IBM: "Blue" leader temperament
Wen 1: Only IBM ...
In the past 10 years, global companies have focused on "eating small", or "quick slow".
In the past 10 years, Chinese companies have argued that it is "first big", or "stronger first".
But for a company, these problems are not a problem, or these choices are just one thing! This is the "blue giant" IBM. Because, now IBM, both, fast, and stronger.
The "Elephant Dance" in the 1990s made IBM quickly became a hot topic of the enterprise management. However, it is not known for the IT industry, but IBM is not only large, not only will dance, but also in the past few decades, it has been leading the global IT industry. In 10 years, you can quickly resonate the mainstream business philosophy: IT service, e-commerce, management outsourcing, and current "on demand", all from IBM.
So, it is not difficult to understand the fact that on August 11, 2004, IBM won 7 service awards at the Awards Ceremony of the China IT Service Annual Meeting in CCID Group; On August 26th, the Bathing Information At the China IT User Satisfaction Annual Meeting, IBM won 11 awards ... The world's largest IT company and consulting company is continuously writing its glory in China.
It is not difficult to start in the white hand, many of the ancient and modern Chinese and foreign countries have done it. But make a large business that can span different periods, long-lasting ahead, and always maintain the status of the industry leader in such a long time, it is not easy to mention the high-tech industry in a technology development.
IBM is undoubtedly the most typical leader.
So, what is the matter of IBM? What is the significance of industrial leaders to build corporate competitiveness and sustainable development? How does Chinese companies achieve "big and strong and fast" dream? □
Text 2: IBM Service: How is the industry leader?
Quality decisive behavior
"IBM is serving, we also have to do" ... "IBM is e-commerce, we also want to do e-commerce" ......
Although there are few companies publicly admit that they are imitating IBM, but their practices are aware. However, interesting is, although so many opponents are desperately chased, they can really threaten a few IBM status. At this time, some people will ask: Why is IBM, I can't?
Good, IBM must have its special quality. It is said that there is these qualities, it will be able to be a leader, but there is no such quality, but it is absolutely not leaders.
Give up, or insist on it?
IBM is not when there is no trough. In 1993, IBM lost $ 8.1 billion in a year, setting up the highest record since the company's established. Since then, the airborne manager Louis Guo Shi is turned, lends the IBM successfully transformed, and the process of walking on the road of service has long been passed out. After that, I don't know how many IT companies want to take back IBM to the way of transformation. However, there are very few of the success of the real transformation, not to say to challenge the status of IBM. Why is that?
The change is always painful, which is probably the oldest feelings of the enterprises that step IBM, and the company in the transformation. Because the service is actually a very risky industry, especially in the market that is rapidly growing in China, if it is not good to start, there is no sufficient argumentation and planning, it is difficult to occupy the market share. To achieve purposes, and it is likely that the mistakes of one or two projects will result in heavy service systems. This, the enterprises in the transformation are deeply understood.
In fact, this year IBM road is not easy. Whether it is here for 36 years of IBM Greater China Chairman and Chief Executive, Zhou Weizhen, or Jug 28, Global Service Strategy , Marketing operations, Chang Ye Ren, once mentioned the years, the true feelings, let the people listened not to be moved. "The transformation is a very painful process ... If you can, don't wait until you die!" Zhou Wei sighed.
"That stage is very difficult. Service business is a long-term business, if you want to get a return, I am afraid it is difficult. But your funds still have to be able to turn around, so there is a strong fund. Supporting, there is a way to make a long-lasting business. "Ye Qiren's smile hooded his octogelic.
Any industry needs to have investment. One of the investments of the service is to cultivate talents first, because for a company, when you don't have enough experience, what you are in service is impossible to be very correct. And cultivate talents, if they don't let them go truly actually, they are difficult to accumulate. But in turn, the more accumulated this experience, the stronger your competitiveness in the industry!
Therefore, IBM practice tells us: If you want to enter the service area, you must be prepared, you must know where your strength is.
Moreover, in the initial stage, most customers feel that they can do their own content you can do well, and your own manpower is cheap. Usually, they do not have the concept of others, nature, and "service price" are also difficult to accept. In addition, there is no unified consensus on the start of the standard, everyone has its own standard. In addition, many customers are not very clear about their needs. He feels that he is here, but the root is there. Not to mention, after the service project is started, the coordination between the sectors during the internal operation is often difficult ...
