The oficial printed Guide of top level Microsoft Partners working with clients in the Finance community.

1. partner
guide 2009/10
on windows
finance
finance on windows partner guide 2009/10

2. INTRoDUCTIoN
FoREWoRD
W elcome to the Finance on Windows Partner Guide 2009/10.
It has been two years since the global financial meltdown unfolded, now going down in history as
the most serious crisis since the Great Depression of the 1930s. Having hopefully survived the worst,
companies are now picking themselves up and working to clear the debris from the storm. For the financial
services industry, the crisis will have long repercussions. As governments and the private sector have been
forced to intervene and rescue failing banks, the industry as we know it now faces a radical transformation, with
risk management and compliance as well as reusability and sustainability of resources at the heart of it.
In times like this, making use of what you’ve got and investing wisely in new tools to maximise your
existing IT infrastructure and personnel is key. Microsoft and its partners are working constantly to help
financial institutions improve customer, employee, and operations experiences while building capacity
for continued innovation, as well as simplifying IT systems and reduce the costs of managing multiple
platforms. The result is affordable financial industry solutions with lasting value.
The Finance on Windows Partner Guide 2009/10 provides a single source of information about a wide
selection of partners operating worldwide. We hope you find it a valuable and informative resource.
Anders Abrahamsson
Managing Director, EMEA Financial Services
Microsoft
FINANCE ON WINDOWS pArtNEr guIDE 2009/10
Editor Publication Manager Subscriptions
rebecca Lambert Marcus Miola ritwik Bhattacharjee
Editorial team marcus.miola@tudor-rose.co.uk Reprints
Sam Ballard Partner Managers Stuart Fairbrother
James Dodd Claire Brown stuart.fairbrother@tudor-rose.co.uk
Lindsay James claire.brown@tudor-rose.co.uk Creative Director
Adam Lawrence Christian Jones Leigh trowbridge
Editorial contributors christian.jones@tudor-rose.co.uk Designers
Jenze Bosma, Figlo Anthony Lavall Bruce graham
Anthony Bream, Nimbus paul robinson
anthony.lavall@tudor-rose.co.uk
phillip Bride, Jet reports Website Manager
Ben Mayer
Chris Jackson
parth Desai, ACE Software Solutions ben.mayer@tudor-rose.co.uk
Business Manager
Dennis Doomen, Aviva Solutions ricky popat richard pepperman
tim Eichmann, parative ricky.popat@tudor-rose.co.uk
Publisher
graham goble, temenos Insight Andy Clayton-Smith
Claus Hougesen, Atea andy@tudor-rose.co.uk
Mike Learned, Sungard
georgia Leybourne, Albany Software
Mike pryke-Smith, Open text
1

3. Thinking of 7?
At Atea, we’ve been thinking of Windows 7 for a long time, as we know No organization wants to spend a year Our core Windows 7 Services:
you’ll need a well prepared strategic partner when you decide to move. designing a new deployment system
platform if they can avoid it. With our
Jumpstart concept, we have repeatedly Application management
We know that speed, efficiency, simplicity and cost are essential, because if you have already
proven that using standard templates and - MSI packaging
decided to migrate, you don’t want to spend excessive time and money in the process. That
automation tools, as well as additional - Microsoft App-V sequencing
is why we have focused our strategy and services to meet your demands, and can provide you
tools to optimize the process, is the way - Application manager portal
with a one-stop Windows 7 project, covering all details.
to go. No more waiting for IT professors - Software asset management
to finish their PhD in Windows - Application compliance management
With our high capacity ISO 20000 certified application packaging facility, we’ve made fast
Windows migration easy by letting you make hundreds or thousands of deployment-ready deployment, when the book has already
been written and perfected. Deployment systems
applications for the new operating system platform, in just a matter of weeks or months rather
- Jumpstart Microsoft SCCM concept
than years. We facilitate with expert packagers, professional tools, project management and
We are the Nordic and Baltic region’s - Accellerator self service platform
experience from more than 200 large scale migration projects with previous operating systems.
Atea has been the main supplier to many of the biggest worldwide deployment projects, leading supplier of IT infrastructure
products and services, and a Microsoft GoITloop
delivering both Microsoft App-V and classical MSI packaging.
Gold Certified Partner. - Recycling of replaced hardware
- Pre-imaging of purchased hardware
With our GoITloop concept we’re helping to reduce the impact that enterprise technology
infrastructures have on the environment, by recycling the old hardware you replace during the So, whatever your particular IT
project, reducing waste and increasing reuse. We can ensure that your PCs and laptops will be challenge, you can guarantee that we’ll
managed securely during the recycling phase, and will deliver fully imaged PC or laptops to you have the right solution to keep your
from our highly effective configuration center, with a capacity of many thousand units per day. business moving forward. Visit www.atea.com for more information.
The ATEA Group is the leading Nordic and Baltic supplier of IT infrastructure products and services. Business areas span in all the IT value chain
from hardware and software to service, outsourcing, project management, installation, infrastructure, operations and education. The Group has
approximately 4,400 employees and is present in 71 cities in Norway, Sweden, Denmark, Finland, Lithuania, Latvia, Estonia. The Group has
revenue of approximately EUR 2 billion. The company is listed on the Oslo Stock Exchange.

