Go-To-Market Strategy

Delivering profitable organic growth Patrick Adiba Executive Vice President Sales & Markets London, December 2007
Atos, Atos and fish symbol, Atos Origin and fish symbol, Atos Consulting, and the fish itself are registered trademarks of Atos Origin SA. June 2006 © 2006 Atos Origin

Our Go-To-Market strategy focuses on 3 dimensions
Portfolio of offers

WHAT to sell GO-TOMARKET TO HOW WHO to to sell sell to Customer Base New Sales Model Customer Partnerships

1

WHAT to sell GO-TOMARKET HOW to sell WHO to sell to 2 .

integrated cross service line offers 3 .Our target portfolio is built around 3 axes and supported by a coherent structure Distinctive offers by selected markets AO alone AO with partners » Global portfolio management process in place » Dedicated innovation function to align offering proactively with demand » Partner management to extend geographical coverage and complement offer portfolio «Mainstream» offers Distinctive.

Our target portfolio is a balanced mix of mainstream and distinctive offers Financial Services SAP for banking Manufacturing Public Sector E-services / CRM Public Utilities Nuclear Instrum. MS » Strong positions in mainstream spearheaded by distinctive. MS Consulting. SI. marketspecific and cross-service line offers 4 . SAP legacy transformation) Mainstream Consulting. SI. & Control Telecom Intelligent Network / Other Retail SAP MMT Distinctive offers Payments Enterprise Content Management Other offers (E-Services and CRM for private sector.

Distinctive offers by selected markets Intelligent Networks and convergent billing Public Sector Financial Services Manufact uring Utilities Telecom Retail E-services / CR M Public SAP for b ankin g SAP MM T Nuclear Instrum . M S Nuclear instrumentation & control SAP MMT Portfolio of offers in place and tangible benefits for customers 5 . SAP legac y tr ansfor mation) Main-stream Consulting. & Co ntrol Intelligen t Net work / Other Distinctive offer s Client Benefits » Business process knowledge of selected markets » Global solution experts. SI. linked across service lines » Dedicated consultants Payments Enterprise Cont ent Management Other offer s (E-Ser vices and C RM for pri vate sector. M S Consulting. SI.

We offer a truly distinctive solution for Nuclear Instrument & Control Solutions for Nuclear Instrument & Control Opportunity » Rapidly growing market for refurbishment and new nuclear power plants » Unique 30 years expertise in real-time technologies and unique skills basis for control and command system in an environment of talent scarcity » Unique proprietary and service oriented solution » Proven sourcing model with numerous existing projects between service center in France and UK » Best-of-breed partnerships with ABB. Serck. ESRI » Opportunity linked to becoming the preferred supplier of one of the leading players Value proposition Provide Nuclear & Utilities industry clients with monitoring and command control systems (design-build-operate) 6 Some of our clients . Westinghouse. Simone. Gillam.

Distinctive. SI. & Co ntrol Intelligen t Net work / Other Distinctive offer s Payments Enterprise Cont ent Management Other offer s (E-Ser vices and C RM for pri vate sector. M S Consulting. integrated “cross-service line” offers Enterprise content management E-services /CRM Client Benefits Public Sector Financial Services Manufact uring Utilities Telecom Retail E-services / CR M Public SAP for b ankin g SAP MM T Nuclear Instrum . SI. M S SAP ERP Legacy Transformation » Deep solution knowledge » Global solution experts and sales. SAP legac y tr ansfor mation) Main-stream Consulting. linked across service lines » Dedicated international account management Portfolio of offers in place and tangible benefits for customers 7 .

Microsoft. Open Text.We have a clear value proposition in Enterprise Content Management Solutions for Enterprise Content Management Opportunity » Increasing concern of companies on how to get the information out of large volumes of content and various types of media. IBM Filenet) Value proposition Atos Origin solution addresses all types of multimedia content management needs through digitalization of information and search engines 8 Some of our clients . increasing compliance rules » Exploding demand for storage » Leadership position in NL to be leveraged and unique design-build-operate offering (ACSIMO) » Ability to deliver full Enterprise Content Management (ECM) programs: end-to-end solution from strategy to architecture and hosting » Strong partnerships with all key players (EMC.

