【正文】 t no petitive solution for lowend at moment. There is a multisource mentality at Amkor even for highend。 WB (price performance ratio is critical). ESEC has a good long term history but has recently been displaced by ASM in many instances. If ESEC can secure at least a tertiary supplier position at Amkor we can build from there. ESEC needs to form a tighter personnel and professional relationship with Amkor (petitors go to each factory with factory reps once a month). Current Installed Base Total 700 5000 28% 10% % ESEC 1/2 Suppliers Sourcing Strategy amp。 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 9 030301BL9LELAM_EN Implied revenue to justify a dedicated team is high Cost to serve with dedicated team Margin target ~15% Breakeven Meet margin target Expected revenue RBM Xxx RBM Xxx WIP with Legend 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。s prior written consent. BEJ 13 030301BL9LELAM_EN Purchasing behavior can impact account value Centralized purchasing Decentralized purchasing HQ Branch Account value = Company purchasing value HQ Branch Account value = purchasing value that is determined by HQ Account value = Branch purchasing value that is determined by branch Decision made by HQ Decision made by branch This information is confidential and was prepared by Bain amp。 leveraging relationship with customer Share of wallet analysis is a diagnostic tool which provides an evaluation of a pany’s optimal value proposition to customers. 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。s prior written consent. BEJ 18 030301BL9LELAM_EN Targeting: level III process – develop account priority list Large account department Product team Strategic marketing Customer service Segment needs and behavior and trends Estimate service cost Estimate expected account revenue Estimate product cost Channel team Estimate account value Account profile database Estimate Legend petitive position Supply product mix Collect channel feedback Collect and research market data Conduct customer interviews Collect account service data Product quality/ performance Collect petitor information Collect petitor information in segment Estimate channel cost Estimate account profit Compare with profit target Priority account list Estimate Legend cost to serve 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。s prior written consent. BEJ 22 030301BL9LELAM_EN Key process matrix example Key matrix Acquiring ? Agreed account needs and behavior ? Account economics analyzed ? Detailed account mapping developed and shared ? account sales and profit target agreed ? account acquisition plan developed ? Account manager and sales team assigned 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。s prior written consent. BEJ 26 030301BL9LELAM_EN Key process matrix example Key matrix Selling ? Integrated selling strategy agreed ? Effective coordination between sales, product, channel and marketing ? Sales progress on time 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。s prior written consent. BEJ 30 030301BL9LELAM_EN Level 3 account review process Account Contribution meet target Dedicated team NO Yes Potential is high Strategic value for other account No Yes Yes 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。s prior written consent. BEJ 34 030301BL9LELAM_EN Key process matrix example Key matrix Expanding ? Regular discussion with account on expanding relationship ? Barriers of expanding account relationship identified and agreed ? Concrete plans to remove these barriers developed and agreed 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。 it is not to be relied on by any 3rd party without Bain39。s prior written consent. BEJ 39 030301BL9LELAM_EN Key roles and responsibility ? Collect large account profile and contribution data ? Indepth understanding of account needs and coordination with product, solution, and marketing to meet account needs Quantified input/output analysis Integrated value delivery ? Manage account relationship, being single point of contact at Legend ? Coordination with channel to realize effective project sales ? Work with technical team to help Legend get into as many approval vendor list ? Share experience with other team ? Work with account team to help Legend get into as many approval vendor list ? Develop technical strategy for AVL and bidding and coordinate with product, solution, and marketing to implement the strategy ? Responsible for product testing ? Work with SI/ISV to improve product performance Account team Technical support team This information is confidential and was prepared by Bain