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GBU Transfer Pricing Guideline

December 2022
Global Finance Department

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List of Abbreviations used
CA = (NEC group) country affiliate
CoE = Centre of Excellence
FAR = Function, Asset and Risk analysis
GBU TP guideline = Global Business Unit Transfer Pricing guideline
GM = Gross Margin
GP = Gross Profit
GSSC = Global Shared Service Centre
HW = Hardware
IP = Intellectual Property
IPO = International Purchasing Organization
LRD = Limited Risk Distributor
OM = Operating Margin
OP = Operating Profit
PLI = Profit Level Indicator
SCM = Supply Chain Management
SGA = selling, general & administrative expenses
SI = System Integration
SW = Software
TNMM = Transactional Net Margin Method

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Introduction
• This GBU Transfer Pricing Guideline prescribes the guidance on how pricing of certain Intercompany Transactions
should be set and agreed between NEC group entities.

• The leading principle for the setting of IC pricing is guided by the at arms’ length concept for Transfer Pricing
compliance purposes. Therefore the expected net margins to be earned by the NEC CA’s in accordance with TP
regulations will drive the IC price setting between the relevant NEC entities for the relevant product, service or
solution.

• The objective of this guideline is to standardize the IC pricing process within NEC group and to facilitate agreement
and internal communication more efficiently.

• This guideline will be applied for transactions and new contract negotiations to be agreed in the Budget process
starting after November 2022 related to transactions to be executed in FY2023.

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Key Concept
• The selected Transfer Pricing Method for the transactions under this guideline is the Transactional Net Margin
Method (TNMM) with the Operating Margin (OM) as the profit level indicator (PLI).

• The expected net margins to be earned are dependent on classification of the prime CA and the type of covered
transactions. For this guideline 5 different types of transactions have been identified at this stage.

• Prime CA performs the sales function with/without the provision of the value add IT service while the Sub contractor
CA performs the research and the development ("R&D") function and bears the R&D risk. Prime CA's function and
risk are relatively limited while the Sub contractor CA performs the complex value add function and bears the
material and entrepreneurial risk.

• Under regular business circumstances CA’s that bear limited risk on the basis of a functional, assets and risk analysis,
are typically expected to have a positive OM within the applicable benchmark, while the Sub contractor CA earns the
excess profit or suffers the excess loss.

• Therefore, for the IC transactions in scope of this Guideline it is recommended to verify the actual operating profit
margin at the set and agreed price and review the price setting if necessary before
the next year budget to ensure the OM is within the required benchmark range.

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Key Concept continued
• For all covered transactions in this guideline the targeted net margins are set at the median in the interquartile range.
In the event local benchmark interquartile ranges should be applied and deviate from the global benchmark
interquartile ranges, the GBU TP team will address the deviation on a case by case basis.

• The net margin was set based on benchmarking results by an external consulting firm

• Net margin is defined as: Gross margin at distribution or markup against total cost in case of rendering Services.

• Covered transactions are the following transactions: Distribution of hardware/software & IT service or Service
Rendering

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Transactions 1-5
<Transaction 2> <Transaction 3>
<Transaction 1> Distribution of
Distribution of Distribution of < Transaction 4 > <Transaction 5>
Covered Hardware(HW) product Covered Hardware(HW) product
Covered Hardware (HW) and
and software (SW) with IT and software (SW) with IT Service Rendering Global Shared Service
software(SW)
services services Center

with/without
IP

Prime contractor’s role: Prime contractor’s role: Prime contractor’s role:

Limited-risk distributor Value-added distributor More Value-added distributor


・ Sales activities ・ Sales activities which bears business risks
・ Customer management ・ Customer management ・ Sales activities Prime contractor or Service provider
to earn net margin in accordance with
・ Delivery support ・ Customer management : the concept of the transfer pricing
(Partial SI, localization) ・ Delivery
・ Maintenance support ・ Maintenance

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Transaction examples for main business domain (1)
*This is not exhaustive list.

