Account Plan

Account Name

Agenda

2

Customer Overview

Constellium is a world leader in the manufacturing of high-quality aluminium products and solutions. The history of Constellium dates

almost as far back as the commercial production of aluminium, and know-how today has grown out of the expertise of Pechiney, Alcan and

Alusuisse.

In addition to an international trade and services network (AIN), Constellium focuses on three business units, that reflect our major

markets: aerospace, automotive, transportation, defense, packaging, industry, building, renewable energy, distribution, sports and leisure.

Constellium operates 24 production facilities throughout Europe, China and the US serving both global and local customers. These include

high-quality manufacturing plants and state-of-the-art recycling facilities. Our commercial presence extends to 60 countries around the

world.

Addressing sustainability - In our ongoing efforts to be an environmentally responsible business, we are investing in new recycling

processes and lightweight, high-performance materials. Notably, these are put to use in the aerospace, automotive, packaging, mass

transportation, building and renewable energy markets. We address the environmental impact of our products throughout their lifecycle,

beginning with the design phase. We also develop new multi-material and hybrid solutions with improved, sustainable attributes. We are

committed to helping customers reduce their carbon footprint and improve their green credentials.

3Source: http://www.constellium.com/about-constellium/who-we-are, http://www.constellium.com/about-constellium/about-aluminium, http://www.constellium.com/about-constellium/constellium-at-a-glance,

IT Trends & Overview

4Source: (OneSource, Data monitor)

IT Spend (2/2)

5 Source: Data Monitor

IT Landscape – By Function

6

Generation Energy Supply Delivery Customer Service Shared Services

Process Control / Performance Management

Energy Trading & Risk Management (ETRM)

Energy Management System (EMS) / SCADA

CIS Portfolio / Project Management

Optimization Meter Data Management Work and Asset Management CRM / Telemetry Finance/AdministrationSAP-ISU/CRM

Work and Asset Management

Load Forecasting Outage Management Complex Billing Human Resources Management

Fuel Management Demand Response Field Force Enablement Legal/Regulatory Affairs management 

GIS SOAESRI ArcGIS Image ServerERSI

Microsoft’s HIS 200

Metering / AMR Content Management/Collaboration

Itron OpenWay SharePoint

Entrprise Business IntelligenceMicrosoft Exchange Server 2003

IT Landscape – Other Technologies

7

Hardware/OS/System

• Unix• MS Windows• Linux

Other IT Applications &

Products • TeamQuest Capacity

Management Software• Microsoft NetMeeting

Networking, Management &

Security• HP Connect-IT• Microsoft Remote Desktop• Oracle 10g Recovery Manager

(RMAN)

Enterprise Apps

• BizTalk 2004

Custom Applications

Development • SQL, XML,• HTML,• C#,• VB,• JavaScript, • B2B Web Apps• SharePoint• T-SQL• CSS• ASP.NET

Backend Systems (OS/DB)

• Oracle DBA• Oracle RDB• Oracle 9x• SQL Server 2000 and 2005• Microsoft’s HIS 200• Sybase database

Key Solutions and Vendors Presence

8Source: Factiva

Microsoft Office Word Document

Microsoft Office Word Document

Competitors

9Source: OneSource Report 2011

Highlights/ Lowlights – FY 10-11

What have we achieved so last year. What went well and what

didn’t?

10

Organization Chart

11

Organization Chart – IT Executives

12

Current Relationship

Use Additional slide to capture all meetings held so far and the

outcomes

OUR CURRENT CLIENT RELATIONSHIP

We view them: They view us:

Satisfied Client Strategic Partner

Dormant Client Preferred Vendor

Dissatisfied Client Product Provider

No Relationship

Other:

13

Customer Meetings

14

HISTORICAL ACTIVITIES

KEY EVENT DATE ATTENDEES PURPOSE RESULT

         

         

         

         

Any key customer meetings at CXO level

Service Offerings

What have we offered so far?

What can be offered next year and why?

15

OUR CURRENT SERVICE PRODUCTS

PRODUCT CUSTOMER PAIN EXECUTIVE SPONSOR CUSTOMER BENEFITS

       

       

Opportunities - FY 10-11

Key Opportunities last year

By segment and who have won

If we have lost - why did we loose?

16

Opportunity Date TCV Won By Why HCL Lost

                                    

Opportunities - FY 11-12

Current Funnel and Opportunities expected

17

Opportunity Service Line Create Date TCV Closure Date Probability

           

           

           

           

           

Differentiators

Can be Segment wise

What differently you plan to do this year

Differentiating Advantage “Why Us” (Feature/Capability): ?

Strategic Benefit (Competitive advantage, market share, shareholder value, speed survival,

regulation, global expansion, growth, mergers and acquisitions): ?

Cultural Benefit (Values, empowerment, change management, employee morale, flexibility,

global awareness): ?

Political Benefit (Peer respect, recognition, satisfied boss, promotion, personal agenda, job

stability) (Who): ?

Operational Benefit (Process improvement, time savings, increased production, customer

service): ?

18

Targets

19

Service Line Billing 10-11USD Mn

Billing 11-12USD Mn

Growth 10-11/11-12

Visibility Rationale

ERS

SAP

BPO

ETS + Downstream

Total

Revenue % of total

EE

EN

Total

REVENUE TARGET Actual Performance % Target

JAS'10 OND'10 JFM'11 AMJ'11 FY 10-11 JAS‘10 OND‘10 JFM'11 AMJ'11 FY10-11 JAS’10 OND’10 JFM'11 AMJ'11

                           

JAS'11 OND'11 JFM'12 AMJ'12 FY 11-12QoQ Growth Acheived in FY 10-11

 

         QoQ Growth Forecast in FY 11-12

 

Strategy & Rationale

20

Account Structure – The Team

21 21

ERSSAPBPOETS

Strategic Account DirectorERS IT

EE (Delivery Excellence Team)

SAP • XXX

BPO• XX

Oracle• XXX

ETS :• XXX

Customer Name

Support Needed

Marketing

Delivery

Corporate

HR

???

22

Thank You