Business Partner OrganizationDANCING WITH IBM与IBM共舞© 2007IBM Corporation
Computer Services Industry, BPOIBM in World-WideIBM = International Business Machine建于1903年世界最大的计算机公司，在硬件、软件、服务领域排名第一2008年财富500强第15位(989亿美金）到2007年，连续14年全球申请专利数排名第一全球共315,000员工，分布世界160多个国家1985年进入中国Dancing With IBM© 2007IBM Corporation
Computer Services Industry, BPO, GCGThe Golden Age1934, IBM在中国安装第一台商用计算机系统（北京协和医院）1936, IBM在中国的第一个办公室（上海）1937, IBM在中国的第一个国际电话（上海）1937, IBM在中国的第一个销售表彰大会（Hundred Percent Club）1979, 沈阳鼓风机厂安装了中华人民共和国成立后的第一台IBM中型计算机。3Dancingorporation with IBM© 2007IBM C
Computer Services Industry, BPO, GCGIBM Basic Believing 成就客户Customer competitive advantageLeadership领先的技术10% revenue to technology innovationOverall leadership(H/W, S/W, service, technology)诚信为本Long term;Deep;全方位4Dancingorporation with IBM© 2007IBM C
Computer Services Industry, BPO, GCGIBM in China–A Leading Example of Commitment, Growth, Partnership and LocalizationTechnology leaderIndustry thought leader Leading solution providerPartnerInvestorResearcherManufacturer ExporterRole model5Dancingon with IBM© 2007IBM Corporati
Computer Services Industry, BPO, GCGOur Presence in ChinaBranch and officeSix Open Partner CenterService CenterGlobal Deliver CenterNorth ChinaHarbinCRLCSDLCBICShenyangCSCBeiSOA Solution CenterUrumqiNorthDalian ChinajingTianjinEast ChinaChina HQ of IGSJinanBranch of SW Development CenterZhengzhouXi’anRetail Innovation CenterNanjingEast ChinHaSystem Technology Development efeLabiChengduWuhanShanghaiChongqingHangzhouSouth ChinaChangshaNingboISTCNanchangISSCSouFuzhouth ChinaCenter of Command and Technology SupportKunmingNanningGuangzhouGlobal Procurement HQShenzhen6Dancing w07IBM Corporationith IBM© 20
Computer Services Industry, BPO, GCGMatrix OrganizationSTGSWGGBSGTSBPOOthersFSSCOMPUBINDDISGMB7Dancingoration with IBM© 2007IBM Corp
Computer Services Industry, BPO, GCG代码解释STG (Systems & Technology Group)系统和技术部，负责制造、出售和开发服务器、存储器、打印系统这些我们日常生活不可缺少的设备。SWG (Software Group)软件部，为各种规模的商业客户提供强大的综合配套中间设备。GBS（Global Business Service）全球企业咨询服务部，GBS的业务包括管理咨询，战略咨询，IT咨询等，其中前两者顾问较少，主要的定位还是一个IT咨询公司。主要竞争对手为埃森哲，凯捷，毕博，德勤咨询等。2006年所有咨询公司排名13，前几位是麦肯锡，波士顿，贝恩等管理咨询公司，略领先于科尔尼，埃森哲。8Dancingation with IBM© 2007IBM Corpor
Computer Services Industry, BPO, GCG代码解释GTS （Global Technology Services)全球技术服务部,负责与IBM产品密切相关的服务业务，特别是保修、硬件产品和软件产品的集成。07年，GTS销售收入亿美元（占IBM全部收入的%），比2006年的美元增长%，利润率% 。BPO（Business Process Outsourcing，BPO）业务流程外包就是企业将一些重复性的非核心或核心业务流程外包给供应商，以降低成本，同时提高服务质量。由于进行BPO的流程是重复性的，并采用了长期合同的形式，因此BPO远远超出了咨询的范围。如果BPO做得成功的话，它能够增加公司的价值。BPO与传统的IT外包之间的区别在于，BPO能够帮助公司更快地完成外包。9Dancing© 2007IBM Corporation with IBM
Computer Services Industry, BPO, GCGISU –Industry Solution UnitFinance/Security/Insurance（金融部门）：银行、保险Communication（电信部门）：电信、移动、联通等Public（政府部门）：政府、财税、公安等，包括教育，军队等Industry（工业部门）：石油、石化、航空、航天、大型制造业Distribution (交通部门)：铁路、民航、大型流通企业GMB（工商企业部）：中小银行、制造业、电力、零售、媒体全国销售按地域分7个地区10DancingWorporation wiitth IIBM©© 2007IBM C 2004IBM Corporation
Computer Services Industry, BPO, GCGBrandSever & Technology Group (服务器部门)Software Group (软件产品部)––Lotus/NoteszSeries –mainframe S390–Data management (DB/CM/BI)–pSeries –unix server RS6000–AIM (Webshpere, Information Integrator)–iSeries –integrated sever AS400–Tivoli–xSeries –Intel-based Server–Rational–Storage–POSIBM Global Services (IBM 全球服务部)–Cable-Global Technical Services–……-Global Business Services全国销售按地域分7个地区11DancingWM Corporation wiitth IIBM©© 2007IB 2004IBM Corporation
Computer Services Industry, BPO, GCGJob Type & Cooperation 按客户和地域分销售行业部门销售行业解决方行业渠道研案团队行业专家究产品部门销售技术支持技术专家产品渠道研究渠道部门销售按行业和地按合作伙伴和地域域分销售分销售12Dancing worationith IBM© 2007IBM Corp