Trans action at
Bus ine s s domain CA as prime contractor/ Sub-contractor Prime contractor's function Example
this guide line
Prime : GBU s upe rvis e d CA ・Sale s activitie s Trans action 1 Ne w bus ine s s
Digital Gove rnme nt/ Digital Sub : SWS or KMD ・Cus tome r manage me nt
1
Finance (Limite d-ris k dis tributor)

Prime : GBU s upe rvis e d CA No.1 plus Trans action 2 Ne w bus ine s s
Sub : SWS or KMD ・De live ry s upport
Digital Gove rnme nt/ Digital
2 ・Mainte nance s upport
Finance
(Value -adde d dis tributor which doe s n't have e ntire proje ct
re s pons ibility)
Prime : GBU s upe rvis e d CA Prime CA s ource s products from Sub contracor CA and Trans action 3 NECAM Law Enforce me nt
Sub : NEC Corporation dis tribute s it to the cus tome r. Prime CA acts as more value - APAC Biome trics
Digital ID (Biome trics , adde d dis tributor of this de al and be ars the bus ine s s ris k LATAM Safe r Citie s
3
Safe r City s olutions ) and the bus ine s s accountability while Sub contractor CA is Hong Kong Biome trics
the IP owne r of products . (Curre nt major contracts re late d Digital
ID)
Prime : GBU s upe rvis e d CA ・Sale s activitie s Trans action 1 Ne w bus ine s s
4 5G Ne twork Sub : NEC Corporation or COE ・Cus tome r manage me nt
(Limite d-ris k dis tributor)
Prime : GBU s upe rvis e d CA Prime CA s ource s products from Sub contracor CA and Trans action 3 Trans port s olution
Sub : NEC Corporation dis tribute s it to the cus tome r. Prime CA acts as more value - Re tail s olution
5 Ente rpris e adde d dis tributor of this de al and be ars the bus ine s s ris k Manufacturing indus trie s s olution
and the bus ine s s accountability while Sub contractor CA is
the IP owne r of products .

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Transaction examples for main business domain ( 2 )
*This is not exhaustive list.
Trans action at
Bus ine s s domain CA as prime contractor/ Sub-contractor Prime contractor's function Example
this guide line
Prime : GBU s upe rvis e d CA Prime CA s ource s products from Sub contracor CA and Trans action 3 Broadcas t
Sub : NEC Corporation dis tribute s it to the cus tome r. Prime CA acts as more value -
6 Public Infras tructure adde d dis tributor of this de al and be ars the bus ine s s ris k
and the bus ine s s accountability while Sub contractor CA is
the IP owne r of products .
Prime : GBU s upe rvis e d CA Prime CA s ource s products from Sub contracor CA and Trans action 3 Me dical s olution
Sub : NEC Corporation dis tribute s it to the cus tome r. Prime CA acts as more value -
7 Public Solutions adde d dis tributor of this de al and be ars the bus ine s s ris k
and the bus ine s s accountability while Sub contractor CA is
the IP owne r of products .
Re cipie nt : NEC Corporation Se rvice re nde ring Trans action 4 Se rvice from NEC India or NEC Vie tnam
8 Software De ve lopme nt
Provide r : GBU s upe rvis e d CA
Re cipie nt : NEC Corporation Follow NEC China's e xis ting guide line
9 Software De ve lopme nt Provide r : NEC Solutions (China)
(CA unde r NEC China)
Re cipie nt : NEC Corporation Follow NEC Laboratorie s ' e xis ting guide line
10 Software De ve lopme nt
Provide r : NEC Laboratorie s Ame rica
Prime : GBU s upe rvis e d CA Follow Avaloq's e xis ting guide line
11 Avaloq
Sub : Avaloq
Prime : GBU s upe rvis e d CA Follow Ne tcracke r's e xis ting guide line
12 Ne tCracke r
Sub : Ne tCracke r
Prime : GBU s upe rvis e d CA Follow Wire le s s Divis ion's e xis ting guide line
13 Wire le s s
Sub : NEC Corporation
Prime : GBU s upe rvis e d CA Follow Submarine Divis ion's e xis ting guide line
14 Submarine
Sub : NEC Corporation
Prime : GBU s upe rvis e d CA N/ A
15 Sys te m platform
Sub : NEC Platforms
Re cipie nt : GBU s upe rvis e d CA N/ A
16 Software De ve lopme nt
Provide r : NEC Solution Innovators
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NEC Corporation 2021 NEC Group Internal Use Only
N/ A as no inte rcompaany trans action
Organizations subject to GBU TP Guideline – See appendix 4
Box 2 - Overseas
Box 1 - Overseas Affiliates
Affiliates GBU-supervised CA Other BU-supervised CA
NECAM, APAC, Hong Kong,
Australia, LATAM, SWS, KMD. N/A For example:
NEC Telecom MODUS,
Transaction
NEC Platform Technologies,
GBU-supervised GBU-supervised
NESIC Saudi Arabia
CA Transaction CA

