Leverage To Transform Ratio highlights the overall strength of a solutions provider. A negative delta indicates firms have a stronger transform capability. A positive delta indicates a stronger leverage capability. A high delta percentage indicates an imbalanced capability between the ability to transform a client and leverage capabilities. capioit, believe that a delta score over 5% is of significant concern for a vendor in getting the balance of its business correct. Vendor Leverage Vendor Rating IBM 1.8% TCS 0.1% Wipro -0.3% Fujitsu -0.9% Altis -1.8% Accenture -2.6% HP -3.1% Capgemini -4.0% Infosys -4.1% CSC -4.5% HCL -5.8% Cognizant -7.0% Deloitte -8.4% Average Rating -3.0% 20/06/2013 Prepared by capioit 20

Asia Pacific BI and Analytics Solutions Capture Share - Vendor Breakdown The following section highlights the performance of each vendor included in the study to further understand their strengths and weaknesses. The relative capability is also highlighted. For firms that score above the overall average, this is highlighted by a + Conversely, firms that score below the average are highlighted by a Where firms scores can not be split, indication of relative strength or weakness is highlighted by the distance from the average for all firms. That is, relatively higher scores are indicated as strengths. Relatively lower scores are indicated as weaknesses. 20/06/2013 Prepared by capioit 22

Asia Pacific BI and Analytics Solutions Capture Share - Vendor Breakdown If this provides identical results, values are then weighted by the overall importance of each attribute. For example, if a firm has identical scores for Strength of Brand and Ability to Influence the External Market, the weighting of Ability to Influence the External Market at 10%, vs. 8% for Strength of Brand will indicate that Ability to Influence the External Market would be listed as a strength or weakness. 20/06/2013 Prepared by capioit 23

IBM Asia Pacific BI and Analytics Solutions Capability Top Three Leverage Strengths Portfolio Depth + Asia Pacific BI and Analytics Solutions Revenue + Number of Dedicated BI and Analytics Solutions Headcount + Top Three Transform Strengths Internal R&D + Strength of Brand + Ability to Influence External Market + Top Three Leverage Weaknesses In Country Geographic Reach + Delivery Partnerships + Country Localisation - Note + indicates a capability rated above the average - indicates a capability rated below the average Bold indicates Market Leader Top Three Transform Weaknesses BI and Analytics Ecosystem Partnership + Country Solution Development + Leverage Partner R&D - 20/06/2013 Prepared by capioit 24

Accenture Asia Pacific BI and Analytics Solutions Capability Top Three Leverage Strengths Number of Dedicated BI and Analytics Solutions Headcount + Salesforce Strength + In Country Strength + Top Three Leverage Weaknesses Delivery Partnerships + In Country Geographic Reach + Country Localisation - Top Three Transform Strengths Leverage BI and Analytics Software R&D + BI and Analytics Platform Development + Industry Solution Development + Top Three Transform Weaknesses Country Solution Development + Ability to engage CXO + Internal R&D + Note + indicates a capability rated above the average - indicates a capability rated below the average Bold indicates Market Leader 20/06/2013 Prepared by capioit 25

Infosys Asia Pacific BI and Analytics Solutions Capability Top Three Leverage Strengths Delivery Partnerships + Portfolio Depth + Country Localisation + Top Three Transform Strengths Ability to Influence External Market + Industry Solution Development + Leverage Partner R&D + Top Three Leverage Weaknesses In Country Strength + Salesforce Strength + In Country Geographic Reach Note + indicates a capability rated above the average - indicates a capability rated below the average Bold indicates Market Leader Top Three Transform Weaknesses Internal R&D + Country Solution Development + BI and Analytics Ecosystem Partnerships + 20/06/2013 Prepared by capioit 26

TCS Asia Pacific BI and Analytics Solutions Capability Top Three Leverage Strengths Number of Dedicated BI and Analytics Solutions Headcount + Asia Pacific BI and Analytics Solutions Revenue + Salesforce Strength + Top Three Transform Strengths Ability to Influence External Market + Strength of Brand + Leverage Partner R&D + Top Three Leverage Weaknesses Portfolio Depth + In Country Strength In Country Geographic Reach Note + indicates a capability rated above the average - indicates a capability rated below the average Bold indicates Market Leader Top Three Transform Weaknesses BI and Analytics Platform Implementation Global Solution Development - Industry Solution Development +/- 20/06/2013 Prepared by capioit 27

