Attend a live webinar: www.hfsresearch.com/webinars Watch the replay: www.hfsresearch.com/webinars/webinar-cutting-through-the-rpa-hype-tales-from-the-automation-trenches Automation is not a silver bullet or guarantee of success. Moving toward notions of service orchestration requires going beyond the hype and looking at real world RPA examples. To succeed on this journey, it is critical we learn from the early successful deployments. In this webinar, HfS is teaming up with Blue Prism and ShopDirect to highlight what is involved in deploying a successful RPA implementation - challenges, pitfalls, lessons learned and best practices. Join Tom Reuner, SVP Intelligent Automation, Alex Bentley, Director of Corporate Development, Blue Prism, and Lindsay Harrison, Business Agility Manager, Shop Direct to discuss how RPA is evolving and how the future of service delivery will shape up. Watch and learn: - Where to begin your RPA journey? - How to secure buy-in from the C-suite and IT managers? - How to successfully deploy a large-scale RPA implementation? - What are the lessons learned on the RPA journey? - What are the cultural and HR ramifications of deploying an RPA solution? - How do you measure success?

1. The Services Research Company
Tales from the (Automation)
Trenches
Tom Reuner
SVP, HfS Research
tom.reuner@hfsresearch.com
Webinar in partnership with Blue Prism, June 29st 2017

2. © 2017 HfS Research Proprietary │Page 2
Our Panellists
Alex Howarth
Automation Manager
Shop Direct
Alex Bentley
Director Corporate Development
Blue Prism
Lindsay Harrison
Business Agility Manager
Shop Direct

3. © 2017 HfS Research Ltd.
tom.reuner@hfsresearch.com
Overview
▪ Tom Reuner is Senior Vice President, Intelligent Automation and IT
Services at HfS. Tom is responsible for driving the HfS research agenda
for Intelligent Automation and IT Services. Automation cuts across the
whole gamut ranging from RPA to Autonomics to Cognitive Computing
and Artificial Intelligence. This includes increasingly the intersections of
unstructured data, Analytics, and Cognitive Automation while mobilizing
the HfS analysts to research Intelligent Automation dynamics across
specific industries and business functions. Furthermore, he is supporting
HfS’ push to disrupt IT Services research by focusing on application
services and testing. A central theme for all his research is the increasing
linkages between technological evolution and evolution in the delivery of
business processes.
Previous Experience
▪ Tom’s deep understanding of the dynamics of this market comes from
having held senior positions with Gartner, Ovum and KPMG Consulting
in the UK and with IDC in Germany where his responsibilities ranged
from research and consulting to business development. He has always
been involved in advising clients on the formulation of strategies,
guiding them through methodologies and analytical data and working
with clients to develop impactful and actionable insights. Tom is
frequently quoted in the leading business and national press, appeared
on TV and is a regular presenter at conferences.
Education
▪ Tom has a PhD in History from the University of Göttingen in Germany.
Tom Reuner, SVP, HfS Research

4. © 2017 HfS Research Ltd.
Automation Really is in the Eye of the Beholder

5. © 2017 HfS Research Proprietary │Page 5
…and RPA is no Different
Other/Acces
s to
sourcing
decisions
Core RPA
capabilities
Front
office
BPM
ERP
Productivity
tools
RPA
positioning

6. © 2017 HfS Research Ltd.
RPA enables much of the Digital Underbelly for The Digital
OneOfficeTM Organization
Source: HfS Research 2017

7. © 2017 HfS Research Proprietary │Page 7
Lessons and Insights from the RPA Trenches
Duopoly of AutomationAnywhere and Blue Prism: Behind the two market
leaders, UiPath is growing strongly and Pega gets increasingly added to the mix.
Congratulation to all the providers in the Winners’ Circle!!
It is about transformation stupid! Market is shifting toward transformational
projects with end-to-end perspective. Consultancies and pure-plays coming to the
fore. However, M&A likely to absorb pure-plays
Move toward Cognitive Automation and Automation Ecosystems: Shift from early
notions of turn-key solutions toward broad cognitive capabilities and the ability
to demonstrate open standards and ecosystems mindset
Data curation is critical: Applying Cognitive and machine learning solutions to IA
and RPA requires access to large amounts of relevant data to build reliable models
War for talent: Acute lack of talent understanding the implications of RPA
technologies on process chains and workflows. Certifications double-edge sword as
they might accelerate attrition
Smoke and mirrors add to confusion: The confusion around RPA vs. RDAs as well
as the lack of clarity as to how coding and scripting is needed for deployments. Many
projects are sold as ”Managed Service„ confounding automation proposition

8. © 2017 HfS Research Proprietary │Page 8
The 2017 RPA Blueprint Snapshot
PROPRIETARY, NOT FOR
REDISTRIBUTION

9. © 2017 HfS Research Ltd.
Worldwide Global Robotic Process Automation
(RPA) Market, 2016-2021
73 113 153 192 232 272
198
330
476
630
790
952
63%
42%
31%
24%
20%
0%
10%
20%
30%
40%
50%
60%
70%
0
200
400
600
800
1000
1200
1400
2016 2017 2018 2019 2020 2021
RPA Software RPA Services YoY Growth
USD Million
$271m
$1224m
$629m
$1022m
$822m
$443m
Source: HfS Research 2017

10. © 2017 HfS Research Ltd.

11. © 2017 HfS Research Ltd.
Satisfaction with RPA installs
How satisfied have you been with its (RPA) ability to drive cost savings and business value?
(Rate on scale of 1 to 5) for the following) (Average across function)
23%
20%
29%
31%
37%
33%
7%
11%
3%
5%
Cost Saving
Business Value
Very Satisfied Somewhat Satisfied Neutral Dissatisfied Very Dissatisfied
Source: HfS Research, “State of Automation 2017 – Interim”
Sample: n=56 Buyers of RPA

12. © 2017 HfS Research Ltd.
Satisfaction with RPA installs – Business Value
How satisfied have you been with its (RPA) ability to deliver business value? (Rate on scale of 1
to 5) for the following)
14%
31%
15%
8%
15%
21%
28%
20%
30%
27%
13%
30%
40%
33%
29%
24%
40%
44%
41%
44%
45%
48%
48%
50%
52%
60%
74%
Master Data Management
Supply Chain
HR
Customer Service
Industry specific processes
Marketing
Finance & Accounting
Procurement
IT including service desk
Very Satisfied Somewhat Satisfied
Source: HfS Research, “State of Automation 2017 – Interim”
Sample: n=56 Buyers of RPA

14. Proprietary │Page 14© 2017 HfS Research Ltd.
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15. The Services Research Company
Tales from the (Automation)
Trenches
Tom Reuner
SVP, HfS Research
tom.reuner@hfsresearch.com
Webinar in partnership with Blue Prism, June 29st 2017