1. YOUR KEY
TO THE MARKET
Andrea Capitanio
andrea.capitanio@dinahconsulting.com
Phone: +39 347 656 3073
Fax: +39 02 9544 1519

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If you are an high tech company ..
aiming to enter the Italian market ..
quickly ..
incrementally ..
at limited cost ..
what do you need ??

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How we operate ..

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Incremental Approach ..

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Success Stories – Telco
Celeno Ltd
•Situation: Israeli manufacturer of chipset for ultra high-speed high-
reliability streaming of multimedia over WiFi for indoor distribution.
•Goals: Sale of large quantities of WiFi Multimedia Bridges and
Routers to large Telco, based on own shipset, by established
equipment manufacturers
•Challenge: 1) Generate market traction from large Telco 2) identify
local suppliers of devices able to rapidly integrate the multimedia
WiFi chipset in their own devices 3) facilitate sale of multimedia WiFi
bridges to Telco
•Capabilities needed: rapid access to decision makers and R&D in
large Telco, rapid access to telco qualified local equipment
manufacturers
•Benefits: test and trials with all top 5 italian operators, Negotiations
with most suitable local OEM for customization and sale of ODM
products to local Telcos

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Success Stories – Cleantech
ItN Nanovation AG (listed on Frankfurt Stock Exchange)
•Situation: German manufacturer of innovative ultra filtration
membranes.
•Goals: penetrate italian market, establish reference installations in
different sectors, establish sale channel
•Challenge: create business case for top quality but very expensive
technology, overcome limited know how in industrial applications,
rapidly establish references and then establish channel
•Capabilities needed: rapid identification of «early adopters»,
definition of value proposition based on a mix of technical and
business factors, matching of italian and german standard business
practices
•Benefits: tens of installations running in industrial and civil
applications in all Italy, won very large deals (under NDA)

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Success Stories – Logistics
ZenoTrack GmbH
•Situation: Austrian producer of Real Time Location Systems for
logictis.
•Goals: establishment of initial reference installations, channel
creation, new product definition, sales targets
•Challenge: identify early adopters, negotiate agreements with
suitable partners, overcome capex issues in value proposition
•Capabilities needed: generate market traction, lead generation,
transfer sale and technology know how to local partners, stimulate
top quality partners, manage cultural and business model clash
•Benefits: channel established, largest outdoor installation under
deployment, pipeline of prospects in a strongly contracting market

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Our Team

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Andrea Capitanio
Selected engagements and background
•CustomerCentric Selling coach and CCS Europe Italian
Country Manager / 2012 -
•Business Development Manager at Create-Net / 2004 -
2007
•Investment Manager at Alice Venture and Non Exec
Director in multiple startups (US, IT, IL, .. ) / 2000-2004
•Former Bellcore/Telcordia Rep. at OMG / 1997 - 2000
•Head of Wireless Applications Labs at Telcordia / 1999 -
2000
•Next Generation Networks Task Force at Telcordia / 2000
•PhD and MSEE in Electrical Engineering and Informatics

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Some Network
• Telco Operators: Telecom Italia, Vodafone, BT Italia,
Wind, Fastweb, ..
• System Integrators: Accenture, BCG, KPMG, SIRTI, Ntt
Data, DS Group, HP, IBM, Cap Gemini, SEIRT, McKinsey,
Unisys, …
• Software Vendors: ISS, Telcordia Technologies, Microsoft,
Amdocs, Cezanne Software, ..
• Telecom Equipment Manufacturers: Pirelli, Alcatel Lucent,
Nokia Siemens Networks, Cisco, Juniper, ..
• Public Administration & Utilities: CSI Piemonte, AIPA,
Provincia di Trento, ENEL, ENI, ..

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Selected Clients ..
Alisea Srl

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WE DON’T DO
MIRACLES !!
BUT WE ENABLE THEM ..