Capgemini Asia Pacific BI and Analytics Solutions Capability Top Three Leverage Strengths No. Of Dedicated BI and Analytics Solutions Headcount + Country Localisation + Salesforce Strength + Top Three Transform Strengths Internal BI and Analytics R&D + BI and Analytics Platform Implementation + Strength of Brand + Top Three Leverage Weaknesses In Country Strength Asia Pacific BI and Analytics Solutions Revenue Delivery Partnerships Note + indicates a capability rated above the average - indicates a capability rated below the average Bold indicates Market Leader Top Three Transform Weaknesses Ability to influence external market BI and Analytics Ecosystem Partnerships Global Solution Development + 20/06/2013 Prepared by capioit 28

HP Asia Pacific BI and Analytics Solutions Capability Top Three Leverage Strengths Country Localisation + In Country Strength + In Country Geographic Reach+ Top Three Transform Strengths BI and Analytics Platform Implementation + Global Solution Development + Country Solution Development + Top Three Leverage Weaknesses Portfolio Depth + Salesforce Strength Delivery Partnerships Note + indicates a capability rated above the average - indicates a capability rated below the average Bold indicates Market Leader Top Three Transform Weaknesses Ability to influence external market Global Solution Development - Industry Solution Development 20/06/2013 Prepared by capioit 29

Wipro Asia Pacific BI and Analytics Solutions Capability Top Three Leverage Strengths No. Of Dedicated Asia Pacific BI and Analytics Solutions Headcount + In Country Geographic Reach + Country Localisation + Top Three Leverage Weaknesses Asia Pacific BI and Analytics Solutions Revenue Salesforce Strength + In Country Strength Note + indicates a capability rated above the average - indicates a capability rated below the average Bold indicates Market Leader Top Three Transform Strengths Industry Solution Development +/- BI and Analytics Platform Implementation + Strength of Brand + Top Three Transform Weaknesses Internal R&D Leverage Partner R&D - Ability to Influence External Market 20/06/2013 Prepared by capioit 30

Fujitsu Asia Pacific BI and Analytics Solutions Capability Top Three Leverage Strengths Asia Pacific BI and Analytics Solution Revenue + Country Localisation + In Country Geographic Reach + Top Three Leverage Weaknesses Delivery Partnerships In Country Strength Portfolio Depth + Note + indicates a capability rated above the average - indicates a capability rated below the average Bold indicates Market Leader Top Three Transform Strengths Country Solution Development + BI and Analytics Platform Implementation + Leverage BI and Analytics Partner R&D + Top Three Transform Weaknesses Internal R&D Strength of Brand Ability to Influence External Market 20/06/2013 Prepared by capioit 31

Deloitte Consulting Asia Pacific BI and Analytics Solutions Capability Top Three Leverage Strengths In Country Geographic Reach Salesforce Strength + Asia Pacific BI and Analytics Solutions Revenue Top Three Transform Strengths Internal R&D + Industry Solution Development + Strength of Brand + Top Three Leverage Weaknesses Number of dedicated BI and Analytics Solutions Headcount In Country Strength Country Localisation Note + indicates a capability rated above the average - indicates a capability rated below the average Bold indicates Market Leader Top Three Transform Weaknesses BI and Analytics Ecosystem Partnerships Country Solution Development BI and Analytics Platform Implementation 20/06/2013 Prepared by capioit 32

HCL Asia Pacific BI and Analytics Solutions Capability Top Three Leverage Strengths Delivery Partnerships + Asia Pacific BI and Analytics Solutions Revenue Salesforce Strength Top Three Transform Strengths Ability to Influence External Market + Industry Solution Development +/ Global Solution Development Top Three Leverage Weaknesses No. Of Dedicated BI and Analytics Solutions Headcount Portfolio Depth Country Localisation Note + indicates a capability rated above the average - indicates a capability rated below the average Bold indicates Market Leader Top Three Transform Weaknesses BI and Analytics Platform Implementation Internal R&D Strength of Brand 20/06/2013 Prepared by capioit 33

CSC Asia Pacific BI and Analytics Solutions Capability Top Three Leverage Strengths Delivery Partnerships + Salesforce Strength In Country Geographic Reach Top Three Transform Strengths BI and Analytics Platform Implementation + Leverage Partner R&D Industry Solution Development Top Three Leverage Weaknesses No. Of Dedicated BI and Analytics Solutions Headcount Portfolio Depth Asia Pacific BI and Analytics Solutions Revenue Note + indicates a capability rated above the average - indicates a capability rated below the average Bold indicates Market Leader Top Three Transform Weaknesses Internal R&D Ability to Influence External Market Strength of Brand 20/06/2013 Prepared by capioit 34

