IBM的分析研究报告

CompetitiveAnalysis:Messaging/CollaborationSvcs.Engagement#19021620—7/15/99—Page1CompaqComputerCorporation©1998GartnerGroup,Inc.Allrightsreserved.UseexternaltoShortCompanyNamerestrictedbytermsofcontract.GartnerConsultingResultsoftheResearch-IBMCompetitiveAnalysis:Messaging/CollaborationSvcs.Engagement#19021620—7/15/99—Page2CompaqComputerCorporation©1998GartnerGroup,Inc.Allrightsreserved.UseexternaltoShortCompanyNamerestrictedbytermsofcontract.GartnerConsultingIBM-IBMGlobalServices(IGS)IBMGlobalServicesNetworkCorporateMessagingWorkgroupUniversalMessagingSource:IBMCorporation(July1999)CompetitiveAnalysis:Messaging/CollaborationSvcs.Engagement#19021620—7/15/99—Page3CompaqComputerCorporation©1998GartnerGroup,Inc.Allrightsreserved.UseexternaltoShortCompanyNamerestrictedbytermsofcontract.GartnerConsultingIBM-OverviewofmessagingandcollaborationservicesofferingsIBMWorkgroupServices-PartofanorganizationwithinIGSthatwasestablishedafterthesaleoftheAT&TnetworkMarketingcombinationofIGSandLotusDomino/NotesManagedoperationsandhostingtechnologyfocusedonlargecustomers—Runningentiredatacenters—Buildingsystemsfromscratch—Deployment,installation,developmentandprofessionaltrainingHostingenvironmentsforInternet,intranetandextranetcollaborationandapplications.Applicationhosting,replicationservices,andmessagingservicesareincluded.Thebrowseriscentrictotheseimplementations.TechnicalsupportforhelpdesksisstandardManagedofferingsincludedatanetworkservices,internetandintranetservices,electronictransactionservices,messagingandcollaborativeservices,networkoutsourcingservicesCompetitiveAnalysis:Messaging/CollaborationSvcs.Engagement#19021620—7/15/99—Page4CompaqComputerCorporation©1998GartnerGroup,Inc.Allrightsreserved.UseexternaltoShortCompanyNamerestrictedbytermsofcontract.GartnerConsultingIBM-WorkgroupServicesRevenueIGSservicesrevenuesforyearendedDecember31,1998were$29billion(Source:IBM10KReport).IGSHeadcount116,000serviceemployeesworldwide(Dataquestestimate)WorkgroupServicesvalueofcontractsPublishedone-offseatprice:$36/month,$4000/monthminimumTargetcustomers:from300to15,000seatsGeneralapproachStartwithonedepartmentorgroup,thenmovetoothergroupswithintheenterprise.DifferentgroupsfromIGSarebroughtinandaprojectteamiscreatedManyclientsareestablishedNotesshopsneedingassistancewithrolloutandapplicationdevelopment.AnticipatedGrowthIBMbelievesthemessagingandcollaborationspace(whichincludesapplicationshosting,messaging,collaborationandKM)isgrowingat240percent/year.Theyintendtomatchorexceedthatgrowth.CompetitiveAnalysis:Messaging/CollaborationSvcs.Engagement#19021620—7/15/99—Page5CompaqComputerCorporation©1998GartnerGroup,Inc.Allrightsreserved.UseexternaltoShortCompanyNamerestrictedbytermsofcontract.GartnerConsultingIBM-WorkgroupServices-PricingstrategiesandnewservicesdevelopmentWhenotherdivisionsofIGSareinvolved,theseatpriceissometimesincreased.Othertimes,theadditionalservicesarepricedseparately.Eachtimeacustomerasksforsomethingnew,themanagementteamofWorkgroupServicesdoesamarketsegmentanalysistodetermineifitissomethingthatshouldbeaddedtotheportfolioofrepeatablesolutionsorservices.Theoverallobjectiveistostandardizecustomsolutionssothatpricescanbeloweredforothercustomers.ValuepricingisnewtoIBM,andisthecauseofmuchinternaldebate.Seniormanagementisdrivingadoption.Pricingmethodology:Baseitonthe“areasofpain”thatareaddressedforthecustomerDeterminewhatthevalueistothecustomerofhavingNotesorExchangeseatsrolledoutquickly.Streamlinetheprocessofdeterminingwhatmessagingserverscost,andhowmanyadministratorsareneededProvidescalingservicestocustomers,thatis,helpthemdeterminewhenresourcesneedtobeaddedasasystemgrowsCompetitiveAnalysis:Messaging/CollaborationSvcs.Engagement#19021620—7/15/99—Page6CompaqComputerCorporation©1998GartnerGroup,Inc.Allrightsreserved.UseexternaltoShortCompanyNamerestrictedbytermsofcontract.GartnerConsultingIBM-WorkgroupServices-ServicessalesanddeliveryWorkgroupServicesdeliverstheentirepackageintermsofserviceinfrastructure.Generallytheyputeverythinginplace,haveaconferencecall,outlinetheprocedureforusingtheapplicationandthecustomerisoffandrunning.Someend-userapplicationsupportisprovidedbypartners.OccasionallycustomersasktorentaNotesadministratororhavedirectaccesstooneatanIBMServiceCenter.Thisisacustombid,providedasneeded.NotableWorkgroupServicespartners:IntraLinks-indeliveryofanInternet-baseddocumentdistributionandtransactionmanagementsystemforthesyndicatedloanmarket.InternationalConsultingServices-atraditionalAS/400BusinessPartner.TheyhavedevelopedanapplicationcalledWorkfaceforsmallandmedium-sizedcompaniestofacilitateOSHAreporting.Today,approximately10-15percentofrevenuecomesfromindirectsalesthroughpartners.ThisisexpectedtogrowastheApplicationsServiceProvider(ASP)marketgrows.TherestissoldbyIBMaccountmanagersandexecutives.CompetitiveAnalysis:Messaging/CollaborationSvcs.Engagement#19021620—7/15/99—Page7CompaqComputerCorporation©1998GartnerGroup,Inc.Allrightsreserved.UseexternaltoShortCompanyNameres