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Meeting with Erwin [11-Jan-19] (YellowTail BV (Existing Client)…
Meeting with Erwin [11-Jan-19]
Lixto / Periscope Solutions (Existing Client)
POCs
Marcus Herzog (Solution Leader and Associate Partner)
Robert B (Manager of Operations and Technology)
What they do
Analytics company that offers marketing and sales solutions
Helps client with competition analysis using data
Background
We began in December 2014 with Lixto
Started with 3 people and now we are 10
Got acquired by Mckenzie
POCs in Vienna (have met them once for lunch)
100M revenue
What we do
Support service - 10 people
Team runs software, fetches reports, work with them, validates the results
Strength
Good rapport
Monthly calls between DM and Robert
QBRs where Marcus joins
Weakness
Dependency on certain people in the team
BA is underutilizaed
Chances of growth are less
They expect better quality and autonomy
Threat
Only involved in low level work
Captive in Gurgao
Mckenzie has tie-ups with CTS
YellowTail BV (Existing Client)
What they do
Fintech company
Different product lines like Ockto, Cord Finance and Cloud Billing
Working with Banks like RaboBank, ABN Ambro etc.
Solutions in terms of mortgages, insurance, pensions, aggregation
POC
Rob Coppen (Partner) - Cloud Billing
Robert Harreman (Director) Ockto
Lammert and Paul - Ockto
Mark Leck (Partner) Cord Finance
Background
3 projects with Cybage
7+ years relationship
We used to work with YellowTail SA before who were consulting company offering services to NL
Now we work with NL directly
Have met them multiple times in the last few months
They have a team in NL
They bought YellowTail SA - so they will expand there too for Cord Finance at least
What we do
Devs, QA - 20+ members
Split into 3 teams with 2 managers
Ockto has more features related work
Cloud Billing and Cord Finance are dragging
Strength
Ockto is going strong and we have a good rapport with all POCs
Fairly good rapport with Cord Finance POCs too
Processes are improving
Strong deliveries
Weakness
QA attrition
They don't see value of manager in 2 projects
Not a good connect with Cloud Billing POCs
Work is not exciting in Cloud Billing either
Opporunity
Ockto may grow
Threat
They lost a big RFP for Cord Finance
Cord Finance and Cloud Billing may downsize since there is not much visibility
They will expand in SA
Public Space Management Services (Existing Client)
What they do
Build cloud web based solutions for municipality, utility companies and contractors
3 main products - MOOR, WOW, Synfra
Can initiate request for utility connection lines for electricity, water, drainage on synfra - creates WF for contractors
Moor is for municipality to handle bigger piece of connection line requests
POC
Martin De Vaal (Director)
Background
Got acquired by Roxit in the last couple of years
Martin was a CEO before
Was a part of YellowTail group earlier
What we do
Team size is 13.5 - devs, qa, dba
Also to iOS work using Xamarin
Rolled out a big release last year
Strength
Stable account
Client is very fond of the team
More than 6 years old
Roadmap for 2019 is good
Strong deliveries
Weakness
Type of work in Synfra
Martin could have got us work from Roxit but he stepped down from the board
Opportunity
Can get work from Roxit
Threat
Synfra will eventually downsize
Martin's views on Roxit's management are not great
Snoeks Automotive (Opportunity)
What they do
They are into automotive parts manufacturing business for Light Commercial Vehicles
Revenue band is 26 to 50M
Nabab
POC
Robbert van den Broek (Marketing and Sales Director)
Engagement so far
Had a call in November
They have a ERP and CRM but not happy with it
Exploring whether they should invest in a new CRM or not
We gave SalesForce overview but he was more interested in CRM as a hole
He asked how would it work since we don't have a team in Europe
Explained different models that can work
Lidl Digital (Opportunity)
What they do
They are the digital arm of Lidl
Responsible for eCommerce, IT, Business Intelligence, Cloud etc.
POC
Clement Petitot (Team Lead Marketing Intelligence)
Matthias Schoen (VP Customer Interface)
Engagement so far
Have met them in August and in December 2018
Have had meetings before I joined too
There were a few projects on Big Data and Reporting side that Clement spoke about
There have been opportunities discussed but requirements were never shared
Clement shared in December that it would be good to connect in Jan 2019 again