【正文】 ista A10i ? ThinkPad A series ? ThinkPad T series ? ThinkPad X series ? ThinkPad i series Source: literature research SEC China010821BJIBM 9 IBM IS PARTICULARLY STRONG IN GOVERNMENT AND SMES, BUT WEAK IN HOME AND EDUCATION, THE TYPICAL LOCAL PLAYERS’ TERRITORIES Source: IDC Sales by customer segments Percent of units shipment (000s), 2023 1 5 . 73 5 . 44 . 88 . 71 5 . 31 7 . 72 2 . 71 4 . 92 3 . 81 4 . 71 0 . 96 . 74 . 3 4 . 2Small office Home 100%= IBM Market average 264 6,564 Small business Education Medium business Government Large business 3 6 . 93 1 . 42 3 . 52 3 . 61 2 . 3 2 2 . 21 8 . 11 0 . 9Small office Home 100%= IBM Market average 83 484 Education Government Large business Small business Medium business Desktop PC market Notebook market SEC China010821BJIBM 10 1 9 .0 1 9 .57 .28 .49 .96 .92 1 .56 6 .22 5 .62 1 .5IBM IS A DOMINANT HIGHEND PLAYER, GRASPING OVER 20% MARKET SHARE OF HIGHEND DESKTOP PC AND OVER 50% OF PRIMIUM NOTEBOOK MARKET Source: IDC, interview Others Dell Compaq Great Wall IBM HP Founder Legend Low (01k) Medium () High () 100% = Desktop PC market, 1999 4 8 . 82 2 . 71 2 . 11 0 . 41 1 . 15 6 . 51 3 . 32 4 . 51 6 . 1 1 0 . 41 7 . 92 4 . 21 2 . 21 3 . 57 . 19 . 23 . 89 . 81 3 . 96 . 62 6 . 62 0 . 2Others Dell IBM Founder Legend Low (02k) Medium () High () 100% = Notebook market, 2023 Acer Toshiba Premium () Price brand USD 1 0 IBM’s market share Sales by customer segments Percent of units shipment (M) SEC China010821BJIBM 11 VALUE CHAIN STRATEGY 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 SEC China010821BJIBM 12 IBM HAS SET CHINA AS ONE OF KEY BASES IN ITS GLOBAL RD Global research bases ? 8 global research bases ? Total staff around 4,000 * Under construction Source: Literature research, interview China RD base ? Established in 1995 (IBM is one of the first MNCs that set up RD center in China) ? Staffed over 100 people to research center and over 200 people to development center ? Research focuses are China specific technology such as language recognition, handwriting input and puterized translation technology application in Chinaspecific environment and industry solution。s promise to purchase IBM39。 2023/3/72023/3/72023/3/72023/3/73/7/2023 1他鄉(xiāng)生白發(fā)，舊國見青山。 2023/3/72023/3/72023/3/7Tuesday, March 7, 2023 1不知香積寺，數(shù)里入云峰。 2023/3/72023/3/72023/3/7Mar237Mar23 1越是無能的人，越喜歡挑剔別