© 2014 IBM Corporation 10 e 11 de Março de 2014BÚZIOS RIO DE JANEIRO A estratégia da IBM para a...

© 2014 IBM Corporation10 e 11 de Março de 2014 BÚZIOS • RIO DE JANEIRO

A estratégia da A estratégia da IBM para a regiãoIBM para a regiãoRJ/MG/ESRJ/MG/ESGustavo Moreira

1

© 2014 IBM CorporationRIO DE JANEIRO • 10 e 11 de Março de 2014

A estratégia da IBM para a regiãoA estratégia da IBM para a região

Geo Expansion- Branch Capacity

Mercado Local Indústrias foco na região É hora de se transformar! Cobertura IBM

A estratégia da IBM para a região• Gustavo Moreira 2

© 2014 IBM CorporationRIO DE JANEIRO • 10 e 11 de Março de 2014 3

Recursos internos(Coverage, Brands, Rotas) / Ofertas

Building capacity for long term

sustainable growth

No “one size fits all”

CLIENTESEnterprise & Top Midmarket

Key Industries

ECOSSISTEMABPs & Influenciadores

Branch Capacity: Crescimento de mercado local e criação de mindshareBranch Capacity: Crescimento de mercado local e criação de mindshareBranch Capacity: Crescimento de mercado local e criação de mindshareBranch Capacity: Crescimento de mercado local e criação de mindshare

Si’s ISVs MSPsConsultant

“Solutions”

Si’s ISVs MSPsConsultant

“Solutions”


Full Solution

Shift to Value

Infrastructure

Legend:

Belo Horizonte

Fortaleza

Goiania

Brasilia

Uberlandia

Vale do Paraíba

São José R. Preto

Ribeirão Preto

Campinas

Bauru

Curitiba

Florianópolis

Porto Alegre

Joinville

Londrina

Maringá

Caxias do Sul

Passo Fundo

Salvador

Recife

Aracaju

Belém

Manaus

São Luis

Cuiabá

Geo Expansion 2014 - BrasilGeo Expansion 2014 - Brasil

Vitória

Principais mudanças-Triângulo Mineiro e Espírito Santo passam a se reportar a regional de Minas Gerais(liderança de Ivan Sá).

-Rio de Janeiro passa a serconsiderada região metropolitana(liderança de Gustavo Moreira).

Rio de Janeiro


A select group of our largest clients across the GMU

One client, one team:•Customized sales and marketingcoverage and expertise•Building long-term, high valuerelationships

Large public institutions and private organizations

One territory, one team:• Extend access to industry and solutions experts and expertise

• Create, sell and deliver repeatable solutions

• Leverage ISV, SI, MSP and Resellers to extend capability

One territory, one team:• Optimize use of F2F, Inside Sales and Business Partner

Coverage Strategy

Smaller public institutions and private organizations

Mid Market

Enterprise

IndustryClients

Mid Market

Enterprise

Mid Market

Enterprise

IndustryClients

Segment Definition

• Business Partner Driven

IBM Brasil – Modelo de CoberturaIBM Brasil – Modelo de CoberturaIBM Brasil – Modelo de CoberturaIBM Brasil – Modelo de Cobertura


Roda de influênciaRoda de influência

Clientes

ISVs

Business Partners Universidade

s

Governo

Associações

Analistas de

Mercado Mídia

Comunidade

IBMistas

Concorrentes


Business Partners... Verdadeira extensão da IBM Business Partners... Verdadeira extensão da IBM

Não alcançamos nossos objetivos semVOCÊ

Não alcançamos nossos objetivos semVOCÊ


Rio de JaneiroRio de Janeiro

Session Title • Speaker 8

Mercado TI

Economia

• 2013 IT Opportunity(1): $3,078M (9% of Brazil).• Large companies spend the most (60%).• Main industries: Telecom and Petroleum.• Main products/ brands: the largest IT opportunity is in IT Consulting & System Integration ($441M).

Economy• GDP, Rio de Janeiro state: $209B; Rio de Janeiro Branch: $151B (72% of the State; 8% of Brazil). The two main cities, Rio de Janeiro and Duque de Caxias (due to refineries), represent 74% of the branch.• Population, Rio de Janeiro state: 16M; Rio de Janeiro Branch: 13M (80% of State; 7% of Brazil);Investments• Rio de Janeiro state to receive $108B of investment from 2012 to 2014. • Petrobras is planning to invest $237B from 2013 to 2017 (main sectors: exploration, production and supply).• Coca-Cola to invest $513M in a new beverage plant (Duque de Caxias city).• General Electric to implement the first Research Center in Brazil (Rio de Janeiro city). • TIM will invest $177M to improve the mobile infrastructure in Rio de Janeiro.Key Industries• Oil & Gas: Petrobras, the largest company in Brazil.• Metals & Mining: Large and important companies have operations in the region, such as Vale, Grupo EBX, CSN, Gerdau and Thyssenkrupp. Rio de Janeiro is one of the main producers of Titanium and Zirconium.• Telecom: There are important companies with operations in the region such as Oi, TIM, Embratel and NET.• Media & Entertainment: Globo, the 2nd largest Media company in the world, is located in the branch.