Computer Services Industry, BPO, GCGTeam Decision 合作伙伴ChanneRelationshipl渠道销售BP GP controlTeam WorkISUBrand行业销售产品销售RelationshipIBM solutionRequirementIBM GP control最终用户13Dancing wWIBM Corporationiitth IIBM©© 2007 2004IBM Corporation
Computer Services Industry, BPO, GCGIBM Organization (区域)Matrix Organization“Team Work”–IBM Culture7 regions in China –华北：北京、天津、山东、河南、河北、山西、内蒙古–东北：辽宁、吉林、黑龙江–西北：陕西、甘肃、青海、宁夏、新疆–华东：上海、浙江、江苏、安徽–华中：湖南、湖北、江西–华南：广东、福建、广西–西南：四川、重庆、贵州、云南、西藏14Dancing wW007IBM Corporationiitth IIBM©© 2 2004IBM Corporation
Computer Services Industry, BPO, GCGPrice Structure硬件－服务器、存储–分为高端和低端产品–高端产品－special bid–低端产品－数量少时，为市场分销出货价；数量多时，可申请special bid–OO提交special bid 申请，由产品、行业、渠道大中国区经理批复；pSeriesSSDxSeries高端P595/P590 / P575/P570DS8000/DS68004CPUXIV/3584中低端P560Q/P550Q/P520Q/P510/P505…DS4800/DS4700/DS4200/DS4other00/DS300…LTO358315DancingWtion wiitth IIBM©© 2007IBM Corpora 2004IBM Corporation
Computer Services Industry, BPO, GCGChannelIBM Business Partner OrganizationR3(GSI/CSI)R6(Solution Provider)R4(Region SI/ISV)SP1SP2DistributorSP1SP1OthersHELEHELEHELEHELEHELEHELE16Daancciing Corporation wWiitth IIBM©© 2007IBM 2004IBM Corporation
Computer Services Industry, BPO, GCGCooperate with IGS –Services CompanyIBM WIN –WIN Services Companyinvolved in same projectcooperated on customer side just business partner involvedno matter who wins total services contract finally, business partner teams with STG/SWGwill subcontract to each otherif business partner wins services, IBM wins IBM will get services and HW/SW platform shareHW/SW platformHedge Playinvolved in same projectservice compete on customer sidebusiness partner teams with STG/SWGIf CSI wins services, IBM wins HW/SW platform17DDaancnincg iWnigth IBM74IBM Corporation with IBM© 200
Computer Services Industry, BPO, GCGCooperate with IGS –SI/ISVIBM -IGSSISUBCONTRACTSUBCONTRACTSI servicesNetwork productApplication developmentProject managerSI /ISVIBM -IGS18Dancing wWBM pCoorporationiitth IIBM©© 2007I 2004IBM Corration
Computer Services Industry, BPO, GCGPartner Value to IBMThe strength of the partners starts with their industry 业务转型咨询expertise and their client insightIT策略咨询应用评估咨询平台和基估础架构评硬件基础架构服务The System integrations servicesstrength of IBM starts with technology and the ability to leverage, deploy and manage that technologyManaged Operations19DDaancnincg iWnigth IBM4 wnith IBM© 2007IBM Corporatio
Computer Services Industry, BPO, GCGSI Value to IBM100%IBM0%PAY BY VALUE80%IBMSI20%发现机定IBM50%IBMSI50%会产品签订同合20%IBMSI80%0%SI100%20DDaancnincg iWnigth IBM4ation with IBM© 2007IBM Corpor
Computer Services Industry, BPO, GCGIBM INNOVATION CENTERS FOR BUSINESS PARTNERSTechnical ConsultantTechnology ManagerAssist ISV with application enablement activity Face to Face Technical Relationship with key ISV’s.Porting / tunning / perf testing / integration / proof of concept , Develop strong relationships and understanding of the ISV’s app scalability testing , etcenvironment.Helps ISV with SW environment set up, configurations, hardware Manage ISV technology strategy and enablement projects , ensure environment , networking, Rational tools , scripts , backup meet their tech obligations.Offers consultative support during an enablementInfluence the ISV to adopt and use IBM TechnologiesTC’s are usually level 5 skills in particular focus product areas and then Focus on agreed Brand based strategic and focus initiatives have cross skill for integration and up selling to ISV.Driving Technology initiatives pro actively with these ISV’sKey is to have ISV’s enabled on multiple IBM technologies and SOA Provide Architectural support / consultation to key ISV’s Architectural Assessments –design , consulting , best practice influence ISV’s to adopt IBM frameworks , SOA , core products , in their development plans Skills transfer to ISV’s, via consultations , Technical briefings and education , class workshops21Dancingration with IBM© 2007IBM Corpo
