aec alliances & contracts_linkedin

AEC TSBU Alliances & Contracts

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Farhan Chishti Manager, Alliances & ContractsTelecommunication Systems Business Unit

2

Born and brought up in KSA BE (Computer Science) First division, pursuing MBA Certified – IBM, Microsoft, Cisco, VMware, CA, Nexans, Expand,

Communications skills… 10+ years Channels and Alliances experience 2 years - Account Manager – ACP Juffali (Systems Integrator) –

IBM, Symbol, Cisco, Lexmark, Casi-Rusco, Pelco, Identix & Eltron – report to Sales Manager

3 years – Mindware (Regional IT distributor) – Country Channel Manager – Foundry, Juniper, Nexans, CA, 3Com, Expand Networks – report to Country Manager

2 years – Computer Associates (US Software vendor) – Country Channel Manager report to Country Manager and then VP

6 years and counting – AEC – Manager, Alliances & Contracts –Excellent working relationships and contacts within the regional ICT circle

Likeable personality, team player, Extreme desire to prove myself…

About Me

AEC & Alliances


AEC Mission statement:

“To continuously improve our commitments to diversity by aligning our business strategies with end customers’ priorities, creating long-term partnerships, harnessing opportunities, acquiring new capabilities, creating job opportunities and investing in our people and community at large”

Our Mission

“An alliance is a contractual arrangement in which two or more parties are interdependent and working collaboratively toward a common objective and each partner contributes resources and capabilities, whilst sharing in the risk, governance and value of the relationship”

What is an Alliance?

Our Alliance Principles:

Align exclusively or non-exclusively with Market and Technology Leaders

Selectively pursue industry, technology or capability focused relationships with terms that will positively impact our ability to provide services to our clients

Enable ourselves with the knowledge, skills, capabilities and commercial rights related to our alliance partners’ products and services that give us the ability to deliver a differentiated and more complete solution to our clients

AEC Alliance Principles

Benefits of the right alliance?

o Increase revenueo Reduce costso Knowledge Transfero Grow existing marketso Catalyst for Diversificationo Enter new markets & key accountso Open opportunities in new domainso Expand solution and service offeringso Create competitive advantageo Build partner to partner relationships

What are Alliances meant to do?

“At AEC, alliances are essential to our No. 1 goal - helping our clients innovate to become effective government organizations and high-

performance service providers”

Types of Alliances

Outsourcing - (Subcontracting)Relationships with local and regional subcontractors for supply of manpower and/or implementation & installation services

Distributors - (Supplier)Supply chain relationships with distribution companies for material and service procurement & fulfillment

Tactical Alliance - (Opportunistic)A one-off relationship that we leverage on a opportunity-by-opportunity basis, with or without using some form of a stand-alone teaming agreement

Vendors - (Technology)Tier 1 and Tier 2 relationships with hardware, software and networking vendors for supply of their products and services

Strategic Alliance - (Long-Term)A go-to-market relationship formed by a definitive strategic teaming agreement, where the intent is to pursue multiple clients and opportunities

Various categories of alliances at the business unit…

Types of Alliances

Outsourcing• Afaq• Desam• Elite Networks• ESE• S3• Nesma• SALEC• Globinet• ICS• Arab Vision• AlRasim• ……..

Distributors• Aptec• Redington• Mindware• Westcon• Secureway• Logicom• Global Distribution• FVC• AlJammaz• UNITRAC• TechAccess• Comguard• AlMasa

Tactical Alliance• GeoTech• GDC4S• GDIT• Bharti AirTel• Mahindra Satyam• Thales• G4S• Latifia• Samama• MIS• NEC• Nesma• SNC• APD• Muzoon• L3 Wescam• CNL• Milestone• …….

Vendors• Cisco• Alcatel Lucent• Huawei• HP• VMware• EMC• VCE• Oracle• CA• Dell• SAP• Microsoft• VCE• Fortinet• Riverbed• F5• ……..

Strategic Alliance• Agfa• Cisco• InterSystems• SAP• HP• EMC• VMware• VCE• Huawei• Edarat

Some examples of relationships with global technology players and key local and regional partners and suppliers

What’s in it for everyone?


