biz pres v7
TRANSCRIPT
If you are an high tech company .. aiming to enter the Italian market ..
quickly .. incrementally .. at limited cost ..
what do you need ??
2Dinah Consulting
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How we operate ..
3Dinah Consulting
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Incremental Approach ..
4Dinah Consulting
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Success Stories – Telco Celeno Ltd•Situation: Israeli manufacturer of chipset for ultra high-speed high-reliability streaming of multimedia over WiFi for indoor distribution. •Goals: Sale of large quantities of WiFi Multimedia Bridges and Routers to large Telco, based on own shipset, by established equipment manufacturers •Challenge: 1) Generate market traction from large Telco 2) identify local suppliers of devices able to rapidly integrate the multimedia WiFi chipset in their own devices 3) facilitate sale of multimedia WiFi bridges to Telco •Capabilities needed: rapid access to decision makers and R&D in large Telco, rapid access to telco qualified local equipment manufacturers•Benefits: test and trials with all top 5 italian operators, Negotiations with most suitable local OEM for customization and sale of ODM products to local Telcos
5Dinah Consulting
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Success Stories – CleantechItN Nanovation AG (listed on Frankfurt Stock Exchange)•Situation: German manufacturer of innovative ultra filtration membranes. •Goals: penetrate italian market, establish reference installations in different sectors, establish sale channel •Challenge: create business case for top quality but very expensive technology, overcome limited know how in industrial applications, rapidly establish references and then establish channel•Capabilities needed: rapid identification of «early adopters», definition of value proposition based on a mix of technical and business factors, matching of italian and german standard business practices •Benefits: tens of installations running in industrial and civil applications in all Italy, won very large deals (under NDA)
6Dinah Consulting
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Success Stories – Logistics ZenoTrack GmbH•Situation: Austrian producer of Real Time Location Systems for logictis. •Goals: establishment of initial reference installations, channel creation, new product definition, sales targets •Challenge: identify early adopters, negotiate agreements with suitable partners, overcome capex issues in value proposition•Capabilities needed: generate market traction, lead generation, transfer sale and technology know how to local partners, stimulate top quality partners, manage cultural and business model clash •Benefits: channel established, largest outdoor installation under deployment, pipeline of prospects in a strongly contracting market
7Dinah Consulting
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Our Team
8Dinah Consulting
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Andrea Capitanio
Selected engagements and background•CustomerCentric Selling coach and CCS Europe Italian Country Manager / 2012 - •Business Development Manager at Create-Net / 2004 - 2007•Investment Manager at Alice Venture and Non Exec Director in multiple startups (US, IT, IL, .. ) / 2000-2004•Former Bellcore/Telcordia Rep. at OMG / 1997 - 2000•Head of Wireless Applications Labs at Telcordia / 1999 - 2000•Next Generation Networks Task Force at Telcordia / 2000•PhD and MSEE in Electrical Engineering and Informatics
9Dinah Consulting
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Some Network • Telco Operators: Telecom Italia, Vodafone, BT Italia,
Wind, Fastweb, .. • System Integrators: Accenture, BCG, KPMG, SIRTI, Ntt
Data, DS Group, HP, IBM, Cap Gemini, SEIRT, McKinsey, Unisys, …
• Software Vendors: ISS, Telcordia Technologies, Microsoft, Amdocs, Cezanne Software, ..
• Telecom Equipment Manufacturers: Pirelli, Alcatel Lucent, Nokia Siemens Networks, Cisco, Juniper, ..
• Public Administration & Utilities: CSI Piemonte, AIPA, Provincia di Trento, ENEL, ENI, ..
10Dinah Consulting
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Selected Clients ..11
Dinah Consulting Strictly Confidential
Alisea Srl
WE DON’T DO MIRACLES !!
12Dinah Consulting
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BUT WE ENABLE THEM ..