Fourth Quarter and Full Year 2013 ISG EMEA Outsourcing Index
 

Fourth Quarter and Full Year 2013 ISG EMEA Outsourcing Index

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The ISG Outsourcing Index (formerly the TPI Index) provides a quarterly review of the latest sourcing industry data and trends for clients, service providers, analysts and the media. For more than a ...

The ISG Outsourcing Index (formerly the TPI Index) provides a quarterly review of the latest sourcing industry data and trends for clients, service providers, analysts and the media. For more than a decade, it has been the authoritative source for marketplace intelligence related to outsourcing transaction structures and terms, industry adoption, geographic prevalence and service provider performance.

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Fourth Quarter and Full Year 2013 ISG EMEA Outsourcing Index Fourth Quarter and Full Year 2013 ISG EMEA Outsourcing Index Presentation Transcript

  • The ISG EMEA Outsourcing Index Market Data and Insights Fourth Quarter and Full Year 2013 Hosted by: James Goodman, Barclays Capital 20 January 2014
  • 2 Welcome to the 45th Quarterly Outsourcing Index Review Covering the state of the outsourcing industry for EMEA commercial contracts.* John Keppel Dr. David Howie Partner & President Partner Bernd Schaefer Partner © 2014 Information Services Group, Inc. All Rights Reserved isg-one.com *Contracts with ACV ≥ €4M from the ISG Contracts Knowledgebase®
  • 3 At a Glance DOUBLE-DIGIT GROWTH IN 4Q DEAL ACTIVITY, BUT CONTRACT VALUES DOWN BY LIKE PERCENTAGE 2013 DEAL ACTIVITY SLIGHTLY HIGHER, BUT VALUES FALL, MIRRORING 4Q TREND AFTER SEVERAL YEARS OF GROWTH, FINANCIAL SERVICES ACTIVITY SLOWS AND MANUFACTURING DECLINES SHARPLY ITO ACTIVITY UP, BUT BPO ACTIVITY RECEDES DUE TO LACK OF LARGE DEALS, EMEA SEES RISE IN ACTIVITY WITH SMALLER DEAL SIZES, BUT LACK OF LARGE DEALS IN AMERICAS LEADS TO DROP IN VALUE Scorecard © 2014 Information Services Group, Inc. All Rights Reserved isg-one.com Global Market New Scope Restructurings Mega-relationships ITO BPO Americas EMEA Asia Pacific 4Q13 ACV (€B)* € € € € € € € € € 3.7 2.4 1.3 0.4 3.0 0.7 1.2 2.1 0.4 4Q Y/Y Change 4Q Q/Q Change -12% -16% -5% -52% 8% -50% -23% -5% -10% -17% -5% -32% -58% -12% -32% -17% -21% 15% *Contracts with ACV ≥ €4M from the ISG Contracts Knowledgebase® 2013 ACV (€B)* Y/Y Change € 15.0 -18% € 9.0 -27% € 6.0 -2% € 2.9 -38% € 10.8 -8% € 4.2 -37% € 5.2 -26% € 8.2 -6% € 1.6 -40% 2013 Counts Y/Y Change 1,155 798 357 24 790 365 442 587 126 2% -5% 22% -31% 8% -9% -10% 18% -11%
  • 4 Global Market Contract Award Trends Fourth-quarter ACV was down 12% Y/Y and 17% Q/Q. For the full year, ACV was down 18% from 2012; however, contract counts ticked up 2% over 2012. Broader Market 4Q and Full-Year ACV (€B)* 1Q to 3Q ACV € 12.9 € 13.7 € 3.1 € 12.2 € 13.3 € 4.2 € 3.3 € 4.7 € 9.9 € 9.5 € 8.9 2004 05 06 € 14.6 4Q ACV € 16.5 € 17.6 € 17.6 € 18.3 € 4.4 € 5.3 € 4.2 € 3.7 € 5.5 € 10.9 € 11.0 € 13.1 € 12.3 € 14.1 € 8.6 07 08 09 10 11 12 € 15.0 € 3.7 € 11.3 2013 Broader Market 4Q and Full-Year Contracting Counts 1Q to 3Q Counts 4Q Counts 1,182 972 774 562 611 617 154 157 176 153 421 405 435 464 05 06 07 08 1,132 1,155 300 273 309 882 859 846 11 12 247 579 575 © 2014 Information Services Group, Inc. All Rights Reserved 288 988 2004 195 684 741 09 10 isg-one.com *Contracts with ACV ≥ €4M from the ISG Contracts Knowledgebase® 2013
