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Internal use only - Copyright Siemens AG 2010. All rights reserved.
SIEMENS IT Solutions & Services
Belgium Luxemburg at a glance
Friday, October 29th, 2010
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Siemens IT Solutions and Services
Internal use only - Copyright Siemens AG 2009. All rights reserved.Page 2 October 15th, 2010
IT Infrastructure Business
DC Services, End user Computing (PCs)
Network, Help Desk, full IT Outsourcing
What are we selling and delivering?
Solutions/ Professional Services:
IT Consulting, SW Development,
ERP, BI, System Integration, ASM, some Vertical
SIS BeLux
45 mio. Rev
SIS BeLux
65 mio. Rev
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Internal use only - Copyright Siemens AG 2010. All rights reserved.
Data Center Expansion in Huizingen
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Siemens IT Solutions and Services
Internal use only - Copyright Siemens AG 2009. All rights reserved.Page 4 October 15th, 2010
Our New top of the line Command & Operations Center
Peter HellemansPage 4
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Siemens IT Solutions and Services
Internal use only - Copyright Siemens AG 2009. All rights reserved.Page 5 October 15th, 2010
How is the Market for IT Services?
TotalMarket Size in Belgium: Approx. 2 billion
Spread of Belgian ITS Served Market
Finance; 33%
Utilities; 5%
Telco; 5%
Transport; 2%
Public; 29%
Healthcare; 6%
Chemical; 1%Pharmaceutical; 1%
Automotive; 3%
OtherManufacturing; 14%
Source: SIS/Gartner market model 2008
SIS Vertical markets OverviewServed Market Belgium
All IT Segments2007 2008 2009 2010
Service Industry 521 558 602 647Financial Services 521 558 602 647
Public Sector 458 493 534 576Defense & Intelligence 81 87 94 102
Employment and Pension Services 100 107 116 125
Public Administration 144 155 169 182
Public Security 133 143 155 167
Manufacturing Industry 304 316 333 348Automotive 41 43 45 47
DiscreteManufacturing 148 154 162 169
Process Industry 82 86 90 94
Chem / Pharma 32 34 35 37
Telco & Media 89 92 95 98Telecommunication 89 92 95 98
Healthcare 99 107 117 126Transp. / Airports 29 31 33 34Utilities 82 88 95 102
Total 1.583 1.685 1.809 1.931
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Siemens IT Solutions and Services
Internal use only - Copyright Siemens AG 2009. All rights reserved.Page 6 October 15th, 2010
How did we do over the last years?
Customer Focus People Focus Quality Innovation Empowerment Trust
* Loss 2006: Incl. Restructuring Costs of 131; ** Profit 2007: Incl. extraoridnary gain of 18; ***Profit 2009: excl. Addit. Provisions; ****Profit 2010: excl. SG
Restructuring
Country Strategy
Focus People Focus Processes
Harvest:
Implement
Strategy
Crisis Mgt.
Focus Growth and
Employment2006
Sales: 801Loss: - 117*
Goal2014
Sales: 200 +
Profit: 14+
Key Player
in BeLux
2007
Sales: 829
Profit: 66**
2008
Sales: 957Profit: 63
2009Sales: 110
Profit: 50*** Re-adjustment ofStrategy PRO
Focus Outsourcing
2010 FC
OE: 114Profit: 50****
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Siemens IT Solutions and Services
Internal use only - Copyright Siemens AG 2009. All rights reserved.Page 7 October 15th, 2010
Portfolio
Focus on our strength in Outsourcing and in existing horizontalPRO Solutions;
Develop a higher margin Portfolio incl. vertical Solution
Strengthen partnership with SAP and Microsoft.
Focus on our strengths in Public Sector and EU
Expand our presence in the Private Sectorwith Focus onManufacturing (incl. Pharma), IT Healthcare and Utilities;
Focus on Top 20 Accounts to become a strategic Partner
Focus on Quality while controlling costs;
Expand and strengthen our local delivery in line with growingcustomer demands and technological changes;
Expand international sourcing while keeping SIS employmentstable through Growth and re-skilling/training.
