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【正文】 LED TO CATCH UP WITH TOTAL MARKET GROWTH 7 SEC China010821BJIBM PRODUCT/MARKET 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 8 SEC China010821BJIBM IBM IS RIGIDLY AND AGGRESSIVELY IMPLEMENTING TOTAL SOLUTION AND SERVICE PROVIDER STRATEGY IN PRODUCT OFFERING Key product offerings Source: Literature research Product category Product category Desktop PC Notebook ? NetVista mercial PC – NetVista A40 – NetVista A10 – NetVista A206269BSC – NetVista A20634587C/634586C ? NetVista Multimedia PC – NetVista X40i – NetVista A60i – NetVista A40i – NetVista A20i21949DC/219415C – NetVista A20i219755C/21978DC – NetVista A10i ? ThinkPad A series ? ThinkPad T series ? ThinkPad X series ? ThinkPad i series Source: literature research 9 SEC China010821BJIBM 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 10 SEC China010821BJIBM 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 (
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