STRATEGY FOR THE  NORDIC AREA RECOMMANDATIONS TO  TELTECH  M&S VICE PRESIDENT Alice Barthalon – Bhuvan Mathur – Olivier Pa...
Objectives <ul><li>Restore  TelTech Profitability </li></ul><ul><li>Engaging businesses </li></ul><ul><li>Businesses with ...
An Overview <ul><li>61 potential clients : 19A (all in Telco), 25B and 15L. </li></ul><ul><li>Global potential turnover : ...
FINDINGS: A Clients <ul><li>NOKIA  and Motorola </li></ul>Nokia Business Activities Motorola Business Activities Telco Han...
FINDINGS: B Clients Selex  Business Activities Tactical Business Activities Elektrobit and MDA Business Activities PA Cons...
FINDINGS: L & S Clients Elcoteq Siemens Sub Contractor Main Contact Person Mr. Anti Rutillati Key Strategy 100 % TAM  Atie...
20 Selected Opportunities
<ul><li>Products Segment </li></ul><ul><li>Product Technology </li></ul>20 Selected Opportunities
2009 Sales Forecast( K€)
TelTech Profitability
Key features of a shifting    business environment <ul><li>From West to East </li></ul><ul><ul><li>Decreasing revenues in ...
W CUBE When Customer Who What April  09 Nokia Field sales Engineers to Mrs. Sanna Mari RFQ for SAW 100-GP Filter April  09...
W Cube When Customer Who What April 09 Selex Product Specialist Business Unit New Product Generation Program MDA Field sal...
W Cube When Customer Who What May 2009 Nokia Nokia and Motorola Regional KAM Response to RFQ Customer Days July 2009 Nokia...
W Cube When Customer Who What Nov 2009 VP S&M with Regional KAMs Assessment of Leads from CEBIT Dec 2009 Jan 2010 All VP M...
Final Recommendations  <ul><li>Develop Customer Centric Approach through Internal monitoring and Product Innovations </li>...
THANK YOU Alice Barthalon –Olivier Pacaud –Bhuvan Mathur
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Teltech Strategy For The Nordic Area Barthalon Mathur Pacaud

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  • Decreasing revenues in Europe: without France, 21% of Teltech revenues Less and less bargaining power for commodity products: double digit price reductions show that Teltech needs to leverage sophisticated value propositions to get ahead of competition. Unsufficient margin: 2005-08 Total Teltech Gross Margin nearly dropped by 10%
  • Teltech Strategy For The Nordic Area Barthalon Mathur Pacaud