These problems are not short-term solutions, take time to cultivate the market to change the concept. At this stage, the service not only doesn't make money, but it is almost a pure money loss project. If you want to have a simple matter, it is not a simple matter.
The greatness of Guo Shina is that he not only determines the direction of IBM, but also driving it through the most difficult one. At that stage of pain, he has set a few important decisions for the company.
The first decision: "Blood Stop" is the resignation of people who don't need financial doors, and handle unwanted plants to handle unwanted office.
Second decision: do strategic choices.
The first strategic choice is to change the decision of IBM into several independent companies, and retain it as an integrated company.
The second strategic choice is "Don't forget our glory". IBM hardware, especially high-end servers and storage, have always been the advantage of IBM, so Guo Shi decided to continue to invest in this area. He believes that if the transformation service is equal to completely discarding hardware, it will be dangerous. In the past three or five years, IBM has cast $ 2 billion in hardware development, so that the hardware returns to the leading position.
The third strategic choice is to fully explore the service market and put the best leaders in this regard. Like the current CEO Peng Mingsheng, in 1993, I was toned from Japan to the United States to do service. "The old will" Zhou Weizhen was also sent to Australia's service business at that time.
In terms of service, Guo Shi decided not to light traditional services, but also to establish new services, and select outsourcing services as the direction of development.
Today, half of IBM's global business income is from service!
Imagine that if there is no unswerving will, take a risky determination and rich and rich home; if you don't stay in the endless years, how can IBM will have today's glory? There is no psychological, material and strategic enterprises, it is best to transform.
Personal hero, still a team?
In the long run game, when the leader is a very hard thing, because you always face countless opponents chasing and challenge, but there is no example, you can learn and follow, your direction and path, your strategy and tactics It must be better than others, and the omissions of any link may be more than the opponent, can't get a wedding dress for others ...
This is also why many contestants are willing to take tactics. When they are fast, they will sprint, and they are leading.
However, the mall is no end. To be a business leader, you will always lead!
However, in the high-tech world, in several college students, they can rush into the world's first era, leading, will inevitably mean highly keen market and continuous innovation capabilities. And IBM is always the classic interpretation of this concept of textbooks - from the first to the service, to create e-commerce, then to the subsequent "response" flag, IBM's new measures are not only paid. Direction, and every innovation of the idea has become the trend of the entire industry!
And this, can not rely on a few days, but to rely on a set of mechanisms; can't be able to have personal heroes, but also build a whole team. If there is no excellent team, Guo Shi from the food company Nabezk does not know how much e-commerce; even if the IBM is growing Pen Mingsheng, it is not necessarily able to think that customers want to use water and electricity. IT services.
I can imagine that there is more difficulties in an ultra-large business in IBM, and it is necessary to advocate many difficulties in teamwork, because there are too many different institutions in the company, and each institution has its different data. But the team collaborates, for "elephants" like IBM, it is the most important, especially in a global multicultural environment. So how can I "force" the atmosphere of teamwork in such a business? According to Zhou Weizhen: In the IBM, senior vice president, all the salary is a number - how much is the number of the company, not the light viewing department. "How many bonuses I have every year, about 50% is what is done in our Asia-Pacific region, another 50% is to look around the world, watching the global customer relationship is good, see how I followed other teams."
Teamwork, can also avoid self-righteousness and innovation. Under all employees' joint efforts, IBM's strategy development is customer-centric, they caught the real needs of customers, rather than "I think" customer needs. Because of this, their innovation can be accepted by the customer to follow the opponent. In contrast, some companies always return the reason for the sales of products to "the level of customers is too low" or "customers' wallet is too smoking", and it is conceivable that "high levels" enterprises The wallet is not much likely to drum.
Skating self-sealing, or keeps pace with the times?
