麦肯锡对IBM全方位的分析和研究(英文版)(ppt 21页)

* IBM’s purchase in china has increased from 30M USD in 1993 to 1B USD in 1998
Source: Literature research
3
BACKGROUND INFORMATION
1. Background information
OVERVIEW OF COMPETITOR ANALYSIS FRAMEWORK
1. Background information
• Location
• Number of
• Management employees
team
• Era analysis
• Starting year
4. Value chain strategy
Focus on
• Marketing,
advertising and promotion
• Distribution (channel
and sales force)
2. Strategy
• Mission • Vision • Corporate strategy • Market position
3. Product/market
• Key product offerings • Key customers • Pricing
Nanjing, Xian, Chongqing offices
• Established customer service network covering dozens of
China major cities
• Set up China purchasing center* in Shenzhen
5. Organization and ownership
• Organization structure • Ownership structure
SEC China010821BJ-IBM
3. Product/market
• Key product offerings • Key customers • Pricing
6. Financial performance
• Sales • Profit
1
BACKGROUND INFORMATION
1. Background information
• Location
• Number of
• Management employees
team
• Era analysis
• Location
• Number of
• Management employees
team
• Era analysis
• Starting year
4. Value chain strategy
• Focus on
– Marketing, advertising and promotion
– Distribution (channel and sales force)
2. Strategy
• Mission • Vision • Corporate strategy • Market position
5. Organization and ownership
• Organization structure • Ownership structure
SEC China010821BJ-IBM
SEC China010821BJ-IBM
CONFIDENLeabharlann BaiduIAL
PC Competitor Analysis: IBM
SAMSUNG ELECTRONICS CHINA (SEC China)
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Starting year
Beijing Zhou Weikun
• 1984 (representative office) • 1992 (IBM China Co. Ltd.)
Number of employees
Key milestones
Over 3000
• Set up IBM Customer Association in 1984 • Opened Beijing, Shanghai, Shenzhen, Chengdu, Guangzhou,
5. Organization and ownership
• Organization structure • Ownership structure
SEC China010821BJ-IBM
3. Product/market
• Key product offerings • Key customers • Pricing
6. Financial performance
• Sales • Profit
2
IBM HAS GRADUALLY EXPANDED ITS PRESENCE IN CHINA
Background information
SEC China010821BJ-IBM
Location
Managing director
• Starting year
4. Value chain strategy
• Focus on
– Marketing, advertising and promotion
– Distribution (channel and sales force)
2. Strategy
• Mission • Vision • Corporate strategy • Market position