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Benchmarking

Benchmarking. Partner med Zangenberg Analytics. AROS – 6. marts 2013. Produkterne , priser og output – de nye 2014 versioner . Hvordan kan ydelserne indgå i dine projekter ? Quarterly Analytics , hvad er det ? Hvornår er det relevant?

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Benchmarking

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  1. Benchmarking Partner med Zangenberg Analytics AROS – 6. marts 2013

  2. Produkterne, priserog output – de nye 2014 versioner. Hvordankanydelserneindgåi dine projekter? Quarterly Analytics , hvaderdet? Hvornårerdet relevant? Sådangennemfører vi projekter – gennemgangafmetodedataarkogproces Salgsmateriale – sådanpræsenterer du Zangenberg Analytics ydelser Spørgsmålogidiskussion

  3. Produkterne

  4. Benchmarking af driftsaftaler Target pricing Configuration pricing RFP-generator Quarterly Analytics Produkter

  5. Produkter Benchmarking - driftsaftaler Benchmarken giver svaret på spørgsmålet: hvad bør denne aftale koste netop nu. Kunden overdrager aftaler, fakturering og CMDB til Zangenberg Analytics , der herefter foretager nedbrydning, normalisering og beregning Kalendertid: 2-3 uger Kundens indsats: 2-3 mandedage Leverance: Udførlig rapport og præsentation Benchmark af en aftale: DKK 130.000 Benchmark af 5 aftaler: DKK 350.000

  6. Produkter Targetpricing Targetpricing giver svaret på spørgsmålet: hvad er markedsprisen på denne potentielle aftale. Sammen med kunden udarbejdes et antal scenarier for den mulige fremtidige aftale. Disse beskrives i detaljer og Zangenberg Analytics beregner aftaleprisen Kalendertid: 1 uge Kundens indsats: 1-2 mandedage Leverance: Udførlig rapport og præsentation pr scenarie Targetpricing – 5 scenarier: DKK 65.000 5 ekstra scenarier: DKK 35.000

  7. Produkter Configuration pricing Configuration pricing er rettet mod leverandører og giver muligheden for at få checket et tilbud mod markedsprisen. Leverandøren udfylder selv dataark og Zangenberg Analytics beregner aftaleprisen Kalendertid: 1 arbejdsdag Kundens indsats: 1 mandedag Leverance: Udførlig rapport Configuration pricing prissættes som et abonnement med fast antal beregninger pr år.

  8. Produkter RFP Hvis man har gennemført en target-pricing-øvelse kan vi generere et sæt af standard-dokumenter til udbudsmaterialet (Request For Proposal), der tager afsæt i netop den konfiguration, der er beskrevet Kalendertid: 1 arbejdsdag Kundens indsats: ingen Leverance: RFP-dokument i Word-format til videre bearbejdning. RFP: DKK 25.000

  9. Produkterne som en del af jeres projekter

  10. Sourcingstrategi Vurdering af outsourcingaftaler Benchmarking af intern it-drift Benchmarking af shared service center Assistance ved outsourcing Udbudsforretning Genforhandling/forlængelse af aftale Eksempler på projekter hvor Zangenberg Analytics ydelser kan indgå

  11. Sourcingstrategi Zangenberg Analytics omkostningsmodel Økonomisk vurdering af optioner (targetpricing) Forretnings-kontekst Opgør interne omkostninger Definer sourcing optioner Vælg optioner og fastlæg strategi Markeds-kontekst Forretnings-mæssig vurdering Quarterly Analytics-leverandør og markedsdata

  12. Vurdering af sourcingaftale Genforhandling Indsamling af relevante data Juridisk vurdering Vurdering af kundetilfredshed, leverancekvalitet og leverandørstyring Benchmarking af aftale Udbud

  13. Vurdering af interne it-omkostninger Zangenberg Analytics omkostningsmodel Forretnings-kontektst Opgør interne omkostninger Target-pricing af eksisterende setup Forretnings-mæssig vurdering

  14. Benchmarking af it sharedservice-center Beskriv interne services Beskriv særlige vilkår Benchmarking Samlet vurdering

  15. Udbud – del 1 Quarterly Analytics-leverandør og markedsdata Aftale-paradigme Vælge leverandører Afgrænsning og definition – hvad udbydes? Vælg udbudsform og udbudsstrategi Targetpricing RFP

  16. Udbud – del 2 Modtagelse og scoring af tilbud Benchmarking af tilbud Samlet vurdering og valg Kontrakt-forhandling

  17. Metode Metode

  18. Stable balance – up to 2005 Smaller number of large players dominate the market Large transition costs create effective lock-in No transparent paricing Little or no mobility Unstable balance - 2005 to 2012 Dramatic drop in market-prices – but not in existing contracts The beginning of benchmarking Increased transparancy A more mature and transparent market – 2013 and forward Benchmarking used to find major savings New entrants moving into the market Multisourcing is the norm The market From a stable balance to a volatilemarket 18

  19. A benchmark from Zangenberg Analytics gives an indication of the current ”marketprice” for a complex outsourcing contract. Zangenberg Analytics have developed a model based on data from more than 200 contracts with a yearlycontractvalue of more than 3 bn DKK Our model is calibrated with data from vendors and global research companies Weare the chosenbenchmarker in a series of contractsbetweenlargercustomers and outsourcing vendors. The model continues to acheive a veryhighdegree of precision in predicting the outcome of outsourcing tenders. Metode Benchmarking answers the question: ”How muchcanweexpect to pay for these services?” 19

