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1、ResultsoftheResearch-IBMIBM-IBMGlobalServices(IGS)IBMGlobalServicesNetworkCorporateMessagingWorkgroupUniversalMessagingSource:IBMCorporation(July1999)IBM-OverviewofmessagingandcollaborationservicesofferingsIBMWorkgroupServices-PartofanorganizationwithinIGSthatwasestablishedafterthesaleoftheAT&
2、TnetworkMarketingcombinationofIGSandLotusDomino/NotesManagedoperationsandhostingtechnologyfocusedonlargecustomersRunningentiredatacentersBuildingsystemsfromscratchDeployment,installation,developmentandprofessionaltrainingHostingenvironmentsforInternet,intranetandextranetcollaborationandapplica
3、tions.Applicationhosting,replicationservices,andmessagingservicesareincluded.Thebrowseriscentrictotheseimplementations.TechnicalsupportforhelpdesksisstandardManagedofferingsincludedatanetworkservices,internetandintranetservices,electronictransactionservices,messagingandcollaborativeservices,ne
4、tworkoutsourcingservicesIBM-WorkgroupServicesRevenueIGSservicesrevenuesforyearendedDecember31,1998were$29billion(Source:IBM10KReport).IGSHeadcount116,000serviceemployeesworldwide(Dataquestestimate)WorkgroupServicesvalueofcontractsPublishedone-offseatprice:$36/month,$4000/monthminimumTargetcust
5、omers:from300to15,000seatsGeneralapproachStartwithonedepartmentorgroup,thenmovetoothergroupswithintheenterprise.DifferentgroupsfromIGSarebroughtinandaprojectteamiscreatedManyclientsareestablishedNotesshopsneedingassistancewithrolloutandapplicationdevelopment.AnticipatedGrowthIBMbelievesthemess
6、agingandcollaborationspace(whichincludesapplicationshosting,messaging,collaborationandKM)isgrowingat240percent/year.Theyintendtomatchorexceedthatgrowth.IBM-WorkgroupServices-PricingstrategiesandnewservicesdevelopmentWhenotherdivisionsofIGSareinvolved,theseatpriceissometimesincreased.Othertimes
7、,theadditionalservicesarepricedseparately.Eachtimeacustomerasksforsomethingnew,themanagementteamofWorkgroupServicesdoesamarketsegmentanalysistodetermineifitissomethingthatshouldbeaddedtotheportfolioofrepeatablesolutionsorservices.Theove