When a company mounted on the peak, it is intoxicated in his own brilliant, repeating his own practice, or constantly changing himself, to get new transcendence? This is the reason why the "Technology IBM" and "Service IBM" will be different. Once upon a time, IBM is also a repeated pursuit of the tip and perfectness of technology, but it has proved that in many cases, it is not seen by customers. It is a waste of 10 million pixels when 6 megapixes have reached a fairly high definition, and the production of 10 million pixels will become a waste. Therefore, as companies in the world, IBM has had to face themselves in the world, and IBM has had so many patents that cannot be transformed into goods. Serving, but it can never end.
In business operations, costs will always have space, and profits will always have room for improvement, and the strategy will always be adjustable, and the operation will always be simple. Constant transcendence is not to obey the traditional things, but in accordance with the needs of the market and era, you will continue to explore new areas, new business, and walk in front of others. Just like Zhou Wei said: It is best to transform when it is successful.
Of course, what all this is to adjust and progress first. And the adjustment of values and culture is essential. Some people say: The core values cannot be changed, this is right, but it is not equal to the unpaid and perfect. From the date of founding, IBM has not changed since the date of founding, but the expression and focus of cultural changes have changed according to their current status and the development of the times. From the early 20th century emphasized the attention team from the beginning of the 21st century, from the best service to our customers, to dedicate their own strength, maintain their own adherent advantages, develop their own new ability, such evolution is reflecting from entrepreneurship The company's development process of the company's mature company.
"Advance" with the times is a vocabulary that is very Chinese, but it has a very global significance. It lacks the eyes, quality and actions of the times, and the industry leader is not long.
Text: Corporate Culture: Zhou Wei Decorates "Blue Password"
In the eyes of the media, "IBM" Zhou Weizhen gives people the impression of people. It is always a kindness that he must be a cindeng at home, not a royal father. Through the face-to-face close contact, we have deeper our impression. When he said that the work of Australia was forced to lay off half, although trying to restrain, it still revealed a pain.
However, if you only see his splendid laugh, it means you have made a mistake. In his opponent, he seems to be a little unpredictable, it is difficult to guess his next day. He was 22 years old to enter IBM, and the long-term career has created its Zhang Chi's style, which also made him become an unusual and strong person.
In 9 years, during the chairman of IBM Greater China, the Chairman and Chief Executive President of IBM, IBM China's business has maintained a high-speed growth annually, and "IBM" has become an object of the entire China IT industry.
Industry leadership qualities
"One is to bring the production of PC into China in 1994; the second is to bring the concept of e-commerce into China; the third is to bring the concept of IT services into China - Many professional reporters don't even have many professional reports when this concept is put forward in 1996. Clear, but now there are six or seventh companies that have now been involved in IT services. "Zhou Wei said that this is his most satisfactory thing.
Of course, Zhou Weizhen and IBM bring to China, far more than this.
In many inspirations, we are very concerned about: IBM has been labeled as the "Blue Giant" label, what qualities have it?
"Insight, it is the first special characteristic of the leader of the industry." This insight with IBM reflects the accurate grasp of the development trend of the industry, but also in timely capture of competitors, more reflects Insight and understanding of customer needs. Enterprises must not only understand the customer's past, but also considering its future needs, truly doing from the customer's perspective, thinking about our customers. In Zhou Weizhen, this insight is also guaranteed 10 years ago, the IBM transformation of Guo Shina led by 10 years ago, it is also relying on this insight to make IBM forward-looking ideas can be left up. The entire IT industry continues to enter new areas. In many cases, the leader in this industry is not necessarily the biggest, but it must have many followers behind it, the key is to see if there is no strength to drive the entire industry.
Of course, just recognize that it is not enough to pay attention to customers. As an industry leader, there must be a good response speed, which is also part of the "on-demand" concept of IBM's current CEO Pen Mingsheng.
In IBM, "Contact" philosophy has penetrated into this huge corner, leaders at all levels and more than 300,000 employees around the world should always use "on-demand" as principles, and the land is located. The customer is tailored to the solution and helps the customer to develop the business transformation of customers in the intense market competition.
It is necessary to become an industrial leader, but also constantly consolidate the victory in the market, and have the ability to start all people in the enterprise to work hard to cultivate a team that supports victory. "Innovation" is IBM's DNA, in this fierce competitive environment, you must have long standing in an invincible place, must ensure that the entire company has "innovative" enthusiasm for this business.