  20. Our benchmarking model is populated with values from our own normalized database of price-points Data from leading research companies are used to verify and adjust All important price-points in the benchmarking model has been verified with at least two outsourcing vendors. Our ”Archetypes” (“fictitious” contracts, described in detail and with a calculated benchmark-price) has all been confirmed by outsourcing-vendors. Metode Market-prices 20

  21. Metode Service components in the benchmark model Server Cloud services IaaS LAN/WAN Storage Wintel – physical 1-4 CPU Wintel – physical5-8 CPU Wintel – physical9-16 CPU Wintel – virtual 1-4 CPU Wintel – virtual 5-8 CPU Wintel – virtual 9-16 CPU UNIX/LINUX– physical 1-4 CPU UNIX/LINUX– physical 5-8 CPU UNIX/LINUX– physical 9-16 CPU UNIX/LINUX– physical >16 CPU UNIX/LINUX– virtual 1-4 CPU UNIX/LINUX– virtual 5-8 CPU UNIX/LINUX– virtual 9-16 CPU UNIX/LINUX– virtual >16 CPU Housing Virtual Windows Server Virtuel Linux Server Storage CloudRemote backup Switches Routers Wireless access points Proxy and WEB-Gateways VPN Other components SAN Backup Remote Backup Cloud services PaaS Workstation Hosted Exchange Hosted mail POP/IMAP Hosted Sharepoint Azure Desktop PC Laptop Virtual PC Database operation MS SQL Oracle DB2 Helpdesk Mainframe Standard applicationsonly Special applications Application operation Mainframe Operation DASD Tape Standard application Special application SAP 21

  22. The Method Benchmarking concept Agreement Sheet • Benchmark Database • NormalizedPrice Points Service componentand price-data Service component data Price calculation“Should-Cost” • Calculation Engine Calibration

  23. The Method Key Elements of Agreement Decomposition

  24. Metode Using SLA´s to calculate the priceEach Service Category has a ”Low Price” and a ”High Price” - depending on the SLA´s. Example: Servers. SLA 1: Opening hours. Weight: 25%, Can add up to 750 to the Low Price. (25% af 3000) SLA 2: Availability. Weight: 75%. Can add up to 2250 to the Low Price (75% af 3000). For servers we have defined threshold-values for SLA´s Availability and Opening Hours. For SLA-values below the lowest threshold, the Low Price is used. For values above the highest threshold a manual calculation is carried out (peer-group comparison). High price 6000 kr. Low price 3000 kr. 24

  25. Benchmarking Specification of the services

  26. The Method The multiplicator is calculated from the terms and conditions 26

  27. Benchmarking Output sample

  28. The Process Benchmarking Process Kickoff and definition of scope Agreement dcomposition Validation Present results • Agreement decomposition according to BM model • Collect supplementary info as needed • Normalisation • Prepare data-sheet for validation • Introduction • Present proces • Handover contracts, invoicing and CMDB • Arrange for vendor contact if needed • Identify all relevant contact persons • Perform benchmarking • Present results to client • Discuss potential next steps • Discuss overall recommandations for a renegotiation strategy when relevant. • Datasheet validated by client Yearly update Education • Contact persons in client organization is educated in the contract decomposition and the logic of the datasheet. This is necessary for the validation and updates of benchmark. 28

  29. The Process Targetpricing Process Kickoff and definition of scenarios Targetpricing Validate and adjust scenarios Present final results • Each scenario calculated and a preliminary report is prepared • Preliminary report sent to client in advance of workshop 2 • Introduction • Present proces • Scenarios discussed and defined during a half-day workshop led by Zangenberg Analytics. • One datasheet filled out per scenario • Final report prepared • Final report presented and potential next steps discussed • During workshop 2 scenarios are discussed and adjustments identified Education • Contact persons in client organization is educated in the contract decomposition and the logic of the datasheet. This is necessary for all discussions regarding scenarios. 29

  30. Selling

  31. Drift udgør typisk en betydelig del af it-budgettet. Hvis en del af driften er outsourcet betaler du nok for meget Med en benchmark får du det mest potente værktøj til en genforhandling og nedbringelse af de outsourcede omkostninger Værktøjet virker – andre har fået endog meget store reduktioner Du kan bruge det nu – også selvom du er midt i kontraktperioden Vi vil ikke sælge en benchmark medmindre vi tror, at der er mindst 10 gange honoraret at spare Hvorfor benchmarke?

  32. Strategi uden økonomi er bare snak Rigtige valg kræver at du forstår de økonomiske konsekvenser Forskellen mellem to aftaler der dækker samme grundydelse kan være en faktor 2 – den ene kan være dobbelt så dyr som den anden Alle CIO´s vil blive mødt med spørgsmålet: hvad ville det koste hvis vi outsourcede xx eller yy Hvorfor targetprice?

  33. Den billigste benchmark på markedet DKK 130.000 for en enkelt benchmark mode ca. DKK 500.000 Den mest præcise benchmark Ikke peer–group baseret, alle data bringes i spil Præcisionen er vist ved adskillige udbud: træfsikkerhed på 5% Leverandørerne bekræfter løbende vore arketyper Kræver lille indsats af kunde og leverandør Aftaler og fakturering overdrages – Zangenberg Analytics håndterer resten Endnu kortere procestid ved genberegning Største antal datapunkter Data fra over 200 aftaler Samlet årlig aftalevolumen på over 3 mia. DKK Tager hensyn til flest faktorer Detaljeret nedbrydelse af ydelsen Relevante SLA´erog høj detaljeringsgrad 13 aftalevilkår Accepteret af de fleste leverandører Indskrevet som benchmarker i adskillige aftaler Anbefales af bl.a. Gorrissen & Federspiel Indiske leverandører anser vores benchmark for mere præcis end konkurrenternes Unique Selling Points

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