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Account Plan
Account Name
Agenda
2
Customer Overview
Constellium is a world leader in the manufacturing of high-quality aluminium products and solutions. The history of Constellium dates
almost as far back as the commercial production of aluminium, and know-how today has grown out of the expertise of Pechiney, Alcan and
Alusuisse.
In addition to an international trade and services network (AIN), Constellium focuses on three business units, that reflect our major
markets: aerospace, automotive, transportation, defense, packaging, industry, building, renewable energy, distribution, sports and leisure.
Constellium operates 24 production facilities throughout Europe, China and the US serving both global and local customers. These include
high-quality manufacturing plants and state-of-the-art recycling facilities. Our commercial presence extends to 60 countries around the
world.
Addressing sustainability - In our ongoing efforts to be an environmentally responsible business, we are investing in new recycling
processes and lightweight, high-performance materials. Notably, these are put to use in the aerospace, automotive, packaging, mass
transportation, building and renewable energy markets. We address the environmental impact of our products throughout their lifecycle,
beginning with the design phase. We also develop new multi-material and hybrid solutions with improved, sustainable attributes. We are
committed to helping customers reduce their carbon footprint and improve their green credentials.
3Source: http://www.constellium.com/about-constellium/who-we-are, http://www.constellium.com/about-constellium/about-aluminium, http://www.constellium.com/about-constellium/constellium-at-a-glance,
IT Trends & Overview
4Source: (OneSource, Data monitor)
IT Spend (2/2)
5 Source: Data Monitor
IT Landscape – By Function
6
Generation Energy Supply Delivery Customer Service Shared Services
Process Control / Performance Management
Energy Trading & Risk Management (ETRM)
Energy Management System (EMS) / SCADA
CIS Portfolio / Project Management
Optimization Meter Data Management Work and Asset Management CRM / Telemetry Finance/AdministrationSAP-ISU/CRM
Work and Asset Management
Load Forecasting Outage Management Complex Billing Human Resources Management
Fuel Management Demand Response Field Force Enablement Legal/Regulatory Affairs management
GIS SOAESRI ArcGIS Image ServerERSI
Microsoft’s HIS 200
Metering / AMR Content Management/Collaboration
Itron OpenWay SharePoint
Entrprise Business IntelligenceMicrosoft Exchange Server 2003
IT Landscape – Other Technologies
7
Hardware/OS/System
• Unix• MS Windows• Linux
Other IT Applications &
Products • TeamQuest Capacity
Management Software• Microsoft NetMeeting
Networking, Management &
Security• HP Connect-IT• Microsoft Remote Desktop• Oracle 10g Recovery Manager
(RMAN)
Enterprise Apps
• BizTalk 2004
Custom Applications
Development • SQL, XML,• HTML,• C#,• VB,• JavaScript, • B2B Web Apps• SharePoint• T-SQL• CSS• ASP.NET
Backend Systems (OS/DB)
• Oracle DBA• Oracle RDB• Oracle 9x• SQL Server 2000 and 2005• Microsoft’s HIS 200• Sybase database
Key Solutions and Vendors Presence
8Source: Factiva
Microsoft Office Word Document
Microsoft Office Word Document
Competitors
9Source: OneSource Report 2011
Highlights/ Lowlights – FY 10-11
What have we achieved so last year. What went well and what
didn’t?
10
Organization Chart
11
Organization Chart – IT Executives
12
Current Relationship
Use Additional slide to capture all meetings held so far and the
outcomes
OUR CURRENT CLIENT RELATIONSHIP
We view them: They view us:
Satisfied Client Strategic Partner
Dormant Client Preferred Vendor
Dissatisfied Client Product Provider
No Relationship
Other:
13
Customer Meetings
14
HISTORICAL ACTIVITIES
KEY EVENT DATE ATTENDEES PURPOSE RESULT
Any key customer meetings at CXO level
Service Offerings
What have we offered so far?
What can be offered next year and why?
15
OUR CURRENT SERVICE PRODUCTS
PRODUCT CUSTOMER PAIN EXECUTIVE SPONSOR CUSTOMER BENEFITS
Opportunities - FY 10-11
Key Opportunities last year
By segment and who have won
If we have lost - why did we loose?
16
Opportunity Date TCV Won By Why HCL Lost
Opportunities - FY 11-12
Current Funnel and Opportunities expected
17
Opportunity Service Line Create Date TCV Closure Date Probability
Differentiators
Can be Segment wise
What differently you plan to do this year
Differentiating Advantage “Why Us” (Feature/Capability): ?
Strategic Benefit (Competitive advantage, market share, shareholder value, speed survival,
regulation, global expansion, growth, mergers and acquisitions): ?
Cultural Benefit (Values, empowerment, change management, employee morale, flexibility,
global awareness): ?
Political Benefit (Peer respect, recognition, satisfied boss, promotion, personal agenda, job
stability) (Who): ?
Operational Benefit (Process improvement, time savings, increased production, customer
service): ?
18
Targets
19
Service Line Billing 10-11USD Mn
Billing 11-12USD Mn
Growth 10-11/11-12
Visibility Rationale
ERS
SAP
BPO
ETS + Downstream
Total
Revenue % of total
EE
EN
Total
REVENUE TARGET Actual Performance % Target
JAS'10 OND'10 JFM'11 AMJ'11 FY 10-11 JAS‘10 OND‘10 JFM'11 AMJ'11 FY10-11 JAS’10 OND’10 JFM'11 AMJ'11
JAS'11 OND'11 JFM'12 AMJ'12 FY 11-12QoQ Growth Acheived in FY 10-11
QoQ Growth Forecast in FY 11-12
Strategy & Rationale
20
Account Structure – The Team
21 21
ERSSAPBPOETS
Strategic Account DirectorERS IT
EE (Delivery Excellence Team)
SAP • XXX
BPO• XX
Oracle• XXX
ETS :• XXX
Customer Name
Support Needed
Marketing
Delivery
Corporate
HR
???
22
Thank You