“Mainstream” offers – at the heart of our business Business Strategy and Innovation Public Sector Financial Services Manufact uring Utilities Application management Client Benefits Telecom Retail E-services / CR M Public SAP for b ankin g SAP MM T Nuclear Instrum . M S Consulting. SAP legac y tr ansfor mation) Main-stream Consulting. SI. & Co ntrol Intelligen t Net work / Other Distinctive offer s Payments Enterprise Cont ent Management Other offer s (E-Ser vices and C RM for pri vate sector. SI. M S » Cost effectiveness and economies of scale » High offshore ratio » Reuse of best practices » Dedicated international account management Workplace Management Portfolio of offers in place and tangible benefits for customers 9 .

000 branch offices » Sourcing: from a local delivery to a Global 26.500 full-time staff Sourcing mix with a significant offshore component 50 different countries Benefits » Significant cost savings » Long term perspective for staff through HR model » Formalization of informal SLAs and quality improvements of existing service levels » Increased flexibility and shorter time-to-market 10 .Application Management for Dresdner Bank The Customer Challenge » Consolidation & significant cost savings within IT » Transition to flexible application development and management » Extension of Global Sourcing » » » » Solution One of the leading banking » Long-term maintenance and development of 88 applications within business and retail banking groups in Europe » Transfer of nearly 200 employees 1.

Processing & Supplies AV/TV/Video Equipment TECHNOLOGY OPERATIONS CENTER Wireless communication equipment Hardware & Servers Telecommunications » Ability to offer an end-to-end service – Design-Build-Run . Scoring Systems & Services » Risk driven program management Mission critical role in a very visible environment No second chance Must deliver on-time Document publishing.Operate Testing and Operational Readiness Setting up IT in 60+ venues within tight timeframe Filtering millions of security events 0 impact on the games Since 1992 and as IOC Worldwide IT Partner from 2001 until 2012 » Rapid IT deployment » IT Security » Successful long term mutually beneficial relationship 11 .Case Study Leveraging the Olympics » The Olympic project is an ongoing case study of Atos Origin capabilities » Project – Program management Coordination of 15+ suppliers Film/Photographics & Imaging Timing.

WHAT to sell GO-TOMARKET HOW to sell WHO to sell to 12 .

We are already growing our client base and winning new contracts Top client weight in Group revenues % Other & New logos 37% 63% 46% 31% 2005 38% 62% 46% 31% 2006 44% 56% 42% 28% 2007 Top 50 clients Top 20 clients Top 10 clients Diversification of client base means reduction of client exposure and risk Increase of win-rate. driven by new customers and medium size deals 13 .

French Financial Services client “Atos Origin people are open and understand our culture.In our target customer set.UK Insurance client 14 . this is why we chose them” . not purely a supplier” . we are growing faster than the market 11% organic growth 37% 38% Market growth 6-7% Other & new logos 2006 2007 “Atos Origin is a partner.

WHAT to sell GO-TOMARKET HOW to sell WHO to sell to 15 .

One Go-to-Market model under the leadership of Global Account Management Global Account Manager Distinctive offers per market Integrated cross SL offers Mainstream offers AC SI MO WL Global Account Manager as orchestrator of the customer relationship Stronger role of Global Markets and Consulting in selling process 16 .

Atos Origin – Analysts / Advisors 17 .Enhanced Sales Force: Atos University – Sales & Markets fully operational Continuous Professional Development 3 way partnership: Customers.

balanced portfolio of offers » Focus on business outcome and cross service-line projects » Account managers capable of leveraging the whole organization » Consultative selling » Client management » Go-ToMarket » Several “Atos Origin”.What will our customers see ? From » Offers » Predominance of mainstream offers » Non-harmonized offers » Account managers specialized in one SL and/or geography To » Consistent. depending on geography » ONE Atos Origin We are well on track to achieve profitable organic growth 18 .

December 2007 Atos. Atos Origin and fish symbol. Atos and fish symbol.Go-To-Market Strategy Delivering profitable organic growth Patrick Adiba Executive Vice President Sales & Markets London. and the fish itself are registered trademarks of Atos Origin SA. June 2006 © 2006 Atos Origin . Atos Consulting.

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