Investment consultancy specializing in technology and sports sectors

SAP is a ~$30Bn revenue, market leader in intelligent enterprise application softwareEffectively communicating to analysts and investors in-depth information on SAP’s strategy, transformational innovation, customer base, value proposition, business model, financial performance and key economic drivers.Cultivating trusted external relationships with Buy & Sell Side Investment communityDeveloping SAP’s key investor communications: CEO/CFO scripts, Q&A, presentation materials, press releases, KPIs.Organizing Company Capital Markets DayProactive investor targeting – planning and attending investor conferences/road shows with SAP’s C-Level and Senior Management Closely monitoring market trends, sentiment and peer group.

Ariba is the world’s largest cloud-based trading platform to help companies discover, connect and collaborate with a global network of suppliers and partners. Ariba was acquired by SAP in October 2012.Role similar to above

Role similar to above

• Leading worldwide financial planning, budgeting, forecasting and business metric scorecard processes • Evaluating Regional and Functional Performance• Managing annual planning cycle• Constructing forward looking projections over 1 year and 3 years• Providing financial and commercial advice to Regional GMs and Regional CFOs• Designing a new financial model for the transition of the business from a CD Software to a Software-as-a-Service (SaaS) company• Benchmarking against peer group companies• Providing financial and analytical support for Investor Relations and Mergers & Acquisition efforts.

• Identified both growth drivers and downward risks/pressures impacting the EMEA business. Agreed most efficient allocation of budget $ and constantly monitored returns in a fast changing environment.• Designed business models for each Product/Service Stream. Set Operational Targets across all EMEA Sub-Regions and Product/ Service categories. Assessed performance against those targets; promptly identified key issues and agreed action plans. Eg. Reduced free work and cost overrun/rectification work in our Services Division improving billable utilisation figures by ~ 10%.• Helped drive cost out of the business eg. Shifted EMEA’s resources from Western Europe to Prague; Kosice (Slovakia) and India. Striking delicate balance with Western resources to meet customer needs and maintain customer satisfaction levels at competitive cost.• Constantly measured productivity across Sales and Service teams and benchmarked against other Ariba Regions and externally. Prompt action taken on low productivity units and staff to maintain growth.• Above actions have driven EMEA Regional contribution margin improvement from historic ~10-15% to 25-35%.• Interrogated and Analysed Deal Pipeline. Identified areas of concern around qualified new opportunities and cross-selling and agreed focus and allocation of Marketing and Sales resource.• Designed and rolled-out new Variable Compensation Structure for EMEA Sales team. Steered focus onto new customers and subscription (recurring) business vs one-off/perpetual license business. Resulted in steadier revenue and profit performance which greatly improved our ability to accurately forecast and meet Wall St estimates.• Structured complex contracts with multinational companies for provision of Software; Implementation Roll-outs; Sourcing Event services; Low Cost Country Sourcing Services; Technical Support etc. Negotiated performance fee structures to drive improved project profitability.

• Following acquisition of Freemarkets Inc 1 July 05, produced fully integrated EMEA Financial Plan within 3 mths incorporating synergy savings of 20% of EMEA costs, in first year of combined business.• Designed, and managed production of, Monthly Management Pack incl Regional P&L; Business Line Revenue/ Margin/Performance data; forecasts; savings actions; key metrics; bookings and customer pipeline data. • Presented EMEA Quarterly Operations Review to Group CFO and US Management. • Investigated material variances to target; agreed actions with Senior Management and monitored execution.• Teamed with US Pricing to design an automated pricing tool. Localised it for the diverse EMEA market. Rolled out tool to EMEA Sales and Service field and provided training. Managed pricing and commercial term approvals for new customer proposals. This disciplined approach to pricing resulted in an increase in average gross margin on new bookings from 50% to 60% in 12 mths.• Created a natural currency hedge for EMEA business by moving all customer quotations to Euros and GBP from historical US$. This action protected top line revenue from a ~30% fall in US currency in following 2 years.• Swiftly adapted EMEA financial plans and forecasts through an extremely volatile 5 year period for technology markets. • Produced Cost/Benefit analyses for Low Cost initiatives in Czech Republic; Slovakia and India. Projects are being implemented with annualised savings to date of ~ $5m. • Offered valuable commercial advice to Regional Senior Management eg. To take out short term property leases vs long term leases during Technology “roller coaster” period. This resulted in negligible write-offs on EMEA property leases following downturn in business and significant reduction in employee numbers.