【正文】 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 SEC China010821BJIBM 17 IBM FOLLOWS CHINA HEADQUARTER HOLDING PL RESPONSIBILITY AND CUSTOMERORIENTATION PRACTICE Source: Interview, Virtual Team practice by facilitates/coordination ??? Key takeaways ? IBM China headquarter holds the PL responsibility of all the business groups. The only exception is China Research center that reports directly to RD global center ? IBM embodies customerorientation in anization structure. The . and tele are to provide total solution to target customers ? “Virtual team” practice facilitates coordination among different business groups serving same customers Organization IBM China Co., ltd SMB . Tele IGS Software group PC Technology group Server Research center Source: literature research, interview Desktop PC Notebook SEC China010821BJIBM 18 IBM HOLDS THE MAJORITY OF ITS PC MANUFACTURING JV IN CHINA Ownership structure Great Wall Computer Group IBM Great Wall IT Products Shenzhen Co., Ltd. 30% 70% Source: Literature research Source: literature research, interview SEC China010821BJIBM 19 FINANCIAL PERFORMANCE 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 1. Background information ? Location ? Management team ? Starting year ? Number of employees ? Era analysis SEC China010821BJIBM 20 IBM’S NOTEBOOK BUSINESS HAS BEEN GROWING VERY FAST, BUT DESKTOP PC HAS BEEN VERY STAGNANT FOR THE PAST THREE YEARS Sales (RMB billions) Notebook Revenue 1999 2023 1998 9800 CAGR Percent Source: IDC Desktop PC Revenue 1999 2023 1998 9800 CAGR Percent SEC China010821BJIBM 21 IBM HAS BEEN GROWING IN REVENUE AND IMPROVING IN NET MARGIN Source: Analyst report Profitability Percent Net margin Growth rate Percent Gross margin 1999 2023 1999 2023 Financial performance Revenue USD billions 8 9 37 36 Growth rate Percent 1999 2023 Source: annual report 靜夜四無鄰，荒居舊業(yè)貧。 2023/3/72023/3/72023/3/7Tuesday, March 7, 2023 1乍見翻疑夢，相悲各問年。 2023/3/72023/3/7March 7, 2023 1做前，能夠環(huán)視四周；做時，你只能或者最好沿著以腳為起點的射線向前。 2023/3/72023/3/72023/3/7Mar237Mar23 1世間成事，不求其絕對圓滿，留一份不足，可得無限完美。 2023年 3月 2023/3/72023/3/72023/3/73/7/2023 1少年十五二十時，步行奪得胡馬騎。 2023/3/72023/3/72023/3/73/7/2023 12:10:23 AM 1越是沒有本領的就越加自命不凡。 2023/3/72023/3/72023/3/72023/3/73/7/2023 1意志堅強的人能把世界放在手中像泥塊一樣任意揉捏。 2023/3/72023/3/72023/3/72023/3/7 MOMODA POWERPOINT Lorem ipsum dolor sit, eleifend nulla ac, fringilla purus. Nulla iaculis tempor felis amet, consectetur adipiscin