4. INTRoDUCTIoN
CoNTENTS
10 14
8 22 34
CommEntary profilEd
Scaling up 8 Efficiency in abu dhabi 40
Getting ready for Windows 7 10 Vanderpump and Wellbelove 42
taking care of cash flow 14 HBoS 44
Embracing the future with agility 16 arig 46
Clarifying financial products 21 financial life Support 48
Business reporting: getting it right 22 Suffolk life 50
Strategic performance improvement 24 Barclays Bank 52
meeting financial needs with ECm 28 QBE insurance Group 54
Compliance: the new differentiator 30 Generali Germany 56
Understanding risk management 34 Wells fargo 58
Empowering the managers 36
dirECtory
Solutions index 62
Companies a-Z 90
5

5. INTRoDUCTIoN
PUBlIShINg PaRTNERS
SPoNSoRS
Active Directory, BizTalk, Microsoft, MSN,
Outlook, SharePoint, Visual Studio and
Windows are either registered trademarks
Published by or trademarks of Microsoft in the US and/
Tudor Rose, Tudor House or other countries. The names of actual The Finance on Windows Partner Guide
6 Friar Lane, Leicester companies and products mentioned herein is an annual publication produced for
LE1 5RA, England may be the trademarks of their respective Finance on Windows, Microsoft’s quarterly
Tel: +44 116 222 9900 owners. Views expressed in this publication customer magazine for Financial Services
Fax: +44 116 222 9901 are not necessarily those of Microsoft or the Sector. For further information or to
info@tudor-rose.co.uk publishers. subscribe, visit: www.onwindows.com/fow
www.tudor-rose.co.uk
Acceptance of advertisements does not Microsoft (NASDAQ ‘MSFT’) is the world
Printed in Great Britain by imply official endorsement of the products leader in software, services and solutions
The Manson Group or services concerned. While every care has that help people and businesses realise
been taken to ensure accuracy of content, their full potential. The company offers
© 2009 Tudor Rose Holdings Ltd. All rights no responsibility can be taken for any errors a wide range of products and services
reserved. No part of this publication may be and/or omissions. Readers should take designed to empower people through
stored or transmitted or reproduced in any appropriate professional advice before acting great software – anytime, any place and
form or by any means, including whether by on any issue raised herein. on any device.
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permission from Tudor Rose Holdings Ltd. or reject advertising material and editorial
contributions. The publisher assumes no
liability for the return or safety of unsolicited
art, photography or manuscripts.
7

6. CoMMENTaRy
platform, on the other hand, allows banks
to benefit from economies of scale and be
safe in the knowledge that these systems
deliver, removing the need to significantly
“ REgaRDlESShaS PayMENT
SIzE, SPEED
oF
BECoME
invest in people and internal processes.
However, such a platform must have the
a DIFFERENTIaToR FoR
capability to fully integrate with a bank’s CoRPoRaTE aND RETaIl
”
core banking applications in order to
manage all these payment transactions CUSToMERS
efficiently.
As the financial crisis continues, banks
need to make all the savings they can,
and the broad functionality of a complete Area (SEPA) instrument types. It must also be
payment systems platform removes the need future-proof with regards to compatibility with
for investment in a plethora of different, upcoming payments formats such as Swift’s
disparate payment applications to deal with MX or ISO 20022 standards.
various stages of the payments process. In order to cope with the cost-cutting
Banks can use the platform as a one-stop challenges of the current market, the
shop to meet all their payments needs, platform also needs to be extensible so
rather than being forced to invest in separate that tier two and three banks can take a
systems to cover such processes as exception step-by-step approach to tackling their
SCALINg up management or charges.
An integrated system will also allow for risk
payments processing. This will result in
lower configuration costs and ongoing
reduction by the improvement of liquidity total cost of ownership, as well as rapid
pArtH DESAI, prESIDENt AND CEO, ACE SOFtWArE SOLutIONS controls and visibility of payment flows; a implementation, as new functionality can
vital need today in light of the current volatile be deployed to other areas of the business
economic landscape. A second-generation as required. Any solution of this kind must
he payments business has always processing does not, therefore, have to remain specialist payments platform also allows provide a flexibly architected approach,
T been a business of scale. With scale
economies, banks can process the
the remit of tier one banks.
It is also vital that banks recognise that
banks to configure the solution to their own
specific requirements, thus affording them
which will pave the way for the adoption of
a universal, standards-based, future-proofed
high volumes of payments messages required they can no longer treat low value payments as much control as possible. This in turn payments model in the future. The payments
by customers at a much lower cost than their in the same manner they have done in could allow them to control development processing must be flexible enough to be
competitors. This fact of life is even more the past. The once significant distinctions and maintenance costs. A single platform is able to address the required changes, and
vital in the current market environment and between low value and high value payments also more attractive from a risk management agile enough to allow these new changes to
being able to cope with the current trend have been gradually broken down over time point of view as it simplifies the bank/vendor be delivered quickly and cheaply.
towards rising volumes of payments is key to as a result of pressure from the private and relationship and means there is no need for Time is of the essence, however, and tier
survival in today’s tough economic climate. public sectors, coupled with technological third party systems, reducing the project risk two and three banks must take action now if
This is where tier two and three banks change. Regardless of payment size, involved. they hope to survive in this tough economic
tend to struggle, especially in these budget speed has become a differentiator for Such a system must provide flexibility for landscape. Investment in a specialist payments
conscious times, but this does not have to be corporate and retail customers and banks payments workflows and be able to deal platform will ensure that they evolve in line
the case. must demonstrate their ability to process with all payments types, including providing with the bigger players in the market, rather
Larger tier one banks may appear to have payments quickly and efficiently. functionality for the new Single Euro Payments than face extinction. f
the advantage over their smaller counterparts Manual processes or siloed legacy systems
because of their ability to invest vast sums of have no place in such a fast paced and
money in their internal payments systems, competitive environment. Banks cannot
but this is not the only option. Investment afford to support workarounds and manual
Parth Desai founded aCE Software Solutions in 1991. he has over 20 years of
in a specialist payments processing platform processes, which are unable to cope with
experience in the financial messaging for Swift, payment and securities sector. as
can give tier two and three banks the same the increasing complexity of payments the head designer and architect of the aCE intelligent messaging solution, Desai
scale advantages as their larger competitors, processes and the time pressures of the new has a deep understanding of the payments, securities, anti-money laundering and
without the cost and risk of rolling out an payments landscape. risk management fields from both the business and technology viewpoints.
internal system project. Specialist payments Investing in a specialist payment systems
Finance on Windows partner guide 2009/10 9

