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STRATEGY FOR THE NORDIC AREA
RECOMMANDATIONS TO TELTECH M&S VICE PRESIDENT
Alice Barthalon – Bhuvan Mathur – Olivier Pacaud
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Objectives
Restore TelTech Profitability Engaging businesses Businesses with a quick ROI
Diversify TelTtech Customer base. Incorporating more and more high-value businesses Reaching brand new customers
Develop a “Customer Centric” culture. Customer Days CEBIT Hannover
Develop a “ perfect “ CRM.
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An Overview
61 potential clients : 19A (all in Telco), 25B and 15L. Global potential turnover : 8,524K€ Telco businesses are the most interesting ones :
represent 72% of the Total K€ Other interesting sectors : Medical, Subcontractor,
Military and Space. Products : out of the 61 potential clients, 32 interested
in Filters, 26 in Oscillators and 3 in Systems. Strategy : Focus on new businesses looking for
Innovative Products.
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FINDINGS: A Clients
NOKIA and Motorola
Nokia Business Activities
Motorola Business Activities
Telco HandsetsTelco InfraTelco Networks
Telco Infra
Nokia Key Contact People
Motorola Key Contact People
Mrs. Sanna Mari Makinen,DirectorMs. Raja Salinen ,Buyer.Mr. Annala Sakkari
Mr. Mike Bladen , Manager New Projects
Key Strategy Competitive RFQsNew R & D Projects
Net Revenue Greater than 128 K€
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FINDINGS: B Clients
Selex Business ActivitiesTactical Business Activities
Elektrobit and MDA Business Activities
PA Consulting and Fastrack
Military
Medical
Automation
Selex Key Contact People Mr. Robert MonroeMr. Stephen Padham
Key Strategy Competitive RFQs and New Product offerings through R & D Projects
Net Revenue Greater than 75 k€
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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
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20 Selected Opportunities
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Products Segment Product Technology
20 Selected Opportunities
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2009 Sales Forecast( K€)
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TelTech Profitability
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Key features of a shifting
business environment From West to East
Decreasing revenues in Europe The rise of a concentrated Chinese
competition
A call for value Less and less bargaining power for
commodity products Unsufficient margin
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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
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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 Customer Day
Registration and Preparation for CEBIT
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W Cube
When Customer Who WhatMay 2009 Nokia
Nokia and Motorola
Regional KAM Response to RFQCustomer Days
July 2009 Nokia and Motorola
B and L Customers
Product Business Specialist ,Regional KAMsRegional KAMs
Report of R& D Projects
Customer Days
July 2009 All VP Marketing, R&D,Regional KAMVP Sales & Regional KAM
Quarter 1 Review MeetingWeb 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
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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 MeetingBid for Annual Supply Contracts
Feb 2010
March 2010 All VP Marketing, R&D,Regional KAM
Annual Sales Review Meeting
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Final Recommendations Develop Customer Centric Approach
through Internal monitoring and Product Innovations
Set up a R& D facility in India Concentrate on High Profit Margin
Businesses Develop partnerships with A customers
and initiate joint R& D programs .
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THANK YOU
Alice Barthalon –Olivier Pacaud –Bhuvan Mathur