"Blue" mental password
A investigation of the IBM Business Consultation Services has shown that the key to these companies outstanding is to have excellent corporate culture, and their attention technological innovation, institutional innovation and management innovation roots in its excellent and unique company culture. IBM is no exception, "No matter what color you enter IBM, after training, finally become blue." Blue culture is its rare reason.
"In this nearly 100 years, our corporate culture is constantly adjusting with the development of the company." Zhou Weizhen remembered that when he just joined IBM, he experienced the three basic training of corporate culture.
These three basic value concepts are the Code of Conduct to the Old Thomas Warsen to create IBM in 1914: "Respect for individuals, pursue excellence, customer". These guidelines have always kept in mind that in the hearts of several generations of employees, any action and policy are directly affected by these three guidelines.
"Respecting individuals" means that IBM is the most important asset is employee. Managers must respect any employees in the company, but also hoped that every employee respects customers, even if they are treating their own competitive objects. The company's Code of Conduct stipulates that any IBM employees are unfamiliar or billed in competitors.
"Pursuing Excellence" means IBM is a highly competitive environment. In the company, everyone is not complacent, strive to go upstream. Everyone thinks anything likely to do, can do it.
"Serving customers" emphasize IBM is a "customer first" company. In other words, any one in the IBM is premised on the customer needs. In order to make customers feel how important you are, no matter what customers have any problems, you must solve it within 24 hours. If you don't solve it immediately, you will give a successful reply. If the customer calls the service, it usually sends people to serve within one hour.
When Guoshen was in 1993 to save IBM in 1993, the company's loss reached 8 billion US dollars. In his view, the salvation map is the most important. So he first value the victory in the market, not just to talk about the approval of the approach day; followed by emphasis; again is the spirit of teamwork. At that time, these three aspects put them in every annual assessment standard, but he did not change the culture left by Old Watson. Next, Peng Mingsheng, I hope to re-establish the glory of IBM's past. But he did not use one or two weekend's spare time as some leaders, and wrote several cultures he thinks. In order to do a good job in new and old culture, he lets IBM's global nearly 320,000 employees come to discuss, using the company's internal network's favorable resources, using 72 hours, so that all employees participate in the investigation online: "You think, Do you like IBM? Do you don't like IBM? "Then he prints these opinions one by one, take home to see, and the file barrier is more than half of the file. Peng Mingheng admitted that some issues pointed out by employees really make the leadership very sad, such as: bureaucracy, mechanism is unreasonable, but they still insist on using this frank and direct conversation. After the lack, Peng Ming Sheng made a special team summed up, screening, and finally formed three new values: "Achieve customer, innovation is to be, integrity and responsibility."
First, from the original "service customer" to "achieve customer". That is, when the added value of your service is getting higher and higher, your thinking can no longer stay in the shallow level of the customer, but to think of my service, my customers succeed.
Second, re-bringing innovation back. It is no longer saying that "inventions" are so simple, I hope that innovation is not only innovation inside the laboratory, but every employee's position can be innovated.
Again, integrity is responsible. The company should continue to work, the only success method is to believe in each other between people. Everyone doing things, should be responsible for himself, responsible for his partners, colleagues, and is responsible for his customers.
The new culture did not change the traditional IBM, but inherited and attracted them. These cultures are infiltrating into IBM policies, processes, and operations. It is a culture from employees, nature into the employee.
Transition in success
During the interview, Zhou Wei repeatedly emphasized several times: if it is possible, if you don't wait to die, you will transform it when you have successful. However, when the company has a problem, it is transformed, and its necessity is at a glance, and when everything is fine, people tend to think, do not want or don't know how to change. IBM's transformation of "on demand" should be our example worth thinking.
Adapting to market development and technological progress change and transformation has become an important feature of IBM operational mechanism. IBM can have a forward-looking guide industry change, because these changes are IBM Based on the in-depth understanding of the industry, customer demand and technology development and forward-looking thinking, and this behind this has IBM adjusts global resources. Work, a lot of hard work and efforts. "In general, IBM's research on customer needs, the accumulation of research and development, the judgment of industry development can see the next 3 to 5 years or even longer, so these philosophy can always lead to customers and industry audiences, Expressing the needs and realm of IT during the transformation of customers in the most concise way. And these claims will always be identified, and they have followed other IT companies, followed by promoting the development of the industry. "
And I have experienced all the Zhou Wei, who is led by colleagues to turn to the next success.