Value for AEC

Partners’ products and services compliment and extend AEC’s technology and business capabilities

Partners help AEC deliver the best specialized skills and tailored or packaged solutions for each individual client’s needs

Strong relationships and dedicated support can help AEC reduce project execution risk for its clients

ROI on alliances: Incremental Sales: Engagement wins as a result of leads from an alliance partner or

as a result of a specific joint AEC/partner initiative Assisted Sales: Engagement wins that were positively influenced by specific actions

taken by an alliance partner or by the investment in the alliance itself Direct Revenue: Resale and System Integration compensation revenue Cost Avoidance: Investments from 3rd parties to fund offering and capability

development (e.g. free hardware/software, demo equipment, technical support, training)

Practice Sales/Revenue: Sales/Net Revenue generated at a client engagement due to the alliances partners’ technology playing an integral role in the solution

What’s in it for AEC?

Value for the Partner

Being represented by a financially stable, reputable and quality focused organization that is aligned with the Saudi government’s strategy of localization

Working with AEC can help reduce a Partner’s cost of sales and accelerate their sales cycle time

Investing in AEC’s integration capabilities increases the likelihood of successful implementations and satisfied clients

Increased demand generation through AEC’s offerings Local access to superior market knowledge, industry knowledge, and client

knowledge AEC can influence Multi-million Riyals in end-user technology purchases AEC acts as an extended arm for the partners’ implementation and support

services

What’s in it for the Partner?

Value for the Client

Reduced total cost of ownership Reduced time and expense in vendor / product research, evaluation and

decisions Overall reduced project risk Access to enhanced technology provider relationships and support -

including greater access to demo equipment, evaluation software, technical skills and customized training

Streamlined management and execution of the procurement process A local supplier that understands the cultural and political demographics Flexibility in logistics, payments and other transactions

What’s in it for the Client?

Alliance Management


Analyzing and identifying potential technologies and/or companies for alliance opportunities that support strategic business growth objectives and offerings of AEC

Developing and managing alliances necessary to drive business and secure additional market share in current or new markets

Early adoption of vendor/partner service offerings, co-development of functionality and operations, being an advocate of the vendor/supplier internally within AEC

Developing working relationships with mid to large sized System Integrators, IT Distributors, Consultants and other suppliers in order to have cost effective and dependable partners for joint business opportunities

Conducting ongoing business and performance reviews with partners/vendors Planning and roll-out of sales and technical training and certification programs for AEC on

the vendors training roadmap Researching new emerging niche technology vendors that can add value to AEC's portfolio Keeping up-to-date information on the technology vendors’ roadmaps, monitoring

technology vendors relations, analyzing vendors’ market activities Leading the process of interaction with vendors and partners for RFI/RFQ/RFP

Roles & Responsibilities

Collaborating with the sales account and proposal & bid management teams during these processes

Technical and financial collaboration with vendors/partners during proposal preparation phase

Liaison with the Programs Management Office to manage the vendor/partner against the responsibilities outlined in the subcontracts and work orders

Providing feedback to the executive team and the alliance partners for the purpose of improving the effectiveness and results of the alliances

Developing and organizing programs with sales team to increase internal and external exposure to partnerships which include vendor events, seminars, conferences and trade shows

Prospecting new account opportunities with our partners and engaging the appropriate AEC account teams as required

Providing leadership in supplier relationships, escalating & resolving problems, as well as providing vendor and alliance performance feedback to management and peers as necessary

Supplier selection, order process initialization with PMO, resolution of invoicing discrepancies with suppliers, payment follow ups with AEC finance and conflict resolution for purchase orders and relevant delivery of ordered items and services


What services do we bring to the table?

For Strategic Alliances


Vendor Assessment, Selection

Technology research, Identify trends, Requirements analysis

For Vendors


For Tactical Alliances


For Distributors


For Outsourcing

Relationships and Interactions: With Sales team: requirements

analysis, partner identification, partner buy-in and the entire alliance lifecycle. Sales training requirements for partnerships.

With Bid team: financial and technical proposal inputs

With ITS/E&D: liasing with partner technical teams for technical inputs and collaboration. Technical Training requirements for partnerships

With PMO: support during project implementation for re-costing, PO processing, supplier management, change order issues, payment negotiations, delivery management, conflict resolution

With AEC Leadership: alliance strategy, performance briefing, executive relationships, corporate overlap

Team Relationships

• Highly leveraged function• Key coordinating function• Lynchpin that binds the

structure together

What does Alliance Management bring to the table?

