This document provides details on Tech Mahindra's response to a Request for Information (RFI) from AAA UK Limited for systems renewal and implementation of a new IT platform for vehicle leasing. It includes an overview of AAA UK Limited's goals for the project, the proposed timeline, Tech Mahindra's proposed bid team roles and responsibilities, and next steps which involve finalizing the team, approach, and clarification questions in response to the RFI.

1. Systems Renewal – Systems Integrator RFI
XYZ Response to AAA UK Limited for Vehicle
Leasing – Bid Summary Deck
Sowmak Bardhan| 2021

2. 2
Event Milestone Responsibility
RFT Sent Out 1st Jan 2015 AAA UK Limited
SI Partner Candidates e-mail acknowledgement 25th January 2015 AAA UK Limited
SI Partner Bidders Conference 26th January – 31st
January 2015
AAA UK Limited
Questions & Answers 25th January 2015 to 3rd
February 2015
Tech Mahindra
SI Partner Candidates Response Received 27th Feb 2015 Tech Mahindra
SI Partner Candidates Response Presentations and meetings
with selected Candidates
5th March to 9th March
2015
AAA UK Limited
SI Partner Responses Evaluation 12th March to 16th March
2015
AAA UK Limited
Shortlist 3 SI Partner for RFP 16th March 2015 AAA UK Limited
Bid Process & Timelines

3. Deal Overview
1. AAA UK Limited has embarked on a mission of Digital
Journey and therefore is looking to build a new IT Platform
for vehicle leasing which will enable its users to digitally
subscribe, lease the vehicle via using digital platform.
2. The vision for the programme is to create an IT Platform
which is flexible enough to meet the businesses’ changing
needs for the next 25 years.
3. AAA UK Limited envisages a phased implementation,
initially replacing the current Financials systems,
implementing CRM for new business and a phased
implementation of the preferred Lease Management
package.
4.AAAUK wants to revamp the current IT platform and wants
CRM as Salesforce and Miles as the Vehicle Leasing system
and SAP/Oracle for the Financials.
Finalized Business Applications

4. 4
Proposed Bid Team
Bid Role Name RFI Response Scope Area
Onsite
Account Manager Sanjay Review and Sign-off
Delivery Executive Akash Review and Sign-off
CbV - Logistics Lead Kumar Review and Sign-off
CbV - Finance Lead Dev Review and Sign-off
BRM Ajay Review and Sign-off
Offshore
Bid Manager Shubham Bid Managing, Proposal Writing, Case Studies
Lead Solution Architect Guruprasad Solution Approach, Estimation, Assumptions, RL
SAP SME Balaji Solution Approach, Estimation, Assumptions, RL
SAP SME Ramesh Solution Approach, Estimation, Assumptions, RL
SAP SME Bhagavath Solution Approach, Estimation, Assumptions, RL
Delivery SPOC Rajesh Project Timeline, Delivery Approach, Risk and Mitigation
SAP SME – Support Krushang Solution Approach, Estimation, Assumptions, RL
Salesforce SME Pratimesh Solution Approach, Estimation, Assumptions, RL
S/4 HANA Mahesh Solution Approach, Estimation, Assumptions, RL
Wincenter Rajesh Bid Managing, Proposal Writing, Case Studies
Other
Supporting
Groups
Wincenter Advisory Sameer Wincenter Advisory
BRM Lead Rahul Deal Advisory
Legal POC Reshma Legal Advisory
Designer/Creative Gokul Creative Advisory

5. Bid Manager Delivery exec/Practice head
 Contribute to win themes, competitive and strategic insights. Own
executive summary authorship
 Provide lateral thinking to solution themes and value proposition
 Challenge the solution to ensure Customer pain-points are addressed
for a winnable and differentiating proposal
 End to end pursuit ownership to drive a Customer specific winnable
differentiating pursuit
 Responsible for all deliverable's quality at each stage
 Ability to engage a winning team, and create an accountable matrix of
pursuit ownership by various stakeholders and effectively govern the
pursuit cycle e2e
 Provide lateral thinking to solution themes and value proposition
 Ensure that we can successfully deliver the engagement to the client
 Ensure the overall profitability and productivity of the project
 Challenge solution to ensure delivery risk is minimized
 Provide Sign off for Solution, Deal reviews
Sales Lead
 Manage the communications and
engagement with the client organization
 Prepare the WSP and gather more insights on
competition
 Design the winning strategy and target price
with the team
 Ensure that the solution is in line with the
client’s expectations
 Plan and execute for the Orals presentation,
client visits, contract negotiations
Solution Owner
 End to end solution ownership to drive a
solution that addresses Customer pain points,
highlights our strengths and ghosts our
competitors weakness
 Lead the solution storyboarding with a clear
outcome to WSP – solution theme, clear
differentiators and solution value proposition
to map Customer pain points
Pursuit Lead
 Contribute to win themes, competitive and
strategic insights
 Provide lateral thinking to solution themes
and value proposition
 Challenge the winning price and solution
value proposition to the client.
 Make strategic and bold decisions for a
winnable and differentiating proposal
Bid Team Roles & Responsibilities (1/2)

6. Commercial Lead BRM lead
 Ownership of the commercial construct of the opportunity-
Commercial model, Invoice mechanism, Chargeback mechanism,
Termination charges, etc.
 Map the pricing to client pricing template
 Financial engineering to arrive at the price to win
 Set up ADMT/pricing tool
 Map the pricing to client pricing template
 Financial engineering to arrive at the price to win
 Contribute to win themes, competitive and strategic insights
 Support the sales and delivery process from a risk and quality
management perspective (i.e. assesses the risks of opportunities and
projects)
 Challenge the winning price and solution value proposition to the
client. Make strategic and bold decisions for a winnable and
differentiating proposal
 Review key sales and delivery documents
Contracts Lead Legal
 Liaise with the legal team on the T&C for the contract
 Review and prepare the internal and partner teaming agreements
 Prepare the legal briefing document
 Review and assess proposals and non-standard contracts in terms of
legal aspects (i.e. liability, confidentiality, etc.)
 Support contract negotiations
(single and frame contracts)
 Develop and update Tech Mahindra standard contract forms and the
General Terms and Conditions
Bid Team Roles & Responsibilities (2/2)

7. 7
Bid Plan (1/2)

8. 8
Bid Plan (2/2)

9. 9
1. Finalize Team members that will be working on this Pursuit
2. Finalize team to handle the deliverables
3. Team to review the RFP documents
4. Project Code – Team members to share time efforts
5. Finalize our approach for the response including narrative, win themes, differentiators, OCM etc.
6. Clarification logs to be updated with the questions.
Next Steps

10. Thank You
AAA UK Limited | 2021