  • 5 Global Market Contract Trends by Deal Size 2013 saw the continued dominance of contracting in the smallest ACV bands, and average deal size trended down across all bands. Comparing Broader Market Contracting Awards (€B)* Grouping in ACV Contract Size Bands €4-31M ACV(€B)* €32-79M €80M + Contract Counts Average Contract Size 1,063 € 10 €8 € 44 € 45 € 44 € 143 € 9.0 60% € 11 € 148 673 € 5.3 € 6.8 482 € 2.5 € 3.2 € 3.0 20% 70 € 5.2 © 2014 Information Services Group, Inc. All Rights Reserved € 4.6 € 2.9 2004 2008 20% 2013 57 36 2004 31 24 2008 2013 € 122 68 isg-one.com *Contracts with ACV ≥ €4M from the ISG Contracts Knowledgebase® 2004 2008 2013
  • 6 Global Market New Scope & Restructuring Trends New Scope ACV dipped 27% from 2012, while Restructuring ACV held steady. Restructuring counts rose 22% from 2012, but New Scope awards continued down. New Scope 4Q and Full-Year ACV (€B)* 1Q to 3Q ACV € 10.8 € 10.9 € 10.3 € 10.1 € 2.4 € 3.0 € 8.1 € 3.9 € 2.5 € 2.5 € 7.9 $7.1 2004 05 Restructuring 4Q and Full-Year ACV (€B)* 4Q ACV 1Q to 3Q ACV € 12.8 € 12.1 € 12.2 € 11.5 € 2.8 € 9.0 € 4.4 € 3.0 € 3.3 € 2.4 $8.3 $8.4 $9.0 $8.1 06 07 08 09 10 11 12 € 5.5 € 3.7 € 3.7 € 1.4 € 2.0 € 1.4 € 1.3 € 3.6 € 4.1 € 0.8 € 2.5 € 1.1 € 1.2 € 1.2 € 4.7 € 4.6 € 0.7 € 3.3 € 0.8 € 2.6 € 2.5 € 4.1 € 4.1 € 2.4 € 2.0 € 1.7 $6.6 2013 2004 New Scope 4Q and Full-Year Counts 1Q to 3Q Counts 472 © 2014 Information Services Group, Inc. All Rights Reserved isg-one.com 446 123 126 491 516 143 129 753 234 234 05 06 07 839 349 320 348 387 05 06 07 08 652 588 466 2004 10 11 12 12 2013 4Q Counts 357 287 103 116 120 31 72 09 11 798 210 661 10 187 184 569 09 1Q to 3Q Counts 157 540 08 Restructuring 4Q and Full-Year Counts 4Q Counts 895 774 € 6.1 € 6.1 € 6.0 € 2.7 $9.4 $5.6 $6.9 623 4Q ACV 2013 31 85 33 87 2004 05 06 *Contracts with ACV ≥ €4M from the ISG Contracts Knowledgebase® 151 101 24 77 38 113 07 08 198 54 144 09 235 63 172 10 293 66 86 221 207 258 11 12 99 2013
  • 7 Global Market Industry Trends Manufacturing stood out, with ACV off almost €2B from its prior 5-year average. Yet Energy and Travel, Transport & Leisure performed close to their prior 5-year highs. Broader Market 5 Prior Year ACV (€B)* by Industry Range of Prior 5 Years Avg of 5 Prior Years 2012 2013 €6 €5 € 4.3 €4 €3 € 2.8 € 2.1 €2 € 1.8 € 1.6 € 1.1 €1 € 0.8 € 0.5 © 2014 Information Services Group, Inc. All Rights Reserved €Manufacturing Financial Services Telecom & Media Energy Travel, Transport, Leisure isg-one.com *Contracts with ACV ≥ €4M from the ISG Contracts Knowledgebase® Healthcare & Pharma Business Services Retail
