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【正文】 CONFIDENTIAL PC Competitor Analysis: IBM SAMSUNG ELECTRONICS CHINA (SEC China) This report is solely for the use of client personnel. No part of it may be circulated, quoted, or reproduced for distribution outside the client anization without prior written approval from McKinsey Company. This material was used by McKinsey Company during an oral presentation。 it is not a plete record of the discussion. Aug, 2023 SEC China010821BJIBM OVERVIEW OF COMPETITOR ANALYSIS FRAMEWORK 4. Value chain strategy 5. Organization and ownership 6. Financial performance Focus on ? Marketing, advertising and promotion ? Distribution (channel and sales force) ? Organization structure ? Ownership structure ? Sales ? Profit 2. Strategy 3. Product/market ? Mission ? Vision ? Corporate strategy ? Market position ? Key product offerings ? Key customers ? Pricing 1. Background information ? Location ? Management team ? Starting year ? Number of employees ? Era analysis 2 SEC China010821BJIBM BACKGROUND INFORMATION 1. Background information ? Location ? Management team ? Starting year ? Number of employees ? Era analysis 4. Value chain strategy 5. Organization and ownership 6. Financial performance ? Focus on – Marketing, advertising and promotion – Distribution (channel and sales force) ? Organization structure ? Ownership structure ? Sales ? Profit 2. Strategy 3. Product/market ? Mission ? Vision ? Corporate strategy ? Market position ? Key product offerings ? Key customers ? Pricing 3 SEC China010821BJIBM IBM HAS GRADUALLY EXPANDED ITS PRESENCE IN CHINA Location Beijing Managing director Zhou Weikun Starting year ? 1984 (representative office) ? 1992 (IBM China Co. Ltd.) Number of employees Over 3000 Key milestones ? Set up IBM Customer Association in 1984 ? Opened Beijing, Shanghai, Shenzhen, Chengdu, Guangzhou, Nanjing, Xian, Chongqing offices ? Established customer service work covering dozens of China major cities ? Set up China purchasing center* in Shenzhen Background information * IBM’s purchase in china has increased from 30M USD in 1993 to 1B USD in 1998 Source: Literature research 4 SEC China010821BJIBM BACKGROUND INFORMATION 4. Value chain strategy 5. Organization and ownership 6. Financial performance ? Focus on – Marketing, advertising and promotion – Distribution (channel and sales force) ? Organization structure ? Ownership structure ? Sales ? Profit 2. Strategy 3. Product/market ? Mission ? Vision ? Corporate strategy ? Market position ? Key product offerings ? Key customers ? Pricing 1. Background information ? Location ? Management team ? Starting year ? Numbe
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