Minas GeraisMinas Gerais


Mercado TI

Economia

• 2013 IT Opportunity(1): $1,456M, 4% of Brazil.• Company size: <1,000 employees spend the most, $552M (43%(2)).• Main industries: Government, $225M (15%(2)) and Industrial Products, $192M (13%(2)).• Main products/ brands: Consulting & System Integration, $216M (15%(2)).

Economy• GDP, Minas Gerais state: $180B; Belo Horizonte Branch: $85B (47% of the State; 4% of Brazil). The two main cities, Belo Horizonte and Betim together represent 48% of the branch. The GDP is not concentrated in Belo Horizonte city.• Population, Minas Gerais state: 20M; Belo Horizonte Branch: 7M (34% of State; 4% of Brazil);Investments• World Cup: Belo Horizonte is one of the 12 host cities for the 2014 World Cup. Investments of $711B (e.g. BRT, road widening). • Other Projects: $9B across the state (e.g. water supply, electric power distribution, telecommunication services). • Mining: $25B from 2011 to 2015 (50% of Brazil’s mining investment in the period).• IT: Belo Horizonte technology center (BH-TECH), to receive $238M from the private sector.• Fiat, HQ in the branch (Betim city), to invest $8B until 2016 to construct new plants and enlarge existing ones.• Toshiba, HQ in the branch (Contagem city), invested $77M to launch a new transformers plant in Betim. • Algar launched a new HQ in Belo Horizonte (investment of $11M) and will invest another $1B in other initiatives (2011 to 2015).• Sao Pedro, a district (Belo Horizonte city), became a hub for startups focused on innovation (mainly internet) and is attracting new investments. Abril Participaçoes recently acquired shares of Rock Content (content marketing), HQ in the branch.Key Industries• Metals & Mining: Minas Gerais state is the largest steel producer in Brazil and the industry is mainly concentrated in Belo Horizonte region (Iron Quadrangle).• Automotive: Minas Gerais state holds the 2nd largest automotive hub in Brazil, after Sao Paulo (ABC Region). Companies such as Fiat, Aethra Automotivo and Stola are HQ in the branch. • Banking: The financial center of Minas Gerais is concentrated in Belo Horizonte region. Large banks such as Mercantil, BMG and Bonsucesso are HQ in the branch.• Construction & Engineering: Companies such as MRV Engenharia, ARG, Direcional Engenharia and Egesa are HQ in the branch.


Indústrias focoIndústrias foco


Rio de Janeiro- Oil & Gas- Metals & Mining- Telecom- Media & Entertainment- Insurance- Energy- Retail

Belo Horizonte - Metals & Mining- Automotive- Banking- Construction

Vitória- Metals & Mining- Oil & Gas- Wholesale & CPG- Services

Uberlândia- Agribusiness- Logistics- Wholesale & CPG


O mercado está mudando e a IBM também, mas ela precisa acelerar a migração para áreas estratégicas de crescimento.


Exemplo: CXO Study

© 2014 IBM CorporationRIO DE JANEIRO • 10 e 11 de Março de 2014 Session Title • Speaker 14

Existem três grandes “shifts” que determinarão o futuro das empresas e da sociedade e, por consequência, o futuro da tecnologia e inovação...

DataData Systems of engagementSystems of engagementCloudCloud


Think Solution: Analytics é realidade e está aqui!Think Solution: Analytics é realidade e está aqui!

Caso Sefaz- RJ Padronização de Fluxos de Informações

• Objetivo: implementar uma plataforma de integração que possibilitasse a recepção e o processamento dos dados recebidos de clientes, contribuintes e bancos arrecadadores, com garantia de entrega através de uma plataforma rápida e segura, eliminando as conexões ponto a ponto e de processamento em lote.

• Benefício: aumentar a flexibilidade dos negócios e a interoperabilidade de sistemas, independentemente do formato do protocolo, plataforma ou de dados



Principais Pontos• Em 2012 das 200 maiores empresas do RJ, apenas fizemos

renda em 94;• Mudança tecnologica e na forma como os clientes compram

tecnologia demandam um novo modelo para irmos ao mercado;

• Espaço para encontrarmos novos clientes e novos compradores.

• New clients, new buyers, one team


Branch Manager RJ

Organograma IBM Organograma IBM –– RJ/ES/MG RJ/ES/MG


Gustavo Moreira

Select Retail & Media

Ramiro Moreira

Select Mining & Energy

Luis Augusto

Select Construction & SP

Daniel Bomfim

Cecilia Souza

Growth Public

Rafael Saraiva

Growth FSS & Insurance

Tatiane Moutinho

Growth Oil & Auto

To be Defined

2 NCA Territories

MidMarket - RJ/ES/MG

Pedro Germano

MidMarket RJ

Luciana Costa

Branch Manager MG/ES

Ivan Sá

Select 1

Andressa Garcia

Select 1

Ricardo Ramos

Select 2

Luiz Laender

Nicodemos Diniz

Growth Public

Pedro Miranda

Growth Private

Adriano Taveira

Growth NCA

LE/MM Uberlandia

Oswaldo Ferreira

Midmarket ES

Ana Paula

Midmarket BH

Leonardo Lopes

TBPR RJ/ES

Danielle Feitosa

TBPR MG

Delia Lima

CanaisCanais

Leilane Bravo

Inside Sales Midmarket Sudeste


Obrigado!!!Obrigado!!!


© 2014 IBM Corporation 10 e 11 de Março de 2014BÚZIOS RIO DE JANEIRO A estratégia da IBM para a...

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