Customers
Delivery
Create an environment where people love to work;
Provide significant training opportunities for all of us;
Define clear and simple processes for our internal collaborationthat allow us to focus on our core tasks: Selling and Delivering QualityService while reaching our Targets.
People
What were our Success Factors?
1.) Our Direction - Compass 2014
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Siemens IT Solutions and Services
Internal use only - Copyright Siemens AG 2009. All rights reserved.Page 8 October 15th, 2010
2. Success Factors: Quality and Innovation
40
45
50
55
60
65
70
75
80
2005 20 0 6 2007 2008 2 0 09 2 01 0
Equaterra Vendor Performance Survey for the BeLux Region
SIS BeLux
Quality Level
BeLux MarketAverage Quality
Level
SIS BeLux
Innovation
BeLux Market
Average
Innovation
Source: Aggregated result of the yearly Equaterra Vendor Performance Survey on more than 175 Top IT spending
organizations in BeLux on CFO/CIO level evaluating more than 400 unique client provider relationships and 23 Service
Providers
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Siemens IT Solutions and ServicesInternal use only - Copyright Siemens AG 2009. All rights reserved.
Page 9 October 15th, 2010
3. Success Factor:
Focus on Customer Intimacy to Top 20 Customers / Prospects
SIS BeLux Customer
CommunityGroup for
Customer iIntimacy
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Siemens IT Solutions and ServicesInternal use only - Copyright Siemens AG 2009. All rights reserved.
Page 10 October 15th, 2010
4. Success Factor:
Excellent Management Team acting as ONE TEAM
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Siemens IT Solutions and ServicesInternal use only - Copyright Siemens AG 2009. All rights reserved.
Page 11 October 15th, 2010
5. Success Factor:
Employees who are proud to work for SIS
uest o delta ate or e
Im proud to tell others I work here. 79% 73% 5% pride
When I look at what we accomplish, I feel a
sense of pride. 79% 75% 4% pride
Management trusts people to do a good job
without watching over their shoulders. 80% 88% -8% credibility
You can count on people to cooperate. 81% 81% -1% camaraderie
I am able to take time off from work when I
think its necessary. 86% 84% 3% respect
People here are treated fairly regardless of
their sex. 87% 83% 4% fairness
People here are treated fairly regardless of
disability . 88% 83% 5% fairness
People here are willing to give extra to get thejob done. 89% 91% -2% pride
People here are treated fairly regardless of
their sexual orientation. 91% 88% 3% fairness
People here are treated fairly regardless of
their race or ethnicity 92% 91% 1% fairness
This is a physically safe place to work. 92% 93% -1% respect
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Siemens IT Solutions and ServicesInternal use only - Copyright Siemens AG 2009. All rights reserved.
Page 12 October 15th, 2010
Again for all our attention: Our Vision for the Future
We will be among the Top 3 Player in the BeLux Market - following our
Compass Strategy
We profit from the Siemens DNA
We are Employer of Choice
We cooperate closely within our Cluster and beyond
We are the better Alternative to the Top 2, being more local, more
real, and with a European Approach
We are best in Quality and Innovation
We will be a key player in all Regions of Belgium/Luxembourg
SIS to be the BEST IT Services Supplier in BeLux
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Siemens IT Solutions and ServicesInternal use only - Copyright Siemens AG 2009. All rights reserved.
Page 13 October 15th, 2010
Rev : 2,158 billion (49% Donation state)
2nd employer in Belgium > 38.000 empl.
NMBS : 196,6 million passengers & > 58
million ton goods per year
Infrabel : 3.536 km lines ; 537 stations
B-Holding : HR, Patrimonium & ICT
Specific New Contracts:
NMBS Group Groupware project
NMBS Group : Solution
Groupware based on : MS Exchange,
OCS, Sharepoint , Symantec, Mc Afee.
: architecture with MCS
PRODATA : migration expertise
XYLOS : training services
CAP Gemini : Sharepoint support
Contract highlights
Frame Contract (TCV 8 M over 4 years)
2 Subframe agreements for Migration to
MS Exchange/OCS & Sharepoint roll-out
Starting point as strategic vendor for
other opportunities e.g. DataCenter, PT
Nova (SAP mobility), etc.
