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C
Sales and delivery
C.2
Infrastructure &DataManagement
Atos
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Registration Document 2016
37
C
business processes in this Cloud environment;
SAP HANA by Atos
to build and run customer real-time
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efficient way;
customers to benefit from information in the most easy and
Atos Digital Workplace
to allow collaborators and
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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,
each division or network on their specific offering.
which support Global Account as well as Accounts developed by
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,
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
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
security and cloud services.
end-to-end and joined-up workplace, infrastructure, application,
solution providing the management and transformation of
“design, build, and operate” elements of a complete outsourcing
Atos is one of the few companies that can provide all the
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