Teltech Strategy For The Nordic Area Barthalon Mathur Pacaud
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Teltech Strategy For The Nordic Area Barthalon Mathur Pacaud
- 1. STRATEGY FOR THE NORDIC AREA RECOMMANDATIONS TO TELTECH M&S VICE PRESIDENT Alice Barthalon – Bhuvan Mathur – Olivier Pacaud
- 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. 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
- 9. 2009 Sales Forecast( K€)
- 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. 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. 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. 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
- 17. THANK YOU Alice Barthalon –Olivier Pacaud –Bhuvan Mathur
Notas del editor
- 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%