Our Clients per Target Market - Induteq

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25 Νοε 2013 (πριν από 3 χρόνια και 9 μήνες)

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Agenda

1)
Trends in the world today

2)
Target Market approach

3)
About Getronics

4)
About our Global Alliances & Technology Partners

Trends in the world today


A world of continuous change


we will never reach
stability


80% of businesses expect to do the same or more
outsourcing in 2003


Customers will only outsource to those who can
demonstrate expertise and offer cost
-
savings


Connectivity and security: how to maximise one
without compromising the other


People want to pay for what they use:

use is better than ownership

ICAT
t
rends in IA and ICT

Era
ICT device
Power
Technology
Leit motive
Issues
1.
Department
automation
Doing everything
yourself.
Everything at one
supplier.
Self
IBM
Siemens
ABB
Interfaces
In-service
Efficiency in
arithmetic
System control
Power of supplier
2.
Database
Saving (one time)
Oracle
Databases
Efficiency in
data-handling
Achievement
Power of supplier
3.
ERP
Opinion corporate
processes.
One supplier
SAP
Business Process
Re…
Efficiency in
corporate
processes.
Certainty
Power of supplier
4.
Network
company
Industry standard
Building (one time)
Payment per
trans-
action (one time)
Everybody
Marketers
Value
annexes
Value Chain
Unbundling
Component Based
Development
Plug and play
software
Application Service
Providing
Effectiveness
Profit
Entrepreneurship
Co-operation
Getronics

Market Specialised
Partners in Realising
Added Value

Our global Suppliers
Global Alliances &
Technology partners

Interactively Collaborating Apart Together

Agenda

1)
Trends in the world today

2)
Target Market approach

3)
About Getronics

4)
About our Global Alliances & Technology Partners

Our Clients per Target Market

Finance:

34%

Government:

21%

Technology,

Media and

Telecom:

15%

Manufacturing:

14%

Retail and

Transport:

16%

Getronics serves 27
of its top 50 clients
on an international
basis


Over 50% of our Top
200 are multi
-
national

Government/Public Sector

Commonwealth of Mass. (US)

Deutsche Post

European Community

Florida Dept. of Law Enforce. (US)

Interpol

Ministry of Defence (NL)

Ministry of Education (Spain)

Ministry of Health (Spain)

Ministry of the Interior (Italy)

Ministry of Justice (NL)

Ministry of Finance (BE)

Ministry of Water (NL)

Prince William County (US)

Social Security (BE)

Social Security (Italy)

State of Georgia (US)

State of Illinois (US)

Treasury (Italy)

Treasury (NL)

Manufacturing &

Petrochemical

ARCO

BP

Daimler Chrysler

Fiat

Ford

Johnson Controls

Philips

Renault

Shell

Unilever


Retail

Ahold

Elizabeth Arden Inc.

Giant Eagle Stores

Harris
-
Teeter

Makro


Transport

Dutch Railways

KLM

Swiss Railways

Telecom, Media

& Technology

Avantel

BT

Cox Communications

Dell Computer

Energis

France Telecom

HP

IBM

KPN

Monster.com
-

TMP Corp


Sprint

Telecom Italia

Telefonica

Tiscali

Versatel


Healthcare & Pharmaceutical

Novartis

Bayer

Solvay Pharmaceuticals

Assn. of Paris Hospitals

Financial Services

Abbey National

ABN Amro

AGF Allianz

ANZ

AXA Group

Banco Bilbao Vizcaya

Bank of Tokyo
-
Mitsubishi

Barclays Bank

Citigroup

Community First Bank

Fortis

HSBC

Independence Bank

ING Group

IntesaBci

La Caixa

Mizuho

National Life

Rabobank

SanPaolo Imi

Santander Central Hispano

Our Clients per Target Market

Working in close collaboration with
specialised Target Market partners


Specialised Target Market partners are at least
specialised in three ways:


1) Known, recognized en respected within a specific


Target Market and by the leading companies in


that market. (in Dutch Gekend, bekend en erkend)



2) Experienced through at least 3 serious references


within this Target Market.



3) Experience with several solutions Getronics offers


for this market. Certified Engineers to realise the


project successfully

Agenda

1)
Trends in the world today

2)
Target Market approach

3)
About Getronics

4)
About our Global Alliances & Technology Partners

Introducing Getronics

VISION


To be one of the worlds’
leading providers of ICT
-

solutions and services to

the business world.


MISSION


To partner with our clients


both local and global


delivering ICT solutions and
services that help them
achieve their business
objectives and maximise the
return on their ICT
investments.


A


2.6 billion global ICT company



22,000 employees supporting our
focus on ICT infrastructure and
business solutions



Creat
ing

business advantage for you



Strong local presence and globally
available standardi
s
ed services



Independent and transparent


listed
on Euronext Amsterdam since 1985

Our Worldwide Ranking

Millions of US dollars

2.