Computer Services Industry, BPO, GCG22Dancing wWiitth IIBM©© 2007IBM Corporation 2004IBM Corporation
Business Unit or Product NameIBM in CHINAConfidential | Date | Other Information, if necessary© 2002 IBM Corporation
Computer Services Industry, BPO, GCGOur Journey in ChinaSegrationtrategic Invesull InttmenFtStrategic Experiment197919892000 -PresentInvest to LearnInvest to Grow in ChinaInvest to Grow for IBMEstablish presence in ChinaBroader presence Leverage on China's strength Offshore operation-Multi-cities-Growth S-Multipingle cityle relationships-Revenue-Multiple line of Sa-Cost les only business -Quality24Dancing007IBM Corporation with IBM© 2
Computer Services Industry, BPO, GCGOur Milestones in China1979 –First IBM S/370 in China 1985 –Rep Office in Beijing1992 –IBM China, first Wholly Foreign Owned Enterprise1993 –Go To China Initiative 1994–PC Joint Venture with Great Wall 1995–IBM China Research Lab, University Relationship program1998–IBM China Contact Center1999–IBM China Software Development Lab2004–Strategic Alliance with Lenovo2005–China System Center, Institute of Business Value, Global Resource Delivery Center, Center of Command and Technology Support, China Head Quarter of IGS2006--IBM China Business Innovation Center--IBM SOA Solution Center--Global Procurement Headquarters moved to ShenZhen--China Fund, with Lehman Brother--New Global Deliver Center in Chengdu DC ChienHenry ChowChief Executive OfficerChairmanIBM Greater China GroupIBM Greater China Group25Dancing007IBM Corporation with IBM© 2
Computer Services Industry, BPO, GCGIBM’s Commitment to China“IBM has been in China going back to our first office in Shanghai…And today we are deeply involved not as just a supplier of world-class technology, but as a partner and, I hope and believe, an asset here in the country.”-Lou Gerstner26DancingCorporation with IBM© 2007IBM
Computer Services Industry, BPO, GCGIBM’s Object in China“It's not good enough to be viewed as the best foreign multinational company in China, you should want to bethe best company in China."“If clients are going totrustyou to help them transform, we have to operate in a way above and beyond criticism.”Sam Palmisano, GCG Town Hall MeetingNovember 14, 200627Dancing CorporationIBM© 2007IBM with
Computer Services Industry, BPO, GCGIBM investment in China EducationIBM always adhers to the principle of "From the society, back to society, and benefit human being". It offers a strong support to the cause of education and is actively involved in community activities in this country. Its cooperation with Chinese colleges and universities dates back to 1984 when it donated computer equipment, hardware and software to the latter. The signing of a memorandum of understanding and cooperation with the Ministry of Education in March 1995 marks the official launch of cooperation with schools of higher learning. In its 12th year, the cooperative project is heading toward higher level, greater