Investor Relations
Firm Strategy May 17th, 2024
4 Year Strategy
w w w . e c l e r x . c o m | CONFIDENTIAL | 1 |
eClerx at an Inflection point
- Impressive gross sales over last 5 years
- Industry Leading Margins
- Marquee Client List
- Great Client references
- High NPS ratings
- 3 distinct businesses with different stakeholders
- Strong team Offshore & Onshore
- Client centric problem solving culture
- Deep Domain
- Robust Delivery
- Tech enabled book of work
Opportunities
- Sharper focus on sales
- Increase risk appetite
- Improve predictability of revenue
- Add new clients & Grow existing clients
- Deliver a common and consistent market message
w w w . e c l e r x . c o m | CONFIDENTIAL | 2 |
4 year aspirations: Be in top quadrant on growth @ industry leading margins
Market Positioning
- One eClerx
- Preferred service provider for global clients across Financial Markets, Hitech, Retail and Cable & Telco
Revenue Profile
- Focus on cross selling and filling whitespaces in existing clients
- Execute multi year deals for repeatable annuity revenue
- New Logos
Value Proposition
- Productize service delivery
- Tech led business transformation & domain
People & Delivery
w w w . e c l e r x . c o m | CONFIDENTIAL | 3 |
Growth Strategy
Dominate profitable service niches across core industries
What it means | Key Capabilities Needed | ||
• | Focused approach | • | Sponsor Management |
• Utilize full share of wallet in existing | • | Strong client referencing | |
clients | • | Large Sales team | |
• | Pursue new clients and geos | • Building capabilities in adjacencies |
Advantages
- Lesser time to market to build capabilities
- Existing reference-able clients
- Deep service penetration
- Existing tech assets
Risks
- Revenue concentration across volatile industries
- Possible pricing pressure in deals
FINANCIAL MARKETS | DIGITAL | CUSTOMER OPERATIONS |
- Increase wallet share in existing clients by focussing on both run and change the bank
- Look at new buying segments for key capabilities - CLC and TLC
- Increase wallet share in existing clients
- Narrow focus on Top 4 core industries
- Hi Tech, Retail, Manufacturing, Luxury & Fashion
- Expand our core services to new industries
- Offer disruptive proposals to gain new logos/market share
- New delivery centers;
- Evaluate Near-Shore options basis client demand
Tech enabled services
- Compliance Manager: KYC managed service that utilizes cognitive technology and efficient processes to reduce cost and manage risk.
- DocIntel: Digitize complex documents for data extraction, analytics, drafting and feeding downstream systems.
- M360: Real-time insights on digital shelf, enabling e- tailers to make data-driven decisions.
- Merchandiser+: Product merchandising platform that simplifies and accelerates new product launches through GenAI infused data aggregation, product builds, and data flows.
- QA360: A GenAI powered quality evaluation platform to analyse agent behaviour, compliance adherence and conversation sentiment.
- Tech360: Predictive dialling platform to manage customer interaction journey with real-time assist capabilities for voice and chat
Top 3 Focus Areas Over The Next 4 Years
INITIATIVES
FY25
FY26 & FY27
FY28
1. STRENGTHEN SALES | 2. MINE EXISTING CLIENTS & | 3. ENHANCE OUR | |
OPERATIONS | WIN NEW LOGOS | POSITIONING | |
Optimize Sales HC & Utilization | Onboard a CRO | Onboard a CMO | |
Strengthen Sales Review & | Build adjacent capabilities | Build tech partnerships | |
Governance | Generate & win large deals (>$2MM ACV) | Establish Gen AI proposition | |
Focus on Tech Sales | Build Integrated Solutions | Leverage Analysts & Advisors | |
Investments in Sales & Marketing | Double the Pipeline | ||
Increase CXO Connects | Cross Sales | ||
Tech/Analytics Differentiation | |||
Pivot by Industry & Capabilities | Add multiple channels of lead | Feature as leaders in Analyst | |
Drive growth behaviour through | generation | rankings | |
Performance Management | Productize services | ||
Focus on sustainable growth & strong margins | Leadership Development & Succession Planning | ||
CONTINUED FOCUS ON ROBUST DELIVERY & STRONG MARGIN GOVERNANCE