Atos - Registration Document 2016

C Sales and delivery

C.3

Business & PlatformSolutions

Revised account Segmentation

industrialization best practices. They will beneficiate from the limited potential for offshoring, but can still benefit from large local and public sector accounts in Europe have • Solutions internal capability; correction and better use of own Business & Platform process embedding automation, lean management, pyramid implementation of Atos Business & Platform Solutions global delivering flexible professional services. Business & Platform Solutions focused mainly on staffing and Solutions’ onshore capability. For this type of customer, on proximity and critical mass of Business & Platform local accounts which require client proximity will be boost by • the highest potential of profitable growth. approach across our growth accounts, selecting those delivering the accounts. We will foster the implementation of such focused increased and dedicated Executive management support within In parallel, we pursue our focus on our Strategic Accounts with

have seen segmented in three categories: ‘type of account’ view. Business & Platform Solutions’ customers segmentation of accounts is moving from a geographic view to Solutions global processes across the organization, the In order to improve the deployment of the Business & Platform drive margin improvement; the Global Delivery Centers mainly based in India and will and UK private Sector customers, will be lead end to end from leadership. This set of accounts along with the North America Centers are used for not only critical mass but also end-to-end organization. This can be done only when the global Delivery best ideas that are coming from their organization or other industrialized work. They are also expected to benefit from & Platform Solutions to bring a global approach and deliver like Siemens, Nokia and Xerox are global and expect Business large private sector accounts: Large private sector clients •

C

Simplified “Two in a box” account governance

for all private accounts from the current geography-led delivery Atos is moving to simplified “Two in a box” account governance indicators, Account growth and Operational performance. related to Client satisfaction, Employee satisfaction, Quality the sharing of a common set of key performance indicators Delivery lead of an account are paired working together through model. In the Two-in-a-box model, the Sales lead and the business value. freed-up assets to more strategic initiatives that generate operations by bringing significant synergies and re-deploy Two-In-a-Box model will help reduce overheads, revamp IT industrialization through increased offshoring and as a center of In this model, India is expected to be leveraged for

digital transformation offerings. experience centers in Bangalore & Pune to demonstrate the Solutions organization and plans are in process to have customer Pune would be the headquarters of the new Business & Platform leadership of application services will also start shifting to India. work place. In line with the change in accountability, the excellence for key domains such as cloud, SAP HANA and digital management and the cross functional skills. learning hub for 100,000 people in technology, leadership, funding to transfer the Atos Academy to India. This would be a In terms of investments, the corporate has in-principle approved

Atos | Registration Document 2016

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