Unisys Corporation New · NYSE:UIS
Unisys Corporation New — Unisys — Investor Presentation (January 2000)
9 slides from Unisys Corporation New's investor presentation, January 2000
Slide 1: Unisys: A Networked Organization
Unisys: A Networked Organization Larry Weinbach Chairman & CEO Unisys Corporation 1
Slide 2: From Fragmentation … to Integration
From Fragmentation … to Integration Nature of Integrated Corporate Guidance Global Strategic Planning Company Strategic Guidelines Financial Financial Controls Holding Company Degree of OBU Integration Standalone Shared Shared Business Businesses Skills Systems 2 Unisys
Slide 3: Timeline: Process to Client-Centric Company
Timeline: Process to Client-Centric Company Personal client visits/group meetings Top 200 -- U.S./Europe Chief marketing office Survey clients, field Extend integrated approach 9/97 12/97 3/98 6/98 9/98 12/98 3/99 6/99 9/99 1/00 3
Slide 4: Go-to-Market Study: Findings
Go-to-Market Study: Findings Clients: • Found us hard to do business with • Value single point of accountability ... business knowledge ... after-sales support • Willing to use electronic channels Salesforce: • Current structure inhibited teamwork • Spending too much time on internal issues • Eager
Slide 5: Top 1,000 Clients
Top 1,000 Clients Integrated client approach Pacific-Asia/ Americas/ U.S. Federal Major Accounts 300 Clients U.S./Europe 200 Clients Other U.S./Europe 500 Clients 5 Unisys
Slide 6: Unisys: A Networked Organization
Unisys: A Networked Organization CEO Global Systems Global Global WW Sales Network & e-Business Industries Outsourcing & Services Services Technology 6 Unisys
Slide 7: Unisys Clients
Unisys Clients Client Business Issues Financial Services Government Communications Transportation Commercial World Wide Sales & Services e-Business Global Outsourcing Global Network Services Systems & Technology 7 Unisys
Slide 8: Channel Segmentation For the Pursuit of Growth
Channel Segmentation For the Pursuit of Growth Customized Direct • $500 per Sales sales contact Partners/ • $200-300 per Type of Sale Value- Alliances sales contact Added of Sale • $25 per Telesales sales contact • $1 per Web “Off-the- sales contact Shelf” Lower Higher Cost of Sale Oxford Associates
Slide 9: Objectives of Realigned Structure
Objectives of Realigned Structure • Accelerate revenue growth • Improve sales productivity • Grow client base • Change culture – Based on teamwork – Focused on client needs 9