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Introduction to ISMOsys 2012 “Delivering The DWTAM !”
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Introduction to ISMOsys
2012
“Delivering The DWTAM !”
Agenda
• What is an “ I.S.M.O.?”.• What is the “DWTAM ?”• The I.S.M.O. Model.• The Ismosys Organisation.• Delivering DWTAM.• www.Ismosys.com.• Our Partners.• Our Success.• Group Structure and Board.
What Is An I.S.M.O ?
International Sales Marketing Operations
ISMOsys - A System for the ISMO
What Is An I.S.M.O ?
• A Sales organisation focused on maximising the penetration of the Design Win TAM on behalf of the partners it represents.
• A Marketing engine which provides Sales with the horse power required to maximise Design Opportunities
• An Operations asset to provide enhanced, added value services for our partners. e,g The Ismosys “on-line” store.
The I.S.M.O
Sales• Pan European
representation – Leading edge semiconductor & technology suppliers
• 8 local sales offices & 35 experienced technical sales & marketing professionals providing design concept to product production support
• Key distribution channel partnerships providing additional market penetration and logistics flexibility.
Marketing• 21st Century vehicle
(www.ismosys.com)
providing engineering tools, resources & services to the engineering community..
• Social Media Utilisation to drive sales opportunities.
• Proactively seeding the market & identifying new design and sales opportunities.
Operations• Innovative, multi
currency on-line B2B fulfilment service
• Direct access to evaluation kits, development systems, boards, sub-systems & component technology
• Fully Certified logistics & warehousing facilities
• 24/7/365 access & support
What Is ThE
DWTAM ?
“DWTAM”
Design-Win TAM
What Is The DWTAM ?
• Defined as...
“ The Billing Potential Generated, Regardless Of Manufacturing Location, as a Direct Result Of Design Decisions Being Made In Specific Geographic Territories”.
What Is The DWTAM ?
• Example......
Global Semiconductor TAM = $ 300bn (Approx)
Europe TAM 14% of GTAM = $ 42bn (Approx)
Europe DWTAM = 30% GTAM = $100bn ( Approx)
Europe Actually Drives 30% of Global Design Decisions.
The I.S.M.O. Model
Engagement Model - Customers
Build,Develop,
GrowSmall & often unknown, served by Catalogue’s, lack of design focus in any channel & low / unclear ROI
Large, Broad Base accounts with multiple support options & working closely with suppliers
Top Design TAM Accounts with high focus by Representative & / or Direct Sales Force.
Channel Management for Major Suppliers21st Century Rep Stockist Model - Emerging SuppliersDirect Sales and Direct Marketing Large e-Ismosys Engineering Suscriber Base
Pure Representation of Major SuppliersOEM Account ManagementChampion of New Product Technologies
Lead Generation for Emerging Suppliers21st Century Rep Stockist Model Direct Marketing, Fast Follow-upTrue Demand Creation & Market Seeding
The Service
The Added Value.Driving Sales
• Sales Representative• Pure Rep: Extension of the suppliers organisation & systems, with direct access to all
assets, incl. distribution channels.
• Key Account Responsibility• Direct relationship & networking, responsible for OEM customer results, drive sales &
design projects. The suppliers E.S.F. (Extended Sales Force) !
• Driving The Channel.• Driving distribution activity & coordination of sales &
design/project progress through the channels.
• Advantages:• Local presence & market knowledge • “Direct” contact for customers, channels & suppliers• Fast response & accountability through closer linkage
between customers & suppliers
The Added ValueMarketing Execution: Seeding
• Creating leads and seeding customer’s interest• Direct marketing by Ismosys.com & e-Ismosys on behalf of the product
manufacturer
• Actively match products and customer-need• Professional team actively matching products, services, solutions to emerging
markets & applications from local OEM’s.
• Create new Networks• Linking customers to potential partners & service providers
I.e. Design-Houses, IP providers, production specialists etc.
• Follow-up• Connect IP provider & customer at start of design process• Deliver tooling & know-how online through Ismosys.com
• Advantages:Fast & efficient access to emerging technologies
The Added Value
Online Operations
• Ismosys.com web portal• Gateway to ISMO services online• Single site for specific product information & general market data • Thousands of links to relevant & useful tools & resources• Professional network of suppliers, partners & customers in one community• Developed to provide value add for Engineering, Procurement & Management
• Ismosys.com online products and services• Design & Development tools, software & samples• Online Store 24/7/365 - easy access, easy delivery
• Directly linked to the ISMO local teams• For local & personal support
ISMOsys.com• Web portal
– Direct access to product, data, application notes, white papers, cross referencing, product selection tools & resources “Engineering Solutions”
– e-ISMOsys product newsletter. 12k+ European engineering contact base – Product & service partner “micro site” environment– Industry events & media centre– Ismosys EMEA – Were we are and how to reach us– Online Store.– Search, find and source !
– SALES LEAD GENERATION !!!
21st Century Marketing.
Social Media
Marketing – Social Media
– Ismosys has developed a significant social media presence.
– Facebook, Linked-In and Twitter.
– Also establishing an “Engineering Blog” via Tumblr.
– Combining With Our Portal – www.ismosys.com to provide easy access for engineers to technology, support and services.
– Generating sales leads and customer contact across the EMEA territory... And beyond !
– True added value for our partners.
Our Partners…
Lines and Design Houses.
Major Manufacturers Represented.
Emerging Technology Manufacturers.
