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APAC BO BSC FOR FY12 - for monthly review

BSC Dimension Measure Unit of Measurem Frequency ent Source FY12 Target

APAC Sales close rate for bids > 10 MN USD APAC Sales Win rate for bids Funnel Health (OBV Gap:QP:TP) Order Book Value % of Bid office process deployment (# Bids where ABO was tracked key milestones / Total number of bids as per defined process scope) Average value of overall Bid Manager feedback score on bid responses

Finance

% %
Ratio

Monthly Monthly Monthly

CRM CRM CRM

25% 33% 1:02:03 900

Monthly

Tracker

100%

# % %

Monthly

KM

3 out of 4

Customer

% of Bids (with value >= 5 MN USD) for which Qualification calls were conducted % of Bids (with value >= 5 MN USD) for which Win Strategy Sessions were conducted No. of service lines with >5% Revenue

Monthly Monthly Monthly

Manual Manual Revenue from PMO

80% 80% 5 8 60 8 100% 12

#
Improvements to Bid Process based on lessons learnt/best practices, SS and other ISUs No of re-usable components created # Winning proposals captured in Powerpack % BO bids that used Bid Response Plan Training days attended per year (including WBT)
Internal Processes

# # # %
#

Quarterly Manual Quarterly Monthly Monthly KM KM KM

Learning and Growth

Quarterly Manual

Operations

S&R Process Deployment Index (PDI) (as per Corp. defn.)

%
80%

YTD Act Tar

December Act Tar Act

Q3-QTD Tar Act

January Tar

February Act Tar

31% 37% 1 : 2.3 : 5.8 608 100%

25% 33% 1:02:03 648 100%

20% 25% 35% 33% 1 : 2.1 : 5.6 1:02:03 79 100% 75 100%

18% 16% 1 : 2.3 : 5.8 197 100%

25% 33% 1:02:03 225 100%

3 out of 4

3 out of 4

3 out of 4

100% 100% 6 2 16 4 100% 6

80% 80% 5 5 40 5 100% 8

100% 6 1 1 100% 0

80% 80% 5 1 5 1 100% 1

100% 6 0 5 3 100% 0

80% 80% 5 2 45 2 100% 3

87%

87%

80%

87%

80%

March Act Tar Act

Q4-QTD Tar

Dec Working Sheet

Country

Industry

Sales Stage

Account

Australia Australia Australia HK Singapore

12 - Closed / Shelved BFS 10 - Closed/Lost Insurance 10 - Closed/Lost Telecom, Media and Entertainment / Shelved 12 - Closed TTH 09 - Closed/WON

Telstra Corporation Limited Westpac Banking Corporation Suncorp-Metway Limited Huawei Technologies Company Limited Singapore Airlines

Filter Sum - Potential Revenue in USD Country ASEAN Australia China HK Japan Singapore South Korea Grand Total Sales Stage 09 - Closed/WON 10 - Closed/Lost 11 - Closed/Scrapped 3246875.41 400000 44793935.98 59910000 10600036.06 4689822.58 1087000 2392453.23 3333351 328000 9756706.03 2090000 13538253.86 17206024.8 7224701.35 250000 79608944.86 78531024.8 22707190.64 0.35 0.5

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Dec Working Sheet


Potential Revenue in USD Service Practice Last Updated

Opportunity Name

Primary

Close Date Description

Complex Products ### Chiomi Gendre 12/12/11 SI of Intec Solution 12/12/11 Extension of Testing Service order for KAUSHIK BANERJEE Feb 2012 for 3 years 300 resources in testing services in FT and ### FT and NFT beyond 12/20/11 Extension of Assurance Services12/20/11 Suncorp - ITO ### IRFAN MOHAMED 12/20/11 ITO - ADM&S, Infra (In a work package model) ADM 12/20/11 Shenzhen ODC Setup ### Ramakrishnaiah Lakshmipathy 12/27/11 ADM 12/27/11 CE-AMS09 Renewal for Year 6, 7 ### RAMESHKUMAR KRISHNAN CE-AMS09 renewal for Years 6, 7,12/30/11 &8 12/30/11 ADM 8

12 - Closed / Shelved Grand Total 430000 4076875.41 22182584.14 ### 4473000 12642275.81 13360446.98 17021797.98 7243443 19090149.03 1943572.73 39912552.74 250000 49633046.85 ###

20.00%

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Dec Working Sheet


Proposal Submission Selling Unit Date Probability % Realizable Revenue Opportunity Servicing Unit NGM-APAC1.1-Group1 NGM-APAC1.1-Group1 NGM-APAC1.1-Group1 NGM-APAC1.2-Group2 NGM-APAC1.2-Group2

Created

Geography

APAC1.1-ANZ 05/25/11 12/20/2011 APAC1.1-ANZ 08/21/11 12/20/2011 APAC1.1-ANZ 03/29/11 APAC1.2-Hong Kong 7/22/11 0 9/25/2011 APAC1.2-Singapore05/04/11

