Having trouble viewing this email? View it here Commercial Quarterly Update Dheeraj Kohli Vice President and Global Head, Travel and Transportation Jeff Livingstone Vice President and Global Head, Life Sciences and Healthcare Welcome to the fourth edition of the Commercial Quarterly Update, our internal newsletter to keep you informed about news, success stories and our growing reputation as a provider of choice driving improved business agility, insight and business transformation for our clients. Dheeraj Kohli: Travel and Transportation Upon reflection, 2017 was an impressive year of accomplishments for Travel and Transportation. We won many accolades, including Payload Asia Awards for IT Provider of the Year and ICMG Awards, to name a few. Click here for more detail on these and other achievements. In the second half of the year, we added new logo clients, including Royal Air Maroc (Q3) and Avianca (Q4). We also created new success stories about existing clients, such as Maskargo. In addition, 2017 saw successful launches of two key Travel and Transportation Solutions: AirCore®, our passenger service solution that allows airlines to optimize their sales and customer service capabilities across all aspects of the passenger journey, and Digistics™, an integrated cargo logistics solution that allows carriers to streamline freight management and improve their operational efficiencies. Looking at 2018, our sales emphasis is on AirCore™ and Digistics. The focus for Digistics will be generating sales as well as developing and launching incremental modules. Other areas of investment will be development of Travel and Transportation Consulting Services, AirCore in the Cloud and Airport Center of Excellence. Promotional and marketing activities around these solutions will be a mix of campaigns, webinars, thought leadership, demos and participation in industry events. In February, we will participate in the AirCargoIndia event at Mumbai, India and in April, in the World Cargo Symposium in Dallas. With a team combining established and industry-recognized thought leaders, subject matter experts and excellent delivery professionals, we are confident that 2018 will be a great year with a growing portfolio of industry-leading solutions, new engagements and new logos. Jeff Livingstone: Life Sciences and Healthcare Throughout last year, the Life Sciences and Healthcare team was busy laying the groundwork for our group. There were two important facets of our build-out: origination of our newly-launched business platform, ActiveInsights; and the market launch of our first two industry specific solutions, ActiveInsights MedDevice™ and ActiveInsights PharmaTrack™. As our industry has evolved, system complexity has increased exponentially. ActiveInsights represents our solution to this persistent problem – using business process optimization via enhanced oversight, security, and analytics to provide transparency for better decision-making; compliance to decrease business risks; and operational efficiencies to effect better outcomes, in decreased time, and with lower cost. We realized that for our industry, “ActiveInsights” could stand not simply as a set of applications, but also as a way to envisage the client enterprise – that is, a way to “open up the hood” of the enterprise and see what is underneath. That view enables our clients to do what they tell us they really want: to truly and intimately understand the interworking of processes and data so that they can make better and more rational business decisions. In the case of PharmaTrack, we apply our technologies to “open up” the pharmaceutical supply chain. Simultaneously, MedDevice, with the help of Unisys Stealth® technology, gives providers and care facilities a highly secure, comprehensive system for asset management, field support and capacity planning of medical devices. In 2017, we also started to recreate additional competencies we felt were critical for industry success, specifically, our “Good Practices,” or GxP, capabilities (where the “x” can be “M” for manufacturing, “L” for laboratory, etc.). GxP helps clients ensure compliance with industry regulations through a standard body of quality processes and practices. Our timing was auspicious, because these capabilities proved to be a decisive factor in winning one of our Life Sciences “tenant clients,” Regeneron (the other being Catholic Health). Additionally, we became a steering committee member of Rx360 – the “other side” of the supply chain. We now have executive presence throughout all of the supply chain phases – unlike any other competitor. In 2018 we will continue to build out our GxP capabilities to develop an industry organization that exemplifies and delivers truly world-class quality. Commercial Sector Innovation on the Move Airline-Shipping Relations Need Rethink A new article in Air Cargo News spotlights Venky Pazhyanur’s predictions for how disruptive technology will transform the cargo industry, specifically the role of IoT, sensors, drones and new strategic alliances across industry sectors. Pazhyanur notes that this approach will help the industry capitalize on the e-commerce boom. Read More. Old Legacy Devices Pose Greatest Security Risk, Experts Say Jeff Livingstone spoke about the challenges involved in securing legacy devices at the HIMSS Healthcare Security Forum, hosted in Boston. Several leading publications, including Healthcare IT News and mobihealthnews, relayed his insights, which demonstrated our alignment with industry trends and client pain points. Aviation Industry, Too, Is Betting on Analytics to Enhance Customer Experience Dheeraj Kohli has authored a new byline article in The Economic Times, discussing how predictive analytics enable the aviation industry to deliver