IBM的分析报告英文(ppt 11页)

IBM- Workgroup Services- Pricing strategies and new services development
When other divisions of IGS are involved, the seat price is sometimes increased.  Other times, the additional services are priced separately.
Each time a customer asks for something new, the management team of Workgroup Services does a market segment analysis to determine if it is something that should be added to the portfolio of repeatable solutions or services.  The overall objective is to standardize custom solutions so that prices can be lowered for other customers.
Value pricing is new to IBM, and is the cause of much internal debate.  Senior management is driving adoption. 
Pricing methodology:
Base it on the “areas of pain” that are addressed for the customer
Determine what the value is to the customer of having Notes or Exchange seats rolled out quickly.
Streamline the process of determining what messaging servers cost, and how many administrators are needed
Provide scaling services to customers, that is, help them determine when resources need to be added as a system grows
IBM relies on its infrastructure of IBM support centers and the IBM global network, as well as IBM global business partners to deliver support and services.  For things like central help desk and remote LAN management, IBM will seek to leverage remote service delivery as the more cost-effective and expedient service delivery option.
IBM Business Partners are used for service delivery in some locations where appropriate.  However, IBM emphasizes that it owns the problem and is solely accountable for customer satisfaction.
IBM has announced a new partner designation- Services Provider.  These partners are part of IBM’s Worldwide Business Partner Program.  An initial set of offerings will be announced in selected geographies in the next year.  Service Providers will be authorized to perform and deliver IBM-approved services based on services offerings and personnel qualification criteria.

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