Atos is a leading player in the field of digital transformation, boasting of an employee base of approximately 104,000 and an annual revenue stream of about € 11 billion. The company is globally known for its contribution to business reinvention, trust and compliance, customer experience, and operational excellence. Atos primarily operates in the domain of Information Technology and Services.
Atos extends its transformative services to optimize the digital journey of its clients. By harnessing innovative practices, the firm places high stakes on value creation for both their company and clients alike. Their business operations are characterized by their focus on digital transformation, setting them apart as trusted partners in their clientele's digital journey.
One of the core activities in the company’s portfolio includes the leading managed services provided by Atos Group's business line Tech Foundations. These managed services emphasize hybrid cloud and infrastructure, employee experience, and technology services. To this effect, ISG describes Atos’s service portfolio as all-encompassing, complete with a host of services, methodologies, tools, and a wide-reaching partner network.
Atos also holds a lengthy and reputable track record in delivering reliable mainframe-as-a-service (MFaaS) and large-scale mainframe modernization projects. This capacity is further underpinned by their commitment to delivering services through decarbonized avenues, reinforcing their stand on sustainability.
In terms of its growth strategy, Atos has pursued an aggressive acquisition plan in the past. Its significant acquisitions include KPMG Consulting in the United Kingdom and the Netherlands in 2002, the IT service division of Schlumberger (SchlumbergerSema) in 2004, and the infrastructure division of ITELLIUM, a subsidiary of KarstadtQuelle.
Its various initiatives and services position Atos as an adept partner for businesses seeking to exploit the potential of digital reinvention and transformation strategies, ensuring an optimized digital journey and enhanced customer experience.
Atos, despite being a global leader in digital transformation, faces multiple pain points such as:
These pain points present opportunities for a B2B SaaS company that can offer solutions to mitigate them.
A strong value proposition could be based on offering a diverse suite of SaaS solutions that can simplify and streamline Atos's business operations, optimizing resource usage and freeing up time to concentrate on driving innovation and digital transformation. This could include solutions for project management, change management, employee engagement, cloud and IT infrastructure management, and eco-efficiency monitoring.
In a large organization like Atos, decision makers are likely to be top executives such as the CEO, CTO, COO, CFO, as well as directors and managers of relevant divisions or departments. Identifying these individuals and understanding their roles, priorities, and pain points will be crucial for tailoring the sales pitch and identifying potential objections.
The sales pitch should focus on how the SaaS solutions can mitigate the identified pain points, backed by data and case studies illustrating similar successes with other clients. Business value such as potential cost savings, increased efficiency, improved employee experience, smoother integration of acquisitions, and easier compliance with sustainability goals should be emphasized.
Initial contact with decision makers should be through email or LinkedIn, presenting our value proposition and requesting a meeting. A follow-up phone call after a reasonable period should increase the chances of securing a meeting. If there's no response, regular follow-ups at appropriate intervals can help maintain our visibility and keep us top-of-mind for when Atos is ready to discuss solutions.
Potential objections may include budget constraints, fears of disruption during implementation, or concerns about data security. Overcoming these objections could involve offering flexible pricing, concrete implementation plans illustrating minimal disruption, and stringent security guarantees backed by robust security features and compliance certifications.
If all the objections have been suitably addressed, the next step is to close the sale. This would involve negotiating the details of the contract, ensuring that both parties are aligned on the scope of work, timelines, and financial terms. The ultimate goal is the successful implementation of the SaaS solutions, leading to tangible business value and fostering a long-term relationship with Atos.