7. CoMMENTaRy
gEttINg rEADy FOr WINDOWS 7
CLAuS HOugESEN, prESIDENt AND CEO, AtEA
n a recent survey by Deutsche Bank, 34 At Atea we have participated in more than
I per cent of corporate chief information
officers reported plans to upgrade to
250 Windows Vista projects since its initial
launch in 2007. Through these projects we
Windows 7. In addition, the operating system have gained valuable experience that we can
(OS) has been praised by many analysts as one translate to provide even greater Windows
of the most promising products released by 7 turnkey solutions to our customers. Such
Microsoft in several years. solutions can involve one or a combination
Many companies were cautious about of the following: managing the full hardware
upgrading to Windows Vista when it was replacement, managing the applications that
released, due mainly to two factors: application need to be packaged for Windows 7, optimising
compatibility issues were plentiful and difficult the deployment platform with self-service
to mitigate; and large amounts of hardware automation and operating the environment
needed to be updated. Time has been kind with post-rollout.
regards to both these issues. Firstly, the time Windows 7 will most likely lead to the
elapsed since the launch of Windows Vista has replacement of many computers within
given software manufacturers the opportunity organisations. In response to this, Atea has
to update their applications to be compatible developed the goitloop solution to ensure
with Windows Vista. Windows 7 utilises the environmentally friendly replacement.
same codebase as Vista, meaning that most Furthermore, Atea was recently recognised
software based on Windows Vista will also be by United Nations’ Climate Neutral Network
fully compatible with Windows 7. Secondly, as being among the leading environmentally
the increased manufacture of new hardware friendly companies in the world. This was
has meant that companies can now procure due, in part, to our ambitious targets for
more powerful equipment for lower prices. reduction of CO2. Of all the hardware that
Finance on Windows partner guide 2009/10

8. enters our IT loops 99.7 per cent are recycled ISO 20000 for all its services.
and the remaining 0.3 per cent are disposed The recent financial crisis has required
of in an environmentally responsible manner. many organisations to optimise processes,
Financial institutions must adhere to high- reduce manpower and decrease IT budgets.
security regulations, and as such erasure of With Windows 7 projects, organisations have
data during recycling must follow certified the opportunity to automate many of the IT
procedures. As an organisation, Atea holds the tasks that are typically performed manually
highest security certification, utilises approved in a business. This includes everything from
software to ensure secure disposal and erasure user identity management over software to
of hard- and software, and – of course – hardware provisioning. Meeting compliance
adheres strictly to International Organization regulations is also a very large task for many
for Standardization (ISO) regulations. financial institutions. It must be dealt with on a
Most CIOs, having experienced OS daily basis, and preferably without generating an
deployment projects, know that preparing all increased administrative overhead.
an organisation’s applications for a new OS is At Atea we have developed a self-service user
by far the most difficult and time consuming framework called accelerator, which includes
task that must be performed before rollout automation solutions for many standard IT
can take place. If not managed perfectly, this tasks within financial institutions. The solution
transition is likely to delay the entire project; framework – built on top of Microsoft System
postponing rollout and affecting the entire Center Configuration Manager, BizTalk and
organisation. Windows Workflow Foundation – can be
Some businesses can have several thousand customised to integrate with other management
applications that need to be prepared for systems within an organisation to allow for cross
the new OS platform. Furthermore, each system data usage and communication. This
application must be managed individually also enables the optimisation of individual tasks
and undergo a strict process flow. This together with advanced approval mechanisms.
process requires not only the best packaging We at Atea believe that Windows 7 can
consultants, but also great skill to manage the make a major contribution to the stability
communications flow within the organisation. and continued growth of an organisation’s IT
Atea addressed this issue several years ago infrastructure. With Windows 7, Microsoft
by establishing a centralised outsourcing has addressed everything from security to
unit dedicated to application packaging the business user-experience. Furthermore,
and deployment. Over the last three years it is a high performing operating system,
this unit has been used in more than 100 which introduces an entirely new subset of
successful, worldwide, large-scale application manageability possibilities.
packaging and deployment projects. Atea has In short, Atea strongly recommends
also developed a portal solution to manage Windows 7 to organisations deciding whether
all the processes in a project including to migrate or not. We feel extremely well-placed
communication flow, approval, development, going to market with Microsoft on Windows
testing and deployment. In December 2008, 7, and look forward to performing many
this unit achieved the prestigious Information successful projects with our existing and future
Technology Infrastructure Library certification customers. f
Claus Hougesen has previous experience as PC director at IBM Sweden. he is a
board member of publicly listed companies Columbus IT and Danware based in
Denmark. hougesen has been CEo of Topnordic in Denmark since 2000 and CEo
of atea since 2007.
Finance on Windows partner guide 2009/10