  • 8 EMEA Contract Award Trends ACV for fourth-quarter and full-year was down slightly Y/Y, yet contract counts at an all-time high, up almost 18% from 2012. EMEA 4Q and Full-Year ACV (€B)* 1Q to 3Q ACV € 7.9 € 6.5 € 5.7 € 5.9 € 4.4 2004 05 € 8.7 € 8.2 € 3.0 € 2.3 € 2.1 € 6.1 € 6.5 € 6.4 € 6.0 10 11 12 2013 € 7.8 € 2.7 € 1.8 € 6.4 € 3.3 € 4.0 06 07 08 EMEA 4Q and Full-Year Counts 1Q to 3Q Counts € 9.5 € 3.2 € 1.6 € 4.1 € 8.8 € 1.5 € 4.9 € 2.0 € 1.7 4Q ACV € 4.5 09 EMEA Full-Year Segment Details ACV (€B)* 4Q Counts Prior 5 Year Range Avg of 5 Prior Years 2012 2013 €8 535 431 442 138 348 253 265 263 74 81 63 183 179 184 200 251 68 © 2014 Information Services Group, Inc. All Rights Reserved 76 272 135 498 134 167 313 364 420 € 6.2 €6 €4 129 397 296 587 € 4.6 € 3.6 €2 € 2.0 €0 2004 05 06 07 08 09 10 11 12 2013 isg-one.com *Contracts with ACV ≥ €4M from the ISG Contracts Knowledgebase® New Scope Restructuring ITO BPO
  • 9 EMEA Contract Award Trends Detail Most markets in EMEA were flat in 2013. However, U.K. ACV was down 30% Y/Y despite a 13% increase in contract counts. EMEA Industries Full-Year ACV (€B)* EMEA Sub-regions 5 Prior Years ACV (€B)* Range of Prior 5 Years Avg of 5 Prior Years 2012 2012 2013 € 4.5 2013 Manufacturing € 1.4 € 4.0 Financial Services € 2.7 € 3.5 Telecom & Media € 3.0 € 2.5 € 0.9 € 2.65 Energy Travel, Transport, Leisure € 2.0 € 1.61 € 1.5 € 1.1 € 1.1 € 1.39 Healthcare & Pharma € 1.0 € 0.3 € 0.90 € 0.71 € 0.5 © 2014 Information Services Group, Inc. All Rights Reserved € 0.41 Business Services € 0.35 € 0.5 € 0.16 €U.K. & Ireland DACH Nordics Benelux France Southern Africa & E. Europe Europe Middle & Russia East isg-one.com *Contracts with ACV ≥ €4M from the ISG Contracts Knowledgebase® Retail € 0.2 €0 €1 €2 €3 €4
  • 10 EMEA ITO Contract Award Trends EMEA ITO ACV rose 11% for the year, driven by strong contracting activity. The 409 contracts awarded was a high water mark for the region. EMEA ITO 4Q and Full-Year ACV ($B) and Contract Counts* 1Q to 3Q ACV 4Q ACV Full-Year Counts 385 348 332 € 6.2 182 320 € 7.3 € 2.4 € 2.3 € 7.2 € 5.6 € 6.2 € 1.3 € 1.7 € 1.3 € 4.6 € 1.3 € 1.4 € 3.3 € 3.8 € 1.2 € 2.2 2004 05 06 € 2.4 € 4.8 € 3.8 € 4.9 € 4.8 € 4.3 € 4.5 08 09 10 11 12 2013 € 0.9 € 3.2 07 EMEA ITO ACV ($B)* by Function 2012 EMEA ITO Full-Year ACV ($B)* by Industry 2012 2013 2013 Financial Services Infrastructure € 1.4 € 2.0 Manufacturing € 1.1 Energy ADM € 2.0 isg-one.com € 0.8 Telecom & Media € 0.6 Travel, Transport, Leisure Network Services © 2014 Information Services Group, Inc. All Rights Reserved € 1.5 Business Services Healthcare & Pharma ADM + Infrastructure € 1.3 €- 409 € 0.5 € 1.0 € 1.5 Retail € 2.0 € 2.5 *Contracts with ACV ≥ €4M from the ISG Contracts Knowledgebase® € 1.0 € 0.4 € 0.2 € 0.1 € 0.0 € 0.5 € 1.0 € 1.5 € 2.0 € 2.5
  • 11 EMEA BPO Contract Award Trends Despite increased contract activity, BPO ACV fell almost 40% as large deals disappeared from the market. EMEA BPO 4Q and Full-Year ACV ($B) and Contract Counts* 1Q to 3Q ACV 4Q ACV 99 69 Full-Year Counts 122 € 3.1 € 2.3 € 1.6 € 1.2 € 0.4 € 0.8 € 0.7 € 0.7 € 0.3 € 1.2 € 0.9 2004 05 06 07 € 0.8 08 EMEA BPO ACV ($B)* by Function 2012 © 2014 Information Services Group, Inc. All Rights Reserved isg-one.com Facilities Mgmt Industry-Specific F&A HRO R&D/KPO Multi-Process Contact Centers Procurement Supply Chain Mgmt Document Mgmt € 1.5 € 0.8 € 1.7 € 0.8 € 0.3 € 1.2 09 10 11 € 2.2 € 1.5 12 2012 € 0.26 €- € 0.4 2013 EMEA BPO Full-Year ACV ($B)* by Industry 2013 € 0.55 € 0.30 € 0.20 € 0.07 € 0.17 € 0.27 € 0.03 € 0.04 € 0.07 € 1.9 € 0.9 € 0.7 € 0.3 € 1.6 178 150 150 2013 Financial Services € 0.66 Energy € 0.32 Manufacturing € 0.28 Telecom & Media € 0.27 Retail € 0.06 Business Services € 0.09 Healthcare & Pharma € 0.10 Travel, Transport, Leisure € 0.3 € 0.5 € 0.8 € 1.0 € 1.3 € 1.5 *Contracts with ACV ≥ €4M from the ISG Contracts Knowledgebase® € 0.16 €- € 0.5 € 1.0 € 1.5
