| 1 |
Johan, I spoke with Rajesh and we'll do our best to summarize the current environment and situation at CNH. As Tim mentioned on the tagup we haven't delivered on a project like this before at CNH. Rajesh has good awareness of what's going on within his team, and we'll share what we know. We're happy to provide information to help you with estimating, but we can only relay what we understand about the environment. The key should be to make our best assumptions and document them for our session with CNH. Attached is a summary and some notes of an onsite visit to CNH back in early May when they were asking Luxoft to establish a scrum team. This was before the request evolved (or changed) to this formal HD Planter RFQ. It provides more detail as to the technical challenges and direction they're trying to go. Use only for awareness and intel. Very Respectfully, Kyle. |
| 2 |
- Visited CNH in Burr Ridge for HD Planter RFP Q&A session with Eugene and Kyle Metzmaker; Met with Mike Schomas (Software Manager), Andrew Meyer (Tech Lead) and Scott Long (Crop Production Team - Planters). Received confirmation that team is heading in the right direction with HD Planter Proposal. We expect to be included on several upcoming RFPs (some larger; some smaller) as informed by Mike Schomas. It will be important that we make a good impression on this first formal proposal for a CNH project. |
| 3 |
- HD Planter RFP (proposal response by 6/30): Luxoft Automotive Digital Cockpit has declined to provide delivery resources and is no longer supporting the Proposal process after 6/28; working with Automotive UTH area (Sriram & Marco), as well, and receiving better support. Will be proposing fixed-bid with delivery from GDL ~$500K (Aug '17 – March '18). |
| 4 |
- Project supplement roles client interviews at CNH currently slow due to hiring manager and other personnel traveling until July 5th. |
| 5 |
Happy pre-weekend everyone, I received some interesting news from John Deere today (see message below) and had a good discussion with Nathan Peitz (Supply Management). Nathan and the Deere Digital Solutions (ISG) folks would like Luxoft to be added as a contingent labor supplier (staff augmentation). As you may recall late last year when Deere wanted to have Tom Macak's role as a contingent role, they couldn't do so because we're not in their databases as a vendor that supplies contingent staff. Additionally, they were not adding any additional contingent staff vendors at the time. Nathan has been working with his manager (Kathleen Johnson) and the Deere Corporate Supplier Management personnel to change this so they're able to engage with us multiple ways. Additionally, this is seen by Deere as a way to be able to quickly engage local (Des Moines, Quad Cities, Champaign, etc…) personnel for individual roles that Deere may want to fill through a supplier they know and trust. Please let me know if you have any questions. |
| 6 |
Hi Sriram, We greatly appreciate your help with this in any form. Your experience with CNH as well as your industry knowledge has been extremely helpful and the entire group agrees that we'll take whatever help and guidance you can offer. Your contributions to the Deere RFP were outstanding and we believe that you were key to the quality of the response. We feel that any help you can give us will be very valuable. Is there anything we can do to help you? Thank you. |
| 7 |
Hi everyone, It's a very quick turnaround on this proposal—it's due on Friday, June 16th, so let's plan on getting this started as quickly as possible. I have a couple of medical appointments tomorrow morning (my calendar is up-to-date), but please bring the team together and let's start to dig into this like we did with the Deere RFP we worked on the past couple of weeks. Please let me know if you have any questions. Thank you. |
| 8 |
Unfortunately, Kyle and I received some disappointing news during our visit to CNH on Tuesday, May 2nd. We did not win the further phases of Cybersecurity Validation & Penetration Testing opportunity with CNH. It is unlikely that there will be additional Cybersecurity work to bid on for the CH26 platform, but there may be opportunities for other new platforms in the future. Brad and Rami fought for Luxoft, but ultimately it was decided by CNH to award this work to their incumbent vendor (Aizoon) in Turin, Italy which has a well-established relationship with CNH's internal ICT group (also based in Italy). Two reasons were given: CNH ICT felt like there was already greater "synergy" with their existing vendor and cost (our proposal was higher). They did comment that our discussions with CNH about this opportunity drove much greater scrutiny of the competing proposal and generated a lot of questions that they required the competitor to follow up on before accepting their proposal. There was confidence that we could do the work and do it well. |
| 9 |
The good news is, the Cybersecurity training is likely to happen. CNH needs a couple of weeks to coordinate internal schedules and will get back to us with a schedule and SOW/PO. Additionally, the PO for the ongoing phase two work has been extended to allow the last of the TARA sessions to be scheduled and concluded over the next couple of months. |
| 10 |
We also met with some of the other teams we've proposed work at CNH previously. The Display and software teams would like Luxoft to provide a dedicated team (4-6) of developers and QA to help them improve the performance and efficiency of their display platform (Phoenix and Hawk). Further, they are extending the existing Luxoft contractor (Rajesh K.) to help get the new team ramped up. This is a new strategic path for CNH and we were one of two vendors chosen to provide a team. It is intended that this core team will be dedicated to CNH on a long-term basis (likely annual renewals) with the ability to scale, as needed. Kyle and I have begun the process of this pursuit and are optimistic that Luxoft will be able to find resources for this opportunity. |
| 11 |
Hi Dmitry, This is a hot opportunity and is ours to lose. The group we were speaking with today was all ready to start writing a SOW for the work if we can bring the team. They understand we will need a little time and can't take resources from projects for competitors, but they are impatient to get started. This is an initiative by their new leader, Uday Deshpande. If we are successful, this team will have ongoing work for the foreseeable future including scaling to more members/teams. In other good news, CNH intends to extend Rajesh beyond the end of July and wants him to be an integral part of this new team. Thank you. |
| 12 |