Cognizant Asia Pacific BI and Analytics Solutions Capability Top Three Leverage Strengths Asia Pacific BI and Analytics Solutions Revenue Delivery Partnerships In Country Strength Top Three Transform Strengths BI and Analytics Ecosystem Partnership Leverage Partner R&D Strength of Brand Top Three Leverage Weaknesses In Country Geographic Reach Country Localisation Portfolio Depth Note + indicates a capability rated above the average - indicates a capability rated below the average Bold indicates Market Leader Top Three Transform Weaknesses BI and Analytics Platform Implementation Country Solution Development Ability to Influence External Market 20/06/2013 Prepared by capioit 35

Altis Asia Pacific BI and Analytics Solutions Capability Top Three Leverage Strengths Portfolio Depth + Delivery Partnerships + In Country Strength + Top Three Transform Strengths Internal R&D + Ability to Influence External Market + Country Solution Development + Top Three Leverage Weaknesses No. Of Dedicated BI and Analytics Solutions Headcount Salesforce Strength Asia Pacific BI and Analytics Solutions Revenue Note + indicates a capability rated above the average - indicates a capability rated below the average Bold indicates Market Leader Top Three Transform Weaknesses BI and Analytics Ecosystem Partnerships Industry Solution Development Global Solution Development 20/06/2013 Prepared by capioit 36

Capture Share Report Asia Pacific Business Intelligence and Analytics Solution Providers Executive Summary 3 Top Line Methodology 9 Asia Pacific BI and Analytics Solutions Capture Share Core Findings 12 Analysis of Leverage and Transform Vendor Capability 18 BI and Analytics Solutions Capture Share - Vendor Breakdown 21 Asia Pacific BI and Analytics Solutions Capture Share - Final Takeaways 38 Appendix - Detailed Methodology 44 20/06/2013 Prepared by capioit 37

Asia Pacific BI and Analytics Solutions Capture Share - Final Takeaways From an Asia Pacific regional point of view, there is still a significant divergence in the maturity of BI and Analytics solution providers. Clearly markets such as Australia are the strongest and most sophisticated. However, the race for the customer in emerging markets such as India and China alongside the availability of data, and interest in Big Data, have greatly accelerated the growth of at basic organisational BI and Analytics demand in these markets. This growth in emerging markets also been accelerated by direct investment by the likes of SAS, Informatica, IBM, SAP and other software and application providers into the emerging markets. This is clearly essential to boost offerings. The market is clearly driven by the development of differentiated solutions. As a result, vendors need to align with partners, and to ensure that they are able to work together to enter emerging geographic and technology markets. 20/06/2013 Prepared by capioit 38

Asia Pacific BI and Analytics Solutions Capture Share - Final Takeaways IBM has clear leadership in this market. It is the only vendor who is driving IP from its services and software portfolio in such a way to really drive customer value. Accenture, Infosys and TCS are the next strongest solutions providers, with the lack of investment in assets resulting in the lag behind IBM. There is an expectation that these firms will look to acquire small capabilities to drive this asset based capability in for the delivery of solutions. The market developer vendors sadly are clustered with limited differentiation. They are not poorly credentialed providers, but the lack of scale, investment and geographic consistency results in the lack of differentiation at the regional and country level. 20/06/2013 Prepared by capioit 39

Asia Pacific BI and Analytics Solutions Capture Share - Final Takeaways Each of the market developers appears to have a significant impediment holding back each firms ability to be a leader in the marketplace. For Deloitte Consulting it is a lack of regional depth, for HP it is a lack of Industry capabilities. CSC appear to have a lack of internal R&D relating to BI and Analytics. 20/06/2013 Prepared by capioit 40

Asia Pacific BI and Analytics Solutions Capture Share - Final Takeaways capioit does not believe that the market for Analytics as a Service (AaaS) will be of significant market maturity over the next 12-24 months. Whilst it will be promoted by a range of providers, there are real issues in bandwidth with data uplift as well as the overarching perceived threat of the security of critical customer data being on the cloud. Note that this is for many a perception, but it is an important consideration for CIO s and the business. BI and Analytics as an umbrella term will continue to attract attention. For vendors an ongoing challenge is to determine who the most appropriate resources in their targeted customer is and to market accordingly. Most solutions providers, especially those such as CSC and HP who are used to engaging with CIO s have enough industry experience and visibility to talk to the business as a potential first point of call. 20/06/2013 Prepared by capioit 41

