This document provides a summary of account reviews for two customers: PT. Pelabuhan Indonesia II and Ma Chung University. For PT. Pelabuhan Indonesia II, the summary outlines the customer overview, organization chart, SWOT analysis, key IT projects, goals and objectives. It then provides strategies, actions and resources needed to achieve each IT project objective, such as renovating the data center and redesigning the port network. For Ma Chung University, the summary again outlines the customer overview, organization chart, SWOT analysis and key IT projects. It then details the strategies, actions and resources planned to achieve each project objective, such as creating a digital environment for the university and developing a program for

1. Review STDReview STD
Reuven PaslaReuven Pasla

2. 11stst
Year OverviewYear Overview
• Product Training & Update
• Administration Training
• Customer Visit
• Solution Creation & Proposal
• Strategic Planning
• Review

3. ACCOUNT REVIEW
PT. Pelabuhan Indonesia II

4. Account Management Plan
• Customer Overview
• Organization Chart
• SWOT Analysis
• IT Projects
• Goal & Objectives
• Strategy, Action, & Resources

5. Customer Overview
• PT. Pelabuhan Indonesia II is a company
conducting the port management activities.
Apart from that,
• Pelindo also engaged in other relevant
business area such as, equipment
maintenance, port energy supply, and port
development.
• Pelindo with their private business partners
establish Business Partner Cooperation

6. • To be the preferred partner for reliable, best
class in port & logistics services by creating
an exciting enterprise for our people and
contributing to national growth
• People First • Integrity • Customer Centric
• Sustainability • Quality

7. Financial Performance
Performance 2010 Percentage / Detail
Net Operating Revenue Increase in Rp. 3000 Billion Increased in 20.60 %
Operating Expenses Increase in Rp. 1998 Billion Only increased 18.77 %
Net Profit Increase to Rp. 1256 Billion Increased in 32.96 %
Company Liquidity and Solvency in 2010 generally
improved

8. Organization Chart

9. SWOT Analysis
Strengths
-Good Relationship
-Trusted for their planning
and budgeting
-Good Support
Weaknesses
- Time Coverage for three
different components in
Pelindo ( HQ, Priok Branch,
& ILCS)
Opportunities
-IT Blueprint still developing
-Clear IT Planning &
Objectives
Threats
-Existing Vendor for other
products other than BHP
Portfolio

10. IT Projects
Creating Standardized System for Indonesian Port
Goal: to be preferred IT Consultant and Provider
Objectives:
1.Priok Data Center Renovation and Relocation
2.Redesign Tanjung Priok Port Network
3.Build Common Gate System in Kalibaru Port
4.System Integration between Head Office and Branch

11. Strategy, Action, & Resources #1
Objective : 1. DC Renovation and Relocation
(est. HW USD 450K & Services 200K revenue on next year )
Strategy : Alliance with Infrastructure consultant to
provide services and hardware
Action : Existing DC Assessment
Design DC Blueprint
Joint Meeting with Pelindo IT team and
Infrastructure team
Resources : New DC Blueprint
Hardware Requirement List

12. Strategy, Action, & Resources #2
Objective : 2. Redesign Priok Network
(est. HW USD 140K & Services 70K Revenue on next year )
Strategy : become their Network Consultant to asses
their existing network and creating the new network blueprint
Action : Existing Network Assessment
Design Network Blueprint
Joint Meeting with Pelindo Priok & Head
Office
Resources : Network Infrastructure Blueprint
Exiting Network Design & Hardware List
JPS Session with Pelindo Priok & HQ

13. Strategy, Action, & Resources #3
Objective : 3. Build Common Gate System
(est. revenue still calculating because of concept planning)
Strategy : become their Partner to assist in creating
their plan for new Port System
Action : Meeting with ILCS and Smart City
Solution partner
Joint Meeting with Pelindo Priok & Head
Office
Focus Meeting for this subject
Resources : Smart City Solution Partner
JPS Session with Pelindo Priok & HQ

14. Strategy, Action, & Resources #4
Objective : 4. System Integration Between HQ and Branch
(est. revenue still calculating because of concept planning)
Strategy : become their Partner to assist in previous project,
and help create national standard for Port IT System
Action : Joint Meeting with Pelindo Priok & Head
Office
Port IT Blueprint
Visitation to branch offices
Resources : Previous Project Planning
JPS Session with Pelindo Priok & HQ

15. ACCOUNT REVIEW
Ma Chung University

16. Account Management Plan
• Customer Overview
• Organization Chart
• SWOT Analysis
• IT Projects
• Goal & Objectives
• Strategy, Action, & Resources

17. Customer Overview
• The name 'Ma Chung' is widely recognised as one of the
historical schools in Malang, East Java, from which many
an alumni had graduated since 1950s. This school had
established a high educational standard alongside the
development of moral values for all its graduates. Ma
Chung University was build by these principal to create
future leaders

18. • To glorify God through morality,
knowledge, and contribution as creative
academic intellectuals.

19. Organization Chart
YAYASAN HARAPAN BANGSA SEJAHTERA ( YAYASAN MA CHUNG)
Rektor (Leenawaty Limantara, Ph.D)
Wakil Rektor I
(Ir. Stefanus Yufra Menahen Taneo,
M.S., M.Si)
Wakil Rektor II
(Peter Remy Yosy Pasla, SE., M.Bus)
Adminitrasi
Akademik
Keuangan Hubungan
Internasional
Kemahasiswaan
dan Alumni
LPPM Marketing dan
Komunikasi
Pemeliharaan
Kampus
Pengembangan
Kepemimpinan
PPIG Penjaminan
Mutu
Pengembangan
SDM
Sekretariat
Rektorat
Sistem Informasi

20. SWOT Analysis
Strengths
-Good Relationship
-Trusted for their planning
and budgeting
-Good Support
Weaknesses
- Different city, needs time &
preparation to visit
Opportunities
-IT Blueprint &
Infrastructure still
developing
-Undefined IT Planning &
Objectives
Threats
-Bureaucracy in Yayasan
Harapan Bangsa Sejahtera

21. IT Projects
Creating IT Road Map for 3-5 Years of Development &
become preferred ICT University
Goal: to be preferred IT Consultant and Provider
Objectives:
1.Ma Chung Digital Environment
2.NOP for student and staff
3.Ma Chung Economic Centre

22. Strategy, Action, & Resources #1
Objective : 1. Ma Chung Digital Environment
(est. HW USD 500K revenue on October )
Strategy : Creating IT Road Map and Financial
Planning for University
Action : Existing IT Environment Assessment
Design IT Blueprint & Road Map
Joint Meeting with UMC IT team and
Directorate
Joint Meeting with UMC & BCA
Resources : New IT Blueprint & Road Map
Hardware Requirement List

23. Strategy, Action, & Resources #2
Objective : 2. NOP for Student and Staff
(est. HW USD 125K Revenue on next year )
Strategy : Using principal CIF program to create
project contract for University
Action : Creating NOP Proposal in November
Using Principal CIG Program
Joint Meeting with IG Directorate
Resources : Principal CIF Program
NOP Contract

24. Strategy, Action, & Resources #3
Objective : 3. Ma Chung Economic Centre
(est. revenue still calculating because of concept planning)
Strategy : become their Partner to create a small
business unit, for IT Learning and becoming IT Consultant
for other partner
Action : Meeting with IT Team & Directorate
Meeting with local partner focused in
services
Preparing student with tools and
knowledge
Resources : Local Partner & Existing IT System (TBC)

25. THANK YOU