Wef 16th Jan 2012 Corporate HR

Business Lead Generation Policy

HCL Technologies Ltd, 2010. All rights reserved.

No part of the document may be copied, reproduced, stored in any retrieval system, or
transmitted in any form or by any means, either electronically, mechanically, or otherwise
without prior written permission.




Ver5.0 HCL Technologies Ltd: Confidential 1
Wef 16th Jan 2012 Corporate HR





REVISION HISTORY
Version

No.

From

To

Description

Author
Reviewed &
Approved By


1.0

3
rd
Sept 2009

10
th
Mar 2010


First copy


Global Policies Team


Global Policies Head


2.0

11
th
Mar 2010

30
th
June 2010


Second copy


Global Policies Team


Global Policies Head


3.0

1
st
July 2010



Third Copy


Global Policies Team


Global Policies Head


4.0

1
st
Jan 2012



Fourth Copy


Global Policies Team


Global Policies Head


5.0

16
th
Jan 2012



Fifth Copy


Global Policies Team


Global Policies Head
































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Table and Contents




Topic Name

Page Number

Objective

4
Definition 4
Applicability / Eligibility 4
Procedure 4
Responsibility of Employee 5
Audit Committee 6
Governance Mechanism 6
Process Workflow 8


































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Objective

To capture the untapped business demand through employees who directly interface
with customers or prospects. This will be done through a portal called Lead-Gen
available on MYHCL.IN and employees can use this site to register any information
that they think will lead to a business generation opportunity for HCL. The
employee capturing the lead will be eligible for a reward / recognition (as applicable)
if the lead results in successful deal closure.

Definitions of an Employee Lead

An employee lead is defined as knowledge of a business pain point or a Customer
requirement (includes new prospects) which can be addressed by HCLs portfolio of IT
Services.


Applicability / Eligibility

This policy shall be applicable to all HCLT employees across all bands.
The following will not be eligible for any payout thereof:
Employees in the E5 and above

All employees in Sales and Marketing roles

Any other employee in revenue generation role

Contract employees whose contract has revenue generation as a Key

Performance Parameter

The business lead(s) has to be for the existing and new business accounts.



Procedure

When the employee comes across some information that he considers can lead to
business generation for HCL, he / she can submit the lead in the system by following the
steps given below:
Log into myhcl.in

Go to the Lead-Gen application, fill and submit the form










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This lead would be received by the Direct Marketing (DM) Team. The DM team will get
in touch with the employee on receiving the lead information and seek some more
information to qualify the lead.
If a lead is qualified, then the eligible employee shall receive a notification email
and 50 extra miles will get credited in his / her account
Employee will also be informed in case the lead is disqualified by the Direct
Marketing (DM) and the reason for this would be cited in the auto generated
system mail.
If qualified, the DM will pass this lead to the appropriate sales manager. When
the sales manager accepts that lead in HCL Sales Force Automation (SFA)
system, eligible employee will get additional 500 extra miles credited.
In case the lead is rejected by the Sales Manager, Employee will receive a mail
specifying the reason for rejection.
Employee will be updated on a regular basis on the status of the lead


If the lead results into a successful deal closure, the same can be tracked on the
Lead-Gen portal and also notified through e-mail to the eligible employee. On
that basis the employee will be eligible for a bonus payout as per the following
grid:
o Any business less than $ 50 K will not be eligible for any payout.

o For any win over and above $ 5 million worth TCV business: reward will
range from MAX 37,000 INR to 74,000 INR, depending on the category of
deal enabled.

* ALL THE FIGURES BELOW ARE IN INR
TCV is $ NN Named a/c NN Fortune 500 NN Forbes
G2000
EN/ Other NN
50 -100 K 6,000 5,000 4,500 3000
101 250 K 12,000 11,000 9,500 6000
251 500 K 18,500 16,000 14,000 9500
501 - 750 K
25,000 21,500 18,500 12,500
751 - 1000 K
29,500 26,000 22,500 15,000
1001 - 2000 K
37,000 32,000 28,000 18,500
2001 - 3000K
43,500 38,000 32,000 21,500
3001 - 4000 K
49,500 43,500 37,000 25,000
4001 - 5000 K
74,000 65,000 55,500 37,000


Category of reward will be defined by the list of the year in which closure happens.
For ex: deal closure happens in 2011, we will refer to the Forbes G2000 list &
Fortune 500 list of 2011 for the payout (these are publically available).
For Named NN a/c list, only the latest list on sales lounge (wiki) will be considered.


At the time of payout, the above relevant INR amount will be converted at the
HCLs budgeted exchange rate for the year & paid in the respective geo currency
of the base payroll location of the employee. The budgeted exchange rate is
decided by the corporate finance at the year beginning.







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The payout will be made once the deal is in L0 / Won / Contract Signed. To be
eligible for the payout, the employee has to be active on the rolls of the
company on that date. The closure of the deal will be confirmed by Sales
Excellence Team using SFA data, and validated by SOW in ENs case & MSA/
SOW in NNs case, sent by the delivery employee/ corporate finance team/
account manager.
The payout to the employee will happen in the following month of the receipt of
deal closure mail. The Sales Excellence Team will approve the payout to Global
C&B Team and accordingly reward will be processed.
The payment shall be made along with the salary post necessary tax deductions
as applicable.

Responsibility of Employee:

The employees working onsite and client ODCs have access to clients IT systems and
other sensitive information. It is expected from the employee that he/she will abide by
the Client IT Policy and Terms and Conditions. Hence, before submitting a lead on the
application, the employee will be required to accept the disclaimer confirming any non
violation of contract.

Audit Committee

There will be an audit committee in place which will monitor the leads on an ongoing
basis. They will be submitting an audit report on a monthly basis to the Governance
Body highlighting discrepancies if any. This committee will report issues on any misuse
of the lead capture tool by the employees.

Governance Mechanism

Any disputes pertaining to Lead Generation will be addressed to a Governance Body
comprising the following:
Rajiv Sodhi

Krishnan Chatterjee

R Anand








The decision taken by the Governance Body will be final and
binding.


This Policy can be amended, modified or withdrawn at the companys discretion.


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Process workflow:







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LeadGen (Lead Generation by Employees)
Comp Team Direct Marketing Employee
Sales
Excellence
Sales
Uploads the
lead in
myhcl.in
->LGen
Employee
confirms/
provides
additional
information
on the lead
Employee
gets email
update
informing
about lead
rejection
Start
Spots a
lead
Employee
Gets
50 XTRA
Miles
credited
Employee
Gets Sales
Refection
Mail
Employee
Gets
500 XTRA
Miles
credited
Mail Trigger
to
Employee
Mail Trigger
to
Employee
with TCV
Value
Receives
the Reward
DM Vertical
Connects
with
Employee to
Quality Lead
Is lead
qualified
Stop
Stop
Stop
Stop
Mail Trigger
to DM
Mail Trigger
to DM
Creates a
OQ in SFDC,
Updates
Relevant
Fields and
sends lead to
Sales
Mail Trigger
from SFDC
with
Disclaimer
and
Lead Details
Wins the
Deal and
Signs the
Contract
Updates
Stage of
Opportunity
Receives
Email with
TCV Value
Audits the
process
and sends
the payout
details to
C&B
Process the
inputs in the
Payroll
Lead
Rejected
DM Head
gets Mail
informing of
new lead
DM Head
Assigns Lead
to DM
vertical in
SFDC
No
Yes
Yes
No
Accepts
Disclaimer
in SFA
Takes Call
with the
Customer
Opportunity
Identified