Success Factors
Pro-activity in sales and delivery due
to early Partner selection (Microsoft,
PRODATA, Xylos and CAPGemini)
Quality in proposal & POC
Trust in Motivated Team
We sell what we use ! (Sie CIO as
reference)
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Siemens IT Solutions and ServicesInternal use only - Copyright Siemens AG 2009. All rights reserved.
Page 14 October 15th, 2010
EUROPEAN PARLIAMENT Data Center Services
European Parliament Solution
Data CenterRoom (300 m2).
Possibility to provide 2 KWh/m2.
Meeting rooms on demand.
Stock room (20 m2).
GO Services.
Security guards (24/7/365) on site.
Contract highlights (to be signed in June 2010)
Services contract (8y + 7x1y).
Data CenterRoom extensible to 1000 m2 in 2012
Power Usage Effectiveness (PUE) low.
Site must be secured.
TCV = 800 KEUR per year = minimum 12 MEURover 15 years (for 300 m2).
More TCV if they want to upgrade to 1000 m2within 2 years.
Success Factors
Siemens Campus totally securised.
Data CenterRoom immediately available.
Meet the quality standards of the Parliament.
Technical expertise during pre-sales phase.
Excellent overall partnership with customer.
Location below 20km from the customerpremises.
Far from an airport (no risk to have a flight
crash).
Protection notice / Copyrightnotice
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Siemens IT Solutions and ServicesInternal use only - Copyright Siemens AG 2009. All rights reserved.
Page 15 October 15th, 2010
UZ Ghent ERP implementation
UZ Ghent Solution
SAP FI/CO/MM and AIM
Interfacing to existing medical / operational /
financial solutions (pharmacy, labo, Axapta, )
Approach:
Analysis phase + construction
Test & acceptance go live (1/1/2011)
Migration / Change Management / PM
Contract highlights
TCV: 2 M (excl. SAP licenses)
Siemens share: 425 k
Success Factors
First success in hospitals and start for entrance
in hospitals with vertical portfolio
Possible start of further cooperation with
Accenture in Healthcare with integrated offering
SAP, IS-H and i.s.h. med
Good relationship with UZ Ghent at multiple
levels
High credibility of the offering thanks to the
names Accenture and Siemens
Budget > 400 M / year
Target: patient care, education, scientific research,
services
> 5.500 employees and > 1.000 beds
402.000 consultations / year
70.000 hospitalizations / year
Campus of 288.000 m
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Siemens IT Solutions and ServicesInternal use only - Copyright Siemens AG 2009. All rights reserved.
Page 16 October 15th, 2010
ArcelorMittal Tubular Products is a part of Arcelor
Mittal
AMTP has crearted a JV with local player in Saudi
Arabia
They are now building a brand new plant in Saudi
Arabia (Jubail)
9.000 employees worldwide
22 EUR revenue
Arcelor Mittal SAP Project in Jubail
Arcelor Mittal Tubular Products Solution
SAP implementation based on template from
Canadian plant
First phase (Standard): FICO, SD, MM, PS, HR
Second Phase (Production): PP, PM, QM, SD
Integration with Simatic IT (Siemens MES
solution)!!
Contract highlights
SAP Implementation (green field plant)
Project duration: about 18 months
TCV = +/- 13
Large part of services out of SISL
Opens further opportunities towards SAP
environment for Arcelor (New Financial template)
First reference in the world of SIMATIC IT (MES) +
SAP implementation from SIEMENS ONE!
Success Factors
SIEMENS ONE collaboration with I IS
Good contact between Acc. Exec. and
Procumrent at Arcelor
Strong support from Paul VDB & PRO HQ
NEVER GIVE UP!!!
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Siemens IT Solutions and ServicesInternal use only - Copyright Siemens AG 2009. All rights reserved.
