update nec unified solutions for partners comtel “sopho” taipei, taiwan 21st april 2011 lex de...
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Update NEC Unified Solutions for partners Comtel “SOPHO”
Taipei, Taiwan
21st April 2011
Lex de Gier
Vice President Sales & Marketing
NEC Confidential
Update for partners in Taiwan, 21st of April 2011© NEC Unified Solutions 2011Page 2Page 2
Agenda
▐ History and current organization
▐ How did we do ?
▐ Importancy of iS3000 and our business in Taiwan
Update for partners in Taiwan, 21st of April 2011© NEC Unified Solutions 2011Page 3Page 3
Agenda
▐History and current organization
▐ How did we do ?
▐ Importancy of iS3000 and our business in Taiwan
Update for partners in Taiwan, 21st of April 2011© NEC Unified Solutions 2011Page 4
From Philips to NEC Philips to NEC Unified Solutions
▐ 2001 OEM agreement NEC and Philips for EMEA market
▐ 2003 Divestment of PBC started…..no go with Gores as Private equity
▐ 2003-2004 Project MIRAI divestment to NEC, in 2004 on hold by NEC
▐ 2005 Divestment PBC Asia (Singapore) and PBC Austria
▐ 2006 Project SHORAI creating of Joint Venture as of 1th April 2006, shareholding 60%
NEC, 40% Philips
▐ 2006-2008 Divestments PBC China, PBC Brazil, PBC Germany, PBC Belgium,
PBC Denmark
▐ 2008-2009 President Paul Kievit, VP Sales & Marketing Lex de Gier, re-engineering to sustainable model, including 15 % cost-reduction, integration of Middle East activities and NEC-Infrontia European SMB distribution business.
▐ 2010 1 April 2010 100 % NEC
▐ 2011 Integration of Russia activities and IT Platform Solutions into NEC Unified Solutions
Update for partners in Taiwan, 21st of April 2011© NEC Unified Solutions 2011Page 5
▐ Global network EMEA Asia Pacific Australia Americas
Global customers, solutions & support
▐ NEC Unified Solutions in Europe, Middle East & Africa Presence in 50+ countries with direct organisations and 1000+ partners
(System Integrators, Distributors, Value Added Resellers) Small, medium and large organizations (SMBs and Enterprise),
in both private and public sectors
▐ NEC Unified Solutions in China, Asia and Brazil, successfully selling to and supporting large iS3000 installed base through selected partners
Serving customers with products, services and solutions that deliver long-term benefits
and meet the highest standards of quality, reliability and flexibility
Global Presence in Enterprise Communications
• NEC Unified Solutions
• NEC Unified Solutions
• NEC Unified Solutions
• NEC Unified Solutions
Update for partners in Taiwan, 21st of April 2011© NEC Unified Solutions 2011Page 6
•Support President •SBU Budget •Strategic Planning•Acting manager of F&A department• Customer Support Center
•Customer fulfillment•Logistic /purchasing •Process engineering
NEC Unified Solutions / ITPS ” CoC Organization Structure
SBU : IT /NW Platforms
NEC Europe
•SMB portfolio•Enterprise portfolio•Mobility portfolio•Applications• Portfolio Partnerships•Clouds Strategy
President /Head P. Kievit
Sales / Marketing
Lex de Gier
PortfolioApplicationsR. Rubens
DevelopmentTBD
Customer Support
SBU Planning & Operations
H. Shiba
ITPSS. Matsuura
• Multi-Channel sales (both IT/NW)•Marketing•CASS project support• Vertical sales-Hospitality,-Healthcare•CCS sales
Technical Support
•NDEV•SIP&Net•DECT•Univerge•Sphericall•HW Sogeti
•Overall responsibility of ITPS business • Pre-Post support of ITPS business• Logistics•Coordination SBU
•Technical support•Professional services•NOC center (Plan) •Clouds Services
NSOs
CAItalySwedenSwiss GermanySpainGreecePortugal
• Direct PL Operation • pre-sales/ Post- Sales Engineering • Bid preparation• Project Mgt• Delivery
IT SolutionsC. de Silva
Update for partners in Taiwan, 21st of April 2011© NEC Unified Solutions 2011Page 7
Organization structure (merge NECU and ITPS sales & marketing)
Update for partners in Taiwan, 21st of April 2011© NEC Unified Solutions 2011Page 8Page 8
Agenda
▐ History and current organization
▐How did we do ?
