Page 34 - FY18 Advanced Services Strategic Plan

EMEAR geographic strategic profile

UKI Germany France Middle East Africa Central Northern Southern

• CGEM; Grow CGEM • Capture CGEM opportunity • CGEM: Focus on • Region stability: Get back • Sales: Working on • Sales strategy: Build joint • Sales strategy: Build joint • Right-size Israel from a
accounts – HSBC, from global coverage integrating and to stability in Saudi as this creating a stronger Sales strategy to win Sales strategy to win service stand point. In
Barclays • Major Enterprise: Drive developing the 9 is the main reason of interlock with Sales more direct services more direct services addition, continue to
• Scale: High Margin Incubation of HT customers CGEM’s accounts; business decline last year • Legal entity in Botswana engagements as engagements as focus on Spain and Italy;
demanded by customers
Geographic growth in scale (+4M • Public Sector: Grow business increase services • Competitors: Stay • CGEM: Grow CGEM demanded by customers great sales and delivery
@ 65%) to support
focused on wining
through enhanced capabilities
alignment in those two
penetration- major
Strategy strategic (long term) (e.g. classified NOS & network growth expected against Huawei accounts in Switzerland countries.
this year
support)
growth in High Touch
through customer • Healthcare: Leverage
intimacy verticalization and expand
footprint
• Security • Huge focus on Business Critical • Business Critical • Business Critical • Business Critical Services • High Touch: Integrated • High Touch: Integrated • Business Critical
• ACI Services (renewals and new Services. Need to Services. Need to ensure • Our offering in Operation account plan provides account plan provides Services. Need to ensure
• Business Critical franchises) ensure Sales buy in a successful ramp up services the 6*6 portfolio view the 6*6 portfolio view Sales buy in
• Asset Transparency to • Push Security Services (Advise, • Renewals which drives the which drives the • Renewals
drive TSA Implement, Manage) focus accordingly focus accordingly
Portfolio Focus • Insert Advisory Services as • Business Critical Services • Business Critical Services
enabler for broader Services
portfolio (e.g. DC/ACI,
Collaboration)
• AS Channel model • Fully operate as One Services • Continue to focus on • ASF needs to be pushed • Focus and grow ASF in • One Services • One Services • Ease of Selling needs to
for scale CRT (Services Evolution) “One Services” well further Africa • Specific to the theater the • Specific to the theater the prove valuable and
• Drive Advisory • Evolve the Scale approach for advanced in France • Ease of Selling needs to • Ease of Selling needs to SDM/SDE run, grow, and SDM/SDE run, grow, and effective
Programs and services through SIAs Major Enterprise and • EOS needs to prove prove valuable and prove valuable and transform our client transform our client
valuable and effective
experience
effective
effective
experience
Commercial customers
in High Touch
Initiatives • Increase services (leveraging EoS/DAT) • Keep developing the 6 • Keep developing the 6
element framework
element framework
- Deepen strategic partnership
attach rate to specific
product portfolio in with Public Sector customers providing priorities and providing priorities and
ENT metrics metrics
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