9. CoMMENTaRy
their financial processes, while still meeting
“ SMES havE ThE deadlines.
By making and receiving faster payments,
TEChNology aND ThE businesses will be viewed in a much more
MEaNS To REvERSE favourable light by their peers and enjoy the
reciprocal benefits that come with paying
ThEIR FoRTUNES IN and being paid promptly. By knowing
exactly what is available in terms of cash
ThE FaCE oF ThE at any given time, a business is far better
aDvERSITy ThE BUSINESS placed to make crucial decisions regarding
investment opportunities or the negotiation
WoRlD IS CURRENTly of new supplier terms and is able to reassure
ExPERIENCINg ” investors and customers that the company is
financially competent and stable.
Such plans to halt the late payment
epidemic are ambitious, but if they are to be
permission to be direct debit originators.” successful a dramatic corporate restructure
A B2B direct debit system, mirroring the is needed. The fact is the technology is
current one in operation, would facilitate already available to aid SMEs in such adverse
the eradication of older, inefficient payment conditions.
methods such as cheques and cash, virtually By sending financial documentation
tAkINg CArE OF CASH FLOW guaranteeing the regular arrival of funds
directly into the business’s bank account in
electronically and on time, the uncertainty
over their receipt is eliminated and if at the
accordance with the timescales agreed. This other end the invoice is processed via Bacs
gEOrgIA LEyBOurNE, SALES AND MArkEtINg DIrECtOr, ALBANy SOFtWArE would eliminate the dreaded question ‘when Direct Credit, payment will be received
will I get paid?’ swiftly. A company can typically implement
Launched commercially in May 2008, the e-document distribution software in a matter
s the old adage goes: “If you look The role of collections in the cash flow Faster Payments Service introduced a same of days and will, if sending around 350
A after the pennies, the pounds will
look after themselves.” While
cycle cannot be understated. It is by placing
emphasis on prompt and efficient payment
day payments system at a fraction of the
cost of CHAPS payments and, as a result,
documents per month, experience significant
ROI inside one year.
today this remains an astute little phrase, from its peers that a business is able to make consumers are able to transfer money between SMEs have the technology and the means
the volume of small- and medium-sized critical decisions regarding its running and, bank accounts instantaneously. to reverse their fortunes in the face of the
enterprises (SMEs) struggling with poor essentially, remain competitive. The Faster Payments Direct Corporate adversity the business world is currently
cash flow, and therefore unable to look after Bob Larkham, head of payment industry Access system, which was piloted in July experiencing at their fingertips. Industry
pennies let alone pounds, is on the rise and relations at Albany Software, comments: 2009 by Barclays and Albany Software and developments now mean that invoices and
shows no sign of relenting. “When it comes to credit management, more due for general release thereafter, will enable payments can be sent and received at the
In a modern, recession-hit society, cash and more businesses in the rest of Europe businesses nationwide to embrace the system touch of a button, enabling a far slicker
flow becomes the linchpin that holds are using B2B direct debits to collect monies and begin making same day transfers. The business model to take shape. This, coupled
together all businesses and keeps the wheels owed. Rather than chasing up for cheques or scheme will not only serve as an inexpensive with the campaigns and initiatives already
of commerce turning smoothly. Without a asking to be paid on time via direct credit, contingency for late payments to staff and in operation to improve the cash flow cycle,
clear view of what is available to a business they agree to supply goods on the basis that suppliers, but will also facilitate regular usage should ensure that the future for SMEs is far
at all times in terms of working capital, they will collect payments via B2B direct for businesses wishing to spend more time on brighter than many believe. f
it becomes extremely difficult to forecast debits.”
and remain competitive in markets that are He continues: “Rather than harnessing
already proving a stern test for even the most the present UK direct debit service, we
well-established companies. should encourage the UK Payments Council
Georgia Leybourne, sales and marketing director for albany Software, has spent
Payments and collections are two of the and Bacs to introduce a same day or next 12 years bringing solutions to market that streamline customer processes, saving
most critical elements of the cash flow cycle. day, non-refundable B2B direct debit as a them time and money. her speciality is in the payments market with a keen focus
By tightening controls around these areas, a separate service with its own scheme rules. on adding value to the financial function of paying and collecting funds through
business is far better placed to deal with poor This would be ideal for the many SMEs provision of feature rich solutions.
cash management. who currently cannot get their bank’s
Finance on Windows partner guide 2009/10 15