Transaction
Transaction

Tr
an
sac
t io
n
N/A N/A
Box 3 – BU’s Box 4 –
in NEC HQ NEC subsidiaries Japanese
All BU at HQ
in Japan subsidiaries
Global BU, Enterprise BU, Network Services Major Japanese NEC subs:
BU, Public Infrastructure BU NEC Platforms, NESIC, NEC Fielding, NEC
Solutions Innovators, Abeam Consulting, NEC
Communication Systems

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GBU Supervised CA subject to TP guideline – Full CA list in Appendix 4
Company
NEC Corporation of America Group
Americas
NEC Latin America Group

NEC Europe Group

NEC Saudi Arabia


EMEA
NEC Telecommunication & Information Technology (Turkey)

NEC XON Group

NEC Asia Pacific Group

NEC Taiwan Group

NEC Hong Kong

APAC NEC Corporation India

NEC Australia Group

NEC New Zealand

NEC Corporation

NEC Software Solutions Group


Aquired
Companies
KMD Group

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Target Margin (Transaction 1, 2 & 3)
Transaction Function CA to earn Target Margin Target Margin
Americas EMEA APAC India Brazil

<Transaction 1>
Prime Contractor Gross Margin :
Covered Hardware (HW) and Distributions
(Limited-risk distributor) Target Operating Margin 3% + transactional SGA/Sales ratio for each CA
software(SW)
20% *
(Gross Margin)
<Transaction 2>
Prime Contractor Gross Margin :
Covered Hardware (HW) and Distributions
(Value-added distributor) Target Operating Margin 5% + transactional SGA/Sales ratio for each CA
software (SW) with IT services

Prime Contractor
<Transaction 3> (More Value-added The appropriate level of the operating margin for Prime Contractor is calculated and decided
Distributions
Sourcing of Covered product distributor which bears separately based on the function, risks and the contribution by Prime Contractor.
business risks)

* In Brazil, efforts are currently underway to align with the OECD transfer pricing guidelines, and it is recommended to pay close attention to these trends and review them in a timely
manner.

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Transaction 1 - Distribution of Covered HW/SW product
No. Company GM%
Customer
A 1 NEC Corporation of America 9%
m 2 NEC Argentina 10%
e
3 NEC Latin America 7%
r
i 4 NEC de Colombia 7%
Prime contractor ・ Sales activities c 5 NEC de Mexico 7%
(CA) ・ Customer management a 6 NEC Chile 9%

E 7 NEC Europe 7%
M 8 NEC Turkey 6%
E
・ SW A
9 NEC XON 7%
Sub-contractor ・ Delivery 10 NEC Saudi 7%
11 NEC Corporation 9%
IP owner ・ Maintenance 12 NEC Australia 7%
13 NEC New Zealand 7%
<Transaction> 14 NECAPAC 7%
15 NEC Thailand 7%
Prime CA acts as Limited-risk Distributor A
P 16 NECOMAL 7%
<Pricing> A 17 NEC Philippines 6%
C
18 NEC Indonesia 6%
The Gross Margin of Prime CA should be computed backward so that
19 NEC Vietnam 9%
Prime CA can earn the targeted Operating Margin 3% after the 20 NEC India 7%

deduction of the sales and general expenses. 21 NEC Hong Kong 9%


22 NEC Taiwan 8%
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Transaction 1 – Distribution of Covered HW/SW product Gross Margin calculation method
The Gross Margin of Prime CA should be computed backward so that Prime CA can earn the targeted Operating
Margin 3% after the deduction of the sales and general expenses.
SGA
182
Weighting Benchmarking
Gross Margin Target = Weighted SGA% of each CA + <SGA% vs. sales> 25% results

