IBM的分析报告课件

ResultsoftheResearch-IBMResultsoftheResearch-IBMIBM-IBMGlobalServices(IGS)IBMGlobalServicesNetworkCorporateMessagingWorkgroupUniversalMessagingSource:IBMCorporation(July1999)IBM-IBMGlobalServices(IGS)IBM-OverviewofmessagingandcollaborationservicesofferingsIBMWorkgroupServices-PartofanorganizationwithinIGSthatwasestablishedafterthesaleoftheAT&TnetworkMarketingcombinationofIGSandLotusDomino/NotesManagedoperationsandhostingtechnologyfocusedonlargecustomersRunningentiredatacentersBuildingsystemsfromscratchDeployment,installation,developmentandprofessionaltrainingHostingenvironmentsforInternet,intranetandextranetcollaborationandapplications.Applicationhosting,replicationservices,andmessagingservicesareincluded.Thebrowseriscentrictotheseimplementations.TechnicalsupportforhelpdesksisstandardManagedofferingsincludedatanetworkservices,internetandintranetservices,electronictransactionservices,messagingandcollaborativeservices,networkoutsourcingservicesIBM-OverviewofmessagingandIBM-WorkgroupServicesRevenueIGSservicesrevenuesforyearendedDecember31,1998were$29billion(Source:IBM10KReport).IGSHeadcount116,000serviceemployeesworldwide(Dataquestestimate)WorkgroupServicesvalueofcontractsPublishedone-offseatprice:$36/month,$4000/monthminimumTargetcustomers:from300to15,000seatsGeneralapproachStartwithonedepartmentorgroup,thenmovetoothergroupswithintheenterprise.DifferentgroupsfromIGSarebroughtinandaprojectteamiscreatedManyclientsareestablishedNotesshopsneedingassistancewithrolloutandapplicationdevelopment.AnticipatedGrowthIBMbelievesthemessagingandcollaborationspace(whichincludesapplicationshosting,messaging,collaborationandKM)isgrowingat240percent/year.Theyintendtomatchorexceedthatgrowth.IBM-WorkgroupServicesRevenueIBM-WorkgroupServices-PricingstrategiesandnewservicesdevelopmentWhenotherdivisionsofIGSareinvolved,theseatpriceissometimesincreased.Othertimes,theadditionalservicesarepricedseparately.Eachtimeacustomerasksforsomethingnew,themanagementteamofWorkgroupServicesdoesamarketsegmentanalysistodetermineifitissomethingthatshouldbeaddedtotheportfolioofrepeatablesolutionsorservices.Theoverallobjectiveistostandardizecustomsolutionssothatpricescanbeloweredforothercustomers.ValuepricingisnewtoIBM,andisthecauseofmuchinternaldebate.Seniormanagementisdrivingadoption.Pricingmethodology:Baseitonthe“areasofpain”thatareaddressedforthecustomerDeterminewhatthevalueistothecustomerofhavingNotesorExchangeseatsrolledoutquickly.Streamlinetheprocessofdeterminingwhatmessagingserverscost,andhowmanyadministratorsareneededProvidescalingservicestocustomers,thatis,helpthemdeterminewhenresourcesneedtobeaddedasasystemgrowsIBM-WorkgroupServices-PriciIBM-WorkgroupServices-ServicessalesanddeliveryWorkgroupServicesdeliverstheentirepackageintermsofserviceinfrastructure.Generallytheyputeverythinginplace,haveaconferencecall,outlinetheprocedureforusingtheapplicationandthecustomerisoffandrunning.Someend-userapplicationsupportisprovidedbypartners.OccasionallycustomersasktorentaNotesadministratororhavedirectaccesstooneatanIBMServiceCenter.Thisisacustombid,providedasneeded.NotableWorkgroupServicespartners:IntraLinks-indeliveryofanInternet-baseddocumentdistributionandtransactionmanagementsystemforthesyndicatedloanmarket.InternationalConsultingServices-atraditionalAS/400BusinessPartner.TheyhavedevelopedanapplicationcalledWorkfaceforsmallandmedium-sizedcompaniestofacilitateOSHAreporting.Today,approximately10-15percentofrevenuecomesfromindirectsalesthroughpartners.ThisisexpectedtogrowastheApplicationsServiceProvider(ASP)marketgrows.TherestissoldbyIBMaccountmanagersandexecutives.IBM-WorkgroupServices-ServiIBM-NetfinityandExchangeIBMisagnosticintermsofthemessagingplatformtheywillimplement.ThechoicebetweenNotesandExchangeisdeterminedbythecustomer.IGSisfullyrampedupandpreparedtodeliverbothNotesandExchangesolutions.ThereisaverylargepracticededicatedtomanagedoperationsforExchange.Othercompaniesweinterviewed(WangandDell)havenotseenapushfromIBMonewayoranotherontheNetfinityissue.TherespondentfromWorkgroupServicesencountersthreemodelsformessagingservicesdelivery:ServicesaimedatenablingcustomerstodoitthemselvesManagedoperationsNewservicesthroughASPsNetfinityisviableandusedinallofthosemodels.IBM-NetfinityandExchangeIBMIBM-IGSandLotusTherelationshipbetweenIGSandLotusbeganwiththeAT&TNetworkedNotesprogram.NetworkNotesevolvedintotheNotesPublicNetworkstrategy.IBMwasjustanotherNotesNetworkproviderintheearlydays.IBMdealtwithLotusonthesameplayingfieldastheotherPublicNetworkProviders.WhileLotusandIBMwerecompetingwitheachother,theyknewtheyhadtoworktogethertovalidatethemarketplace.WorkgroupServicesisasurvivingentityfromthatrelationship.IBMistryingtoleveragelessonslearned,movingforward.DominoInstantHostisstrategic.WorkgroupServiceshasbeenworkingwithLotustodeveloprentableapplicationsbasedonInstantHost.ItcarriestheIBMBusinessApplicationsCenterbrand.IBM-IGSandLotusTherelationIBM-IGS,LotusandServicesDeliveryIGSworkscloselywithLotusaspartofLotus’strategytoworkwithlargeservicesproviders.IGStargetstheenterprisesegment(globaltwoorthreethousand)andhasastrongholdinthisspace.Theconsultativesellisimportant.Lotushastheirownconsultinggroup,whichdeliverssimilarofferingstothoseprovidedbyIGS.TodaytheoverallshareofWorkgroupServicesbusinessinvolvingLotuswasratedbytheinterviewrespondentas“medium,butgrowing”.TherespondentbelievesasLotusrealizeshowsuccessfulIGSisintheWorkgroupServicesspace,theywillbecomeabiggerpartofthemix.IBM-IGS,LotusandServicesDIBM-Dominovs.ExchangeManyofIGS’senterprisecustomershavemadebroad-sweepingNotesdecisions.Mostofthesecustomersarelookingforservicessolutions.Thisisnotthemanagedoperationssituationwhereeightmonthsisspentonrollingout50,000seats.Customerswantaserviceunderwhichtheycanstartdeployingseats,onadepartment-by-departmentbasis.IGSandLotushavedeterminedthatthosewhodonotstrategicallyplanforcollaborationareusuallymoreinterestedina“standard”e-mailsolution.WorkgroupServicesisoverwhelmedwithdemandfromNotesshopstomovetocollaborationandrentableapplicationsmodels.Notesappearstobestrongestinbanking,finance,securities,manufacturingandprofessionalservices,inthatorder.Therespondentseesa“huge”opportunityintheASPspace.Particularlythesmallandmid-tiercustomers,whoarelookingforaready-madesolution.Therespondentbelieveswe’rebacktowherewewereinthelate80’s,withdisenfranchisedgroups,swatteamsandsub-departmentswhosebossesaretellingthemtofindwaystogetprojectsmovingfaster.IBM-Dominovs.ExchangeManyoIBM-IGSandWorkgroupServices-LookingforwardIBMbelievesaverysmallpercentageofpeopleareactuallyleveragingrentableapplications.Howevertheybelieveitwillgrowrapidly.MessagingwillcontinuetobestrategicintermsofIGS’capabilitiesandexpertiseindeliveringoutsourced,managedandcustomer-managedmessagingsystemsonbothNotesandExchangeplatforms.IBMbelievesmuchoftheASPmarketwillbecenteredontheWeb,withabout60percentofthemarketmadeupofsmallbusinesses.IBMseesaneedforaparadigmshift,sincemostcustomerswillnotlikelystumbleonASPofferingsontheirown.Vendorswillhavetomarketverywell,andworkonpointingeyestotherightplacesontheWeb.IBMisplanningmajormarketingcampaignswiththisgoalinmind,andispreparingforthemultitudeofnewdistributionchannelsthataregoingtoappear.IBM-IGSandWorkgroupService演讲完毕，谢谢观看！演讲完毕，谢谢观看！ResultsoftheResearch-IBMResultsoftheResearch-IBMIBM-IBMGlobalServices(IGS)IBMGlobalServicesNetworkCorporateMessagingWorkgroupUniversalMessagingSource:IBMCorporation(July1999)IBM-IBMGlobalServices(IGS)IBM-OverviewofmessagingandcollaborationservicesofferingsIBMWorkgroupServices-PartofanorganizationwithinIGSthatwasestablishedafterthesaleoftheAT&TnetworkMarketingcombinationofIGSandLotusDomino/NotesManagedoperationsandhostingtechnologyfocusedonlargecustomersRunningentiredatacentersBuildingsystemsfromscratchDeployment,installation,developmentandprofessionaltrainingHostingenvironmentsforInternet,intranetandextranetcollaborationandapplications.Applicationhosting,replicationservices,andmessagingservicesareincluded.Thebrowseriscentrictotheseimplementations.TechnicalsupportforhelpdesksisstandardManagedofferingsincludedatanetworkservices,internetandintranetservices,electronictransactionservices,messagingandcollaborativeservices,networkoutsourcingservicesIBM-OverviewofmessagingandIBM-WorkgroupServicesRevenueIGSservicesrevenuesforyearendedDecember31,1998were$29billion(Source:IBM10KReport).IGSHeadcount116,000serviceemployeesworldwide(Dataquestestimate)WorkgroupServicesvalueofcontractsPublishedone-offseatprice:$36/month,$4000/monthminimumTargetcustomers:from300to15,000seatsGeneralapproachStartwithonedepartmentorgroup,thenmovetoothergroupswithintheenterprise.DifferentgroupsfromIGSarebroughtinandaprojectteamiscreatedManyclientsareestablishedNotesshopsneedingassistancewithrolloutandapplicationdevelopment.AnticipatedGrowthIBMbelievesthemessagingandcollaborationspace(whichincludesapplicationshosting,messaging,collaborationandKM)isgrowingat240percent/year.Theyintendtomatchorexceedthatgrowth.IBM-WorkgroupServicesRevenueIBM-WorkgroupServices-PricingstrategiesandnewservicesdevelopmentWhenotherdivisionsofIGSareinvolved,theseatpriceissometimesincreased.Othertimes,theadditionalservicesarepricedseparately.Eachtimeacustomerasksforsomethingnew,themanagementteamofWorkgroupServicesdoesamarketsegmentanalysistodetermineifitissomethingthatshouldbeaddedtotheportfolioofrepeatablesolutionsorservices.Theoverallobjectiveistostandardizecustomsolutionssothatpricescanbeloweredforothercustomers.ValuepricingisnewtoIBM,andisthecauseofmuchinternaldebate.Seniormanagementisdrivingadoption.Pricingmethodology:Baseitonthe“areasofpain”thatareaddressedforthecustomerDeterminewhatthevalueistothecustomerofhavingNotesorExchangeseatsrolledoutquickly.Streamlinetheprocessofdeterminingwhatmessagingserverscost,andhowmanyadministratorsareneededProvidescalingservicestocustomers,thatis,helpthemdeterminewhenresourcesneedtobeaddedasasystemgrowsIBM-WorkgroupServices-PriciIBM-WorkgroupServices-ServicessalesanddeliveryWorkgroupServicesdeliverstheentirepackageintermsofserviceinfrastructure.Generallytheyputeverythinginplace,haveaconferencecall,outlinetheprocedureforusingtheapplicationandthecustomerisoffandrunning.Someend-userapplicationsupportisprovidedbypartners.OccasionallycustomersasktorentaNotesadministratororhavedirectaccesstooneatanIBMServiceCenter.Thisisacustombid,providedasneeded.NotableWorkgroupServicespartners:IntraLinks-indeliveryofanInternet-baseddocumentdistributionandtransactionmanagementsystemforthesyndicatedloanmarket.InternationalConsultingServices-atraditionalAS/400BusinessPartner.TheyhavedevelopedanapplicationcalledWorkfaceforsmallandmedium-sizedcompaniestofacilitateOSHAreporting.Today,approximately10-15percentofrevenuecomesfromindirectsalesthroughpartners.ThisisexpectedtogrowastheApplicationsServiceProvider(ASP)marketgrows.TherestissoldbyIBMaccountmanagersandexecutives.IBM-WorkgroupServices-ServiIBM-NetfinityandExchangeIBMisagnosticintermsofthemessagingplatformtheywillimplement.ThechoicebetweenNotesandExchangeisdeterminedbythecustomer.IGSisfullyrampedupandpreparedtodeliverbothNotesandExchangesolutions.ThereisaverylargepracticededicatedtomanagedoperationsforExchange.Othercompaniesweinterviewed(WangandDell)havenotseenapushfromIBMonewayoranotherontheNetfinityissue.TherespondentfromWorkgroupServicesencountersthreemodelsformessagingservicesdelivery:ServicesaimedatenablingcustomerstodoitthemselvesManagedoperationsNewservicesthroughASPsNetfinityisviableandusedinallofthosemodels.IBM-NetfinityandExchangeIBMIBM-IGSandLotusTherelationshipbetweenIGSandLotusbeganwiththeAT&TNetworkedNotesprogram.NetworkNotesevolvedintotheNotesPublicNetworkstrategy.IBMwasjustanotherNotesNetworkproviderintheearlydays.IBMdealtwithLotusonthesameplayingfieldastheotherPublicNetworkProviders.WhileLotusandIBMwerecompetingwitheachother,theyknewtheyhadtoworktogethertovalidatethemarketplace.WorkgroupServicesisasurvivingentityfromthatrelationship.IBMistryingtoleveragelessonslearned,movingforward.DominoInstantHostisstrategic.WorkgroupServiceshasbeenworkingwithLotustodeveloprentableapplicationsbasedonInstantHost.ItcarriestheIBMBusinessApplicationsCenterbrand.IBM-IGSandLotusTherelationIBM-IGS,LotusandServicesDeliveryIGSworkscloselywithLotusaspartofLotus’strategytoworkwithlargeservicesproviders.IGStargetstheenterprisesegment(globaltwoorthreethousand)andhasastrongholdinthisspace.Theconsultativesellisimportant.Lotushastheirownconsultinggroup,whichdeliverssimilarofferingstothoseprovidedbyIGS.TodaytheoverallshareofWorkgroupServicesbusinessinvolvingLotuswasratedbytheinterviewrespondentas“medium,butgrowing”.TherespondentbelievesasLotusrealizeshowsuccessfulIGSisintheWorkgroupServicesspace,theywillbecomeabiggerpartofthemix.IBM-IGS,LotusandServicesDIBM-Dominovs.ExchangeManyofIGS’senterprisecustomershavemadebroad-sweepingNotesdecisions.Mostofthesecustomersarelookingforservicessolutions.Thisisnotthemanagedoperationssituationwhereeightmonthsisspentonrollingout50,000seats.Customerswantaserviceunderwhichtheycanstartdeployingseats,onadepartment-by-departmentbasis.IGSandL