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1、ResultsoftheResearch IBM IBM IBMGlobalServices IGS Network Workgroup UniversalMessaging Source IBMCorporation July1999 IBM Overviewofmessagingandcollaborationservicesofferings IBMWorkgroupServices PartofanorganizationwithinIGSthatwasestablishedafterthesaleoftheAT TnetworkMarketingcombinationofIGSand
2、LotusDomino NotesManagedoperationsandhostingtechnologyfocusedonlargecustomersRunningentiredatacentersBuildingsystemsfromscratchDeployment installation developmentandprofessionaltrainingHostingenvironmentsforInternet intranetandextranetcollaborationandapplications Applicationhosting replicationservic
3、es andmessagingservicesareincluded Thebrowseriscentrictotheseimplementations TechnicalsupportforhelpdesksisstandardManagedofferingsincludedatanetworkservices internetandintranetservices electronictransactionservices messagingandcollaborativeservices networkoutsourcingservices IBM WorkgroupServices R
4、evenueIGSservicesrevenuesforyearendedDecember31 1998were 29billion Source IBM10KReport IGSHeadcount116 000serviceemployeesworldwide Dataquestestimate WorkgroupServicesvalueofcontractsPublishedone offseatprice 36 month 4000 monthminimumTargetcustomers from300to15 000seatsGeneralapproachStartwithonede
5、partmentorgroup thenmovetoothergroupswithintheenterprise DifferentgroupsfromIGSarebroughtinandaprojectteamiscreatedManyclientsareestablishedNotesshopsneedingassistancewithrolloutandapplicationdevelopment AnticipatedGrowthIBMbelievesthemessagingandcollaborationspace whichincludesapplicationshosting m
6、essaging collaborationandKM isgrowingat240percent year Theyintendtomatchorexceedthatgrowth IBM WorkgroupServices Pricingstrategiesandnewservicesdevelopment WhenotherdivisionsofIGSareinvolved theseatpriceissometimesincreased Othertimes theadditionalservicesarepricedseparately Eachtimeacustomerasksfor
7、somethingnew themanagementteamofWorkgroupServicesdoesamarketsegmentanalysistodetermineifitissomethingthatshouldbeaddedtotheportfolioofrepeatablesolutionsorservices Theoverallobjectiveistostandardizecustomsolutionssothatpricescanbeloweredforothercustomers ValuepricingisnewtoIBM andisthecauseofmuchint
8、ernaldebate Seniormanagementisdrivingadoption Pricingmethodology Baseitonthe areasofpain thatareaddressedforthecustomerDeterminewhatthevalueistothecustomerofhavingNotesorExchangeseatsrolledoutquickly Streamlinetheprocessofdeterminingwhatmessagingserverscost andhowmanyadministratorsareneededProvidesc
9、alingservicestocustomers thatis helpthemdeterminewhenresourcesneedtobeaddedasasystemgrows IBM WorkgroupServices Servicessalesanddelivery WorkgroupServicesdeliverstheentirepackageintermsofserviceinfrastructure Generallytheyputeverythinginplace haveaconferencecall outlinetheprocedureforusingtheapplica
10、tionandthecustomerisoffandrunning Someend userapplicationsupportisprovidedbypartners OccasionallycustomersasktorentaNotesadministratororhavedirectaccesstooneatanIBMServiceCenter Thisisacustombid providedasneeded NotableWorkgroupServicespartners IntraLinks indeliveryofanInternet baseddocumentdistribu
11、tionandtransactionmanagementsystemforthesyndicatedloanmarket InternationalConsultingServices atraditionalAS 400BusinessPartner TheyhavedevelopedanapplicationcalledWorkfaceforsmallandmedium sizedcompaniestofacilitateOSHAreporting Today approximately10 15percentofrevenuecomesfromindirectsalesthroughpa
12、rtners ThisisexpectedtogrowastheApplicationsServiceProvider ASP marketgrows TherestissoldbyIBMaccountmanagersandexecutives IBM NetfinityandExchange IBMisagnosticintermsofthemessagingplatformtheywillimplement ThechoicebetweenNotesandExchangeisdeterminedbythecustomer IGSisfullyrampedupandpreparedtodel
13、iverbothNotesandExchangesolutions ThereisaverylargepracticededicatedtomanagedoperationsforExchange Othercompaniesweinterviewed WangandDell havenotseenapushfromIBMonewayoranotherontheNetfinityissue TherespondentfromWorkgroupServicesencountersthreemodelsformessagingservicesdelivery Servicesaimedatenab
14、lingcustomerstodoitthemselvesManagedoperationsNewservicesthroughASPsNetfinityisviableandusedinallofthosemodels IBM IGSandLotus TherelationshipbetweenIGSandLotusbeganwiththeAT TNetworkedNotesprogram NetworkNotesevolvedintotheNotesPublicNetworkstrategy IBMwasjustanotherNotesNetworkproviderintheearlyda
15、ys IBMdealtwithLotusonthesameplayingfieldastheotherPublicNetworkProviders WhileLotusandIBMwerecompetingwitheachother theyknewtheyhadtoworktogethertovalidatethemarketplace WorkgroupServicesisasurvivingentityfromthatrelationship IBMistryingtoleveragelessonslearned movingforward DominoInstantHostisstra
16、tegic WorkgroupServiceshasbeenworkingwithLotustodeveloprentableapplicationsbasedonInstantHost ItcarriestheIBMBusinessApplicationsCenterbrand IBM IGS LotusandServicesDelivery IGSworkscloselywithLotusaspartofLotus strategytoworkwithlargeservicesproviders IGStargetstheenterprisesegment globaltwoorthreethousand andhasastrongholdinthisspace Theconsultativesellisimportant Lotushastheirownconsultinggroup whichdeliverssimilarofferingstothoseprovidedbyIGS TodaytheoverallshareofWorkgroupServicesbusinessin