▐ Importancy of iS3000 and our business in Taiwan
Update for partners in Taiwan, 21st of April 2011© NEC Unified Solutions 2011Page 9
So how did we do !!!!!
Update for partners in Taiwan, 21st of April 2011© NEC Unified Solutions 2011Page 10
NEC – the Global Nr. 3 in Enterprise Communications!
Update for partners in Taiwan, 21st of April 2011© NEC Unified Solutions 2011Page 11
We’re closing in!
NEC THE challenger in both UC and Corp Tel MQ’s
Source: Gartner – Magic Quadrant for UC and Corporate Telephony – July/August 2010
Update for partners in Taiwan, 21st of April 2011© NEC Unified Solutions 2011Page 12
2006
2007
2008
2009
2010
Continuously increasing positionin UC MQ
Source: Gartner – 2010
Progression since 2006
Update for partners in Taiwan, 21st of April 2011© NEC Unified Solutions 2011Page 13
... Or according to Canalys ....
© Canalys
UC call control worldwide summary
Q3 2010Lines
Y-o-Y growt
h
Q-o-Q growt
h
Asia Pacific3,735,00
014.3% 7.1%
Europe, Middle East and Africa
4,804,000
2.7% 1.9%
Latin America
941,000 8.9% 3.1%
North America
3,270,000
11.8% 8.2%
Worldwide12,750,0
008.6% 5.1%
Cisco 16.4% 15.4%Avaya* 15.6% 5.4%NEC 11.3% 20.9%Alcatel-Lucent 7.8% 4.1%Siemens 7.3% -7.5%
Market share
Y-o-Y growth
Top 5 vendors
Source: Canalys estimates, Unified Communications Analysis, November 2010
Update for partners in Taiwan, 21st of April 2011© NEC Unified Solutions 2011Page 14
DipLow
Climb High
© Canalys
Canalys Pi EMEA Q3 2010
Unified Communications Analysis
NEC Unified Solutions continues to outperform
Medium term performance
HP Networking
Alcatel-Lucent
Update for partners in Taiwan, 21st of April 2011© NEC Unified Solutions 2011Page 15Page 15
Agenda
▐ History and current organization
▐ How did we do ?
▐Importancy of iS3000 and way ahead
Update for partners in Taiwan, 21st of April 2011© NEC Unified Solutions 2011Page 16
Hilversum Shipments by Product (sales + supplies)
8%
20%
11%
26%
23%
7%5%
Actual FY2010 per Product Group
NEC Enterpr.
NEC SMB
NEC Terminals
iS3000
DECT
Applic./Others
Service
Update for partners in Taiwan, 21st of April 2011© NEC Unified Solutions 2011Page 17
The future is with us and with you ……
▐ iS3000 there to stay….▐ Strategically important for NEC▐ Is key for enterprise
communications portfolio of NEC▐ iS3000 is ready for the future▐ iS3000 means smooth migration
into VoiP for existing customers and ..
▐ Future ready soft switch for new customers
▐ Sustainable roadmap▐ Long term delivery commitment▐ You will hear more today and
tomorrow …..
Update for partners in Taiwan, 21st of April 2011© NEC Unified Solutions 2011Page 18
From 10.000 feet looking to progress
▐ Economy is a given…..market is re bouncing
▐ Financial results showing sustainable profitability ( this is no luck )
▐ NEC growth market-share ( led by SMB business )
▐ Fast / solid growth indirect Business ( Operational Excellence / Channel intimacy, our business partners like us )
▐ Cooperation with ITPS ( now integrated ) and Displays goes well
▐ Countries in general profitable ( autonomous, integral )
▐ Success in verticals: Hospitality….Healthcare
▐ Enterprise customers “ stay “ on board….
But we need to further accelerate
▐ Top-line growth in countries ( be a top-5 player ) High End Enterprise offer challenge ( SOA, UC ) is urgently needed 90 % business in installed base
▐ Move from PBX centric to IT/NW Solutions integrator a must…profitability cushion now PBX services business
Update for partners in Taiwan, 21st of April 2011© NEC Unified Solutions 2011Page 19
Interest in alternative models increases
Update for partners in Taiwan, 21st of April 2011© NEC Unified Solutions 2011Page 20
Doing both !!!!!! ( like Cisco, and Avaya….)
Update for partners in Taiwan, 21st of April 2011© NEC Unified Solutions 2011Page 21
Join forces
Update for partners in Taiwan, 21st of April 2011© NEC Unified Solutions 2011Page 22
We will be there to support you !!!