SNI hits third base with internal rejig

Vendor finalises implementation of ?one-third, one-third, one-third? sales strategy 18 months after its conception

Siemens Nixdorf has finally undergone internal restructuring to implement a strategy which it declared 18 months ago, after acknowledging at the time that it had no idea of how to follow through with the strategy.

The company stated last year that it wanted to be in a position to generate a third of its sales in Germany, a third in the rest of Europe and a third from the rest of the world, and achieve turnover of DM30 billion by 2005.

To reach that target, SNI will be split into IT products and technology services and IT solutions and business services.

The reorganisation, effective 1 November, also represents a concerted move into the services sector, where SNI already operates, but it will now be pursuing market share from established services giants such as IBM Global Services, EDS and Cap Gemini.

In particular, SNI claimed to have the highest level of expertise in enterprise resource planning software vendor SAP?s R/3 system, which it hopes to sell to corporate users.

The company has also won a number of outsourcing and services contracts with various UK government departments over the past 12 months.

Recently appointed chief technology officer Peter Page, responsible for SNI?s global product strategy, said: ?When we announced our one-third, one-third, one-third strategy 18 months ago, we clearly stated that we didn?t know how to achieve it ? now we do.?

Following a rethink of the process surrounding the strategy, SNI will now increase its number of partnerships and focus on SoHo and workstation markets. In addition, the company will offer more products from its partners ?according to customer requirements?.

SNI will release its financial statement at a press conference on 13 November.