研究IBM结果(ppt11)(英文).pptVIP

IGS Business Consulting: Business Transformation Knowledge Management e-business Advisory Services IGS IT Consulting: Information Technology Strategy Services Business Recovery Network Systems Management Corporate Messaging Services, Universal Messaging Services, Network Services Corporate Messaging Services is a managed offering for Lotus cc:Mail Post Offices, Lotus Notes Servers, Microsoft Mail Post Offices, Microsoft Exchange Servers and Novell GroupWise Servers. Value-added network e-mail services include Universal Messaging Services and other public messaging services Customers do push back on the per-seat price. This is one of the first service groups that is priced on a value vs. cost model. IBM hired GartnerConsulting to do a study on value pricing. Discounts generally occur at the 2,000-5,000-10,000 seat levels. There will be come changes in the list price, however the respondent would not discuss it. Workgroup Services plans to add people in the data centers for administration, server maintenance, etc. No additions in development are planned at this time. Support (Customer Care) will grow rapidly. Sales staff will not likely be increased, but more account executives will likely pick Workgroup Services up. IBM sees the collaboration space as an large opportunity. They believe the growth will come from individuals in enterprises seeking solutions for a particular group as well as the small business market. Many IBM-ers say “Why price per seat? Rent them a server and get on with it.” Most deals are executed on a utility model, particularly at the $4000 minimum-threshold level. For larger deals, IBM may ask for a two or three-year commitment. IBM relies on its infrastructure of IBM support centers and the IBM global network, as well as IBM global business partners to deliver support and services. For things like central help desk and remote LAN management, IBM will seek to leverage remote service delivery as the more cost-effective and expedien