10. CoMMENTaRy
EMBrACINg tHE FuturE WItH AgILIty
DENNIS DOOMEN, prINCIpAL CONSuLtANt, AvIvA SOLutIONS
nsurance companies, banks and systems were originally designed. From years
I financial corporations are particularly
challenged these days. Not only
of experience in the IT market, we know that
projects under stress tend to drop the quality
is the economical climate under pressure, standards a notch or two. Even worse, nobody
organisations are faced with unprecedented can predict the future. So even though your
complexity throughout their mission-critical architects may have designed a comprehensive
business processes. Also, because customers system architecture and developed a
are demanding more and more services, a promising proof-of-concept, you have no
dynamic organisation needs to cope with guarantee that those choices will work out
those increasingly changing requirements. later in the project.
Unfortunately, being dynamic often conflicts What is really needed is an agile
with the politically charged and hierarchical construction environment that welcomes
structure of a corporate enterprise. change, promotes transparency throughout
Usually, business processes are realised by the entire system development lifecycle,
a heterogeneous landscape of systems, some and applies best practices that are known
already existing, some under construction, to encourage high-quality software. At
and adapting to changes also means adapting Aviva Solutions, we typically refer to such
those systems. However many larger an environment as a software factory. A
projects have been started with a big design software factory is not about constructing
upfront and are controlled by rigid project software through assembly lines. It is
management methodologies, so that may not created by continuously harvesting
be easy at all. Adapting existing systems may frameworks, best practices, guidance,
appear less of a challenge, but that depends metrics and other experiences from
entirely on the level of quality at which those completed projects. A typical factory
Finance on Windows partner guide 2009/10

11. system does not contain any unnecessary
“ a SoFTWaRE FaCToRy complexity jeopardising maintenance. Pair
programming increases productivity and
ShoUlD PRovIDE quality but also ensures that the feedback
cycle for potential functional issues is
gUIDaNCE oN WhaT oFF- shortened significantly.
ThE-ShElF PRoDUCTS Not everything has to be built from scratch,
so a software factory should provide guidance
CaN BE USED FoR WhaT on what off-the-shelf products can be used
CoRPoRaTE DUTIES ” for what corporate duties. For instance,
orchestrating business processes over a
variety of systems that use different protocols
and technologies is typically something that
ADVERT
BizTalk Server 2009 does best. And SQL
includes guidance on architecture, coding Server 2008 Integration and Analysis Services
standards, functional design, infrastructure, can be used to extract and transform data
tools, and products. from those systems into a central warehouse,
One particular reason that many projects which is exposed by Microsoft Office and
fail is that they assume that stakeholders Microsoft SharePoint through reporting and
know what they want from the start. KPI dashboards.
In reality however, the most important Depending on the nature of the system
revelations occur much later. Moreover, and technology involved, many architectural
many initial assumptions change during choices have to be made. Fortunately,
the project. Team Foundation Server 2010, Microsoft’s Patterns & Practices team
Microsoft’s integrated suite for managing provides architectural guidance and
and executing software projects can help advanced starter kits for different kinds of
with that. Out of the box, it supports an systems. These products consist of generic
iterative software methodology that embraces solutions that have to be customised to
change throughout the entire project, match the specific corporate requirements.
measures progress continuously and keeps But in order for successive projects to
management in control at all times. And in benefit from that, the specific choices and
contrast to many similar products, it targets customisations have to be written down
all disciplines involved in a project, including somewhere. Obviously, a software factory is
testers, requirement analysts, configuration the logical choice for that.
managers, functional designers, and, As said before, a software factory does not
obviously, the project managers. come in a box and requires a careful analysis
Another aspect where a software factory of your organisation, preferably supported
helps out is by introducing best practices by an external coach and verified in a pilot
that strive for high-quality software. project. But regardless of the nature and
Automatic unit and integration tests, for core business of your organisation, software
instance, prevent regression problems. factories should be an essential part of your
Evolutionary design ensures that the IT strategy. f
Dennis Doomen is principal consultant at aviva Solutions and has been active in
the business for 13 years, helping organisations to learn from each other, sharing
best practices and providing general guidance. additionally, Doomen is a speaker
at many conferences and events and regularly publishes articles.
Finance on Windows partner guide 2009/10