OM% target No. Company


FY20-22
Avarage
Weighted
SGA
Operating
Margin
GM%

Benchmark on Operating Margin A 1 NEC Corporation of America 25% 6% 9%


m 2 NEC Argentina 29% 7% 10%
Inte rquartile Range e
3 NEC Latin America 17% 4% 7%
r
4 NEC de Colombia 18% 4% 7%
Uppe r Quartile (75%) 4.0% OM Target of i
c 5 NEC de Mexico 18% 4% 7%
Me dian (50%) 2.3% Transaction 1 a 6 NEC Chile 22% 6% 9%
3% 7 NEC Europe 17% 4% 7%
Lowe r Quartile (25%) 0.8% E
M 8 NEC Turkey 12% 3% 6%
E 9 NEC XON 18% 4% 7%
<Contribution weighting of SGA> A
10 NEC Saudi 15% 4% 7%
・ 4 steps of possible CA’s Contribution are identified 11 NEC Corporation 25% 6% 9%
3%
and equally weighed. 12 NEC Australia 17% 4% 7%

・ For each sales case, the percentage resulting from the 13 NEC New Zealand 17% 4% 7%
14 NECAPAC 17% 4% 7%
sum of steps is used to weigh SGA as the Contribution.
A 15 NEC Thailand 16% 4% 7%
P 16 NECOMAL 18% 4% 7%
Steps Role SGA Weighting Transaction1
A 17 NEC Philippines 13% 3% 6%
Sales activities Contact establishment, key people/ role mapping 25% 25% C
18 NEC Indonesia 10% 3% 6%
Delivery support Support delivery for sub contractor which takes responsibility for entire delivery 25% 19 NEC Vietnam 24% 6% 9%
Maintenance support Support maintenace for sub contractor which takes responsibility for entire support 25% 20 NEC India 16% 4% 7%
Activities as principal Take respobsibility for entire project and bear the material risk 25% 21 NEC Hong Kong 22% 6% 9%
22 NEC Taiwan 20% 5% 8%

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Transaction 2 – Distribution of Covered HW/SW product + IT services
Customer No. Company GM%

A 1 NEC Corporation of America 24%


・ Sales activities m 2 NEC Argentina 26%
・ Customer management e
3 NEC Latin America 18%
r
Prime contractor ・ Delivery support i 4 NEC de Colombia 18%
(CA) (Partial SI, localization) c 5 NEC de Mexico 18%
a 6 NEC Chile 22%
・ Maintenance support 7 NEC Europe 18%
E
M 8 NEC Turkey 14%
・ SW E 9 NEC XON 18%
Sub-contractor
・ Delivery A
10 NEC Saudi 16%
・ Maintenance 11 NEC Corporation 24%
IP owner
12 NEC Australia 17%
13 NEC New Zealand 18%

<Transaction> 14 NECAPAC 18%

A 15 NEC Thailand 17%


Prime CA acts as Value-added Distributor P 16 NECOMAL 18%
<Pricing> A 17 NEC Philippines 15%
C
18 NEC Indonesia 13%
The Gross Margin of Prime CA should be computed backward so that 19 NEC Vietnam 23%
Prime CA can earn the targeted Operational Margin 5% after the 20 NEC India 17%
21 NEC Hong Kong 22%
deduction of the sales and general expenses.
22 NEC Taiwan 20%

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Transaction 2 – Distribution of Covered HW/SW with IT services Gross Margin calculation method

The Gross Margin of Prime CA should be computed backward so that Prime CA can earn the targeted Operating
Margin 5% after the deduction of the sales and general expenses. 182
SGA
Weighting Benchmarking
<SGA% vs. sales> 75% results

