Page 41 - FY18 Advanced Services Strategic Plan

GSP geographic strategic profile

AMERICAS EMEAR APJ
• XIncent 1H Linearity for AS Annual (SPIFF) • Evolve service delivery model to drive more • Services (AS, TS & Sales) alignment on 5
• Drive Change Request muscle memory customer intimacy according to Strategic Goals (customer 1st, defend/grow
throughout teams (CXT/BD/PMO) and via SDE segmentation of accounts: Tier-1 6 core, new growth areas, SPaaCH,
MBO Accounts (BT, Vodafone, Orange, DT, people/ops excellence)
• Focus on detailed Big Bets per SDE Area Telefonica, Altice), Tier-2 10 accounts, • Cross-architecture and new business
• Drive “Efficient Customer Intimacy” via CXT and Tier-3 35 accounts model transformational deals (1-2 identified
per region)
Geographic Strategy organizational alignment and segmentation to • Align with sales and engineering on • Direct engagement with customers via MSA
customer journeys (“what’s on the truck”)
maintain customer proximity at lower cost
to deliver on customer outcomes or direct AS-T engagements
• Manage and deliver as OneServices team • Financial discipline - bookings growth,
(AS/TS/CMS) revenue linearity, COGS management
• Focus on architectural journeys in
software/automation, Biz Critical,
virtualization, cross-architecture
AMER Portfolio Focus: EMEAR Portfolio Focus: APJ Portfolio Focus:
• Automation • Security • NFV
• Optical • 5G • 5G Readiness
• Analytics • NFV
• 5G Readiness • Automation/Orchestration
• Playbook and Partner Strategy in Long Tail
Portfolio Focus (CMC Territory and RMSO)
Global Portfolio Focus:
• Business Critical
• High Value Services
• SP Automation (with future integration of Security and Analytics)
• Mass Scale Networking (Network Simplification with HW/SW Disaggregation)

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