45 / 334
C
Sales and delivery
C.3
Business & PlatformSolutions
Atos
|
Registration Document 2016
45
C
Revised account Segmentation
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
•
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
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
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
industrialization through increased offshoring and as a center of
In this model, India is expected to be leveraged for
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