0 Asia 40 AUD3,250,000.00 Asia 59 AUD1,250,000.00 Asia 76 Asia 75 SGD4,302,377.00 Asia

Pacific Pacific Pacific Pacific Pacific

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Dec Working Sheet


Won/ Reason Opportunity Primary Lost/Scrapp Won/Lost/S Id Competitor ed/Shelved crapped/Sh Explanation elved 1-1PVZSE 1-1XND3D 1-1KYYRF 1-1V08EH 1-1OCV7U

Rescoping exercise to move to business established Postponed/TCO & ROI not from IT Infosys Technologies TCS's Lack of Executive connect aggressive to that of Infosys, Infosys had a better m Though bid was commercially more Infosys Technologies (+) Ability to deliver -Offering Gap in Capability & Capacity Level of team engagement Adjust and apply feedb No Award (In House / No Decision) Lack of feasibility perceived & ROI not established Postponed/TCO HCL Technologies Demonstration of delivery excellence Incumbency advantage

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Country Industry

Sales Stage

Account

Opportu nity Name

Potential Revenue in USD

Primary

Close Date

Descripti on

Australia Australia Australia Japan Japan Australia Australia Japan Australia Australia Australia Australia ASEAN Australia Singapore ASEAN ASEAN Australia Australia Singapore China

Telecom, MediaClosedTelstra Corporation Limited 12 - and Entertainment Services - BPO ### TARUN TANDON / Shelved BoH 6-Jun-11 Telstra Back Of House - BPO 11 - Closed/Scrapped EDW strategy, development and support Westpac Banking Corporation ### Veera Moorthy 21-Sep-11 11 - Closed/Scrapped Risk and Complaince IM SIPVeera Moorthy Westpac Banking Corporation ### 21-Sep-11 Telecom, MediaClosed/Scrapped Applicationcorporation### Toshihiko Kobayashi 11 - and Entertainment NTT Communications Support & Maintenance/BPO7-Nov-11 for Siebel/SAP/Microsoft based systems Telecom, MediaClosed/Scrapped India Offshore Center ### Toshihiko Kobayashi 11 - and Entertainment SoftBank Mobile Corp 1-Nov-11 BFS 12 - ClosedWestpac Banking Corporation support and development / Shelved IS and EIG Wave 1 ### Veera Moorthy 26-Oct-11 3 year support and developme Others 12 - ClosedAustralia Post Mel / Shelved Infrastructure Support### Lawrence Hilliker 25-Oct-11 High-Tech Industry Practice Corporation, Japan 12 - ClosedSony / Shelved Software Outsourcing ### Sanjay Peshin 22-Sep-11 12 - ClosedAXA Australia Outsourcing / Shelved ADM ### ANANTH B 26-May-11 11 - Closed/Scrapped Information Management for Finance 24-Sep-11 Westpac Banking Corporation ### Veera Moorthy BFS 11 - Closed/Scrapped GD - Infrastructure Testing 1yr contract Mar2012-2013 down from 3 yrs to 1 y Westpac Banking Corporation ### Lewis Desreaux 28-Nov-11 revised 12 - ClosedQBE Insurance Outsourcing / Shelved BPO ### ANANTH B 26-May-11 Telecom, MediaClosed/Scrapped Operations Support SystemPARAG WAGLE 11 - and Entertainment PT Telekomunikasi Selular ### (OSS) 12-May-11 12 - ClosedQBE Insurance and IS Outsourcing / Shelved AM ### ANANTH B 26-May-11 12 - ClosedStandard CharteredTransformation / Shelved Finance Bank ### Lakshman Arnold 5-Jul-11 Telecom, MediaClosed/Scrapped Migration of$9,000,000.00 Marcel Wong 8-Jul-11 Migration of Legacy Billing Sys 11 - and Entertainment Telekom Malaysia Bhd Legacy Systems Travel & Hospitality Services 11 - Closed/Scrapped Indonesia $8,668,336.00 PARAG WAGLE PT Garuda MRO Solution Implementation 22-Aug-11 TTH 12 - ClosedToll Global OTM Support, Maintenance Lawrence Hilliker / Shelved Logistics $7,000,000.00 and Projects 19-Oct-11 11 - Closed/Scrapped Retail Banking Core Banking Replacement Kiwi Bank $6,351,000.00 Robert Griffiths 16-Nov-11 Replacement of Core Banking BFS 12 - ClosedStandard Chartered Bank / Shelved Test Environment Management (Ref. IN/RFP/105924/0/2011) $6,343,776.00 Lakshman Arnold 22-Jun-11 Client Manager - Andrew Winst Manufacturing- & Process GM Wuling IT IMPLEMENTATIONRui Zhou 11 Closed/Scrapped SGMW Saic $6,000,000.00 PROJECT 2-Nov-11