  • 12 2013 Top 20 Outsourcing Service Providers in EMEA In Top 20 for Both ITO and BPO Accenture Atos Capgemini CGI HCL Infosys In Top for ITO Only © 2014 Information Services Group, Inc. All Rights Reserved isg-one.com In Top for BPO Only AT&T BT CSC Deutsche Telekom EVRY France Telecom HP IBM iGATE Tech Mahindra Quindell Swisscom Tata Tieto Wipro Aon Hewitt Capita Communisis Emcor G4S Genpact GP Strategies Innovation Group Interserve Sodexho Alliance TCS WEX WNS Xchanging Xerox Note: Service providers in alphabetical order; no rankings implied. *Contractsbased on 2013€4McommercialISG Contracts Knowledgebase® Placements with ACV ≥ ACV from the contract awards sourced from ISG Contracts Knowledgebase ®.
  • 13 Americas Contract Award Trends 4Q ACV was down moderately Y/Y. For 2013, ACV dropped substantially from 2012, and contract counts dipped more than 10%. Americas 4Q and Full-Year ACV (€B)* 1Q to 3Q ACV € 6.0 € 1.2 € 6.7 € 6.1 € 1.6 € 5.7 € 1.5 € 4.5 € 4.4 05 € 5.5 € 4.9 € 2.2 € 4.6 2004 06 € 1.8 € 7.1 € 6.4 € 0.9 € 1.8 € 7.0 € 1.5 € 3.3 € 3.5 07 € 4.9 08 09 € 6.2 € 4.6 € 5.5 11 10 € 5.2 € 1.2 € 1.4 Americas 4Q and Full-Year Counts 1Q to 3Q Counts 4Q ACV 12 € 4.0 2013 Americas Full-Year Segment Details ACV (€B)* Range of Prior 5 Years 4Q Counts Avg of 5 Prior Years 2012 2013 €6 517 414 332 241 61 © 2014 Information Services Group, Inc. All Rights Reserved 252 273 65 75 180 187 2004 05 273 72 116 137 198 201 07 08 115 €5 €4 €3 349 380 384 327 245 06 442 109 82 87 298 493 431 € 3.3 € 3.1 € 2.2 €2 € 1.9 €1 09 10 11 12 2013 €0 isg-one.com *Contracts with ACV ≥ €4M from the ISG Contracts Knowledgebase® New Scope Restructuring ITO BPO
  • 14 Americas Contract Award Trends Detail U.S. ACV was down about 25% from 2012. Drops in the Manufacturing and Financial Services sectors contributed most to the decline. Americas Industries Full-Year ACV (€B)* Americas Sub-regions 5 Prior Years ACV (€B)* Range of Prior 5 Years Avg of 5 Prior Years 2012 2013 € 0.5 €7 2012 2013 Manufacturing € 1.14 Financial Services € 1.06 Telecom & Media €6 € 0.99 € 0.4 €5 € 4.6 € 0.3 Healthcare & Pharma € 0.71 €4 Business Services €3 € 0.2 € 0.30 Retail € 0.31 € 0.21 € 0.16 €2 € 0.12 € 0.1 € 0.13 Energy € 0.47 €1 © 2014 Information Services Group, Inc. All Rights Reserved Travel, Transport, Leisure € 0.0 €- U.S. Canada Brazil Mexico Other LatAm isg-one.com *Contracts with ACV ≥ €4M from the ISG Contracts Knowledgebase® € 0.23 €0 €1 €2 €3
