BM的分析研究报告.pptVIP

IBM- Overview of messaging and collaboration services offerings IBM Workgroup Services- Part of an organization within IGS that was established after the sale of the ATT network Marketing combination of IGS and Lotus Domino/Notes Managed operations and hosting technology focused on large customers Running entire data centers Building systems from scratch Deployment, installation, development and professional training Hosting environments for Internet, intranet and extranet collaboration and applications. Application hosting, replication services, and messaging services are included. The browser is centric to these implementations. Technical support for help desks is standard Managed offerings include data network services, internet and intranet services, electronic transaction services, messaging and collaborative services, network outsourcing services IBM- Workgroup Services Revenue IGS services revenues for year ended December 31, 1998 were $29 billion (Source: IBM 10K Report). IGS Headcount 116,000 service employees worldwide (Dataquest estimate) Workgroup Services value of contracts Published one-off seat price: $36/month, $4000/month minimum Target customers: from 300 to 15,000 seats General approach Start with one department or group, then move to other groups within the enterprise. Different groups from IGS are brought in and a project team is created Many clients are established Notes shops needing assistance with roll out and application development. Anticipated Growth IBM believes the messaging and collaboration space (which includes applications hosting, messaging, collaboration and KM) is growing at 240 percent/year. They intend to match or exceed that growth. IBM- Workgroup Services- Pricing strategies and new services development When other divisions of IGS are involved, the seat price is sometimes increased. Other times, the additional services are priced separately. Each time a customer asks for something new, the management team of Workgroup