Proposal Service Last Submissi Practice Updated on Date 1144

Selling Unit

Probabili Created ty %

Opportu Realizabl Geograp nity Opportu e hy Servicing nity Id Revenue Unit

08/24/11 APAC1.1-ANZ 31-Dec-10 0 Asia PacificNGM-APAC1.1-Group1 1-1DN7TK 09/21/11 APAC1.1-ANZ 22-Aug-11 0 Asia PacificNGM-APAC1.1-Group1 1-1XOM1M 09/21/11 APAC1.1-ANZ 22-Aug-11 0 Asia PacificNGM-APAC1.1-Group1 1-1XOM9Q Oracle 11/07/11 APAC1.2-Japan 9-Jul-11 10 Asia PacificIS-Telecom1.1-Group1 1-1TR0QF IT IS 11/07/11 APAC1.2-Japan 9-Jul-11 10 ### Asia PacificIS-Telecom1.1-Group1 1-1TR076 ADM 10/26/11 APAC1.1-ANZ 22-Aug-11 35 AUD5,000,000.00 Asia PacificNGM-APAC1.1-Group1 1-1XOM8V IT IS 10/25/11 APAC1.1-ANZ 13-Aug-11 33 Asia PacificNGM-APAC1.1-Group1 1-1X48TM EIS - Engineering & Industrial Services 09/22/11 APAC1.2-Japan 7-Oct-10 46 Asia PacificNGM-APAC1.2-Group2 1-19ARLY 05/26/11 APAC1.1-ANZ 19-May-10 0 Asia PacificNGM-APAC1.1-Group1 1-12P91I 09/24/11 APAC1.1-ANZ 22-Aug-11 0 Asia PacificNGM-APAC1.1-Group1 1-1XOM5N IT IS 11/28/11 APAC1.1-ANZ 1-Aug-11 68 Asia PacificNGM-APAC1.1-Group1 1-1VWY8Z 05/26/11 APAC1.1-ANZ 24-Nov-10 10 Asia PacificNGM-APAC1.1-Group1 1-1BI9IV Large Projects 05/12/11 APAC1.2-Asean 21-Feb-11 28 Asia PacificNGM-APAC1.2-Group2 1-1I5DBF 05/26/11 APAC1.1-ANZ 12-Oct-10 10 Asia PacificNGM-APAC1.1-Group1 1-19IXYC 07/06/11 APAC1.2-Singapore 27-May-10 10 Asia PacificNGM-APAC1.2-Group2 1-1323AF Oracle 07/08/11 APAC1.2-Asean 20-Jun-11 0 Asia PacificNGM-APAC1.2-Group2 1-1S0VFK Enterprise Solution:SAP 08/22/11 3/18/2011 APAC1.2-Asean 3-Mar-11 49 ### Asia PacificNGM-APAC1.2-Group2 1-1IXGQS Oracle 10/19/11 APAC1.1-ANZ5-Oct-11 0 Asia PacificNGM-APAC1.1-Group1 1-219B5A Replacement of Core Banking following the success of the Investment bank 0 11/16/11 APAC1.1-ANZ 12-Jul-11 Asia PacificNGM-APAC1.1-Group1 1-1TZ59X IT IS 06/22/11 3/11/2011 APAC1.2-Singapore 12-Nov-10 48 ### Asia PacificNGM-APAC1.2-Group2 1-1AYEGR Enterprise Solution:SAP 11/02/11 APAC1.2-China 28-Oct-11 0 Asia PacificNGM-APAC1.2-Group2 1-234CY2

Won/ Reason Lost/Scra Primary Won/Lost pped/She Competit /Scrappe lved or d/Shelve Explanati d on This entry is a duplicate CRM entry. Is being closed & tracked under different opportunity name in CRM Others 1-1XOM1M Program shelved by sponsorship to drive initiative No client customer 1-1XOM9Q Program shelved No budget Wrong sizing/scoping Deal Disqualified/TCS solution fit not established Lack of proper sizing/scoping Deal Disqualified/TCS solution fit not established No Award (In House / No Decision) by business failed Business case preparwed & ROI not established Postponed/TCO For Telstra Client preference for local or internal team to lose. HCL Technologies forOthers RFI was empannelment. TCS is now empannelled. Multiple opportunites are being tracked seperately. Merger with AMP Postponed/TCO & ROI not established 1-1XOM5N defined another opportunity Others Infosys Technologies Client objectives changed move to single testing vendor, Infosys Shelved forPostponed/TCO & ROI not established now as client org restructure in progress Accenture TechnologyDeal disqualfied/Not TCS' core competency Fitment Shelved forPostponed/TCO & ROI not established now as client org restructure in progress. Others Still at an initial phase and Entry being recreated again Others IBM Opportunity created with Jeevan Others HCL Technologies Customer decided to change the RFP process Others Moved to Singapore as TGL is HQ'd there Others DIY policy Client objectives changed Wipro Limited to timing of SIMCO (EBBS) Implentation Due Postponed/priority not established IBM Duplicate entry Others