In Europe, Advantech’s is divided into seven regions and each one has a dedicated Key Account Manager for transportation sector. What we have created is like virtual focus team – to gain more business opportunities. Sales from specific regions are able to share experience with other team members. This way, we can improve our knowledge all over continent. Copy good benchmarks and grow equally.
Transportation team is supported by dedicated application engineers and product managers who help to develop rolling stock, busses and roads, in general Smart City projects. Work of the whole team is coordinated by transportation sector leader who driving and coordinating virtual team members inside the transport sector. This involves daily communication with team members about global and local projects and accounts with main objective to duplicate them in European countries.
Over the past few years, Advantech has adopted a sector-based approach to industrial business focusing on 4 sectors: iFactory,, Industrial Equipment Manufacturing, Energy & Environment and Transport. ITS sector in Advantech is focusing mainly on rolling stock manufactures, rail signalling system Integrators and road monitoring solution providers. Next to this, Advantech is co-creating solution ready packages driven together with our Partners. We realised the importance of focusing its sales people on sectors to gain expertise in specific domains and applications.
For train manufacturers like Stadler, Bombardier, Alstom or Pesa, standardisation and reducing the number of vendors they work with is very important. But for the railway business in general it is very difficult to produce standardised, repeatable solutions – around 80% of production for each project needs to be customised. This is why Advantech focuses investments into growth of R&D teams, supported by product management team and last but not least field sales.