Hi Marcia, Eric, Scott, Clark and Mike, Thank you again for taking time to talk with Kyle and myself about putting together a Luxoft Delivery Team for you. Kyle and I will reach out on Thursday to follow up on your meeting with Uday Deshpande. We will immediately begin pulling together the Delivery and Resource managers at Luxoft to identify resources with the necessary skills that Eric called out today. In the meantime, I've attached the deck that I had up today. Please let me know if you have any questions about it or would like any more examples or case studies of delivery from other clients. Thank you. |
| 13 |
Tim, I reviewed the new version of the MSA. As I expected it is much heavier on the compliance side than the previous one. Most of it just needs to be considered by the delivery in terms of risk management. But, some of the requirements may pose a problem such as the SAA 70 type II audit which Luxoft does not do and it is a substantial cost. We do, however, comply with ISO 27001. On the commercial/legal side some figures are different from the old version. E.g. notice period for non-fault termination by Dupont is 30 days instead of 45. We also need to add the Sontheim and DIstek participation to the agreement in a similar way that was done before. |
| 14 |
Let's have a call to discuss what's the plan in dealing with the foregoing. Usually, at this stage we would then need to have a conversation with the client to discuss our areas of concern. That works much better than trading mark-ups. Once we have a basic agreement on the issues we can easily revise the draft with the agreed upon changes. I'm available this afternoon and tomorrow starting from 2 pm NY. Please let me know your availability. Also, please make sure that the new version is put on LuxContract asap. Finance, tax, HR and IT all need to review specific provisions of the agreement in their respective domains and approve them. Thanks. |
| 15 |
I am out of the office on vacation in Hawaii and have limited availability from Monday, April 24th through Friday, April 28th. I will have limited email access and am able to join calls for urgent issues, if necessary. If there are any urgent questions or concerns, please call or text me at the number listed below. If there are any immediate concerns, please contact Eugene Agresta (eagresta@luxoft.com), Senior VP of Sales at +1 (201) 218-3663. Thank you, |
| 16 |
As it turns out, this document is geared toward if the client engages in fully managed delivery using a Dedicated Delivery Center. The language didn't make sense for the question that Deere was asking about IP protection, but we did add a line indicating that a comprehensive plan for IP management would be implemented for a Dedicated Delivery Center. Thank you. |
| 17 |
Hi Dinko, Thank you for your contributions to the RFI for Deere. We will be providing these answers to Deere tomorrow afternoon US Central time as the RFI response is due to Deere by the end of the business day tomorrow. Please provide your answers to Alexandra tomorrow as soon as you're able so that they're available for review. Thank you. |
| 18 |
I've reviewed and provided feedback/edits up through #43. I'll continue in the morning as I have time between meetings and have set aside time in the afternoon to perform more edits/rewrites. I've attached my feedback and edits so far. I have not yet reviewed the contents of the Attachments.zip file. Let's plan on meeting for at least a half hour tomorrow to discuss and answer any questions. Please let me know if you have any questions. Thank you. |
| 19 |
Hi Alexandra, Thank you so much for helping to move this forward. Today Anders and I had a great meeting with Julie Danenhauer at Deere and discussed this RFI. We got a bit more detail that I would like to share with you. Can we have a short call tomorrow AM my time and I'll share what she mentioned? She mentioned that she's really looking forward to our response since we one of her new prospects for the suppliers she's responsible for. One of the things she's having a lot of challenges is finding vendors that support ETAS (spelling?). I sent her a follow-up email asking for more detail from her on this, too. If we make the cut on this, the RFP will be coming around mid-May, she said. Thank you. |
| 20 |
Alberto, Your timing was good on raising this concern and an opportunity presented itself to address it. Harley from Pioneer called just a bit ago before for my father went in for his first procedure at 11:30. I discussed this approach with Harley in terms of establishing a separate relationship between Pioneer and Distek. Harley understands that this will reduce risk and the approach can be evaluated as we move forward beyond the POC. We will be having a more detailed discussion about this early next week and I'll be sure to invite you. |
| 21 |
In other news, Harley mentioned that they have preliminary approval for the POC (not an official "go") and also budgeting set-aside approval for this to continue beyond a program on an ongoing basis (likely 3 years for starters beyond the POC). This was a discussion Harley related that was happening VP to VP between DuPont and Pioneer. Official word is expected to come next Monday or Tuesday, but Pioneer is proceeding internally as if this were a 'go.' Our conversation got cut short by an important call that Harley got, but it's clear that they're moving forward in good faith. Harley and Greg also would like to be looped back into the discussions that Mikayla (from DuPont) and I have been having around the paperwork. They said that this process was a black-box for them, so I'm going to ensure they have visibility to it. Let me know if you have any further questions. Thank you. |
| 22 |
Dear Colleagues, We would like to invite you to watch Luxoft annual CEO Webcast at LuxTown. We have finished a very important financial year, making progress in developing our company structure and business model. Our growth has truly been exceptional this year, despite a number of global challenges, including economic and political uncertainty. It once again proves that we have built a strong, resilient, and truly global company, capable of expanding its market presence and achieving incredible results in a competitive environment. Dmitry Loschinin, Luxoft President and CEO will bring you up to date on the Company transformational initiatives, global achievements, investments, and other company updates. You will also learn about our business performance and major developments that happened during the last financial year as well as the key initiatives of Luxoft which are planned for Financial Year 2018. Click the link here to watch the Webcast! |
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