Zhou Weiyi (Chairman and Chief Executive President of IBM Greater China)
In 1968, Join IBM Hong Kong Company.
In August 1985, the Director of Hong Kong Company was appointed for IBM Hong Kong. In 1988, he served as General Manager of Taiwan Company.
In January 1993, the Vice President of the IBM Australian Corporation Services Department was appointed.
In January 1994, he served as the general manager of the North Asia Pacific district of IBM PC, responsible for the IBM Asia Pacific in addition to Japan.
In July 1995, the Chairman of IBM China Co., Ltd. was appointed as the Chairman and Chief Executive of the IBM Greater China in September. It is a member of the IBM Global Management Committee. The committee consists of 50 IBM senior senior management.
Text 4: Customer Idea: From "Customers" to "Entrustors"
IBM transformed into a service company in the early 1990s, is well known. Time to lead this transformation, CEO, Guoman, because it enables the "elephant" to dance, and become a legendary manager of the world. Guo Shi doesn't work, however, after the back of Guo Shi, IBM has a driving force, a deeper, more fundamental driving force - customer.
Centennial customer driver
"In fact, IBM's service has a history of nearly 100 years. The company has served when the company is established." The general manager of the IBM Global Services Greater China is telling this journalist. Therefore, in IBM's values, although never said "Customer-centered", since IBM has been established, customers have been put in the IBM human heart. At the beginning of the 20th century, the founder's old Watson has "Superior Customer Service" in the values raised by the company. I want to start, IBM is a company in hardware, and computer hardware must have the need for maintenance and technical support. Therefore, "the best service for customers" will become the principle of the company.
With the development of the computer, whether it is customer's needs, or IBM products have great expansion, the scope of service is further better than maintenance and technical support, from hardware services to software services. According to IBM Greater China Global Service Strategy, Ye Qi Ren, Executive, Executive: In 1986, IBM is not selling service, so although hardware, software must serve, but this is included in a lease. There is no part to talk about the service price separately.
After 1986, the entire service part became product service. In the contact with the customer, the customer proposes: Why can't you provide network management to us? Why can't you provide system management to us? Why can't you help us build a machine room? Therefore, gradually, IBM promotes the network service from software services to network services, and promotes to system management services ... "In the early 1990s, we took the service out, because we have seen to help customers solve problems."
Although many customers use IBM products or services from hardware to software, more customers use products from different manufacturers, and many customers face how they integrate them. As Shi Ji said: "For customers, if you encounter problems, he wants to know who is the wrong thing. Who can help me solve this problem in the shortest time." Such demand has spawned IBM integration technology services, helping customers to integrate different products and applications, providing seamless services.
In the early application system. Early hardware, software is not so complicated, customers send people to understand, to master it. However, when the application system is getting more and more complicated, training is a very big expense. Even if you train a group of special talents, you need new training when the machine is updated. Gradually, customers have found that such investments is actually a waste of waste, no longer costly from efficiency and cost - so IBM's outsourcing service came into being. This is also true of management consulting services. With the development of enterprises, they need to be limited to IT services and innovation, and they prefer to have external advanced experience and skills to help them put innovative concepts into practice, thus producing practical profit growth. It is in this premise that IBM acquires Pricewater Yongxue Consulting Business with $ 3.5 billion. President and CEO of IBM Peng Mingsheng: "Customer Demand" is the main driving force for this acquisition.
Even the IBM itself is also considered from the customer's perspective, has always maintained its complete existence. Before Guoshi arrived, IBM was intended to split a company into seven companies, think that this will be more beneficial to shareholders. And Guoshi entered the company 6 months later, "We can't do this! All senior executives in this company have not had their own customers, only I used to be the customer of IBM! As a customer, I need integration Solution, not separate. So the IBM needs of customers should be an integrated company. "He is completely from the customer's point of view. It is this kind of decision for customers to think, do not succumb to shareholders' stress, so that IBM is still a complete and powerful "blue giant" today.