a better customer experience. In the article, Kohli notes that analytics offer potential across the industry, including passenger flow and queue management; airport and staffing operations; geolocation and wayfinding through the airport; and passenger shopping and retail habits. Read More. Fourth Quarter Global Commercial Events IATA World Passenger Symposium (WPS), October 24-26, Barcelona The World Passenger Symposium 2017, organized by the International Air Transport Association Association (IATA), covers the transformation currently taking place in the industry in the areas of distribution; customer ground and inflight experience; and IT and technology. Unisys, along with JR Technologies, jointly sponsored this WPS event, which drives the passenger agenda forward with representatives of the entire air travel value chain under one roof. We highlighted our AirCore® offering in this event in addition to our Airport Innovation capabilities and New Distribution Capability (NDC). Unisys also led an innovation workshop on October 26 for select prospects and clients, at which we discussed the travel experience from the traveler’s viewpoint. Topics of discussion included Sales Experience, Day of Travel and How to Keep Them Coming Back. The session yielded meaningful insights for the participants, along with ideas for new product development for Unisys. Through thought leadership, we highlighted our aviation-specific domain experience spanning 40 years, combined with a rich set of solutions and systems integration experience, to more than 50 prospective accounts. Multiple Events, Maximum Impact in Life Sciences and Healthcare The Life Sciences and Healthcare team made our mark at several industry events in the third and fourth quarter, spotlighting ActiveInsights MedDevice and PharmaTrack – our two key solutions. Following the HIMSS Healthcare Security Forum (detailed above), we participated in the American Medical Device Summit in Lombard, IL (October 4-5), an event attended by several leading names in medical device manufacturing. At this event, William Parkinson conducted an insightful session on how the medical device industry has changed over the last few years and the implications of those changes, in addition to positioning how MedDevice can help. These events gave us the opportunity to connect with the industry and target buyers one-to-one, elaborate our point of view and underline our focus on helping them solve their key business challenges. Our solutions resonated well with the audience and the number of conversations these events have generated is a further indication of Unisys’ relevance in this industry. We continue the momentum with our online webinars, where our SMEs share their insights on key themes. We are positive about establishing a strong presence in the target markets in the months to come. Our People Make The Difference Darko Todorovic serves as the Airline Passenger Business Lead within Travel and Transportation. He participates in extensive client advisory activities, creates new industry solutions and executes our strategic vision for the Travel and Transportation business. He has more than 20 years of multi-faceted experience in the airline industry. Darko is responsible for identifying social, mobile, analytics and cloud benefits to better enable Travel and Transportation to bring digital transformation solutions to the travel industry. He oversees the creation of digital platforms that deliver personalization and improvement of customer experience throughout all phases of travel, including customer-centric disruption management by airlines and airports. Darko focuses on digital solutions that remove the barriers within the travel ecosystem, increasing operational efficiencies of both network and low-cost carriers. Camille Diges, Ph.D., is our new Global Director for Life Sciences. She has more than 15 years of experience leading product and software development for the life sciences industry. Camille is local to Philadelphia, Pennsylvania,  and will focus her efforts on leading the PharmaTrack solution globally, while supporting the industry worldwide. She brings deep knowledge of product development for biotechnology and alliance management across Life Sciences. In her previous role, Camille led her team in developing software products to improve pharmacovigilance techniques and drive high-throughput data analysis for the pharmaceutical industry. In her career, Camille has also driven delivery and fulfillment across Life Sciences for pharmaceutical, biotechnology and medical device clients. Sales and Marketing Resources New Material on Solution Central Life Sciences and Healthcare Leading Edge Healthcare demands Leading Edge Security Rescuing Doctors from Pharma’s Data Lake U-Views: Securing Medical Devices – Sales Enablement USI Infographic: Life Sciences and Healthcare The Business Case for Effective Medical Device Management – POV Travel and Transportation AirCore Video with sub-titles Airport Innovation – Executive Brief Airport Blueprinting – Executive Brief Boost Cargo Performance with Analytics U-Views: Sales Enablement - Cargo References Commercial – Travel and Transportation Reference Deck Commercial – Life Sciences and Healthcare Reference Deck Commercial – Communications Reference Deck Commercial – Others Reference Deck Nutreco Client Video and Success Story Dell EMC (Client and Partner) Video and Success Story EPM Client Video and Success Story LAR Cooperativa Agroindustrial Client Video and Success Story Market Research Reports Retail Industry Assessment Retail IT Opportunities – US&C Region Air Transport IT Market Assessment (1H 2017 Update) Click here for the October 2017 version of this newsletter. 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