  • 15 Asia Pacific Contract Award Trends 4Q ACV was down moderately Y/Y. For 2013, ACV dropped substantially from 2012, and contract counts dipped more than 10%. Asia Pacific 4Q and Full-Year ACV (€B)* 1Q to 3Q ACV € 1.7 € 0.3 € 0.6 € 0.6 05 € 1.0 07 08 Asia Pacific 4Q and Full-Year Counts 1Q to 3Q Counts 25 73 57 20 81 18 94 58 2004 39 05 53 90 63 115 25 € 0.9 09 10 Range of Prior 5 Years 141 126 30 27 36 32 18 © 2014 Information Services Group, Inc. All Rights Reserved 37 130 € 0.4 € 1.5 € 0.4 € 2.1 € 1.2 11 € 1.1 12 2013 Asia Pacific Full-Year Segment Details ACV (€B)* 4Q Counts 127 83 € 0.8 € 1.6 € 1.3 06 € 1.6 € 0.5 € 0.7 € 0.9 € 0.5 € 1.7 € 0.3 € 1.3 2004 € 0.7 € 1.2 € 1.2 € 2.6 € 2.1 € 2.0 € 1.5 4Q ACV Avg of 5 Prior Years 2012 € 2.5 € 2.0 € 1.5 105 111 99 79 62 € 1.29 € 1.27 € 1.0 € 0.5 € 0.27 € 0.29 06 07 08 2013 09 10 11 12 2013 € 0.0 isg-one.com *Contracts with ACV ≥ €4M from the ISG Contracts Knowledgebase® New Scope Restructuring ITO BPO
  • 16 Asia Pacific Contract Award Trends Detail Several of the largest markets in Asia Pacific suffered declines in 2013, notably India, Australia-New Zealand and the Media & Telecom sectors. Asia Pacific Industries Full Year ACV (€B)* Asia Pacific Sub-regions 5 Prior Years ACV (€B)* Range of Prior 5 Years Avg of 5 Prior Years 2012 2013 2012 2013 € 1.2 Telecom & Media € 0.18 € 1.0 Manufacturing € 0.22 € 0.8 Financial Services € 0.52 Business Services € 0.05 € 0.6 Travel, Transport, Leisure € 0.49 € 0.26 € 0.4 € 0.32 Energy € 0.31 € 0.17 € 0.26 € 0.2 Retail € 0.15 © 2014 Information Services Group, Inc. All Rights Reserved € 0.03 €India and South Asia ANZ Greater China ASEAN Japan South Korea isg-one.com *Contracts with ACV ≥ €4M from the ISG Contracts Knowledgebase® € 0.02 Healthcare & Pharma € 0.13 €- € 0.3 € 0.5 € 0.8 € 1.0
  • Special Topic for Fourth Quarter 2013 John Keppel Partner and President
  • 18 Recognizing the Key Forces for Change in Outsourcing Market Dynamics Market Saturation in Traditionally Strong Segments Sustained Period of Economic Pressure in the West Growth in G-2000 Sourcing from 5 Years Ago 30% Northern Europe and U.S. Regions Financial Services and Manufacturing Largest Western G-2000 Companies 15% 1% Americas Stepped-up Pressure on Contract Pricing Deal Term Down isg-one.com Provider Competition Up Asia Pacific Sourcing Model Matures in Major Territories and Industries Unit Cost Drops Client © 2014 Information Services Group, Inc. All Rights Reserved EMEA Rise of the Small Deal *Contracts with ACV ≥ €4M from the ISG Contracts Knowledgebase® SIAM Provider Multiple ITO and BPO Providers
  • 19 Taking Advantage of the New Market Forces Force 1 Market Saturation in Traditionally Strong Segments Get smarter with targeting strategies for underpenetrated markets and industries. Providers should Seek out underpenetrated industries like Energy, Pharma and Transportation. Cultivate new clients in bottom quartile of the G-2000 by offering new solutions. Force 2 Sustained Period of Economic Pressure in the West Solve the challenge of expanding into the more rapidly growing Eastern economies. Providers should Note Eastern Service Providers are maturing rapidly, are better positioned and are starting to win business from new G-2000 companies in the East. Force 3 Stepped-up Pressure on Contract Pricing Focus on delivering good returns, even on reducing revenues. Providers should Improve margins by optimizing the efficiency of delivered service. Drive down costs via technology innovations, process enhancements and automation. © 2014 Information Services Group, Inc. All Rights Reserved isg-one.com Force 4 Sourcing Model Matures in Western Markets Providers should Leverage experience in mature markets to make sourcing relevant to new buyers. Take the opportunity to move directly to current sourcing practices in new industries and with new buyers, avoiding the growing pains the early adopters experienced. *Contracts with ACV ≥ €4M from the ISG Contracts Knowledgebase®
