© 2014 IBM Corporation 13 e 14 de Março de 2014SÃO ROQUE SÃO PAULO Denise Cremonini 1 A...

© 2014 IBM Corporation13 e 14 de Março de 2014 SÃO ROQUE • SÃO PAULO

Denise Cremonini

1

A estratégia da A estratégia da IBM para a regiãoIBM para a regiãoSP InteriorSP Interior

© 2014 IBM CorporationSÃO PAULO • 13 e 14 de Março de 2014 Estratégia da Região SP • Denise Cremonini 2

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


Recursos internos(Coverage, Brands, Rotas) / Ofertas

Building capacity for long term

sustainable growth

No “one size fits all”

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”

CLIENTESEnterprise & Top Midmarket

Key Industries

© 2014 IBM CorporationSÃO PAULO • 13 e 14 de Março de 2014

Full Solution

Shift to Value

Infrastructure

Legend:

Belo Horizonte

Fortaleza

Goiania

Brasilia

Uberlandia

Vale do Paraíba

S. J. Rio 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 passa a se reportar a regional de Minas Gerais(liderança de Ivan Sá).

Rio de Janeiro

Estratégia da Região SP • Denise Cremonini 4

© 2014 IBM CorporationSÃO PAULO • 13 e 14 de Março de 2014 5

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

Estratégia da Região SP • Denise Cremonini


Roda de influênciaRoda de influência

Clientes

ISVs

Business Partners Universidade

s

Governo

Associações

Analistas de

Mercado Mídia

Comunidade

IBMistas

Concorrentes


© 2014 IBM CorporationSÃO PAULO • 13 e 14 de Março de 2014 7

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

Não alcançamos nossos objetivos sem VOCÊ

Não alcançamos nossos objetivos sem VOCÊ

Estratégia da Região SP • Denise Cremonini


CampinasCampinas


IT Market Opportunity

Economy &

Key Industries

• 2013 IT Opportunity(1): $1,993M (6% of Brazil).• Large companies spend the most (53%).• Main industries: Industrial Products and Government.• Main products/ brands: the largest IT opportunity is in IT Consulting & System Integration ($262M).

Economy• GDP, Sao Paulo state: $640B; Campinas Branch: $97B (15% of the State, 2nd largest branch of SP; 5% of Brazil). The three main cities, Campinas, Jundiai and Piracicaba represent 36% of the branch.• Population, Sao Paulo state: 41M; Campinas Branch: 6M (14% of State; 3% of Brazil);Investments• Sao Paulo state to receive $31B of investment (infrastructure projects). • Oil & Gas: Campinas region to receive $750M until 2014, becoming an oil excellence center (e.g. from Petrobras and Cameron).• Accor invested $61M to construct hotels and commercial towers (Jundiai city).• Toshiba Medical to invest $31M to launch a new plant to produce medical imaging equipment (Campinas city).• KSB to invest $26M in a new plant to produce valves (Jundiai city).• Henkel to invest $8M in a new polyurethane plant (Jundiai city). Key Industries• Manufacturing: Large and important companies have operations in the region, such as Bosch, Hyundai, Samsung and Eaton.• Oil & Gas: Companies such as Petrobras, Raizen and Exxon have presence in the branch. The industry is mainly concentrated in Paulinia city.• Technology: Campinas is recognized as a global technological center (Brazil Silicon Valley). There are 3 centers in the region: CIATEC, CTI and the new CTI-Tec. IBM has a center in Hortolandia city.


Market Opportunity by Company Size

Enterprise; 1.39158%

Top MM (100-999 e); 394

17%

Small Business (1-99e) 380

16%

Govn, Educ & Home; 2069%

Enterprise Top MM (100-999 e) Small Business (1-99e) Govn, Educ & Home

0 100 200 300 400 500 600

Aerospace & DefenseAutomotive

BankingCentral Government

ChemicalCSI

Education(K-12)Electronics

Energy & UtilitiesFinancial Markets

Health PayorHealth Provider

Higher EducationIndustrial Products

InsuranceLife Sciences

Local GovernmentMedia & Entertainment

PetroleumRetail

TelecommunicationsTransportation

TravelWholesale & CPG

Main Industries

IBM Confidential | © 2013 IBM Corporation

Market Opportunity by branch

Vale do Paraiba; 340; 13%

S. J. Rio Preto; 169; 7%

Ribeirão Preto; 290; 11%

Campinas; 1486; 57%

Bauru; 160; 6%

Araçatuba; 147; 6%

Araçatuba Bauru Campinas Ribeirão Preto S. J. Rio Preto Vale do Paraiba

SP state 31B of infrastructure investments

Vale do Paraíba emerging as an important market

Agribusiness and industrial segment

Great opportunity small and medium

SPInterior / Market Views



Indústrias focoIndústrias foco


Campinas- Manufacturing- Oil & gas- Technology- Services- Retail

Ribeirão Preto- CPG (Sugar Cane, OrangeJuice, Peanuts)- Industrial (footwear)- Retail- Services