It can be seen that, whether it is separately established a Global Services or from IT services to management consulting, every initiative of IBM is not protagnetized by Guo Shi or CEO Peng Ming, but the customer has appeared such a demand, IBM only However, it is the first to inspect this. "The so-called solving problem, including: hardware, software, service and other comprehensive products. Today's environment requires us to see from our customers, don't you say what products we sell, IBM is more willing to learn about customers What is the development demand, what kind of product is needed, this is a change in our idea. "Yu Xue Li said.
Insight
The service is soft, there are always some things to make it, and others will think that he can do it. Therefore, it is difficult to create advantages on the service, and the challenge is very big. However, the real-high-profile business will find: Always let others discover and guide new ideas and new directions, and they only follow, it is impossible to occupy the leader. Therefore, the insight of the ancestors will be indispensable.
IBM is involved in outsourcing services, is a typical embodiment of insight. For IBM, which is mainly big customers, processing network large computer centers are their long, "If there is a way to help customers do these things, put it in their center, you can use my talent, I The machine helps him save money, save the money feedback to the customer, earn some part. "It is because insight into the customer's demand, IBM has established an outsourcing service. In 10 years, outsourcing services have brought $ 20 billion in income for IBM.
So, how does IBM guarantee accurate market views and prospective insights? Is it mainly keen to rely on the longer smell of the highest leadership?
Not this. Zhou Wei, chairman and chief executive president of IBM Greater China, said in a university, there is a student asked him why he did not include insight and judgment to the IBM leadership character, he answered this: "Now global Companies can't see the so-called macro, watch the world's responsibilities, and then rely on him to respond, develop new products, new services. For example: e-commerce is IBM invented, but this is Guo Schical is discovered? No. If a business is very dangerous, the most important thing is that there is no way to train a company has this ability to contact many or more regions. So, not me I deliberately missed this ability, but I don't think that there is a person to do this, but the entire enterprise needs to do this. "IBM Global Services Daxinghua District General Manager Tell us: In addition to leadership The 11 qualities of force (related reports see this journal in this year), the cultivation of insights also includes many factors.
First, IBM has done a lot of projects themselves, only Asia Pacific, Greater China has done hundreds. In the process of doing projects to customers, they have accumulated a lot of understanding of customers and the development of the industry. She said: "To do a good job, it is absolutely not to say what customers do, we will be able to communicate with our customers." Then, IBM has a very good knowledge management method, whether it is a global human network. And there are exchanges on experience in sharing; there are many academic exchange meetings in the Asia Pacific region, and employees can get personal knowledge from it. This is an understanding from IBM itself.
Second, IBM also combines many analytic organizations, communicating with them to the industry, and their views on IBM in the industry, and their views on other manufacturers of this industry to deepen the insight of IBM.
Third, the most important thing is to rely on customers. IBM makes customers evaluate yourself and do it, and it is not good; where it needs to grow, where it needs to be strengthened.
"These three aspects are quite important, but it is more important for suggestions from customers, so that IBM needs to grow in the place where IBM needs to grow. We have to pick a bone in your own 'eggs can be more developed. "
In fact, whether it is IBM, the Asia-Pacific region, Greater China is still mainland China, and even the North China, each year, every quarter, every month, will be specially understood, and to penetrate into every industry, understand the customer The development trend understands the positioning of each customer in this industry. The service department will then understand the similar products or services provided by all manufacturers on the market, combined with the company's understanding and service experience, and make a good solution to meet the requirements of our customers. IBM has more than $ 5 billion in 8 research centers in the world. These research centers not only develop new technical patents, but also many business experts, process experts, and management research. These experts have direct contact with customers, and do their service with the consulting team. This not only provides services to customers at the fastest speed, but also understands the needs of customers, and inspires many new business.
In short, forward-looking insights rely on a set of mechanisms to ensure that there is no overall power, only by the personal talents of the soldiers, it is impossible to drive such a large company.