  • 4Q13 and Full-Year ISG Outsourcing Index Summary and Outlook market summary market outlook © 2014 Information Services Group, Inc. All Rights Reserved 2013 had increased deal activity but at a smaller average deal size, the new normal. Services cost less, holding down overall ACV. ITO activity is up on the strong performance in EMEA. BPO activity recedes due to lack of large deals, especially in the Facilities Management/Corporate Real Estate function. EMEA had a sizable increase in the number of contracts and saw its fourth straight year of ACV over €8M. Americas results were down largely on a decline in U.S. ACV. Asia Pacific results suffered from a lack of large deals that drive their market. Manufacturing fell back following several years of strong performance. Conversely, Energy and Travel, Transport & Leisure performed close to their prior 5-year highs. In 1H14, look for positive Broader Market results, based on a stronger industry pipeline, and expect a Global Market increase of 3 - 5 percent. In 2014, expect service providers to continue to offer more varied solutions, such as systems integration work, transformation work, project services and, increasingly, automation. ACV declined, but the effect on the market from recovering economies tempers that. Service providers’ responses to changing sourcing market dynamics will be key to their success. isg-one.com *Contracts with ACV ≥ €4M from the ISG Contracts Knowledgebase® 20
  • 21 Learn More Please contact us with your questions and comments. ► John Keppel Partner and President, ISG +44 (0)7879 432 212 john.keppel@isg-one.com --- Media Contacts --► Denise Colgan ► Louise Fernley Marketing Director, EMEA, ISG +44 1737 371523 denise.colgan@isg-one.com © 2014 Information Services Group, Inc. All Rights Reserved isg-one.com blog.isg-one.com *Contracts with ACV ≥ €4M from the ISG Contracts Knowledgebase® Cohn & Wolfe for ISG +44 207 331 5365 louise.fernley@cohnwolfe.com
  • Fourth Quarter and Full Year 2013
  • 23 Fourth Quarter and Full Year TCV Scorecard The ISG Outsourcing Index has moved to ACV as the primary measure of the Broader Market. In transition, we will continue to provide a high-level TCV view of the market via a Scorecard analysis. Scorecard 4Q13 TCV (€B)* Global Market New Scope Restructurings Mega-deals ITO BPO Americas EMEA Asia Pacific € € € € € € € € € 4Q Y/Y Change 16.0 -16% 11.5 -3% 4.5 -37% 2.2 -34% 11.2 -20% 4.8 -5% 4.4 -12% 10.0 -19% 1.6 -1% 4Q Q/Q Change -18% -17% -19% 17% -8% -35% -34% -3% -36% © 2014 Information Services Group, Inc. All Rights Reserved isg-one.com *Contracts with TCV ≥ from from Contracts Knowledgebase® *Contracts with ACV ≥ €4M€20Mthe ISG the ISG Contracts Knowledgebase® 2013 Y/Y Change 2013 TCV (€B)* € € € € € € € € € 66.3 -20% 42.8 23.5 11.7 44.2 22.2 21.0 38.3 -24% -10% -8% -16% -26% -34% -5% 7.0 -35%
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