S.J. Rio Preto- Wholesale & CPG (Sugar Cane and Beef)- Industrial (Automotive and Wood, Paper and Cellulose)- Services

Vale do Paraíba- Industrial (Aerospace, Automotive and Eletronics)- Services


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


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!


http://www.youtube.com/watch?v=pBgyVDHY7oohttp://www.youtube.com/watch?v=pBgyVDHY7oo


• Strong IT market (low IBM share)– Agribusiness – Industrial

• Ecosystem– Campinas / Sorocaba / Ribeirão Preto / SJRPreto– Amcham and IBEF partnership– ISVs / MSPs - Ascenty / Sankhya / Softway / Totvs interior / Wareline

• Solution approach CAMS - Cloud / Analytics / Mobile / Social

• IGF / SAP partnership / new customers

• ITS short term & CLOUD / BPs engagement

• HP momentum / replicate references

• Smarter Cities - Sao Paulo state to receive $31B of investment (infrastructure projects)Campinas / Sorocaba / Ribeirão Preto….

• Viracopos Airport– High impact in Campinas branch / medium and long term– R$ 9,5B investments (30 years concession) and 80M passengers until 2038

• Important Academic and Technological Pole / Campinas as a global reference

Transformação

Nova abordagem

Novo modelo de compra

SPInterior / Key opportunities



Organograma IBM Organograma IBM –– SP Interior SP Interior

Bruno StoneGrowth

Renata MarconSelect 2

Nilson Nigro R. Preto

ChicoreSJRPreto

Andre MirandaGrowth

Karla SoutoSelect 1

PetrópolisHeringerBrasil KirinCCR/Sem pararQuimica AmparoPlascarAzulSaporeLab. CristáliaDediniAnhangueraJohn Deer

CPFLCosan/Raizen/ComgasElektroDpaschoalVulcabrasEMS

EmbraerCebracePilkngtonMasterfoodsCanção NovaMaxionHelborINPE

SavegnagoCOC/SebCoderpOuro FinoHosp. S. FcoDrogacenterSao MartinhnoGranolFaber CastellMidMarket

Grupo RodobensFund. Pio XIIEmproFacchiniMinervaIESAGuarani/TereosMidMarket

Denise CremoniniTM - SPI

BTCPQDUnicampPref. CampinasLojas CEMMahlePSTRigesaSanasaTRT 15.a regiãoUnimed CpsCaterpillarBoschStarretRomiHyundaiFlextronicsMotorolaCybelar

Caue RomeroOperações

PaschendaMid Market

M.HoltzITS MS

Santos to São Paulo MetroAnd Uberlândia

to MG



Organograma IBM Organograma IBM –– Time brands SP Interior Time brands SP Interior

GTS SWG

André Bona ITS-Geo (Shared) Roseli Souza SWG-SPI (shared)

Sebastião Miranda ITS/ICS(Shared) Ronaldo Chaves Software Client Leader SPI

Anna Paula TSS - Manut. Daniel Dalcaro ISV Partner Executive

Marcelo Nunes ITS

Diego Marcusso ITS/Arquiteto(Shared)

José Henrique BCRS(Shared) STG

Fabio Assis Data Center(Shared) Humberto Villani STG-Partners

Felipe Araújo CBSS-System x Ent.

Mauro Holtz Managed Serv. (shared)Cesar Diório CBSS-System x Ribeirão e SJRPreto

Celso Mattos Filho BSS-Storage Ent.

Marketing Adrea Ribeiro CBSS-Power

PC Araújo Shared Geo Rudnei IBSS-Storage MM

Gabriela Volpi IBSS-System x MM

IGF Elaine Mainframe(Shared)

Leandro Bueno Campinas

Érika Amaral Campinas ROF

shareddedicated


© 2014 IBM Corporation13 e 14 de Março de 2014 SÃO ROQUE • SÃO PAULO

Obrigada!!!Obrigada!!!Denise Cremonini

18Estratégia da Região SP • Denise Cremonini

© 2014 IBM Corporation 13 e 14 de Março de 2014SÃO ROQUE SÃO PAULO Denise Cremonini 1 A...

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