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215IT———————31982198787UniversityofWashington1995199841.12080160351.231975316,00519894,000800,000,000200252,00030,000,000,00019753BillGatesPaulAllen1-119801-1198019951-215061-219951995451-31-41-3X1-51-3RedWest71-4Redmond1-5X1.3PCEnablepeopleandbusinessesthroughouttheworldtorealizetheirfullpotential8Wakeupeverydaywithafeelingofpassionforthedifferencetechnologywillmakeinpeople’slives1.4CEO3SalesMarketing&ServicesR&DMSResearch1-61-61.51.5.1/CEO/91-71-81-91-101-71-8101-91-101-11111-111-131-12Building119121-131-141-1413BMWBMWBBoeingMMicrosoftWWeyerhaeuserStarbucksCostcoWholesalesBellevueMicrosoft1.5.2T1-15141-151-1615WindowsWindows20005WindowsWindowsSQLServerSQLServerSQLServer50%161995InternetNetscapeInternetIE181.5.31-17171-17100BorlandAndersHejlsbergDelphiBorlandBorlandBorland18BorlandVisualJ++C#C#AndersIETridentHTMLActiveXTridentNetscapeIEIEXMLXMLXMLHH19ExchangeServerExchangeServerExchangeServerExchangeServer20IEIEIEIEIEIE21Takeyourtime100221-181-19IT231.5.4IT241.5.5Teamwork9000IE50251-201-20Windows2627281-211-221.5.6ArtofCommunication291-231-241.5.7301995Internet301-25IE313281-261-261.5.8Ownership33IT18focusonYesNoYesNoNoIE262810Focus534George1-271.5.9351.5.101-28MicrosoftLinux361-2819971998Whereareyougoing?Seattle!”Whatisyouroccupation?SoftwareEngineer!AreyouworkingforMicrosoft?Yes!Oh,Microsoft!Please!1999IBMOracleSun201-291999371-291.5.11zzz1~52.54.0zzStackRankingzzz3%381.699999995——————IEEEOhioStateUniversityAT&TBellLabs1992Object-OrientedWorkflow1996WindowsNT/2000WindowsNTServerWindows/Office20025.15.1.1MarketingMeetingneedsprofitably5-15.1.2Theartandscienceofchoosingtargetmarket,Andgetting,keeping,andgrowingcustomersthroughcreating,delivering,andcommunicatingsuperiorcustomervalue5-15-15-14P44PzProductzPricezPromotionzPlaceProductPricePromotionPlace5.1.35-2MohanSawheny4P5-25-2(1)(2)(3)(4)(5)(6)(7)(8)5.25.2.1?zzzOTIS5.2.2RevlonStarbucks5.2.3WindowsOffice90%WindowsOffice90%PCPC40%50%PCWindowsOffice30%-40%10%WindowsOfficeWindowsOffice30%-40%WindowsOfficeOffice20%OfficeOfficezzz„„„Office5-35-35-3zzzzzzzz,(1)(2)(3)(4)(5)(6)(1)(2)(3)(4)(5)(6)(7)(8)OfficeOfficeOfficeOfficeOfficeXPOfficeXPOfficeXP2080DOS209090IntranetInternet21zXMLWebServiceszzzzXMLWebServicesTabletPCPC5.2.4(1)‹‹(2)‹‹(3)‹‹Y2K20002000Y2K2000Y2KY2K.com.com5.35.3.1MarketSegmentationzDeveloperszITITProfessionalszBusinessDecisionMakerszKnowledgeWorkerszGeneralUsersAudienceMarketingz„„zz/z5-4Windows20005-4Windows2000WindowsServerWindows2000XMLWindows20005-55-5Windows20005.3.2zMatters„zUnique„zSustainable„zTangible„MUSTWindows2000_____________________________________________________________________//AVISAVISAVIS/VisualStudioVisualStudio200VisualBasicC++/VisualStudioVisualStudioJavaJavaVisualStudio200VisualBasicC++5.3.3Windows2000Windows2000Windows20005-6Windows2000Windows20005-6Windows20005.3.4Microsoft.NETMicrosoft.NETMicrosoft.NETMicrosoft.NETzMicrosoft.NET„„zITMicrosoft.NET„„zMicrosoft.NET„XMLWebServices„Windows2000zzzz/Microsoft.NET5.3.5.NETEnterpriseServers.NETEnterpriseServer5-25-2.NETEnterpriseServerWebzzzWebzXMLzzzzB2BB2CzWebz247zzzzzXMLzzzzzXMLWebz5.45.4.1zzz5.4.2(1)CustomerSurvey‹‹(2)Face-to-FaceInterview‹‹(3)FocusGroup‹‹(4)‹‹(5)‹‹(6)‹‹10-208105.4.3Windows2000ServerWindows2000Server(1)‹(2)‹‹(3)‹‹(4)‹‹(5)‹Windows2000ServerBeta35-770%26%1%0%0%0%10%20%30%40%50%60%70%5-7Windows2000ServerBeta38/24-27,1999Windows20001,400836Windows2000ServerBeta352%20%7%17%0%10%20%30%40%50%60%365-8Windows2000ServerBeta38/24-27,1999Windows20001,400836Windows2000ServerWindows2000ServerBeta35-971%23%1%0%0%0%10%20%30%40%50%60%70%80%5-9Windows2000ServerBeta38/12-151999Windows20001,2009725.4.4SecuredCustomerIndexzzz5-105-10SCISCI5.5/5.5.1z„z„z„5.5.25-35-3Windows2000ServerPC5.5.3(1)(2)‹(3)‹(4)‹(5)‹(6)5.5.4PartneringIQCRMERPIT5.6z„„z„„z„„5.6.1z„„/„z„z„z„5.6.2ConnectedMarketing5-115-115.799995.8PhilipKotler.MarketingManagement.PrenticeHall,2002.LawrenceG.Friedman.Go-To-MarketStrategy.Butterworth-Heinemann,2002.DawnIacobucci.KelloggonMarketing.Wiley,2001.GeoffreyA.More.CrossingTheChasm.Harper-Business,1999.GeoffreyA.More.InsideTheTornado.Harper-Business,1999.