Siemens Communications

Siemens company has various fields such as industry

automation,it softwares,energy, transport , medical solutions
etc.in this case study we will be dealing with the problems what
siemens communication is facing.
Siemens commn produces epabx systems called
hipath.these systems makes the communication level
easy.these systems are used by the small mediums or
corporates basically depending on their requirements of inputs
of trunk lines and output extensions.these hipath systems have
different models depending upon on the requirements of
extensions.eg hipath 1100 for 100 extensions, hipath 3000 for
400 extensoins and hipath 4000 for 1200 extensions which is
basically used for call centers. For the sales of this
systems,marketing manager has various groups under his
level.these groups have respective group leaders.few of these
groups deal directly with the customers n the others in d group
are channel partners.there is about 25 channel partners in
Mumbai.so all these groups do the sales of these epabx
systems.but now whtats happening is that wherever a
customer is having a requirement , many of these channel
partner groups n also the direct sales persons of siemens visit
the same customer with different prices of the system. Here
what marketing head has noticed that conflict arises between
the direct sales person and also the channel partners in closing
the deal for the system.so the price of the system drastically
comes down by the negotiations created by them.and the
margin of profit also becomes less.so here man power is also
getting wasted due to various groups targeting the same
customer.costly resource is also getting wasted as these sales
persons will be paid a fixed level of salary.overall time of the
siemens company will be wasted.duplication of efforts is
happening.
Now , second problem what siemens have seen in the field of
services that is AMC’s.basically the dealer who has sold the
system to a customer looks after the AMC of that product for a
year free of cost.after that every year, AMC will be charged.so
here again the problem erupts.various channel partners start
bouncing for the AMC contract of the same customer.here
again negotiation of price takes place.in which in general
siemens as a company is losing its good name in the
market.hence clients look out for the change of product.hence
this problem is again badly effecting the company.