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3 Copyright 2015 FUJITSU
Best price – is it enough?
Decision driven by emotion?
€motion is the key to success
5 Copyright 2015 FUJITSU
What´s behind these motives
Everyone wants to have a product that fits exactly to his
needs
Everyone wants to present himself in an appropriate form
We are facing different phases in life and manufacturer has
to consider this in their portfolio
Regional awareness creates Global success
Are Individuals
needs different to
Business needs?
7 Copyright 2015 FUJITSU
The requirements of customers has changed …
HW, SW, Facilities
IT Operations e.g. Desktop Management
Administration e.g. Management
Project-lifecycle-management
End User Costs e.g. Downtime, Fixing
Rat
ion
al
Emot
ion
al /
Rat
ion
al
8 Copyright 2015 FUJITSU
made4you – Partnership by Value Add
Just box-selling business
€
Value add
box selling business
Customization Solutionizing
box selling business
box selling business
Globalization of Factory Services
box selling business
Customization Solutionizing
Verticalisation
Customization
Customization Solutionizing Verticalisation
9 Copyright 2015 FUJITSU
Hardware related Software related Solutions
Improving enterprise efficiency
Improving business processes and operations
Implementing / updating business applications
Partnership: Customer and Supplier
• Qualifying and integration
of customer components
• HW, SW, Bios freeze
• Customer Asset Tag
• Extended Component Lifetime
• Packaging e.g. XXL
• Pre Provisioning iAMT
• Individual Logo / Lasering/Labeling (Mac..)
• Ready to run systems
Customer SW Load and BIOS
settings/freece
• Specific RAID settings for Servers
• Customer specific integration
of client management tools
(DeskView Admin)
• Personalized
Clients
DeskView Load
CIO
Ch
alle
ng
es
made4you Service Portfolio
Benchmarks Technical Taskforce Solutions
• Early Benchmarktests on CES units
• Benchmark Data Base
• configuration related Benchmarktests
on project request
• cost optimization of system configuration
according to requested Benchmark result
• Project specific Bios
• Support for non mainstream OS
• Support for networkbased OS Installation
• Customer evaluation system (CES) support
•Customized Tools for Client integration into customer
environment
• Scout Workshops - installation and
configuration in customer environment
• PoC VDI, IoT etc.
• Android devices – setup and integration
into customer environment
Cust
om
izin
g m
ade4
you
Te
ch. C
on
sult
ing
P R O J E C T M A N A G E M E N T (Project-lifecycle)
10 Copyright 2015 FUJITSU
Product lifecycle vs.Project lifecycle Management
Pre Sales
Sales Project- lifecycle
Phase out EOL
Process Consultant
Technical Consultant
Project Manager
Product
Introduction
Product
Optimization
Product
Changes
11 Copyright 2015 FUJITSU
€motional Aspects of Business Customers
Every customer wants to have a unique market
position
IT can support their Companys by giving differentiation and
values
Offers designed for dedicated need of
customers
Globalisation is essential for expansion
Rational and Emotional aspects =
€motion
13 Copyright 2015 FUJITSU
Customer Statement 1 - Industry
Siemens Healthcare: 30.000 Workstation since 2012
Wide range of Workstations
Factory Services from Augsburg
Business Impact at Siemens Healthcare?
-> positive Contribution to optimize Infrastructure/Rollout
-> Reduction of Administration Effort.
-> Lower costs during project lifecycle.
14 Copyright 2015 FUJITSU
Customer Statement 2 - Government
Deutsche Rentenversicherung: 3500 Desktop Rollout in 2 months
Fullfilled Customer Requirements
Pre-Installation of Systems out of the Customer Infrastructure
Individual Allocation of Computer name within Image as well as sticker at the device
Individual BIOS setting and freece BIOS Version
Master key for simplification of Service-Administration
Customiced packaging to accelerate Rollout
15 Copyright 2015 FUJITSU
Customer Statement 3 – latest Project
Swiss Post: 6.000 Desktops
Simplify Service Process by „HW SWAP“
Customer specific BIOS - setup
Bringing into service of new Clients through shipping of preinstalled SSDs
17 Copyright 2015 FUJITSU
Summary
made4you – we are your partner
Customizing is a €motional business
€ and emotions = Rational and Emotional aspects will
drive new business opportunities
The business between supplier and customer will
be essential for e2e improvements
Specific offers are expected
– we do it
WIN-WIN
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