Technology Services in Latin America Phase 1

1. Services Latin
America
Valdir Gomes Silva
LA Services Juan

2. Agenda
 Summary of Results
 Our Company as a Service
Supplier
 Marketing Strategy
 Services in LA
 Next Steps

3. Results
REVENUE INCREASE FY99
Percentage of Growth
Q2 over Q1 125%
Q3 over Q2 106%
Q4 over Q3 (13%)
Actual over Budget 108%
FY99 over FY98 890%

4. Our Company
as Service New Programs in Deployment
Supplier
 Increase number of Outsourcing
Proposals
 Account plans by service line (Ed,
Consulting, Outsourcing & Tech
Services)
 Incentive to services lead
 Education team building
 Assessment Program - Develop
Internal Service Practice
 Formal Metrics Implementation

5. Strategic
Goals
 Deploy 100% Software Sold -
Current ratio 40%
 One Step Further for TNG
Deployed Projects - Management
Services
 Increase Number of Partners
 Organic Increase - Basic Structure
Organization in Each Country
 Key Clients by Industry
 Joint effort services & product
sales

6. Product &
Service Joint Industry Approach for Southeast Region of
Sales Effort
Brazil (60% of Brazil GDP)
Product Product Product
Area 1 Area 2 Area 3
Service Banking
Technical Services
Education
Consulting
Outsourcing Service Manufacturing
Service Telecom

7. Market
Development
Strategy  Rapid Deployment
 Our Company as an Enterprise
Management Specialist
 Main Targets:
 Telecommunications and
Banking Industries
 Revenue above US$ 35 Million
 Strong Business Partner utilization
 Organic growing for basic
structure (sales, business
development and project
management)

8. Strategy by
Market Consulting
Segment
Technological Assessment
• Use of Network Management
Specialists image
•Technological Assessment included as
part of every mid size project in order to
develop practice
•GTDS support for tech assessment
Business Assessment
•Establish specialist team
•Incentive based in number of BAC’s for
Sales personnel
ERP consulting
•ABU expertise leverage

9. Strategy by
Market Education
Segment
Technical Training
•Instructors for Our Company programs
•One Education Center per country
•Use of Network Management Specialists
image - Build special training programs with
external instructors (example: one network
management course including NT advanced
+ TNG basic)
Other training programs
•Establish education partnerships - Global
Knowledge Network
•Include external programs in our portfolio

10. Strategy by
Market Outsourcing
Segment
Network Management Outsourcing
• Change “hard clients” into outsourcing
clients
Call Centers
•Establish strong partnerships with call
center suppliers
System Development
•Establish strong partnerships with
“Software Factories” in each country
•Use of SOC’s

11. Strategy by
Market Technical Projects
Segment
Rapid Deployment Approach
•Focus on SW Clients - Deployment
opportunities
•Quick services - Special support projects
with no more than 100 hours - used to
keep billable time up
References
•Use of Acquired companies references
Platinum based approach
•Application Life Cycle

12. Partners
Partner Procedures
 Certificate Services partners
 Define Call Center Suppliers
 Find Training Companies to be
partners - First Priority “Network
Specialists”
 Establish LA Partner Database
 Internal: GTDS Effort to work
jointly in Technical Assessments
and Architecture Design - Trials
are Phase 0 of Deployment
Projects

13. Services LA
Headcount as of March/1999
Senior Mgmt
Admin
2 1
12 Sales Personnel
10
SMC
MC
9 6
IC
Note: Most of services are performed by
external consultants

14. Services Next
Steps
 Consolidate Services basic team for
each country in LA - Fill open positions
 Press Releases in each country
 Marketing Actions:
 Material to be distributed for prospects
 Shows where Our Company is not present
 Implement cost model evaluation for
each project (P&L)
 Establish LA Service Partner
Procedures

15. Thank You
Services Latin
America