Asia Pacific BI and Analytics Solutions Capture Share - Final Takeaways Big data is clearly the subject of both significant investment and confusion in the Asia Pacific marketplace. Clearly there are no two organisations with the same attitude, definition or capability in Big Data solutions. The impact of Big Data will become increasingly important throughout 2013, and will services capabilities will be increasingly important for successful rating in the next iteration of this report. The key shift through 2012 was the move from descriptive or rear view analytics towards more predictive analytics and the subsequent democratisation of analytics capabilities. This was enabled with the development of a number of technology and platform initiatives which included (but not limited too) Microsoft - Power View IBM - Cognos Insight SAP - Visual Intelligence SAS - Visual Analytics 20/06/2013 Prepared by capioit 42

Methodology Transform Attributes There has been nine attributes identified by capioit that contribute to the measurement of IT solutions providers ability to transform clients BI and Analytics requirements and provide leadership in a market. As mentioned these attributes are all weighted to determine their overall importance. The weighting is highlighted in the accompanying table. The following section defines each Transform attribute Attribute Weighting Internal R&D 10% Leverage BI and Analytics R&D 15% BI and Analytics Ecosystem Partnership 15% Global Solution Development 9% Industry Solution Development 9% Country Solution Development 9% BI and Analytics Infrastructure Implementation 18% Strength of Brand 7% Ability to Influence External Market 8% Total 100% 20/06/2013 Prepared by capioit 43

Methodology Transform Attributes Internal BI and Analytics R&D The depth of investment by an enterprise in BI and Analytics related Research and Development, linked with the successful development of solutions and customer outcomes from the Research and Development Leverage BI and Analytics Software R&D The ability to leverage BI and Analytics Software providers Research and Development to offer solutions for the enterprise. This requires development of solutions and customer outcomes. BI and Analytics Ecosystem Partnership The ability to develop, maintain and maximise value of partnerships with other BI and Analytics related entities to ensure that customer outcomes are maximised. Global Solution Development Development of globally relevant and differentiated service or solution 20/06/2013 offerings Prepared by capioit 45

Methodology Transform Attributes Industry Solution Development Development of industry based relevant and differentiated service or solution offerings. Country Solution Development Development of country (or sub-region) based relevant and differentiated service or solution offerings. BI and Analytics Infrastructure Implementation Ability to provide infrastructure solutions for BI and Analytics deployment based upon a vendors, or partners hardware capabilities. Strength of Brand The strength and value of the brand to determine the scope of awareness of the service provider and its offerings. Ability to influence external market The ability through thought leadership, executive engagement and depth of proven delivery capability to influence the general and specific direction of the BI and Analytics solutions marketplace. 20/06/2013 Prepared by capioit 46

Methodology Leverage Attributes There are 8 attributes that contribute to the measurement of a IT solutions providers ability to leverage capabilities to provide scale and efficiency to clients. These attributes are all weighted to highlight their overall importance. The weighting is highlighted below. The following section defines each Leverage attribute Attribute Weighting Asia Pacific BI and Analytics Solutions Revenue 15% Portfolio Depth 20% Dedicated BI and Analytics Solutions headcount 13% Country Strength 12% Salesforce Strength 10% Delivery Partnerships 10% In Country Geographic Reach 8% Country Localisation 12% Total 100% 20/06/2013 Prepared by capioit 47

Methodology Leverage Attributes Asia Pacific BI and Analytics Solutions Revenue Level of total revenue for BI and Analytics related solutions in the Asia Pacific Region Portfolio Depth The depth of BI and Analytics solutions portfolio and capability. Key solution areas include Data Warehousing Analytics Business Intelligence and Reporting Strategic Consulting 20/06/2013 Prepared by capioit 48

Methodology Leverage Attributes Dedicated BI and Analytics Solutions headcount The number of dedicated BI and Analytics solutions headcount in the region. These are offshore and onshore resources as appropriate, but must be focused on the region. Country Strength BI and Analytics capability in the various markets of Asia Pacific at a country level, key regions follow; ASEAN Australia and New Zealand Greater China India Korea 20/06/2013 Prepared by capioit 49

Methodology Leverage Attributes Salesforce Strength Depth of capability for the BI and Analytics service provider sales force. This is both from a commoditised solutions point of view as well as the higher order consultative sales capabilities. Delivery Partnerships The depth and capability of BI and Analytics delivery partnerships to ensure high quality of delivery capability for customers In country Geographic Reach The ability to deliver national capability across geographically dispersed markets. Key markets in Asia Pacific with this requirement are Australia, India and the PRC, but it is also relevant in markets such as Malaysia and Indonesia Country Localisation The ability to provide local capabilities in country to acknowledge local capabilities and requirements from a cultural, regulatory and governance perspective. 20/06/2013 Prepared by capioit 50

For Further Information Phil Hassey: - Founder capioit phil@capioit.com Blog http://capioit.wordpress.com Twitter - phassey www.capioit.com Ph - +61 422 231 793