Products and Technologies Stocked
Independent Design Partners
HCELL ENGINEERING
Ismosys
Territory Coverage.
Highlights : 1994-2011• 8 Sales Operations Spread Throughout EMEA
• Covering 26 European Countries
• Employing 35+ Design and Sales Focused Electronics Professionals.
• Representing Major and Emerging Semiconductor lines.
• Responsible for $140M sales in 2011 (90% Pure Rep .)
• 2012 Forecast = $ 175M.
• True Innovative Added Value Services (Marketing, Operations…).
• Strategic Partner Alliances ( Design Houses).
• Launch of www.ismosys.com – A Revolutionary Partner Portal.
• Introduction of M&A Policy - Territory Coverage Expansion.
Destek Turkey
ISMOsys Locations.
Landscape UK. Population - 60M, Language – English. Covering : England, Ireland, Scotland, Wales
Branch Office ISMOSYS UK (Mgr : Nigel Watts 4 FSE – 2 ISA’s, Office : Bicester)
Lines Represented ADI (Ireland), Dialog, Ember, Microchip, Netlogic, Radisys Semtech,, Sharp
Local Partners www.bytesnap.com www.xentech.co.uk, www.mpeforth.com, www.dynamiq-eng.co.uk, www.disignconsultants.com
Main Markets Digital Consumer, Domestic Appliances, Wireless, Automotive, Healthcare, Industrial
Landscape Benelux. Population 26M, Language – Dutch, French German. Covering ; Belgium, The Netherlands, Luxembourg
Branch Office ISMOSYS Benelux (Mgr : Koen Ameel, 3 FSE - 1 DSM/ISA, Office : Antwerp)
Lines Represented AMD, Altera, Casio, Dialog,Microchip, NetLogic Radisys, Semtech, , Sharp Local Partners www.inverto.be, www.skylogic.be, www.ropetRF.com, www.avix-rt.com,
Main Markets Digital Consumer, DataTelecom, Industrial (some medical, wireless & automotive)
Landscape France. Population; 80M. Language: French. Covering - France
Branch Office ISMOSYS France (Mgr : Jean Dehais, - 1TSM - 1 ISA, Office : South Paris)
Lines Represented AMD, NetLogic, Radisys, Sharp, Wintec
Local Partners www.hcell-engineering.com, www.eolane.com, www.cynove.com,
Main Markets STB, Residential Home Gateway, Automotive, Consumer, Industrial.
Additional Comment Spectrum Design - a separate, pure rep division in France, representing MRVL, SMSC, Exar, SST…GM : Frédéric Hamparian contact detail : [email protected]
Landscape Italy. Population: 58M. Language: Italian. Covering – Italy
Branch Office ISMOSYS Italy (Mgr : Giacomo Lorenzoni, 2 FSE, Office : Milan)
Major Lines Represented AMD, Dialog,Ember, Interphase, Mellanox, Radisys, Sandisk, Sharp,Wintec
Main Markets Industrial, Home Appliances, White Goods/Consumer, Telecom & Automotive
ISMOsys Locations.
Landscape Iberia. Population: 50M. Language: Spanish & Portuguese. Covering – Spain & Portugal
Branch Office ISMOSYS Iberia (Mgr : Roberto Blanco, 2 FSE – 1 ISA, Office : Madrid)
Lines Represented AMD, Altera, Dialog, Ember, Micron, NetLogi ,Radisys,SanDisk, Semtech, Sharp.
Main Markets Automotive, Consumer, Telecom, Industrial & Military
Landscape Nordic. Population: 24.3M Language: Various. Covering - Sweden, Denmark, Finland, Norway
Branch Office ISMOSYS Nordic (Mgr : Robert Alex, 1 FSE – 1 ISA, Office : Stockholm)
Lines Represented Dialog, Pericom, Radisys, Wintec
Main Markets Consumer, Industrial, Medical, Telecom & Automotive
ISMOsys Locations.
Landscape CENTRAL EUROPE. Population: 82M. Language: Various. Covering - Germany, Austria, Switzerland, East Europe & Russia
Branch Office ISMOSYS Central Europe. (Mgr : Olaf Houtepen, 2 FSE’s)
Lines REP/ Stocked Airgain, Ember, ESS Gainspan, Interphase, Netlogic, Radisys
Local Partners www.andimedes.com,
Main Markets Automotive, Consumer/White Goods, Industrial – Telecom
ISMOsys Locations.
Landscape Turkey. Population: 70M. Language: Turkish, Greek. Covering – Turkey & Greece
Branch Office ISMOSYS Turkey (Mgr : Ercüment Yagmur, 2 FSE’s, Office : Istanbul)
Lines Represented AMD, Dialight BLP, Cypress, Diodes Ember Exar, Interphase, Microsemi, NetLogic Pericom, PulseSemtech, ,
Main Markets Consumer/White Goods, Industrial ,Telecom, Military
Group Management.
• Nigel Watts (UK), Group Managing Director [email protected] T: +44(0)1869.276100
• Roberta Miles (UK) Finance, Company Secretary [email protected] T: +44(0)1869.276101
• David Thomas ( Belgium )
• Colin Stevens (UK) Investor - Advisor. • Dick Skipworth (UK) Investor - Advisor.
Notes- ISMOSYS is a registered & exclusive brand name of Spectrum Group International Ltd (SGI).- SGI is a privately owned company, the board carries in excess of 90% of the shares.
Thank you !
Questions – Suggestions ?
Please contact :
Nigel Watts [email protected]
UK based, Group Managing Director.,
