Industry, Services & Infrastructures Unit. "The new relationship between business and IT. Case History from the Automotive Industry"

Transcription

1 Industry, Services & Infrastructures Unit "The new relationship between business and IT. Case History from the Automotive Industry" IT & Innovation Management MIBE: Master in International Business and Economics. Andrea Peron Head of Automotive BCU Pavia October, 30th 2014 Group. Highlights A Global Player Operating Thinking locally World Wide Business integration Consulting Outsourcing Products and solutions Pont Saint Martin Torino Milano Bologna Roma Napoli Belo Horizonte Sao Paulo Wilmington Brussels 1

2 Group. Highlights about 7,300 Professionals 1,000 Large accounts 7.2% Italian market Mn Operating revenues Strategy ENGINEERING Thanks to an accurate scouting approach, Engineering has constantly integrated IDEAS FOR TECHNOLOGICAL assets and people in order to broaden the spectrum of owned solutions and BUSINESS RESEARCH TECHNICAL SOLUTIONS & INNOVATIVE PROJECTS reach a wider potential APPLICATIONS customer portfolio. UNITS UNIT SOFTWARE LABORATORIES PA & HEALTHCARE COMPETENCE CENTERS RESEARCH Automation & Control INNOVATION FINANCE BI & DataWareHouse Mobile ECM TELCO & UTILITIES ERP GIS Open Source & SpagoBI INDUSTRY & SERVICES RESEARCH PROJECTS RESULTS R & D MANAGED OPERATIONS EXPERIMENTAL CHECKS PRODUCTION MARKETS 20 mn /year INVESTMENTS in INNOVATION Participation in European research programs and creation of a network of collaborations 2

3 Group Story of the 2000growth S T O C K M A R K E T L I S T I N G Operating revenues (mn ) 2% Market share in Italy 1% Foreign revenues 1,267 Professionals 45% 55% INTERNAL GROWTH GROWTH BY ACQUISITIONS Operating revenues (mn ) 7.2% Market share in Italy 15% Foreign revenues A B O U T 7,300 Professionals Group - Offering PROJECTS SERVICES SOFTWARE SYSTEM INTEGRATION CONSULTING OUTSOURCING APPLICATION MANAGEMENT PROPRIETARY SOLUTIONS IT SYSTEMS & INFRASTRUCTURES TECHNOLOGICAL UPGRADE NEW PLATFORMS BUSINESS MODEL Engineering aims at creating tangible value across the software and services value chain by meeting the needs of the actual and potential customers, working along with them to define, plan and execute an efficient IT strategy. 3

4 The truth of the matter is that you always know the right thing to do, the hard part is doing it. General Norman Schwarzkopf 4

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6 TWO WORLDS Business ICT Educational journey BECOME A CONSULTANT UNDERSTAND CUSTOMERS BUSINESS 6

7 processes ApplicaTIONS How to hit The target? 7

8 increase firepower Competence centres E s l Continuos improvement 8

9 Engineering software laboratory OPTIMIZE PRODUCTION MEASURE AND INCREASE PRODUCTIVITY STANDARDIZE AggregaTE methological, ArchiteCTURAL e technological know how UNIFIED, FLEXIBLE AND ADAPTABLE INFRASTRUCTURE FOR ALL PRODUCTION PHASES ORGANIZATION 700 TECHNICAL PROFESSIONALS 1000 PROFESSIONALS BY THE END OF 2014 competence centres 9

10 ERP Integration Make it easy! WHAT DO THEY DO? Open Source ECM Mobile Big Data BI & DWH GIS Competence Centers & Innovation Labs Digital Value Chain From to practice theory 10

11 CRM. What is it? 21 CRM. Automotive Landscape DataBase Web Showroom CAMPAIGN MANAGEMENT LEAD MANAGEMENT SHOPPER MANAGEMENT «Cold» Prospect «Active» Prospect «Hot» Prospect CRM REDEMPTION 11

12 Digital ERA CONNECTED ROUND THE CLOCK 90% OF Car Buyer RESEARCH ONLINE BEFORE VISITING A STORE 12

13 Lead Management. Response time 25 Facts and Figures 22 times more leads converted when you make contact in 5 minutes SOME STATISTICS: 78% required of prospects convert with the company that first called them 5/6 The average attempts to contact the lead Source: Source: How to Nurture Your Marketing Automation Leads to a Certain Sale

14 Mobile Scenario Mobile Scenario 28 14

15 The customer needed it we developed a prototype Link Mobile CRM. The APP Unique Login 15

16 Link Mobile CRM. Incoming leads REAL TIME push notification: NEW LEAD TO MANAGE for Salesman NEW LEAD TO ASSIGN for Sales Manager Link Mobile CRM. Leads to manage HIGH LEVEL INFORMATION 16

17 THANK YOU 17