ibm全方位分析和研究.pptVIP

IBM IS RIGIDLY AND AGGRESSIVELY IMPLEMENTING TOTAL SOLUTION AND SERVICE PROVIDER STRATEGY IN PRODUCT OFFERING Key product offerings Source: Literature research Product category Product category Desktop PC Notebook NetVista commercial PC NetVista A40 NetVista A10 NetVista A20-6269BSC NetVista A20-634587C/634586C NetVista Multi-media PC NetVista X40i NetVista A60i NetVista A40i NetVista A20i-21949DC/219415C NetVista A20i-219755C/21978DC NetVista A10i ThinkPad A series ThinkPad T series ThinkPad X series ThinkPad i series Source: literature research SEC China010821BJ-IBM * IBM IS PARTICULARLY STRONG IN GOVERNMENT AND SMES, BUT WEAK IN HOME AND EDUCATION, THE TYPICAL LOCAL PLAYERS’ TERRITORIES Source: IDC Sales by customer segments Percent of units shipment (000s), 2000 Small office Home 100%= IBM Market average 264 6,564 Small business Education Medium business Government Large business Small office Home 100%= IBM Market average 83 484 Education Government Large business Small business Medium business Desktop PC market Notebook market 2.3 2.9 3.9 3.5 3.7 4.8 SEC China010821BJ-IBM * IBM IS A DOMINANT HIGH-END PLAYER, GRASPING OVER 20% MARKET SHARE OF HIGH-END DESKTOP PC AND OVER 50% OF PRIMIUM NOTEBOOK MARKET Source: IDC, interview Others Dell Compaq Great Wall IBM HP Founder Legend 2.8 2.8 2.7 5.3 2.1 Low(0-1k) Medium (1-1.5k) High (1.5k) 100% = 1.8 Desktop PC market, 1999 43.6 18.4 3.7 2.6 0.4 Others Dell IBM Founder Legend 0.9 Low(0-2k) Medium (2-2.5k) High (2.5-3.5k) 100% = Notebook market, 2000 0.11 0.12 0.17 0.7 3.5 1.4 0.1 Acer Toshiba 0.08 Premium (3.5K) Price brand USD 1 5.1 0 1.5 1.5 2.2 5.7 IBM’s market share Sales by customer segments Percent of units shipment (M) SEC China010821BJ-IBM * VALUE CHAIN STRATEGY 4. Value chain strategy 5. Organization and ownership 6. Financial performance Focus on Marketing, advertising and promotion Distribution (channel and sales force) Organization structure Owne