Page 17 October 15th, 2010
Our Vision for the Future
We will be among the Top Players in the BeLux Market - following our
Compass Strategy
We profit from the Siemens DNA
We are Employer of Choice
We cooperate closely within our Cluster and beyond
We are the better Alternative to the Top 2, being more local, more
real, and with a European Approach
We are best in Quality and Innovation
We will be a key player in all Regions of Belgium/Luxembourg
SIS to be the BEST IT Services Supplier in BeLux
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Internal use only - Copyright Siemens AG 2010. All rights reserved.
Cross Roads - A Case Study- for University of Leuven
Education First Employment Change in Career Intercultural
Experience Balancing Professional with Private Life
November 2010
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Siemens IT Solutions and ServicesInternal use only - Copyright Siemens AG 2009. All rights reserved.
Page 19 October 15th, 2010
Education and early Years
Exchange Program to
London
very importantto improve
Language and to broaden
horizon at early age
One year off before
University doesnt hurt the
career and is good for
developing interculturaol
sensitivity
Reputation of Univerity is
important for career
Find the right mix between
personal interest and the
potential to earn money
Primary School Marquartstein
High School Marquartstein
3 Months Exchange in with
Highgate School, London atage 16
Social Service in Hospital
One Year Work in Baghdad
Munich University to become
a Teacher for Literature,
Sociology and History
One year Students Program
in Manchester(1982/83
Munich University for Political
Sciences
AverageSchool, however, in
beautiful surroundings
Average University, however,
in an in/cool City.
One Year Delegation to Iraq to
make money and see the
world
Focus on Private Interests
(and PeerGroup Pressure)
when choosing forSubjects at
University
Facts Background
Lessons Learned
Every Actions causes a Reaction,
be aware of what you do and anticipate reactions
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Siemens IT Solutions and ServicesInternal use only - Copyright Siemens AG 2009. All rights reserved.
Page 20 October 15th, 2010
From University to First Real Job
Degrees opening up differentcareer roads increase the
chance to finding a good job
Internships at potential
employers are a must
Criteria to find a good job are:
- Social Skills
- active networking
- subject studied
- final grades
- the reputation of the university,
- quality of the CV
Graduation in two faculties: (1)
Teaching and (2) Masters
Degree in Political Sciences
Internship during University
Years,also at Hypo-Bank in
1986 and until full employment
Assessment Centerat
Hypo-Bank in 1987
Immediate employment
12 months training program in
main aspects of banking
Difficult JobMarket (Baby
boom generation);
Masters in Political Sciences
becomes an important asset
All through the University yearsI worked at several companies
to finance the studies
Facts Background
Lessons Learned
Dont overestimate your skills
when starting a new job.
It is easier to find the perfect job, if you
already have a job.
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Siemens IT Solutions and ServicesInternal use only - Copyright Siemens AG 2009. All rights reserved.
Page 21 October 15th, 2010
The first Real Job and First International Assignment
A Trainee program at arespectable companyis a very
important entry ticketto middle
and senior management
T
he training is a first eye-openerthat All Your ProfessionalLife
You will Have To Keep On
Learning
If there is an exceptional
opportunity (Luck!), decide for
it immediatelyand dont let it go.
If you want an international
carrer, join an internationalcompany and go for the
opportunities.
Banking Training Program took
place in 3 cities in Germany inall important banking segments
The Training was designedsuch that even people withno banking and business
skills could follow
There were no tests during the
training.
I was offered a continued training
at the Banks New York
branch, starting June 1988
The Bank had a training
program for roughly 50university graduates p. a. who
were seen as future high
potentials
The opportunity in the U.S.
was communicated to me
informally by a colleague.
The same day I called the
Personnel Department and
initiated the process for my
assignment to the U.S.
I got the job, not based onmerits, but first come first
serve
Facts Background
Lessons Learned
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Siemens IT Solutions and ServicesInternal use only - Copyright Siemens AG 2009. All rights reserved.
Page 22 October 15th, 2010
Career Development during 8 Years in the USA
Hard work is always the
precondition to success;
More importantly, however,
are results; From a career progression
perspective, it is important to
change locations/positions
after maximum 4 years;
If you are an integral part of a
team, you raise and fall with
the team;
Be aware of the cultural
differences, however,
without (much) judgment of
good and bad.
