CUSTOMERS
No CIO Ever Got Promoted For….
PRADEEP RATHINAM, CEO, ADITI TECHNOLOGIES@pradeeprat
SESSION AGENDA
What does a CEO expect from a CIO – a personal story
What propels a CIO to the next level
Breakthrough CIOs in action - 3 case studies
CUSTOMERS
MY SEARCH FOR A CIO
PRADEEP RATHINAM, CEO, ADITI TECHNOLOGIES@pradeeprat
www.aditi.com 4
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“For a CIO to be asked to join a board, they need to be known for work that is broader than the CIO title.”--Doreen Wright, former CIO, Campbell Soup Company,
and board member, Dean Foods and Crocs
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WHEN I TOOK ON THE CEO MANDATE…
Change the business
Expand the Business
Optimize business process
Support the Business
Get Fundamentals Right
THIS IS WHAT I FOCUS ON
EVERY CIOS LINKEDIN PROFILE…
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IT SEEMED TO ME,
Focus on control.
Focus on process and cost optimization.
Focus on internal audiences.
WHAT CIOs CARE FOR
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THIS AD WAS WRITTEN WITH THAT PERSON IN MIND
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SO, I HIRED A DIRECTOR OF IT
Do not crash
Does not embarrass
Does not cost much
Keep business happy
Decrease cost
Increase efficiency
Increase Revenue
Extends to new business
Creates new industry
Change the business
Expand the Business
Optimize business process
Support the Business
Get Fundamentals Right
CUSTOMERS
WHAT GETS A CIO PROMOTED
PRADEEP RATHINAM, CEO, ADITI TECHNOLOGIES@pradeeprat
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Yes No
45%55%
CIO's
Perc
en
tag
e o
f R
esp
on
den
ts
(%)
Yes No
29%
71%
CEO's/ Other senior management
Yes No
9%
91%
Analysts and Commentators
FEW UNDERSTAND WHAT A CIO DOES
Is there clarity regarding the definition of the role of the CIO?
Source: Deloitte and Cranfield University. Link.
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AND FEWER DOLLARS ARE SUPPORTING THE CIO AGENDA
Source: Gartner CIO agenda insights 2013. Link
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C.I.OCareer is Over
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NOT QUITE. HERE ARE THE TOP PAID CIO