    1. 1. STRATEGY FOR THE NORDIC AREA RECOMMANDATIONS TO TELTECH M&S VICE PRESIDENT Alice Barthalon – Bhuvan Mathur – Olivier Pacaud
    2. 2. Objectives <ul><li>Restore  TelTech Profitability </li></ul><ul><li>Engaging businesses </li></ul><ul><li>Businesses with a quick ROI </li></ul><ul><li>Diversify  TelTtech Customer base. </li></ul><ul><li>Incorporating more and more high-value businesses </li></ul><ul><li>Reaching brand new customers </li></ul><ul><li>Develop  a “Customer Centric” culture. </li></ul><ul><li>Customer Days </li></ul><ul><li>CEBIT Hannover </li></ul><ul><li>Develop a “ perfect “ CRM. </li></ul>
    3. 3. An Overview <ul><li>61 potential clients : 19A (all in Telco), 25B and 15L. </li></ul><ul><li>Global potential turnover : 8,524K€ </li></ul><ul><li>Telco businesses are the most interesting ones : represent 72% of the Total K€ </li></ul><ul><li>Other interesting sectors : Medical, Subcontractor, Military and Space. </li></ul><ul><li>Products : out of the 61 potential clients, 32 interested in Filters, 26 in Oscillators and 3 in Systems. </li></ul><ul><li>Strategy : Focus on new businesses looking for Innovative Products. </li></ul>
    4. 4. FINDINGS: A Clients <ul><li>NOKIA and Motorola </li></ul>Nokia Business Activities Motorola Business Activities Telco Handsets Telco Infra Telco Networks Telco Infra Nokia Key Contact People Motorola Key Contact People Mrs. Sanna Mari Makinen,Director Ms. Raja Salinen ,Buyer. Mr. Annala Sakkari Mr. Mike Bladen , Manager New Projects Key Strategy Competitive RFQs New R & D Projects Net Revenue Greater than 128 K€
    5. 5. FINDINGS: B Clients Selex Business Activities Tactical Business Activities Elektrobit and MDA Business Activities PA Consulting and Fastrack Military Medical Automation Selex Key Contact People Mr. Robert Monroe Mr. Stephen Padham Key Strategy Competitive RFQs and New Product offerings through R & D Projects Net Revenue Greater than 75 k€
    6. 6. FINDINGS: L & S Clients Elcoteq Siemens Sub Contractor Main Contact Person Mr. Anti Rutillati Key Strategy 100 % TAM Atierre Business Activites Multimedia Key Contact Person Mr. Bruce Brazelton ,VP R&D Qualcomm Business Activities Multimedia Key Contact Person Mr. Carson Brooks , CEO, Corporate Key Strategy High TAM
    7. 7. 20 Selected Opportunities
    8. 8. <ul><li>Products Segment </li></ul><ul><li>Product Technology </li></ul>20 Selected Opportunities
    9. 9. 2009 Sales Forecast( K€)
    10. 10. TelTech Profitability
    11. 11. Key features of a shifting business environment <ul><li>From West to East </li></ul><ul><ul><li>Decreasing revenues in Europe </li></ul></ul><ul><ul><li>The rise of a concentrated Chinese competition </li></ul></ul><ul><li>A call for value </li></ul><ul><ul><li>Less and less bargaining power for commodity products </li></ul></ul><ul><ul><li>Unsufficient margin </li></ul></ul>
    12. 12. W CUBE When Customer Who What April 09 Nokia Field sales Engineers to Mrs. Sanna Mari RFQ for SAW 100-GP Filter April 09 Nokia Field sales Engineers to Mr. Sakkari RFQ for EPS -100 PR April 09 Nokia Product Specialist Business Unit Initiate project for New Low Cost Handset Product for SAW 100-GP April 09 Nokia Product Specialist Business Unit Upgrade Program for OSC 300-PR April 09 Motorola Product Specialist Business Unit New Technology for SAW 400-PR
    13. 13. W Cube When Customer Who What April 09 Selex Product Specialist Business Unit New Product Generation Program MDA Field sales Engineer RFQ for OSC 400-HR PA Consulting Field sales Engineer RFQ for SAW 400-PR April 09 Agilent All Regional sales Manager , Field Sales Engineer , Product Business Specialist Regional KAM Management Meeting and Cust omer Day Registration and Preparation for CEBIT
    14. 14. W Cube When Customer Who What May 2009 Nokia Nokia and Motorola Regional KAM Response to RFQ Customer Days July 2009 Nokia and Motorola B and L Customers Product Business Specialist , Regional KAMs Regional KAMs Report of R& D Projects Customer Days July 2009 All VP Marketing, R&D, Regional KAM VP Sales & Regional KAM Quarter 1 Review Meeting Web Campaign with Google Sep 2009 Oct 2009 All VP Marketing, R&D, Regional KAM Quarter 2 Review Meeting All VP Marketing, R&D, Regional KAM CEBIT Hannover
    15. 15. W Cube When Customer Who What Nov 2009 VP S&M with Regional KAMs Assessment of Leads from CEBIT Dec 2009 Jan 2010 All VP Marketing, R&D, Regional KAM Quarter 3 Review Meeting Bid for Annual Supply Contracts Feb 2010 March 2010 All VP Marketing, R&D, Regional KAM Annual Sales Review Meeting
    16. 16. Final Recommendations <ul><li>Develop Customer Centric Approach through Internal monitoring and Product Innovations </li></ul><ul><li>Set up a R& D facility in India </li></ul><ul><li>Concentrate on High Profit Margin Businesses </li></ul><ul><li>Develop partnerships with A customers and initiate joint R& D programs . </li></ul>
    17. 17. THANK YOU Alice Barthalon –Olivier Pacaud –Bhuvan Mathur

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