Mphasis / 2014–2018
A spreadsheet becomes a deal platform
I conceived and named the Smart Deal Pricing Tool, then worked with Engineering to evolve it from Version 0 through Version 6.
Make the deal assumptions visible
- Delivery modelLabor mix · Geography · Utilization
- Commercial leversRate cards · Margin · Discounts
- SDPTCo-designed with Engineering
- Scenario analysisProfitability comparisons
- Deal governanceApprovals & review
Labor mix, geography, utilization and commercial assumptions shaped delivery-deal economics.
Read the complete architecture & boundaries
Conceptual pricing capabilities. Implementation stack, component APIs and feature timing by release remain unspecified.
- Define the economics. Labor mix, geography, utilization and commercial assumptions shaped delivery-deal economics.
- Build the platform. Vivek conceived and named SDPT and designed it with Engineering, evolving from an Excel-based process through version 6.
- Support the decision. Scenario analysis, profitability assessment and approvals supported commercial review.
THE PROBLEM
What needed to change.
Global delivery deals required many interdependent assumptions: staffing, geography, utilization, margins, discounts and approvals.
MY CONTRIBUTION
Where I came in.
I conceived and named SDPT, designed it with Engineering and led its evolution from an Excel-based process over roughly four years. I led a 15-person commercial team.
Engineering and the commercial team developed the platform together. Implementation is not attributed to me alone.
THE APPROACH
How it came together.
- Start with the spreadsheet-based pricing process.
- Model labor mix, geography, utilization, rate cards and target margins.
- Support discounts, profitability assessment, approvals and scenario analysis.
- Evolve the tool through version 6 as the commercial process developed.
THE OUTCOME
What the work made possible.
SDPT developed into a platform for modeling and reviewing global delivery deals and received the Mphasis Innovation of the Year award in 2016. My commercial team managed a $3 billion annual deal portfolio; that figure describes the team’s commercial scope, not booked revenue or tool throughput.
Technical & implementation detail
Technologies described in this account: Excel.
SDPT modeled labor mix, geography, utilization, rate cards, margins, discounts, profitability, approvals and scenarios. Its origin was an Excel-based process. Later implementation languages, deployment architecture and release-by-release feature timing are not established.
The accompanying visual is a simplified explanation. It is not a production screenshot or a complete implementation specification.