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EMC's Shared Services Drives Revenue Streams to Create Value

Posted: 09/15/2013

The discussions around Shared Services water coolers these days is all about value. And while in the early days labor arbitrage marked an impressive start, mature centers are having to prove a whole lot more.

When EMC walked off with the "value creation" award at SSON's European conference earlier this year, it wasn’t down to the "luck o’ the Irish", no matter how convincingly Ella O’Keefe, Global Finance lead for EMC’s EMEA region, thanked her team. It was really about how GBS is enabling revenue streams, incorporating acquisitions, and improving go to market strategies.

EMC shared four areas in which GBS can irrefutably prove its value in enabling revenue.

  1. Global Contracts Data Management – GBS developed an idea arising out of a Kaizen workshop, which has led to the team checking and indexing contracts more effectively, resulting in faster turnaround and improved compliance. Effectively, this takes the risk out of the business, which is what EMC’s reputation depends on.
  2. Supporting pre-sales: GBS has taken on technical support, sending out quotes, and is providing a general support system for Systems engineers who are thereby freed up to meet more customers, and generate more revenue.
  3. Streamlining M&A: for a company like EMC, mergers are a common way of expanding. GBS has been able to streamline the integration process, meaning revenue kicks in sooner.
  4. Refresh to renew: GBS has helped the renewal sales team to follow through with quotes which increases revenue generation.

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