【正文】 ponsive during the selling process Coordinate with channel partners Coordinate with marketing team Manage value delivery process Coordinate with product and service teams This information is confidential and was prepared by Bain amp。 it is not to be relied on by any 3rd party without Bain39。 Company solely for the use of our account。s prior written consent. BEJ 21 030301BL9LELAM_EN Large Account Management (2/5) ?Account team resources allocated according to account priority and customer needs ?Account plans define customer interactions and contact to be municated ?Detailed research on purchase patterns Acquiring Level II: Legend cost to serve Research account specific needs account contact mapping Research account purchase behavior Account acquisition plan Set account target Assign account team Profitable? Yes No Strategic Yes No Low priority Give up This information is confidential and was prepared by Bain amp。 it is not to be relied on by any 3rd party without Bain39。 Company solely for the use of our account。s prior written consent. BEJ 17 030301BL9LELAM_EN Targeting: sample output account value/ potential Purchasing behavior Competitive position Go to market mode ? Huawei ? PICC ? Construction Bank ? Pacific Insurance ? Bank of China ? Shenzhen development bank ? High ? High ? High ? High ? High ? Low ? Centralized ? Centralized ? Centralized ? Centralized ? Decentralized ? Strong/can be stronger ? Can be stronger ? Can be stronger ? Dominated by petitor ? Dedicated team ? Dedicated team ? Dedicated team ? Monitoring but low priority ? Shared team ? Channel/shared team Illustrative WIP with Legend This information is confidential and was prepared by Bain amp。 it is not to be relied on by any 3rd party without Bain39。 Company solely for the use of our account。 Company solely for the use of our account。s prior written consent. BEJ 12 030301BL9LELAM_EN Account value estimate X 3 year total IT spend % IT spend addressable by Legend = Account value/potential X % Legend addressable market are open X % IT spend decision are independently made by branch % IT spend addressable by Legend = Account value/potential X % Legend addressable market are open 3 year total branch level IT spend Company Level Branch level (if the pany is purchasing is decentralized X ? Account value/potential value should be tailored to Legend current or near term product mix PC, Notebook, PC servers, and peripherals ? Account value should be in a 3 year projection, revised every yea This information is confidential and was prepared by Bain amp。 it is not to be relied on by any 3rd party without Bain39。 Company solely for the use of our account。s prior written consent. BEJ 8 030301BL9LELAM_EN Dedicated team is the most expensive way of serving an account Dedi cate d team Shar e d team Ch a nn e l0100,000200,000300,000Cost/ a ccou ntNo. of account served 1 5 100 Cost assumption ? 1 Sales: 120K/year ? 1 support: 120K/year ? Other expenses: 20% of sales and support ? 1 Sales: 100K/year ? 1 support: 100K/year ? Other expenses: 20% of sales and support ? Channel support: 100K ? 1 channel manager: 100K/year ? 1 channel support: 80K/year ? Other expenses: 20% of sales and support WIP with Legend This information is confidential and was prepared by Bain amp。 it is not to be relied on by any 3rd party without Bain39。 ESEC Current Position 01 % ESEC ? 0304E % ESEC 02E % ESEC 26% 18% % ASM % 53% % Kamp。 so we must defeat the petition to take larger share. Cobra 5 is solution for low end Relevant products for 0203: Micron2 or 2020 FC do not meet COO needs at this time. In WB, ESEC as no credibility at this time。s prior written consent. BEJ 6 030301BL9LELAM_EN Sample output: account profile example Financials Profitability (ROS EBIT) 2000 2001 Liquidity (Quick Ratio) Total revenues (B USD) 27% 11% 2 Background, Vision amp。 it is not to be relied on by any 3rd party without Bain39。 Company solely for the use of our account。s prior written consent. BEJ 2 030301BL9LELAM_EN Business objectives of large account management process ?Make the most profitable account under Legend’s control ? Generate stable and recurring profit from the large accounts This information is confidential and was prepared by Bain amp。 it is not to be relied on by any 3rd party without Bain39。 Company solely for the use of our account。 it is not to be relied on by any 3rd party without Bain39。s prior written consent. BEJ 3 030301BL9LELAM_EN Large account management key process elements ? Prioritized large account list developed based on account profitability Targeting Acquiring Selling Monitoring Example ? Account team and resources allocated based on account profitability and capability ? Integrated selling strategy jointly formulated by sales, product, marketing teams and channel partners ? account reviews conducted regularly to update account plans and priority list ? Barriers of expanding account relationship identified and removed on an ongoing basis This information is confidential and was prepared by Bain amp。 Company solely for the use of our account。 it is not to be relied on by any 3rd party without Bain39。A primarily in China, Japan and Taiwan. China has an option on land big enough for 1 Million Ft Sq + expansion. Wireless primary target. 1/2 for use in China 1/2 for export Business Forecast DA ESEC is perceived to have a good solution for highend applications bu