Bechtle AG: German IT Service Landscape & Computacenter Competition

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Yes, since you mentioned it, let's stick with the question for a moment before we move on. Is it because Bechtle doesn't target these types of clients, or is it because you usually won in these situations?

The first point is that Computacenter works as a centralized group organization. When you look at Accenture, they are organized in group functions and have local markets from a sales perspective. But from a delivery perspective, they work as a group. Bechtle is a consortium. It's a company that operates independently in each location. They don't leverage the power of the group; they focus on local business. Bechtle is successful in local account situations, but not from a group, European, or global perspective.

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Yes, since you mentioned it, let's stick with the question for a moment before we move on. Is it because Bechtle doesn't target these types of clients, or is it because you usually won in these situations?

Sometimes they do unexpected things. For example, in two accounts, they beat Computacenter, but it was due to a centralized organization and significant effort to enter these accounts. A big account in Stuttgart, Bosch, and another in Wolfsburg, which you probably know. In these two accounts, they beat Computacenter because they invested heavily in them. Computacenter makes these investments daily when approaching large accounts. This is why Computacenter is successful strategically. Bechtle only addresses part of their solutions, not the whole portfolio. In big accounts, they don't have the same salesforce, capabilities, or organizational majority as Computacenter.

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