Presenting a live 90-minute webinar with interactive Q&A Negotiating Technology Multi-Sourcing Arrangements: Strategies for Customer and Vendor Counsel Leveraging Agreements to Improve Supplier Service, Mitigate Risk and Control Costs TUESDAY, AUGUST 4, 2015 1pm Eastern | 12pm Central | 11am Mountain | 10am Pacific Today’s faculty features: Brad L. Peterson, Partner, Mayer Brown , Chicago Rebecca S. Eisner , Partner, Mayer Brown , Chicago Christopher A. Seidl, Partner, Robins Kaplan , Minneapolis The audio portion of the conference may be accessed via the telephone or by using your computer's speakers. Please refer to the instructions emailed to registrants for additional information. If you have any questions, please contact Customer Service at 1-800-926-7926 ext. 10 .
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Negotiating Technology Multisourcing Arrangements: Strategies for Customer and Vendor Counsel August 4, 2015 Brad L. Peterson, Partner Mayer Brown, Chicago Rebecca S. Eisner, Partner Mayer Brown, Chicago Christopher A. Seidl, Partner Robins Kaplan, Minneapolis
Agenda • Multisourcing trends in the Digital Age • New benefits and risks of multi-sourcing in the Digital Age • Considerations for counsel in multi-sourcing agreements from the customer and supplier perspective – However, multisourcing is primarily a customer decision and challenge and thus we will focus on the customer considerations 6
Mayer Brown Business & Technology Sourcing Practice "An excellent team of people for • More than 50 lawyers around the world focused on outsourcing agreements globally - pragmatic in their approach, with a helping clients improve their business operations by wealth of experts they can call on .“ – Chambers Global 2014 sourcing services and technology • Advised on more than 300 significant outsourcing “Mayer Brown is universally regarded as a leading player in the technology transactions valued at an aggregate of more than $100 and outsourcing arena, with market commentators commending billion the ease with which its lawyers integrate with clients, delivering Recognized Market Leader business-focused advice and guidance.” – Chambers Global 2013 “Their knowledge in this area is tremendous. They know us so well they blend into our deal teams and become a natural extension to our in- house team.” “Band 1” ranking Named “MTT Ranked as one of the – Chambers USA 2014 in IT/Outsourcing for Outsourcing Team of the top law firms in 2009 “They're very practical in terms of ten consecutive years Year” in 2014 and ranked thru 2014 on The World’s trying to identify solutions and (Chambers 2004-2014) in the top tier from 2010 Best Outsourcing giving very good advice on areas thru 2014 Advisors list for The where it's reasonable for us to Global Outsourcing 100™ compromise or, alternatively, where to hold our ground.” – Chambers Global 2015 7
Mayer Brown Speakers Brad Peterson co- leads Mayer Brown’s Business & Technology Sourcing practice globally. His practice is focused on helping leading companies work more effectively with suppliers. He has over 20 years of experience helping clients implement multi-supplier sourcing strategies, including cloud computing, information technology outsourcing, business process outsourcing, privacy and security, enterprise system licensing and implementation. Peterson is ranked as a Band 1 lawyer by Chambers and by Legal 500. Rebecca Eisner focuses her practice on complex technology and business process outsourcing and sourcing, information technology transactions, cloud computing, IoT, data protection, privacy, and cybersecurity. She has represented multi-national clients in major cloud computing transactions, addressing legal, compliance and data protection aspects of those matters. She also advises re-structuring and re-negotiating outsourcing transactions, and other strategic sourcing relationships. Eisner is ranked as a Band 1 lawyer by Chambers and by Legal 500. Eisner was named the top Technology Attorney in Chicago in 2015. 8
Robins Kaplan Litigation and Dispute Resolution Practice • More than 220 attorneys in seven major cities “ • Firm clients include — as both plaintiffs and “Acts for both plaintiffs and defendants in a wide variety of defendants — numerous Fortune 500 corporations, contentious matters,” and clients emerging-markets companies, entrepreneurs, and describe the practice as "extremely professional, very experienced and individuals very talented.” – Chambers USA • Firm recognition includes: 2015 “Exemplary, cutting - edge work” – Top Rankings in Chambers USA National Law Journal 2014 “Known for taking on cases deemed unwinnable by others” “ – National Law Journal 2014 Named to the “A - List” by The American Lawyer Robins Kaplan has a “track record for litigating and negotiating complex cases resulting in verdicts and settlements worth hundreds of Named to the inaugural list of “America’s Elite Trial “ millions or even billions of Lawyers” by The National Law Journal dollars…..” – National Law Journal 2014 9
Robins Kaplan Speaker Chris Seidl leads Robins Kaplan's Global Business and Technology Sourcing dispute resolution practice. He is a 2015 BTI Client Service All-Star, and was recently recognized by Law360 as being among the “cream of the crop litigators” in the country. He was noted for being “very good at bringing a business understanding, as well as a technical understanding, and then meshing those two areas together for clients.” Chris has handled disputes involving a broad variety of sourcing arrangements, including Information Technology Outsourcing (ITO), Business Process Outsourcing (BPO), Finance & Accounting, Application Development and Management (ADM), Enterprise Resource Planning (ERP), call centers, and software development and implementation. He has represented both customers and vendors in sourcing disputes, and he helps clients avoid disputes and helps resolve disputes when they arise. 10
MULTI-SOURCING TRENDS 11
Phase I: Parallel Multisourcing Many governance organizations Governing contracts • Inconsistent • Built for monosourcing Work Silos • Best-of-breed suppliers • Deal-focused teams • Lack of shared knowledge • Lack of internal alignment • Varying governance principles • Varying process maturity ITO ADM Net ERP PC Etc 12
Phase II: Centralized Multisourcing Centralized governance can allow: • Consistency • Specialization • Organizational learning • Greater resource efficiency ITO ADM Net ERP PC Etc 13
Phase III: Integrated Multisourcing Supplier portfolio managed through a center of excellence with contracts built for efficient delivery in a multisourced environment. Contracts establish boundaries and require suppliers to cooperate. Common contract terms provide consistency and comparability in governance. ITO ADM Net ERP PC Etc 14
Phase IV: Ecosystem Multisourcing Suppliers compete for work across multiple towers, like species in nature. Contracts work to establish rules, create fair competition, reward symbiotic behavior over predatory behavior and pick winners based on value delivered to the end customer. First-tier suppliers provide ITO ADM Net ERP PC Etc work for the next tier of suppliers. 15
Phase V: Multisourcing in the Digital Age Examples of Well Established Services • IT infrastructure outsourcing • Call center services • Business process outsourcing • Desktop support outsourcing • Network outsourcing • HR outsourcing • Applications outsourcing • Facilities management outsourcing • Software licensing • Software integration 16
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