depth and broader scope, serving to promote the construction of specialties related to information technology and talent cultivation. Since 1995, IBM has donated -billioncomputer equipment, software and service to Chinese colleges and universities. Partnership with 50+ leading universities · Over 100 Joint Labs & Technology Centers· 3 SW talents development bases · 67 SUR programs with 24 universities · Trained over 570,000 university students and 4,000 teachers; Certified 58,000 students· Reinventing Education Program· 300 primary schools in 20 cities“KidSmart” Program· 430 Kindergartens in 68 cities · 2,350 sets of KidSmart computers · Trained 7300+ teachers, benefited 100,000 children· TryScience Around the World 28Dancingation with IBM© 2007IBM Corpor
Computer Services Industry, BPO, GCGAward in 2006The press spoke highly of IBM's outstanding performance in and great contribution to China. IBM was rated Most Respected Companies in China, Most Respected Foreign Investor in China, Most Valuable Brands in China, Best Employers in China, so on and so forth. In 2004, it was rated by the Chinese version of Fortune as The Most Admired Companies in China, and ranked first. In 2005 and 2006, IBM won the honorable title of "Chinese Excellent Corporate Citizen" by the China Association of Social Workers, Committee of Corporate Citizenship.2006 中国最优秀企业公民奖2006 中国大学生最佳企业雇主奖2006中国最具影响力创新成果100强周伟焜获“2006中国最具影响力创新成果领军人物”2006台湾杰出企业创新奖Computer World HK 2006 AwardHK Chamber of SMB BPAwardMost Prominent IT Company in China Most Valuable Brand in ChinaMost Admired Foreign Investor in ChinaMost Respected Company in China29Dancing7IBM Corporation with IBM© 200
Computer Services Industry, BPO, GCGOur R&D Presence in ChinaChina Research LabChina Software Development LabEstablishedin1995Established in 1999One of the 8 IBM research Labs 2000+ Chinese software engineers specializing in e-business 200+Chinesecomputerexpertsintegration, distributed computing, Linux…Research centered around customer needs: ODIS 30Dancingn with IBM© 2007IBM Corporatio
Computer Services Industry, BPO, GCGIBM Scientists in China James YehJosephine ChengWang YunCh沈丽琴ief Technology VP, CSDL, OfficerIBM FellowIBM Fellow31Dancing withion IBM© 2007IBM Corporat
Computer Services Industry, BPO, GCG叶天正叶天正博士现任IBM中国研究中心主任，主导企业转型优化、信息技术基础设施、语文咨询以及信息服务等有关研究。他生于中国南京,1975年获得美国宾州大学物理博士,曾在康乃尔大学做研究，并于1977年加入IBM华生研究中心。叶博士个人得到多项专利及多项公司奖赏。叶学博技士术曾方带面领有在多美项研突究破部，门其发在展多种品质管理的测试及检验仪表，不仅在科IBM公司对产品品质提升和降低成本均有重大贡献。近年来，叶博士更将其对生产企业之了解推广至大小型企业管理和资讯运用，其研究范畴包括产销运作之优化，企业资讯系统之架构及整合，网路应用，企委业员流会程大分中析华及区模总拟会，副及主合席作。管理计划技术等解决方案。现兼任供应链管理32Dancingn with IBM© 2007IBM Corporatio
Computer Services Industry, BPO, GCGJosephine ChengJosephine Cheng is vice president of the IBM China Development Laboratories. An IBM veteran with more than 30 years experience, Josephine has compiled a record of achievement and innovation in relational database development. When she started at IBM in 1976, Josephine was one of the first women in her department and she immediately proved her abilities. Before long, she was known as a visionary technologist and leader who was unafraid to take on "impossible tasks" (which suddenly became possible under her guidance). She has been awarded 25 patents for her inventions. In 2000, Josephine was named an IBM Fellow, the highest technical honor at the company. Born in Vietnam and raised in Hong Kong, Josephine is generous with her knowledge and experience, devoting a great deal of time to mentoring countless IBMers. Concerned about the relatively small number of female technical leaders in China, she hopes to strengthen the pipeline of female technical talent. "Enjoy your work," Josephine suggests to new IBMers. "Have passion for what you are doing. A positive attitude is also very important, that solves problems in front of you, and helps you move forward."33Dancing wIBM Corporationith IBM© 2007