Gross Margin Target = Weighted SGA% of each CA + No. Company


FY20-22 Weighted Operating
GM%
Avarage SGA Margin
OM% target
A 1 NEC Corporation of America 25% 19% 24%
m 2 NEC Argentina 29% 21% 26%
Benchmark on Operating Margin e
3 NEC Latin America 17% 13% 18%
r
Inte rquartile Range 4 NEC de Colombia 18% 13% 18%
i
Uppe r Quartile (75%) 7.9% OM Target of c 5 NEC de Mexico 18% 13% 18%
a 6 NEC Chile 22% 17% 22%
Me dian (50%) 4.8% Transaction 2
E 7 NEC Europe 17% 13% 18%
Lowe r Quartile (25%) 1.5% 5%
M 8 NEC Turkey 12% 9% 14%
E 9 NEC XON 18% 13% 18%
A
<Contribution weighting of SGA> 10 NEC Saudi 15% 11% 16%

・ 4 steps of possible CA’s Contribution are identified 11 NEC Corporation 25% 19%
5%
24%
12 NEC Australia 17% 12% 17%
and equally weighed.
13 NEC New Zealand 17% 13% 18%
・ For each sales case, the percentage resulting from the
14 NECAPAC 17% 13% 18%
sum of steps is used to weigh SGA as the Contribution.
A 15 NEC Thailand 16% 12% 17%

Steps Role SGA Weighting Transaction 2 P 16 NECOMAL 18% 13% 18%


A 17 NEC Philippines 13% 10% 15%
Sales activities Contact establishment, key people/ role mapping 25% C
18 NEC Indonesia 10% 8% 13%
Delivery support Support delivery for sub contractor which takes responsibility for entire delivery 25% 75% 19 NEC Vietnam 24% 18% 23%
Maintenance support Support maintenace for sub contractor which takes responsibility for entire support 25% 20 NEC India 16% 12% 17%
Activities as principal Take respobsibility for entire project and bear the material risk 25% 21 NEC Hong Kong 22% 17% 22%
22 NEC Taiwan 20% 15% 20%

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Transaction 3 – Sourcing of Covered product

<Transaction>
Prime CA sources Covered product from Sub-contractor CA and distributes it
to the customer. Prime CA acts as more value-added distributor of this deal
and bears the business risk and the business accountability.
Customer

<Pricing>
To be decided according to the situation of the case ((i) The product
・ Sales activities price between Sub-contractor CA and Prime CA should be computed backward
Prime contractor ・ Customer management so that Prime CA can earn the appropriate operating margin after the
(CA) ・ Delivery
deduction of the sales and general expenses. The appropriate level of the
・ Maintenance
operating margin for Prime CA is calculated and decided separately in
accordance with the transfer pricing method (i.e. Transactional Net Margin
Method or Profit Split Method) based on the function, risks and the contribution
by Prime CA. The targeted GM is calculated through adding the targeted OM
Sub-contractor ・ S/W
and the transactional SGA/Sales ratio. (ii) If Sub-contractor CA has the price to
・ Maintenance
the third party with the same conditions, the product price between Sub-
contractor CA and Prime CA can refer it as Comparable Uncontrolled Price.)

16
Transaction 4 – Service Rendering
<Transaction>

Provider Services are provided to Recipients by Providers including COE

<Pricing>
The (Net) Cost Plus method is typically used for determining
Service Payment an arm’s length compensation for Providers of these services.
Cost plus : Total cost markup + Direct cost + Indirect cost

Recipient

Transaction Function CA to earn Target Target Margin (Total Cost Markup (Markup against Total Cost))
Americas EMEA APAC India Brazil

4-A:Software Development Activities Service Provider outside


Service Rendering 7% 18%
excl. Contract R&D for Global Innovation Unit sales channels

4-B:System Integration, maintenance Service Provider outside


Service Rendering 6% 18%
and technical support sales channels
15% *
(Gross Margin)
4-C:Sales and Marketing activities including business Service Provider outside
Service Rendering 6% 12%
development support sales channels

4-D:General services of an administrative or clerical Service Provider outside


Service Rendering 5% 5%
nature sales channels

* In Brazil, efforts are currently underway to align with the OECD transfer pricing guidelines, and it is recommended to pay close attention to these trends and review them in a timely manner.