12. CoMMENTaRy
being used for financial advice. From this
“ aCCESSIBIlITy To perspective, with our Hawanedo (have,
want, need, do) product line focusing on
INFoRMaTIoN alloWS customer centricity, transparency, intuition
and interactivity, we strongly believe that
ThE CoNSUMER To we can bring something new to the table
UNDERSTaND aN of the current financial industry. In our
opinion there’s nothing wrong with selling
ISSUE aND go aBoUT financial products, but it’s all about how
SolvINg IT ” you sell them. Does the customer actually
understand what he’s buying? Did he get
different options to choose from? And,
last but not least, does the advisor know
what he’s advising and selling? Therefore,
written specifically for the consumer when developing our software we use
will help to make financial issues the following statement: ‘If the consumer
understandable as well as develop understands it, the advisor can use it’. In
awareness. Many people, for example, Hawanedo, this all comes together.
would like a good retirement, but don’t do We conducted a significant amount
anything about it. If it’s clear to a consumer of research before we launched our new
how saving some money will benefit his or advice approach. Our mission is to ensure
CLArIFyINg FINANCIAL prODuCtS her financial future, then it’s more likely
they’ll put in place a pension savings plan.
an insightful and understandable financial
future. Our solutions can be used for both
Accessibility to information allows the product selling and comprehensive financial
JENzE BOSMA, CHIEF ExECutIvE OFFICEr, FIgLO consumer to understand an issue and go planning. For the graphical user interface
about solving it. we used Microsoft Silverlight to make it
Using the Internet and new financial appealing and interactive, and that was
he financial industry is at a turning companies have benefitted. To do this they advice software, based on what consumers before Microsoft Surface was launched.
T point globally. The recent credit crisis
has called for a major overhaul in
have presented information about their
policies and products in as complex a way
really want and need, the financial industry
now has the opportunity to restore trust and
Surface brings the customer experience to
the next level. It is ideal for our Hawanedo
financial practices, and it has been recognised as possible. Certain details in policies, both meet consumer expectations. software, which uses financial cards as a
that customers need to be better informed good and bad, have been hidden from the Figlo has a deep-rooted background metaphor for information communication.
about the financial situation they are in, or customer, or presented in such a way that in providing financial advice processes Using this technology, tangible cards can
getting themselves into. Such technologies it’s hard to truly understand their meaning. and software. The Netherlands is a now be seen and used on the table.
as the Internet and mobile phones have In fact, financially mature countries have sophisticated, well-regulated and complex Figlo offers software that the global
revolutionised the availability of information reached such a state that they need well paid market with regards to financial planning financial industry is looking for. It places
on a global scale. By embracing this, the financial experts to explain each consumer’s and financial advice. We have learned that the customer at the centre of a financial plan
financial industry can speed up the much- current and future financial situation in a if the customer doesn’t really understand and works from his wants instead of trying
needed changes customers and compliance financial planning or status report of 100 the financial advice and his/her financial to force a product onto him. We make the
bodies are calling for. pages, or more. future, the customer is less willing to whole process as transparent and objective
In our opinion, the financial industry is all New government regulatory compliance invest in or buy financial products. This as possible: a revolutionary new approach
about human behaviour related to money. laws will protect customers from buying is the situation with the current software for the next decade. f
And while the credit crisis has done little the wrong financial products, but financial
for the industry’s image, it has highlighted institutions must also work harder to
intrinsic problems regarding the relationship clarify their financial products to the
between the customer and the financial customer. As seen in other industries, Jenze Bosma is chief executive officer of Figlo. having started his career in
1984 as a self-made managing director at the Dutch company Multihouse,
institution. Up until now, greed or fear have the Internet has changed the way goods
Bosma then started up Infa in 1996. The company is now a market leader in the
been important sales drivers for financial and services are sold and distributed. Netherlands for personal financial planning and advice software. Taking with him
products. The less a consumer knows about Now, for the financial industry, changes the knowledge and experience, Bosma continued his professional career as CEo
the product they are buying or the policy are happening fast. Via the Internet, of Figlo in 2007.
they are signing up to, the more financial widespread access to information that is
Finance on Windows partner guide 2009/10 21

13. CoMMENTaRy
No reports show up-to-the minute find the answers. In fact, asking a pertinent
consolidated account information. Copying business question is the first step in the
and pasting reports together is the norm, reporting process. From there, data is verified
but tempers flare as mistakes are reported, against what is expected. Then, you refine the
fingers are pointed and accusations fly. question, as well as the data that is collected,
There is simply no way to ensure accurate the process of collecting the data and even the
information is provided in time to meet client data structures. This leads to a new, improved
demands. question. More data can then be verified and
Creating and interpreting relevant reports finally the ultimate answer can be found.
requires a comprehensive skill set on the part Of course, even the report is not the final
of managers. Central to optimal reporting is step. Once systems have been honed, data
understanding your business data as well as retrieval optimised and the process refined,
what, when and how you collect it. Then, you a loop of continual improvement has now
need to know what the data means to your been created. This allows for new variables,
business and how to interpret and apply it. changes in business structures, markets, even
For example, in the scenario above, legislation and new iterations. Knowing how
updates in transactions and other to best build and use reports may not help
information from various sources isn’t you rule the world, but it can help you rule
reported in a timely manner. Weekly reports your world.
are good but only show a seven-day period. With the right reports in hand, now all
What’s really required is a daily report of your teams – management, account
BuSINESS rEpOrtINg: gEttINg It rIgHt that can keep up with transactions as they
happen. You need to ensure transactions
management, marketing, and sales – are on
the same page. Everyone knows the goals and
from all the sources (what) are done as where they are in relation to them.
pHILLIp BrIDE, prESIDENt, JEt rEpOrtS needed throughout the day (when) – this You can make decisions and projections
means you understand your business based on past, current and future realities.
processes and accounting practices to make Key performance indicators and metrics will
t’s 10.19 am on Monday. An account the reporting essentials that ensure optimal this happen properly (how). Without good start to emerge – expense to revenue ratios,
I manager receives an urgent call from
a client who wants an update on their
operations and incisive management?
Firstly, it’s important to recognise that
data collection, reporting is stalled.
Next comes organising data so it is clear
for instance – that will only increase your
insight and knowledge of exactly where your
account. The account manager cannot get we’re talking about business practices for best and understandable to those who receive it. company stands, where it needs to go and
accurate client account information. The client reporting results – not a complex technology This requires access to data in all systems and how to get there.
is told they will have to be called back with the infrastructure. What you need has everything the ability to change systems to continually It’s 9.00 am the following Wednesday
information at a later time. Lost minutes equal to do with results, answers, accuracy and improve the data stream and therefore the and at the weekly account manager meeting
lost revenue as clients become frustrated. timeliness. information. For example, if you want to new client reports are causing a mild uproar.
The culprit is clear – the account manager Your needs are also tied to past performance track transactions for timely client updates, Up-to-date reports that can be refreshed at a
needs accurate up-to-the minute information and future potential. While most reports you need to ensure your information systems moment’s notice, which show the exact date
pulled from all relevant data systems. Weekly merely touch on what has already happened, and processes have fields and procedures in and time of all transactions from multiple
reports show client account information over businesses today – especially those like the place. Reporting cannot be divorced from data systems, are now available to all account
the course of the week, but at the moment one profiled above – also need up-to-date collection and organisation. managers. Account managers can now give
of the call it may not have all the up-to-date (sometimes up-to-the-minute) reporting At the heart of building a report is the clients the most accurate up-to-the minute
information. And not all the information is of current data (transactions and current ability to ask the right questions and then information with confidence. f
one report. Of course, if client information balances, for example). In turn, reports that
could be updated in real time and pulled from can predict such things as account projections
all relevant sources with up-to-the minute add even more insight. Finally, taking the past,
reports, the situation would be quite different. present and predicted data and being able to
Based in Portland, oregon, USa, Phillip Bride is president of Jet Reports
Leading with a confident, informed hand run ‘what-if’ scenarios with different variables
International, where he is responsible for the global distribution, marketing and
is key to any successful enterprise. And yet, helps create the ultimate crystal ball. sales of the company. Phillip has worked at Jet Reports since 2002, where he
a surprisingly high proportion of managers It’s the weekly account management started as director of marketing then added channel management to his duties
operate with a less than complete picture of meeting at 9.00 am on Wednesday. The for the US territory. he was promoted to president in 2007.
their business’s most critical data. So, what are previous client calls dominate the discussion.
Finance on Windows partner guide 2009/10 23

