in cooperation with Startegic partnership in the area of maritime satellite communication

Transcription

1 Startegic partnership in the area of maritime satellite communication

2 Presentation of Telespazio S.p.A. and INTERSCHALT Establishing a strategic partnership Management styles Opportunities Marketplace Benefits References

3 Presentation of Telespazio INTERSCHALT S.p.A. and and Telespazio INTERSCHALT S.p.A. Establishing a strategic partnership Management styles Opportunities Marketplace Benefits References

4 Presentation of Telespazio S.p.A. and INTERSCHALT maritime systems AG Founded in 1961 Part of the Finmecchanica / Thales Group Revenue in 2011: 437 Million Euros More than employees World leader in satellite and solution services Largest commercial teleport in the world with more than 90 operative antennas 25 sites in all over the world and 4 space centers More than 3000 clients in above 100 countries Founded in 1954 Worldwide operation in 9 locations in Europe, Asia and USA Revenue in 2011: 61.6 Million Euros More than 300 employees Leading supplier of electro technical equipment and automation systems Specialist in loading computer -, fleet management - and vessel monitoring systems Global service network 24/7 Maritime Education and Training center

5 Presentation of Telespazio S.p.A. and INTERSCHALT Establishing a strategic partnership Management styles Opportunities Marketplace Benefits References

6 Satellite Communication Solutions from scratch

7 Establishing a strategic partnership Establishing strategic partnerships with other businesses allows to combine resources to overcome challenges. By creating an alliance with other organisations can develop a synergy that improves your ability to meet the needs of your target market. The right strategic alliance has many benefits for the business. By building a strategic partnership the companies reduce their exposure to risk. This is because liabilities are shared amongst the partners in the alliance. The combined efforts, skills and resources can help produce economies of scale and give you a competitive edge. The right strategic partnership can extend your access to new markets.

8 Establishing a strategic partnership Building a strategic alliance is not easy. Many strategic partnerships fail because of a lack of strategic compatibility or imbalances within the alliance. Another danger is that you may have to share your unique expertise with other organisations. This may lower your competitive advantage. The formation of successful business partnerships can also be hindered by incompatible management styles. Developing partnerships with other organisations requires the establishment of a long term mutually beneficial business relationship. Partnerships are based on trust. Without trust the partnership will fail. All businesses in the alliance need to act within the best interests of the partnership.

9 Presentation of Telespazio S.p.A. and INTERSCHALT Establishing a strategic partnership Management styles Opportunities Marketplace Benefits References

10 Management styles When developing a partnership, it is essential to find an organisation that is a good strategic fit for your business. Conflicting interests will ruin the business relationship. The goals of the alliance must be mutually agreed upon and must benefit all parties. When choosing the right strategic partner, businesses should analyse their external business environment to identify threats and opportunities. The business can then form partnerships with organisations that will help limit the impact of threats. Alternatively, the business can form partnerships with organisations that may help them capitalise on opportunities.

11 Presentation of Telespazio S.p.A. and INTERSCHALT Establishing a strategic partnership Management styles Opportunities Marketplace Benefits References

12 Opportunities An analysis of the internal environment should be undertaken. Businesses need to look at their strengths and weaknesses. Weaknesses can be counterbalanced by forming alliances with organisations with complementary strengths. To stand the test of time, your partnership must be flexible. It must be able to adapt to the changing needs of all parties in the alliance. When selecting a strategic partner it is helpful to consider other organisations who already serve your target customer. Once you have found the right strategic partner, you need to decide on the nature of your cooperation. You need to agree on areas where you wish to collaborate. You need to identify the level of cooperation required by each party. Since business partnerships can be very compicated, it is advisable to appoint a manager to handle the partnership relationship.

13 Presentation of Telespazio S.p.A. and INTERSCHALT Establishing a strategic partnership Management styles Opportunities Marketplace Benefits References

14 Marketplace Companies can work together to market complementary products. Promotional alliances can be formed where strategic partners promote each others products or services. Pricing collaborations can be created. In a pricing collaboration, customers purchasing products from one strategic partner become eligible to receive a discount on products offered by another strategic partner. Satellite Manufacturer Satellite Operator Service Provider Values Added Reseller Hardware Manufacturer

15 Marketplace Many different types of partnerships exist. An organisation can build a vertical alliance. This is an alliance with an organisation in the value-added chain. This helps you control the costs of components and gives you more control over the quality of your end product. A business can create a horizontal alliance. This is an alliance with other competitors. In a horizontal alliance, weaker businesses can form a competitive bloc against a stronger player in the marketplace. A business can develop a diagonal alliance. This is an alliance with companies from different industries. If both companies share the same target market, this can help broaden the offering to the customer.

16 Satellite Communication Solutions, turning an idea into reality

17 Satellite Communication Solutions from scratch

18 The Solution One stop shopping solution Consulting design hardware airtime software project management installation commissioning operational support and maintenance Hardware C-Band antenna or Ku-Band antenna Maritime Communication Server (MCS) (Voice, data, internet, TV, video, GSM, WiFi, prepaid services) Airtime Fucino Earth Station (own infrastructure = part of Internet) Software Solutions Bluetracker for vessel monitoring, Bluefleet for fleet management, Oceanmail for communication

19 Presentation of Telespazio S.p.A. and INTERSCHALT Establishing a strategic partnership Management styles Opportunities Marketplace Benefits References

20 Shipowners benefits Airtime and content from one source Global coverage and guaranteed quality of services (QoS) Reduction of the actual communication costs (Inmarsat FB / Iridium) Seamless integration in board network Real time monitoring and access avoiding off hire and downtimes Easy to use and always on Cost saving and cost efficient IT-administration from head quarter Dual use (business traffic and welfare solutions included) Integration of vessel monitoring and fleet management system

21 Satellite Communication Solutions

22 Presentation of Telespazio S.p.A. and INTERSCHALT Establishing a strategic partnership Management styles Opportunities Marketplace Benefits References

23 References North Star Shipping 32 vessel in operation with Ku-Band P. Döhle 5 vessels in operation with C-Band antennas 1 vessel in operation with Ku-Band Hammonia 8 vessels in operation with C-Band antennas ENI / Saipem 24 vessel in operation with C-Band Costa Lines 3 cruise liners in operation with C-Band Schulte (in order) 6 vessels with Ku-Band

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25 We thank you for your kind attention!