Unisys Announces Realignment, Focusing Organization on Customer Needs; Names Top Management Team
Blue Bell, PA, November 18, 1999 -- Unisys Corporation today announced a new initiative to focus worldwide sales and services on delivering a wide array of targeted Unisys e-@ction Solutions. This initiative, the culmination of a two-year effort, will enhance the way the company serves its customers and capitalizes on the market opportunities presented by the acceleration of electronic business.
The "three businesses/one holding company" model is being replaced with a networked structure driven by the needs of customers in key industry market sectors, centered on broad portfolios of Unisys capabilities and coordinated close to customers in geographic markets around the world. This new alignment is effective immediately and will be fully implemented by year-end.
"We talked to our customers, and they told us they're not just interested in discrete products, but in how we can help them solve their business problems," said Lawrence A. Weinbach, Unisys chairman and CEO. "This realignment is a direct response to our customers.
"Its purpose is to create an integrated sales and delivery capability on a global basis, with faster decision-making closer to the customer. We will deliver the comprehensive portfolio of Unisys e-@ction Solutions via whatever channels customers prefer to make it easier to do business with us. And customers will have a single point of accountability to make it easier to gain access to Unisys vertical-industry expertise and core competencies in enterprise-class services, solutions and technologies."
Management Team Blends New Skills, Recognized Expertise
Unisys e-@ction Solutions will be brought to market by an interdependent team of senior executives reporting directly to Weinbach:
"I chose this management team because collectively these executives possess an ideal combination of skills required to be successful in the next millennium," said Weinbach. "I am confident that, working together with our highly motivated employees, we can forge even stronger links to our customers and achieve growth goals that benefit all Unisys stakeholders."
New Alignment Caps Fact-based Study of Customer Needs
This initiative represents the culmination of a two-year project dedicated to examining and improving the ways Unisys deploys resources to serve its customers. It extends an effort that was started late in 1997 with visits by Weinbach to major customers around the world. That led in April 1998 to the appointment of single points of interface for the company's 200 largest clients in North America and Europe.
The most recent phase of the effort was an intensive, seven-month study of Unisys go-to-market approach conducted by a task force under McGrath's direction. The initiative included interviews with 750 current and potential clients and 1,200 Unisys sales representatives in the field, as well as consultation with leading industrial thinkers. "Our research told us that customers value a single point of accountability, as well as solutions, services and support based on an intimate understanding of their business and the ability to choose from multiple channels to access Unisys solutions," said McGrath. This single point of accountability, which has resulted in double-digit revenue increases from the 200 largest clients since 1998, is being expanded worldwide and is expected to improve customer service and enhance opportunities for profitable growth.
New Business Structure Mirrors, Addresses Critical Customer NeedsThe realignment organizes Unisys capabilities as follows:
"We have established a structure that empowers Unisys people to develop and deliver a complete portfolio comprising all the elements to directly address customers' most critical enterprise IT requirements more quickly and efficiently than ever before," Weinbach said. "In essence, this new alignment enables us to carry out our e-Business strategy, which we announced last month, to effectively deliver the portfolio of Unisys e-@ction Solutions. Today we have laid the foundation for a Unisys that is poised to accelerate both the creation of customer value and profitable revenue growth."
Unisys is an e-business solutions company whose 36,000 employees help customers in 100 countries apply information technology to seize opportunities and overcome challenges of the Internet economy. Unisys people integrate and deliver the solutions, services, platforms and network infrastructure required by business and government to transform their organizations for success in this new era. The company offers a rich portfolio of Unisys e-@ction Solutions for e-business based on its expertise in vertical industry solutions, network services, outsourcing, systems integration and multivendor support, coupled with enterprise-class server and related technologies. The primary vertical markets Unisys serves worldwide include financial services, transportation, communications, publishing and commercial sectors, as well as the public sector, including federal government customers. Unisys is headquartered in Blue Bell, Pennsylvania, in the Greater Philadelphia area. For more information on the company, access the Unisys home page on the World Wide Web at www.unisys.com. Investor information can be found at www.unisys.com/investor.
RELEASE NO.: 1199/6826
Unisys is a registered trademark and e-@ction is a trademark of Unisys Corporation. All other brands and products referenced herein are acknowledged to be trademarks or registered trademarks of their respective holders.
Any statements contained in this release that are not historical facts are forward-looking statements as defined in the Private Securities Litigation Reform Act of 1995. All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from expectations. The factors that could affect the company's future financial results are discussed more fully in the company's latest Form 10-Q as filed with the Securities and Exchange Commission (available on the World Wide Web through www.unisys.com/investor).