CASE STUDY 1:

BACKGROUND:
Siemens ICN provides telecommunication solutions in more than 100 countries. The company’s tradition business model was simple. With help of national telecom monopoly it dominated the home market and sold products worldwide. But in mid 1990s, market became deregulated and many players entered the market. Stiff competition, technological up gradation, led to shift in Siemens ICN business model. The company now focused not only on selling a product, but giving consultation, financing and system integration. Selling customer specific solution had become an important value adding activity. For this reason the company had to rely more on the front line managers as they were more knowledge about upcoming technology. Sales people had to act like consultant to customers. Suddenly there was need of business analysis, business development, network planning and outsourcing. There was a need of identifying best practise and using it on a global scale. This lead to the birth of “ICN SHARE NET”.
SHARE NET ICN:
The ICN Share Net is active in 80 countries worldwide. The marketing executives, sales executives, research and development managers of Siemens use the ICN Share Net. There is certain entry restriction. On the other hand there is no one sourcing of knowledge but every member can contribute, publish his ideas thoughts on Share Net. The main objective of Share Net is to identify, detect the local idea, innovation and use it globally. Share net covers both tacit and explicit knowledge in sales value creation, technical and functional solution components.