Computer Services Industry, BPO, GCG王云王云先生是IBM信息管理领域的顶尖科学家，目前他就职于IBM中国开发中心。王云先生于1985年加入IBM DB2开发团队，领导了DB2 z/OS查询处理结构和技术的开发，设计并推出了多重和索查引询访改问写方和法查、询混下和推接运入算方法法则、等非。均匀数据分区的优化，并参与了在线分析处理、并行查询处理数据连接器(Data Joiner)是IBM推出的第一代信息整合套件，王云先生领导了第一代数据连接器的基础构架带设有计定工义作索。引王的先用生户领定导义的谓另词一来个定项义目这，些是数利据用类用型户、定函义数的和抽查象询数）据推类出型的、函数和查询（用户通过DB2空间扩展器（DB2 Spatial Extender）。这些技术除了用于数据库空间扩展器，还为特定领域的方案提供商用定义特定的索引，并使这些索引能被特定的查询谓词所使用。王云先生还领导了DB2 for z/OS Version 8查询引擎的改造工作。通过改造，转换了DB2 z/OS SOL引擎的最初设计模式，以智能和高效的优化器、高速和可升级的执行引擎，为复杂的企业应用和21世纪的全球应用行（操包作括、企转业换内数外据部类的型数及处据理连接、数据联合、子查询、递归查询、聚类、星型方案、数据归总、并XML数据等）提供支持。最近，王云先生把他的技术影响扩大到了数据库服务器上，以此协助DB2内容管理器和Lotus协作套件进以行及数数据据库分技区术和的集开群发的。可其用中性包和括可：扩数展据性库。设计和访问、文件备份和恢复、设计和调整系统性能、王云先生因不断创新和为DB2通用数据库系统提供的先进数据库技术，于2005年5月获得IBM授予的最高技术荣誉“IBM院士(IBM Fellow)”称号。25万名技术研发人员中提升的IBM Fellow只有61位。技术人员要获得Fellow比当上副总裁难10倍。34Dancing2007IBM Corporation with IBM©
Computer Services Industry, BPO, GCG沈丽琴1985年以当地第一名的成绩考入上海交通大学，从本科到博士，她发表了多篇论文，所参加的课题曾荣获了国家科技进步二等奖；1995年取得博士学位后加入刚成立的IBM中国研究中心,开始语音识别技术的研究。1997年，她带领的团队成功研制了第一个连续语音中文听写系统，在语音技术领域，她发表了十多篇论文，申请了多项专利，荣获了IBM杰出技术成果奖成；人她的还发带音领。一个团队成功研制了高质量的语音合成技术，使计算机可以合由于她在中文语音技术领域的突出贡献，曾荣获当时的总裁郭仕纳签发的IBM杰出技术成果奖,并于2004年6月，被《中国计算机报》评选为“中国十大IT科研女性”沈丽琴目前担任中国研究中心信息、知识和交互技术部高级经理。35Dancing with IBM© 2007IBM Corporation
Computer Services Industry, BPO, GCGInnovation that Matters 200420052006Product BusinessInnovationInnovation Service in Policy & InnovationSocietyNew InsightInnovation that mattersSocietyTechnologyManagement & culture ofBusiness oProcess innvationInnovationBusiness Model Innovation36DancingM Corporation with IBM© 2007IB
Computer Services Industry, BPO, GCGOur GoalGrowth37Dancing worationith IBM© 2007IBM Corp
Computer Services Industry, BPO, GCGIBM China: Goals and Vision in 2010Overall Goals: · Contribute to china's economic development for sustainable growth and social stability· Contribute to China's healthy integration within the 21st century global economy· Contribute to creating role-model global Chinese enterprises· Develop talent and capabilities necessary for collaborative innovation· Integrate IBM china's growing strengths with critical IBM global missionsVision in 2010· A solutions and services leader able to solve clients’ most complex business problems· A SME-savvy leader who provides total solutions to clients, large and small· An outstanding employer of experts who solve complex problems· An employer who supports diversity· A strong value partner who enables Chinese partners to grow and win · A driving force in breeding future business and IT leaders in China· A leader in driving innovative programs to better serve the community38Dancing Corporation with IBM© 2007IBM
Computer Services Industry, BPO, GCGOur Future Success Is Based on IBM ValuesDedicationto every client's Innovationthat matters -for our success company and forthe worldIBM ValuesTrust and personalresponsibility in allrelationshipsValue, Growth –We’re ON the Journey39Dancing7IBM Corporation with IBM© 200
Business Unit or Product NameIBM OrganizationConfidential | Date | Other Information, if necessary© 2002 IBM Corporation