We have working relationships with them and more…… Vendors• 3M• Acer• Adobe• APC• ASCOM• Avaya• Barracuda• Blackberry• Bluecoat• Brocade• Business Objects• CA• Cisco• Citrix• Dell• Eaton• EMC• F5• Fluke Networks• Fortinet• Google• Hewlett Packard• Huawei• IBM• iOmega• Juniper• Kingston• Legrand

• Lenovo• Leviton• Lexmark• McAfee• Microsoft• Motorola• NetApp• Nokia• Oblicore• Oracle• Panduit• Polycom• Red Hat• Riverbed• RSA Security• Sage Software• SAP• SMC• SoftwareAG• SonicWall• Sophos• Sourcefire• Stonesoft• Symantec• Tipping Point• TrendMicro• VMware• Websense• Wyse• Western Digital

Distributors• Aptec• Redington• Mindware• Westcon• Avnet• Secureway• Logicom• Global Distribution• FVC• AlJammaz• Quattro Associates• Magirus• TechAccess• Comguard• AlMasa• UNITRAC

Consulting• Ernst & Young• KPMG• Deloitte• PwC• ZFP• IDC• PA Consulting• CMCS• LR Kimball• Devoteam• NexCons

Specialized• Siemens• APD• Raytheon• General Dynamics• Evanssion• Tiburon• GeoTech• Zeiss• Cassidian• Action Target• Amesys• Telenity• EADS• SITA• Intersystems• Gulf Medical• Smart Buildings• Intergraph• General Electric• Cerner• KPS• CNL• ESRI• SAIC• Secutronic• Lumension• Barco• Cryptomathic• GDC4S• Infinera

Training• Fast Lane• AlKhaleej• Executrain• ASAMI• Global Knowledge• Marcom• Learning Tree• Dale Carnegie• Spectrum

Systems Integrators

• HCL• Wipro• TCS• Mahindra Satyam• Interactive Group• Dimension Data• Accenture• GDIT

Regional • BarkoTel• GBM• Estarta• ITG• Octaware• Emircom

Local • SITE Technology• SIL• ITC• EJ Tech• Datability• Al-Elm• ISB• Abdulla Fouad• MDS• SBM• Jeraisy• EvoSys• MIS• Sariya• eSolutions Road• Samir• DDIT• S3Net Systems• SNC• Nesma• Duroob • iNet• ASACO• Premier• IntelTec• ITS2

• Globinet• ICS• Arab Vision

Contracts Management


“Contract management is a continuous process that starts with analysis and

evaluation of the business inquiry, and carries on until contract closure, upon

fulfilment of all contractual obligations. It includes negotiation of terms and conditions and compliance with the

terms and conditions, as well as documenting and agreeing on any

changes that may take place during its implementation or execution”

What is Contracts Management?

Master Service Agreements Subcontract Agreements Teaming Agreements Reseller Agreements HR Outsourcing Agreement Consulting Agreements License Agreements Credit Agreements Memorandums of Understanding Confidentiality Agreements Purchase Orders

Types of contractual documents

Contract Lifecycle

27

Overall contracting responsibilities including Drafting Evaluation

Analyzing new law, regulation and contract trends for potential impact on business unit goals and objectives in collaboration with AEC Corporate Legal

Analyzing significant, and/or unique contract requirements, special provisions, terms and conditions to ensure compliance with appropriate laws, regulations, and corporate policies and business unit procedure

Serving as the focal point of contact for contractual matters; acting as contractual “middleman” between AEC and partners / customers, ensuring timely review and approval / reconciliation of variations

Focal point of contact for all communication with legal, finance and business team disciplines for resolution of contract issues and disputes

Developing negotiation strategy and leading negotiation team on contractual issues As needed, providing guidance on contract matters to business teams and project managers or

other operational staff Providing redlined recommendations and often negotiating directly with customers’ or partners’

legal, contracting, purchasing and sales staff until consensus has been achieved


Amendments Reporting

Negotiation Execution

Renewals Termination

Maintaining contractual records and documentation and control of all contract correspondence, contact information sheets, contractual changes, status reports and other documents for all major programs and projects

Developing and implementing procedures for contract management and administration in compliance with company policy including development of standard contracting templates.

Contributing to or influencing company policies on contract management Monitoring compliance by company employees with established procedures. Working with Finance to ensure adherence to broader finance and risk requirements such as

revenue recognition, pricing and discounting policies, export controls etc.; understanding and evaluating economic impact of terms and conditions

Monitoring customer and partner satisfaction with the company’s terms and conditions and contracting practices; recommend and implement changes as and when needed

Ensuring that signed contracts are communicated to all relevant parties to provide contract visibility and awareness, interpretation to support implementation

Handling on-going issue and change management, monitoring transaction compliance (milestones, deliverables, invoicing etc.)

Ensuring proper contract close-out, termination, extension or renewal as needed


Q&A – Thank you


aec alliances & contracts_linkedin

Documents

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country manager

diversification o

o increase revenue o

costs o knowledge transfer

new domains o

service offerings o

sales manager