Presentation Transcript
Partnering to Generate Strategic Value: Partnering to Generate Strategic Value Elly Keinan
Vice President, Northeast Europe
Agenda: Agenda IBM’s Transformation
Northeast Europe Marketplace
Teaming to Win
Slide3: IBM’s Transformation: An Ongoing Journey 1984 1992 2004 2005 2006 A new computing model for business New client needs generated by these new possibilities The rising tide of globalisation
We Have Remixed our Business: We Have Remixed our Business Segment Pretax Income Mix 2004 2005 2006 *Excluding non-reocurring events Systems & Financing Software Services
IBM Share Position: 2002 - 2006 : IBM Share Position: 2002 - 2006 Source: IBM Market Intelligence, January 2007
Slide6: IBM’s Transformation: An Ongoing Journey
Slide7: IBM Northeast Europe ~100 countries
~1.6 billion population
130 different languages in Europe alone
2007 IT market = $154B, 5.4% yty
2007 real GDP growth = 3.7%
20% IBM worldwide revenue
60,000 IBM employees of which 15,000 Global resources HQ: Zurich, Switzerland
Slide8: Our Clients
We Leverage Our Entire Organization to Deliver Valuable Business and Technology Solutions: We Leverage Our Entire Organization to Deliver Valuable Business and Technology Solutions IBM Global Financing IBM Global Business Services IBM Research Software Group Systems & Technology Group Communications Distribution Financial Services Industrial Public Small & Medium Business (SMB) Telecommunications
Media & Entertainment
Energy & Utilities Retail
Consumer Products
Travel & Transportation Banking
Financial Markets
Insurance Automotive
Aerospace
Chemicals & Petroleum
Electronics Government
Education
Healthcare & Life Sciences Direct
Face to Face
Teleweb
ibm.com Indirect
Business Partners
Alliances Communications, Legal, IT Human Resources, Finance Marketing / Strategy / Sales Operations Business Lines Sectors Industries Market Channels Geographies Americas NE Europe
SW Europe Japan Asia Pacific IBM Global Technology Services
Shift to Solutions is Changing the Industry Landscape: 2000 72% % Solutions Opportunity Shift to Solutions is Changing the Industry Landscape Source: IBM Market Intelligence Needs Identification Information Gathering Product / Vendor Evaluation Post Sales Support 92% 75% 67% 70% % Clients Using Influencers Solutions spend continues to gain momentum and is over 70% of total IT market in 2007 2001 2002 2003 2004 2005 2006 2007 69% 67% 64% 61% 59% 57% 55%
Ten Fastest Growing Solution Areas: Ten Fastest Growing Solution Areas Source: IBM Market Intelligence, 2007
Northeast Europe IT Marketplace by Industry: Northeast Europe IT Marketplace by Industry Source: IBM Market Intelligence, 2007 Size: Incremental growth Green: Accellerating growth Yellow: Stable growth Red: Decreasing growth
Slide13: Northeast Europe IT Marketplace by Country Source: IBM Market Intelligence, 2007 Size: Incremental growth Green: Accellerating growth Yellow: Stable growth Red: Decreasing growth
IBM Adds Value at All Levels of the Banking Industry: IBM Institute for Business
Value
Among top 3 Business analyst in the world
170 reports a year IBM Point of View Strategic Alignment
Industry framework This SOA will facilitate
the co-existence and
migration of Legacy
Systems while providing
workflow efficiency
Product Brands Technique to model an enterprise as non-overlapping components to identify improvements Models provide an information architecture blueprint with detailed banking business content Global Business Service
Global Outsourcing
Global Tech. Service
IBM Software Group
IBM Hardware Group IBM Adds Value at All Levels of the Banking Industry Data Model SOA Architecture
Media Hub is a Significant Differentiator for IBM: Media Hub is a Significant Differentiator for IBM
There is Mutual Benefit For Us to Work Together: There is Mutual Benefit For Us to Work Together Improve market access
Accelerate win rates while reducing selling time
Enhance value propositions via complete solutions
Reduce risk
Build deeper client relationships
Grow revenue and profit / Gain market share Strategic Value Creation S U C C E S S
Israeli ISV Success – Winning Together: Israeli ISV Success – Winning Together
Action: Invest in fast growth areas
Continue to work with the GTU
Partner with IBM R&D labs in order to shorten development cycles
Take advantage of IBM enablement
Build a strong joint value proposition
Transform offerings into a replicable asset
Get some joint wins! Action