3.

4.

AT&T Solutions

5.

6.

7.

Unisys

8.

9.

10.

Perot Systems

Getronics

Hewlett
-
Packard/Compaq

1,300.00

1,200.00


550.00


450.00


387.00


340.00


120.00

1,700.00

NDOS

(Network Desktop & Outsourcing Services)

Source: IDC, August 2002


547.00

1.

IBM Global Services


3,125.00

EDS

SBS

CGI

CSC

2.

Getronics

1,700.00

% of worldwide

market share

2.

3.

4.

Alcatel

6.

7.

Unisys

8.

9.

10.

SBS

EDS

Hewlett
-
Packard

7.3

6.3


3.1


2.7


2.4


2

17.7

NCIS

(Network Consulting & Integration Services)

Source: IDC, August 2002


4.1

1.

IBM Global Services


17.9

Compaq

5.


5.6

Getronics

Lucent

Nortel

Getronics

5.6

5.

What Drives Getronics?

We want to become the long
-
term,

trusted ICT partner for our clients

Sharing our international
experience of your industry

1

Covering the territory where

our clients need us

2

Giving you the benefit of our alliances
and partnerships

3

Delivering quality, reliability

and cost
-
effectiveness

4

Working with Getronics

Our
mission

is to
partner with our clients
delivering ICT services
and solutions
that

help
them achieve their
business objectives
.


Consulting, designing,
integrating, supplying
and managing
innovative, vendor
-
independent, cost
-
effective

solutions
.



End

to

End

Day
-
to
-
day Support

ICT Management

New Business Applications

Business Process Outsourcing

Strategic

Operational

What can Getronics do for you?

ICT solutions and services

p r o c e s s e s

a p p l i c a t i o n s

i n f r a s t r u c t u r e

Your

Customers

Your

Business

Your

Suppliers

What can Getronics do for you?

ICT solutions and services (see triangle)

The Market
-
segmentation ABC


Maturing Customer Needs

Professional


Services


Zone

A









Product Zone



B









Low Cost, Transaction


Zone


C









Basic Business Models

The Market
-
segmentation ABC


Influence on sales process

A) ROI sale / consultative sales process / solution development


Search for 3 Launching customers per geography in Target Markets


Thorough understanding of customers processes + Needs & Req


Needs & Requirements + KO
-
criteria not able to meet with std product


Pilot
-
projects drive product development & first ref in Target Markets


B) Large sale / solution sales process / multiple (different) products


Collaboration with consultants for Customers outside Target Markets


Clearly divided roles within the sales process


Q3 / Q4 small % of CIP’s and new “PIE
-
integrators” do implementation


C) Fast sale / product sales process / based on commodity products


The IIM
-
sales process will not be in this area

C

Product
(Partner)
Channels



A

Target


Markets



B1 / NASA


Top
-
250 National



B2 / NASA

Top
-
1000 Geographical



B3 / INDIRECT

Unnamed Accounts


Agenda

1)
Trends in the world today

2)
Target Market approach

3)
About Getronics

4)
About our Global Alliances & Technology Partners

Major Global Alliances


Nobody can do everything themselves


Our 3 current formal
Global Alliances with
Cisco, Microsoft and Dell

provide:


Keeping clients aware of developments, and of
how these can be adopted


Communicating our clients’ particular requirements
directly to those who influence technology
development


Combined strength of alliances allows Getronics to
participate jointly in very large bids


Getronics clients benefit from what we learn from
our business partners

Technology Partners in ICT & Automation


Knowledge, Document & Workflow Management


FileNET, Documentum, Staff
w
are, Open Text


Customer Relationship Management


PeopleSoft, BMC(Remedy), Appli
x


Specialised Applications


Meta4, Hitachi


Business Intelligence


Business Objects, Cognos, Microstrategy


Enterprise Resource Planning


JD Edwards, SAP


Development Platforms & Application Integration


IBM, BEA,Tibco, Citect, Mitsubishi


Management Platforms


Concord, HP Openview, Tivoli


Platforms & Peripherals


HP, IBM, Olivetti, Stratus,

CTS, Hitachi
, Oracle

Technology Partners in Automation in focus


Citect IIM : Industrial Information Management



-

value added solutions , T&T , Q , ….


-

an industrial database solution


-

connectivity solutions to Oracle and SQL


-

many different solutions for production plants



Citect SCADA


-

Monitoring industrial production plants


-

Facilities Monitoring and Building Automation



Mitsubishi Electric


-

powerful systems PLC , Robot , …


-

capable capturing signals from the automation



production floor


-

providing IT communication possibilities

MITSUBISHI

ELECTRIC

Vragen?

Plain talk practical solutions