From "customer" to "principal"
Reviewing the 28th year of IBM, IBM Greater China Global Service Strategy, Marketing Operational General Ye Ren said that he has two things in the mind in mind: The first one, "I have entered IBM, I took a award. That award is a fire. A fire happened there, in a critical situation, inform us to protect (IT) machine, we will rush to the scene immediately, just like firefighters, When we didn't burn to the room, we went out all the machines. That is the first award I have to get to the company. "The second time is on the Beijing Golden Card. The implementation time of this project is very limited for various reasons. "I talked about the contract with another colleague and the customer, talked about the final, and the customer proposed the agreement. If the completion date, the day was punished for a week, I promised: there is no problem. But I put forward, except Accept penalties, if the project is completed in advance, we hope to take the money, give the client's team to reward, every day, we reward how much bonus. In this surface, no matter in advance, delay, IBM Didn't get what benefits, because we have to take money, but in fact, what we think is what we can do in advance! Because the first to customers, the first to customers can be completed, the second I invest in The cost is decreasing due to time shortening, I can save money, so I can take money to return the customer's team. We said that we have seen our commitment, seeing us really sincerity, so Beijing Jin After listening to me, the general manager, I will not talk about any penalty and not punished things, but I think we should be a very good partner. Later, we have done very happy, the atmosphere, the interaction, It is very different. "
Ye Qiren's experience is a typical manifestation of IBM customer concept. Today's IBM, for the customer's concept has become a Client from Customer, the values are also evolved by "service customers" into the Dedication to Every Client's Success, and the constant is Customer-centric attitude. Yuan Chaoming, General Manager of the IBM Business Consultation Services Department, Tell us: "When we do consulting projects, few very few sayings are IBM helping companies to do a project, we say that it is IBM to assist you to do this." "In fact, customers also know that doing consulting programs is a soft thing, in addition to making some transformations in this process, more importantly, they can keep their skills and be able to Growth. So we invite more customers to participate in the project, which is a very important opportunity for improving their quality of their entire employee. "
It is this attitude of this kind of achievement, making many customers around the world regarding IBM as a strategic partner, hoping with IBM. "This worldwide big company is not that I have a need for you to meet me so simple, it really will share some strategies developed by our company, tell us where it is, and where it is, Let us almost become part of its company to help them solve the problem. I have also talked to me. His best way is to bring some business outsourcing to me. What is the problem? So he I am worried. There is also a company company company research and development will cooperate with IBM. "Yu Yuli's tone is full of pride.
However, IT is omnipotent, IBM, the project size, does not seek 100% of the customer. "The so-called customer satisfaction is not the requirements for customers. Sometimes customers really understand us, do not ask us to be perfect, but believe that our powerful human and rich resources can help them solve problems This is the satisfaction of our customers. "The same is Snow Li, and this is so awake and reality. For all companies, customers are the foundation of survival. IBM has a firm and continuously enhanced customer concept in nearly a century, which is the premise of maintaining the status of industry leaders.
Wen 5: Competitive advantage: big and beautiful
If you want to occupy the position of the leader, you must have some people who are difficult to imitate the competitive advantage. If it is easy to learn, it will be taken down if he is not hot. So, in the price, there is no cheap IBM service in the cost, where is the competitive advantage?
Organizational architecture - more three-dimensional
IBM is too big! Learn about IBM almost no one does not make such sighs.
Just IBM's Global Services (IGS), it is already awkward. This business income accounts for half of the company, including "Integrated Technical Services" (ITS), "Business Consultation Services" (BCS) and "Strategic Outsourcing Service" (SO), the business consulting service department, formerly Business Innovation Service (BIS), after IBM merged with Puhua Yongshang consultation in IBM, the two were reinited into BCS. BCS is now the world's largest management consulting organization, and there are about 60,000 consultants around the world.
BCS organization is a standard model from globally, but in each country, each market has some different focuses depending on their respective situations. The BCS of the Greater China, according to the matrix management structure, according to the business division, industry division and geographical division, forming the following organization architecture:
Business division: Strategy and Chang, Supply Chain Management, Customer Relationship Management, Human Capital Management, Financial Management, Application System (Application Innovation), busines transformation outsourcing, bto).
Industry Division: Industrial Sector, Transportation Sector, financial industry - Among them, SMEs in all industries are included in the business enterprises.
Regional division: China, Hong Kong, China, Taiwan.