Be yourself, also abroad
After one year of training,the
Branch Manager offered my a
five year contract, which was
extended by another 3 years.
Over nine years I had acontinues progression in
positions and responsibilities
I had no chance for further
progression at the New York
Branch
I worked very long hours and I
had results
I learned fast
I could structure and write well
in English
I fitted psychologically well into
the team
Facts Background
Lessons Learned
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Siemens IT Solutions and ServicesInternal use only - Copyright Siemens AG 2009. All rights reserved.
Page 23 October 15th, 2010
Changing Jobs: From Hypo-Bank to Siemens
If you are not ready for a
challenge, dont do it
Always try to have a plan B
Be prepared for stupiddecisions by your employer
Be well prepared for your job
interview read about the
company
If possible have the company
approach you, rather than
applying for a job yourself
Readjust your resume focusing
subject to the profile your
potential employer is looking for
Appear/be really positive and
highly motivated at the interview,
if you want the job
In 1992, one week after my
daughter was born, I took part
in Banks assessment center
for high potentials withmediocre results
Oct. Dec. 1995, Senior
Management Seminar at
INSEAD in France, fully paid
by the Bank, as incentive
January 1996, the Bank asked
to accept a middle Mgt.
position in Austria - I refused
I resigned in March 1996 and
accepted a job at Siemens
Management Changes on top
level of the Bank destroying
My Network
After 8 years at the Branch I
was ready for a change
I have been looking for another
job, since middle of 1995;
Siemens was a customer of
the Bank and I was the
account officer.
Facts Background
Lessons Learned
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Siemens IT Solutions and ServicesInternal use only - Copyright Siemens AG 2009. All rights reserved.
Page 24 October 15th, 2010
My Career within Siemens
When changing employer
you have to work hard to gain
credibility and a network of
support itis very stressful
If you want to raise in thecompany, dont stay too long
in one position
In business you can forget
the idea of stability for life
As of a level, excellent
work is seen as self evident.
What counts is trust andpersonal relationship
Networking is Key
1996 2003: M&A and Strategy for
Siemens IT, projects in
USA, Asia, Africa, Europe
2004: Regional OperationalManager for 5 Countries
2005: Business Process
Outsourcing, Delegation to
London
2005 / 2006: Regional
ManagerEMEA and Member
of the SBS Executive Councel
2006 CEO SIS BeLux
I liked the job in M&A,
international, interesting
projects,
very fast career after 2004,leaving the Strategy /M&ADepartment,
SBSGlobal CEO who
appointed my as Regional
Manager EMEA was asked to
leave his position even before I
started my new job.
Region EMEA was dissolved
in September of 2006 and Ineeded a new job
Facts Background
Lessons Learned
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Page 25 October 15th, 2010
CEO at Siemens IT Solutions and Services, BeLux (SIS)
Think before you act (Goals,
status quo, implementation )
Get yourself informed before
you act
Get a capable team.
Be friendly in communication,
but tough when acting;
Your credibility is your main
asset
Be modest when your are
abroad. Your Ego often isyour biggest enemy
There are many ways to get a
job done subject also to culture
and personality, but in the end
it has to get done results are
what count.
My predecessor resigned in
July 2006; (he reported to me);
The Regional Manager
Siemens Belgium knew me
from my regular visits to
Belgium
I was offered the Position in
August 2006 and accepted two
weeks later
I started the position in
September 2006.
In 2007 the performance ofSIS radically improved
from a significant loss in 2006
to overachieving most Targets in
2007 as well as in 2008 and
2009.
I knew for a several months
that Region EMEA was being
dissolved;
I liked Belgium, from a
business and private point
In general CEOs of country
organisations are from the
local country
Over 5 years there were 5
CEOs at SBS/SIS BeLux
The average life of a SBS
Country Manager was less than2 years
My predecessor left a relatively
solid company behind.
Facts Background
Lessons Learned
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Page 26 October 15th, 2010
Thanks to all of you
for your attention
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Siemens IT Solutions and ServicesInternal use only - Copyright Siemens AG 2009. All rights reserved.
Page 27 October 15th, 2010
ANY QUESTIONS ?
Please Ask !