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Transaction 5 – Global Shared Service Center
<Transaction>

Provider Services are provided to Recipients by Global Shared Service Center

<Pricing>
The (Net) Cost Plus method is typically used for determining
Service Payment an arm’s length compensation for Providers of these services.
Cost plus : Total cost markup + Direct cost + Indirect cost

Recipient

Transaction Function CA to earn Target Margin Target Margin (Total Cost Markup (Markup against Total Cost))
India Other regions

Service Provider outside sales


Accounting/ Finance Process & Treasury activities Service Rendering
channels 10% * 5% *

* To be applied from April 1, 2023.

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Limitations in scope

• The Guideline only applies to the IC transactions between the NEC group entities, therefore the targeted
OM of this guideline is calculated based only on the IC transactions and not on the entire P/L of the
BU/company which includes 3rd party transactions

• The Guideline itself is not a guideline which governs the TP and tax compliance management with the
necessary TP compliance adjustment mechanisms and processes.

• It is a pricing guideline for IC transactions mainly within the budget process and does not facilitate
adjustments for actuals. The required adjustment mechanisms for actuals should be considered in the
draft global TP policy.

• The Guideline is only applicable to GBU controlled companies. Non-GBU companies do not apply the
Guideline yet, however may do so in the near future.

• IPO and SCM functions and transactions executed as regional hub or centralized purchasing entity for
the regional NEC group, does not fall within the scope of the Guideline.

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Limitations in scope continued

• The Guideline will not apply for current existing transactions and business of Avaloq Group, NetCracker
Group, Wireless division and Global Innovation Unit (Contract R&D function); existing TP
documentation and policies continue to apply to these current transactions and businesses

• The Guideline will also apply to new transactions in Avaloq Group, NetCracker Group, Wireless division
and Global Innovation Unit of these new transactions have not been covered by the respective existing
TP documentation and policies.

• The Guideline can also be applied from November 2022 for new transactions in current financial year
FY2022 agreed between the relevant NEC group entities, which was not in the FY2022 budget setting.
In case the new transactions fall within the scope of existing TP documentation and policy in at least one
of the NEC entities concerned, the existing TP documentation has priority over this guideline.

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【 Example 】 Transaction 1 & 2 in new business

Transaction 1

Sub-contractor Prime-contractor

SWS/ KMD CA
① SW Development SW ① Sales SW
② Delivery Delivery ②Customer Delivery Customer
③ Maintenance Maintenance Management Maintenance

IP

Transaction 2

Sub-contractor Prime-contractor

SWS/ KMD CA
SW ① Sales SW
① SW Development
Delivery ②Customer Delivery
② Delivery
Management Maintenance Customer
③ Maintenance Maintenance
③Delivery support
④Maintenance
support
IP

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【 Example 】 Transaction 3 in Safer City business
Transaction 3
Prime-contractor
Sub-contractor Sub-contractor
CA
NECAM
① Sales
NECJ HW SW ①Global COE HW SW ②Customer
function Delivery Management
①Global COE ②Delivery Maintenance ③Delivery Customer
function ③Maintenance ④Maintenance
②HW/SW HW SW
Development Delivery
Bearing the business
③Delivery Maintenance
risk and the
④Maintenance
business
accountability

Customer
HW SW
IP HW SW
Delivery
Delivery
Maintenance
Maintenance

Transaction 3
22 © NEC Corporation 2021
【 Example 】 Transaction 4 & 5

Transaction 4

Service provider Recipient


NEC India/COE/CA CA/HQ
① SW Development Service
② SI, Maintenance &
Technical support
③ Sales & Marketing
④ Administrative
service

Transaction 5
Global Shared Service
Center Recipient

NEC India CA/HQ


①Accounting/ Service
Finance & Tresury

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Appendices

1. Q&A
2. Benchmark report
3. Simplified FAR Matrix
4. Full list of NEC group companies and BU’s

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Questions & Contacts

Contacts GBU TP Guideline team


• Shuichi Inoue
• Akihito Soejima
• Kaoru Nakamura
• Michihiro Hosoi
• Masayuki Ogawa
• Novi Pikaar

GBU TP guideline email address: global-tp-guideline@gbu.jp.nec.com

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