【正文】 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。 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。s prior written consent. BEJ 25 030301BL9LELAM_EN Large Account Management (3/5) Selling Level II: ?Selling strategy jointly formulated with sales, technical support and channel partners ?Selling team adequately resourced to be highly responsive 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 33 030301BL9LELAM_EN Large Account Management (5/5) Expanding Level II: ?Frequent discussions with customers on levels of satisfaction and barriers to expanding the relationship ?Concrete plans in place to remove the barriers Develop concrete barrier removal plans Track account satisfaction Identify barriers of expanding relationship Implement barrier removal plans This information is confidential and was prepared by Bain amp。 it is not to be relied on by any 3rd party without Bain39。s prior written consent. BEJ 38 030301BL9LELAM_EN Legend large account organization: remended Large Account Dept. … Technical support team Dedicated team for account 1 Dedicated team for account 2 ? Responsible for technical support for large account, such as vendor list, bidding, product promotion ? Team can be shared with other department ? account contact at Legend, responsible for account relationship ? Coordinate with channel, esp. value added channel, to develop sales lead ? Coordinate product, solution and marketing to realize integrated value delivery This information is confidential and was prepared by Bain amp。s prior written consent. BEJ 40 030301BL9LELAM_EN Key performance metrics ? Net margin based performance measurement Focus on selling more high end product ? Double counting sales leads referred to other team ? Input from other departments casts some weight ?。 Company solely for the use of our account。s prior written consent. BEJ 35 030301BL9LELAM_EN Barrier of expanding: PICC example PC Notebook PC Servers Unix servers Solution Service What have prevented you from buying or buying more from 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 27 030301BL9LELAM_EN Channel’s roles and responsibility Selling Inventory management Leads generation Fulfillment Channel data collection Legend Distributor/dealer ? Manage client relationship ? Obtain leads through SI/ISV ? Industry specific marketing activities ? Manage client relationship ? Generate leads with together with Legend SI/ISV ? Develop sales pitch ? Develop sales proposal ? Coordinate with IT department ? Help SI/ISV develop hardware requirements ? Identify leads ? Share leads with Legend ? Develop customer tailored integration plan ? Order products from Legend ? Develop customer required hardware plan ? Coordinate channel and manufacturing to ensure on time delivery ? Inventory management ? Inventory management ? Coordinate channel fulfillment process ? Prepaid pricing ? Collect payment ? On time delivery Victor Page ? Prepaid pricing ? Collect payment ? On time delivery ? Proactively collect information from channels ? Directly control customer information ? Customer information collection ? Customer information collection 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 19 030301BL9LELAM_EN Data needed to estimate account profitability ? Total IT spend ? % can be addressed by Legend’s product categories ? IT spend by product mix ? Purchasing behavior impact on account value % account value decisions are made by branches Historical Projection Account value ? Product gross margin ? Account team requirement Headcount and capability Cost implications: Labor cost and other costs Legend petitive position ? Projected total IT spend in 3 years ?