Atos - Registration Document 2016

C Sales and delivery

C.2

Infrastructure &DataManagement

business processes in this Cloud environment; SAP HANA by Atos to build and run customer real-time • efficient way; customers to benefit from information in the most easy and Atos Digital Workplace to allow collaborators and • processes into business outcomes. Atos Codex to transform the data flowing through these •

its four divisions, these pillars of digital transformation support Leveraging orchestrated offerings and joint best practices from services to provide end-to-end protection. Atos unique differentiators: security solutions and transaction industry 4.0 or IoT to digital customer experience. They include the upselling and implementation of Atos digital solutions, from

Sales organization

C.1.2

program. Marketing and the Sales Transformation and Excellence (STEP) heads, Global Strategic Sales Engagement, Global Alliances, overall sales effort, driving Global Market heads, Divisions sales Commercial Officer, with the global responsibility of steering the At Group level, the sales organization is managed by Atos Chief managed by market (Financial Services, Manufacturing, Retail & represent 80% of external revenues of the Group, and are customer relation for seamless service. These selected accounts which it provides a single handed, “One team, One contract” 2016 to offer strong partnership to 660 Global Accounts, to large organizations. As such, Atos is organized since the end of Atos Digital Transformation offering is particularly targeting very the offering, sales and delivery from all Atos Divisions. Executives, supported by Account Based Marketing, coordinating Siemens account). They are served by dedicated Account Transportation, Public & Health, Telecom, Media & Utilities, sales and pre-sales from each Division and partner networks, offering. Global Account Executives are supported by specialized around the Digital Transformation factory and related strategic objectives, through cross-sell and up-sell initiatives, notably and are targeted to provide an essential part in Atos growth Global Accounts are at the heart of Atos go-to-market strategy,

each division or network on their specific offering. which support Global Account as well as Accounts developed by and Bid support. network of Business Technology and Innovation Centers (BTIC) leadership, marketing campaign, innovation workshops with Atos It also provides market intelligence, sales enablement, thought geographical Business Units, including Account Based Marketing. shared services as well as the operational marketing in the marketing and communication digital platforms in corporate the Market teams, the offer marketing in the Divisions, the Marketing Officer. It brings together the customer marketing in Marketing is organized as a global function reporting to the Chief generate incremental new businesses; leveraging its partnership ecosystem described in section C.7 to Global Alliances, as a Sales channel, ensure that Atos is fully methodologies and salesforce CRM deployment. also accelerate its sales dynamic through new sales through responsiveness & productivity. In 2017, the Group will along end to end solutions, and SL-led installed Base Protection accelerate market-led growth through X-Fertilization programs within an evolving Business Environment. Its objective is to Organization to the Group Strategy and Growth Objectives for Excellence Program, dedicated to constantly align the Sales Sales excellence is supported by Atos STEP Sales Transformation

C

Infrastructure&DataManagement C.2

than 40,000 staff worldwide in circa 50 countries. division generates circa € 6 billion of annual revenue with more and in the top six globally. Infrastructure & Data Management its clients and is ranked in the top three in the European market Atos specializes in managing and transforming the IT systems of “design, build, and operate” elements of a complete outsourcing Atos is one of the few companies that can provide all the

security and cloud services. end-to-end and joined-up workplace, infrastructure, application, solution providing the management and transformation of perspective are North America, UK & Ireland, Germany, Benelux The top five geographical Business Units from a revenue revenue of the Division. & the Nordics, and France. Together they represent 86% of 2016

Atos | Registration Document 2016

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