14. CoMMENTaRy
StrAtEgIC pErFOrMANCE IMprOvEMENt
ANtONy BrEAM, gLOBAL FINANCIAL SErvICES SECtOr MANAgEr, NIMBuS
hat strategic performance platform, and available as a hosted solution
W improvement initiatives have you got
underway in your organisation today?
(software as a service). Using Control, clients
find that they can more easily capture, analyse,
Probably some of the following: organisational communicate and govern a common set
change and change management; of processes that are used to manage and
rationalisation of IT platforms; lean process transform their business. Nimbus works with
and value chain optimisation; operational many leading financial service organisations
risk and business control management; and to realise this approach. The following three
regulatory compliance best practice. companies are reaping the rewards of this
What all of these and many other strategic approach.
initiatives share in common is the requirement
to first of all understand how you operate, inG
agree what needs to change, and successfully When ING SW Europe started a Compliance
communicate the change to all stakeholders Maturity Programme in 2008, it turned to
come cut-over. Business agility demands that Nimbus for guidance on business process
you perfect this ability not as a series of stove optimisation. Having evaluated compliance
piped projects, but as a coherent managed operation changes imposed by MiFID
approach, which is sustained for the long term. regulations, it became apparent that an
One thing is sure – change will continue. eightfold increase in capacity was needed.
An approach that will underpin these goals is Working together, the two companies ran
business process management (BPM). Nimbus a process definition workshop with several
provides an innovative business process compliance officers. As a result ING obtained
management solution called Control, which a complete end-to-end view of the processes
is delivered on a Microsoft server technology in question and was able to identify many
Finance on Windows partner guide 2009/10

15. need a
opportunities for process optimisation and
elimination of manual procedures. The next
identify what IT applications were used to
support each process activity, and provided complete
step was to build the required automation.
Capacity issues within IT forced ING to
the reporting needed to validate proposed
rationalisation scenarios. investment
consider outsourced development and hosting.
Nimbus’s hosted software-as-a-service capability
Using this approach, JP Morgan was able to
identify inconsistencies and waste across regions
management
managEment
was selected so that no software needed to be
installed on ING’s infrastructure. A technical
and overlap of competing IT tools. 48 IT tools
were consolidated to just four; eliminating huge
solution?
specification was built from the process software license, support and training costs.
content, which after a couple of reviews with Commenting on the success of the project,
ING was handed to the development team who Rob Locurto, JP Morgan’s VP, IBTech process
started work straight away. and tools service manager says: “Nimbus
Within three months the capacity increase Control is a major contributor in our mission
was achieved. “Nimbus Control provided to standardise processes and successfully
a process view which greatly facilitated the drive change throughout the organisation.”
definition of requirements between compliance
specialists, management and developers,” patErnoStEr
says Erik Werson, programme director of the Paternoster is a regulated insurance company
Compliance Maturity Programme, ING. “Our that takes on the risks associated with a
cost per transaction has reduced from €16 to company’s final salary/defined benefit
less than €3, and we have exceeded our target pension schemes and assumes responsibility
for automatic processing.” for paying their pension in the future. After
several years rapid growth it became apparent
Jp morGan inVEStmEnt Bank that for continued scalability, high quality and
JP Morgan, one of the world’s leading successful risk control, operational processes
investment banks, used Nimbus Control to needed to be standardised and communicated
help improve service delivery efficiency within to employees more easily.
its technology group. Paternoster realised that capturing business
When the technology services division processes in Nimbus Control would facilitate
decided to overhaul its approach to service standardised operations across London and
delivery, it decided to take a business process
analysis led approach. JP Morgan engaged
Mumbai, and provide clarity around risks and
controls. Using the solution it has accelerated
call for
with Nimbus and Control was identified as
the most appropriate process management
its drive to document and manage processes
and overcome barriers previously encountered
navinvest
tool to help the bank define standard ITIL
processes and compare the various (and
in process capture attempts.
“To continue our growth it is important
from elysys.
often unnecessary) process variations with to continually align employees with our
a view to consolidating operating practices. business processes as we improve and evolve NAVInvest provides investment, private wealth and
Control’s intuitive process notation made them,” says Paternoster’s risk and compliance asset managers with a complete, portfolio-based
process information accessible without the director Ed Jervis. “Control provides us investment management solution totally integrated
need to learn another ‘technical’ application. an agile yet robust platform with which to with Microsoft Dynamics NAV. A simple-to-use front
Control’s analytical capabilities were ideal to support these goals.” f end provides unparalleled flexibility and functionality.
To find out more, visit elysys.com/navinvest or
call us on +377 97 97 71 55.
Since joining Nimbus in 2004, Antony Bream has successfully spearheaded
the company’s growth in the financial services sector. Bream’s recent customer
engagements include JP Morgan, RBS, Northern Trust, hSBC, Man group, INg
and UBS. Before joining Nimbus, Bream worked for a variety of other leading
software and consulting businesses including EDS, Informix/IBM and atos origin.
Finance on Windows partner guide 2009/10