Rank Name Position as of 2013Total
Compensation
1 Filippo Passerini CIO and Group President, P&G $4,966,894
2 Robert B. Carter CIO, FedEx Corp. $4,867.443
3 Deborah ButlerCIO and Executive Vice President, Norfolk Southern Corp.
$4,648,070
4 Anil CheriyanCIO and Executive Vice President, SunTrust Banks Inc.
$3,706,200
5 Suren Gupta Executive Vice President, Allstate Corp. $3,569,999
6 Matt CareyCIO and Executive Vice President, Home Depot Inc.
$3,481,311
7 J. David ThompsonCIO and Executive Vice President, Western Union Co.
$3,442,699
8 David BarnesCIO and Senior Vice President, United Parcel Service Inc.
$3,130,530
9 Stephen Gillett Executive Vice President, Best Buy Co. $2,961,239
10 Ron Griffin CIO and Senior Vice President, AutoZone Inc. $2,739,331
AVERAGE $3,265,144
Source: Compiled by Janco Associates, Based on SEC Filings
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WE GET TO WORK WITH A LOT OF TECHNOLOGY LEADERS WHO ARE THRIVING
S/W PLATFORMS S/W PRODUCTS S/W DEVICES RETAIL GAMING EDU + CONTENTREC. SERVICES
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Driving Business Innovation
Game Changer 10x
Cultivating the IT – Business relationship
Developing business strategy
Improving IT operations
Deploying new systems
Controlling costs
WHAT DIFFERENTIATES THEM
Cost Center 1x
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Driving Business Innovation
Game Changer 10x
Cultivating the IT – Business relationship
Developing business strategy
Improving IT operations
Deploying new systems
Controlling costs
WHAT DIFFERENTIATES THEM
Cost Center 1x
CHANGE THE BUSINESS RUN THE BUSINESS
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Source: The 2014 CIO Agenda, Gartner
FROM COST TO CUSTOMER
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Inventory, yield
Collaboration, LOB systems
HR, finance, supply chain
Middleware, back office systems
Mobile, web and search
Targeted offers, in-store kiosks
Loyalty programs, sweepstakes
Social and eCRM
Customer Analytics and insights
SYSTEMS OF ENGAGEMENT
(Customer facing systems)
SYSTEMS OF RECORD(Operational systems)
CEO/CMO/CIO++
CTO/ CIO--
MOVING FROM SYSTEMS OF RECORD TO SYSTEMS OF ENGAGEMENT
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THE NEW CIO IS CIO++
Chief Technology Officer
Chief Digital Officer
Chief Data /
Analytics Officer
Chief Innovation Officer
CIO ++
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THIS IS WHAT WILL GET YOU PROMOTED
Source: CIO Executive Council and Egon Zehnder
CUSTOMERS
BREAKTHROUGH CIOs IN ACTION
PRADEEP RATHINAM, CEO, ADITI TECHNOLOGIES@pradeeprat
www.aditi.com 24
SYSTEMS OF ENGAGEMENT
DEEPLY CONNECTED CUSTOMER CONVERSATIONS
AGILITY OF EXECUTION
THE 3 PILLARS OF CIO++ AGENDA
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MEET THE NEW AGE CIO++ – MITTU SRIDHARA
Changing Business Trajectory with Systems of Engagement
Group CIO – TUI
At Ladbrokes - formulated and delivered
a three year multi-channel, end-to-end technology strategy
At Sabre, led a team which delivered
innovative products that helped the company
generate around $250m.
As CIO of Avis Europe delivered a customer-
facing system.
One core platform across business &
application integration
Investments in Multichannel
Commerce suite
Developed industry leading app to reach
customers
Big Data and Analytics to build a single view
of customer
Combining personal advice and service
with digital
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ABOUT TUI
Formed in 2007, by the merger of First Choice Holidays, and travel division of TUI AG
Operates in over 180 countries, serving 30 million customers, with over 3500 retail stores in EU
Revenue of £14.5 billion, £490 million operating profit
Over 240 trusted brands, ranked as either #1 or #2 brand in the core markets
Largest distributor of accommodation globally, with over 150mn room nights a year
www.tui-group.com www.tuitravelplc.com
Based in Crawley, West Sussex, UK
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SYSTEMS OF ENGAGEMENT LEADING TO BALANCE SHEET IMPACT
From transactions to a lifetime relationship with Systems of Engagement
• Seamlessly digital experience
• Make intelligent suggestions
• Customer centered personalization
• Omni-channel presence
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CIO++ IMPERATIVE – 1 CONVERSATION ACROSS CHANNELS
WE HAVE BEEN FARMING CORN THE SAME WAY FOR 5000 YRS.
IT TOOK THEM LESS THAN 9 MONTHS TO SERIOUSLY CHANGE IT
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Do not crash
Does not embarrass
Does not cost much
Keep business happy
Decrease cost
Increase efficiency
Increase Revenue
Extends to new business
Creates new industry
NO CIO EVER GOT PROMOTED FOR ‘RUNNING THE BUSINESS’
Change the business
Expand the Business
Optimize business process
Support the Business
Get Fundamentals Right
www.aditi.com 31
Do not crash
Does not embarrass
Does not cost much
Keep business happy
Decrease cost
Increase efficiency
Increase Revenue
Extends to new business
Creates new industry
Change the business
Expand the Business
Optimize business process
Support the Business
Get Fundamentals Right
THE CIO++ HAS ALREADY EARNED HIS PROMOTION
CUSTOMERS
Thank you
PRADEEP RATHINAM, CEO, ADITI TECHNOLOGIES@pradeeprat
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