16. CoMMENTaRy
The driver behind deploying an enterprise SharePoint, but with the advent of MOSS
content management (ECM) environment 2007 the company made the strategic
may well be assured compliant records decision to deeply integrate with the core
management, yet even greater benefits can be infrastructure capabilities. This allows them
achieved if it’s done properly. Employees can to offer a broader, deeper set of solutions.
find the information they need – controlled The advent of core content services
by policy-driven access rights – much faster, contained within SharePoint enables
eliminating a widely recognised drag on Open Text to take advantage of that
knowledge worker productivity. infrastructure to create vertical solutions
Integration with preferred desktop and connect SharePoint deployments
applications for collaboration, authoring, to enterprise-wide content management
and e-mail is a key enabler so that people systems. Open Text has a line of business
can use familiar tools and incorporate their solely devoted to the Microsoft platform,
organisation’s best practices for content developing not only applications for
management within the context of their SharePoint but also applications such as
existing work style. E-mail in particular is Customer Information Management, an
an area of great potential compliance and Outlook/SAP integration, as well as e-mail
discovery challenge, and hazard, which our management and archiving.
solutions can address head on. With a dedicated office on the Microsoft
Another trend is the growth of content- Redmond campus, Open Text is better able
driven applications that leverage content to coordinate development with the product
MEEtINg FINANCIAL NEEDS WItH ECM management systems to provide line-of-
business and vertical content solutions.
teams and align itself with Microsoft’s marketing
initiatives. Together, Open Text and Microsoft
These applications make intelligent use are engaged in multiple go-to-market initiatives
MIkE prykE-SMItH, StrAtEgIC ALLIANCE MANAgEr, OpEN tExt of unstructured information to automate that target both vertical and horizontal market
a business process – in both the front- segments.
and back-office. Examples of this trend Open Text’s products and industry-
n the current financial crisis, which tranche of new regulations promised by are applications that address compliance focused solutions enable organisations to
I emerged in 2007 and as we write has
no end point upon which most parties
government as well as board-mandated
internal policies.
management, case management, and contract
management. An ECM solution allows
better manage and leverage information
throughout their operations. Open Text’s
can agree, almost every industry sector has Many organisations have implemented controlled, automated and seamless inclusion comprehensive ECM offerings provide
suffered business trauma to some degree, with content management systems on a departmental of content not originated via Microsoft, such a full range of capabilities – including
revenue and profits. Arguably, financial services level or to satisfy the requirements of a particular as scanned in correspondence, forms or document management, records
have suffered the greatest trauma of all. use case. That’s fine, but this capability often customer ID details, for access via the same, management, Web content management,
Open Text, however, continues to see needs to extend throughout the enterprise. This familiar user interfaces. digital asset management, archiving,
strong demand, and growth, for its content can present challenges in terms of usability. To Open Text and Microsoft entered into a storage and search – built on a framework
management solutions across all sectors, gain the maximum benefit from investments in strategic alliance in 2005 to provide optimised of content services that allows integration
including finance. This is fuelled by the technology, organisations need to ensure that enterprise content management solutions for with multiple data sources including
ongoing need of organisations of all sizes to they enable users with different skill sets and the Microsoft platform. enterprise resource planning and customer
better manage their unstructured data and interaction models. In particular, Open Text has provided relationship management systems, and
better leverage content in the context of their Open Text sees a continuing trend toward records management and archiving surfaced in multiple client interfaces to fit
key business processes. ‘invisible content management’, which integrates solutions for previous versions of the requirements of the end user. f
Regulatory compliance and the need to content management systems behind the
manage risk continue to be important drivers – scenes into the familiar and ubiquitous desktop
particularly for large firms subject to government products that people use every day – a trend we
or industry regulations. In fact, as companies now enable with products specifically designed Mike Pryke-Smith joined open Text in 2007. as strategic alliance manager,
Pryke-Smith is responsible for leading a virtual team across northern and southern
in many sectors have discovered to their cost, to that end. People can continue to use the
Europe with the goal of growing a profitable relationship with Microsoft. he has
complete, compliant, legally admissible records interfaces they are used to, while their locally played an instrumental part in building the Microsoft solutions business. Before
have never been more important. stored content becomes incorporated into more joining open Text, Pryke-Smith worked in marketing, the office and SharePoint
This requirement is only set to grow in the structured overarching systems and processes Business group in the UK, and enterprise sales at Microsoft.
wake of the credit crisis and the inevitable for managing content.
Finance on Windows partner guide 2009/10 29