Such organizational architecture seems to be extremely complicated and integrate, but it is very suitable for IBM scale and characteristics. All daily operations in the organization are strictly managed in accordance with the specification, regardless of the position, no matter whether the size is small, no one can cross the process, and some people's political changes will not affect the process. At the same time, each employee can find resources within or in horizontally or vertically, all aspects of information and knowledge are fully flowing and sharing in different dimensions.
In fact, many companies, especially high-tech companies are learning and imitating this three-dimensional matrix structure of IBM, but the size is different, the characteristics are different, suitable for the body structure of the giant, not necessarily suitable for middle or small children. . Establishing such a set of architectures requires extremely high cost, there is not enough scale, it is difficult to achieve the ideal effect. So, this kind of man-made architecture has become a major advantage of IBM. Service tentacles - more comprehensive
Many people think of IBM as a technology company, but IBM people will not see this. "IBM is different from other companies: We are not a pure consulting company, we do not define companies as IT technology companies, of course, our technology is very good. We can help customers solve problems, including: hardware, software, services, etc. All-round products. IBM features, is from the business and IT's integration, this is our strength. "The general manager of the IBM Global Services Daxonomy said.
IBM services are available from the highest-end consulting services to the lowest end desktop management services. The huge scale allows it to provide a full range of services. It is because of all-round, so you can accumulate a lot of experience in different fields, summarizing many of the best practices. These experiences and best practices are transformed into huge intellectual assets, which are widely shared and used by so many employees. When IBM takes these experiences and practices to customers to do projects, by understanding the customer's needs, solve customers' problems, and learn a lot of new things, further adding bricks to the company's knowledge assets. In this large scale, this big value, which is accumulated, and I am afraid that there is no second company in the world to compete with it.
"What is going on?" This is undoubtedly the world's largest unique advantage. In this regard, the person in charge of the original Pophua Yongdao Consulting Company, now IBM Business Consultation Services Department of Great China Provisional Chain Management General Manager, Yuan Chao, deeply experience: "What IBM can provide, is a professional consulting company can't What is provided. Under such an environment of IBM, we can provide services and scope provided by our customers, which can be involved in the depth of them. Re-cooperate with IBM's hardware, software, and other service capabilities. We can provide a specific operation of the company's strategy to the company, including: process transformation, system implementation, and non-core business I have made out of your outsourcing service. This is a full range of capabilities. "
Yuan Chaoming tells us with the experience of the consulting industry for many years: a company is going to work in China, and its goal is nothing more than occupying the market and improves operating results. In this regard, it is not just a consulting company to give me a suggestion. It is more important to be some practical experience in China, which is able to share it, it is "Do things you have to do well in China."
"In this regard, IBM has our hardware, our software, and our other information services. There are many companies in China. These companies have been working in China. For example, : Our company has produced manufacturing in China, is a world-class level. This is a very important actual operation experience for all manufacturing companies. This experience is not our BCS, but our factory works. For another example: Many multinational companies have purchased a lot of things in China in China in China, in China, like components, raw materials, etc., to the company's global strategic services. IBM has huge procurement capabilities in China, we are China's procurement center has also operated for many years. We also accumulate very rich experience in this regard. We can use this part of the resources to achieve our customers' services, which is also unable to do. And, we have Many years of experience in China's import and export, as well as practical experience in China's legal, taxation, distribution, etc. These things are the most real things of IBM, and it is the huge advantage of IBM. "
Li Yazai, General Manager of the IBM Business Consulting Services Department, is also resonating this statement. "In the traditional industry, some bosses feel that the less IT is, but in foreign countries, now use IT to enhance the entire return. For example: 100 companies in China, there will be 100 accounting and research and development departments If we establish a shared service, use some centralized financial centers, developing the Center to focus, exchange, communicate, share these shared service data with IT architecture, these companies can use money to buy results, that is, Exotication. Chen Wen, deputy general manager of IBM China Co., Ltd. Business Consultation Service, told us: In 1995, Beijing's bank should implement gold card projects, so that different banks' bank cards are generally used, this is a Concept of switching center. Of course, the UnionPay is already very systematic, but that era is almost in the mainland, including: from Hong Kong, Taiwan, some areas, very few such experiences. However, in foreign countries, this exchange center program is in fact, and it is very fashionable since the mid-1980s. So at that time, it is better to introduce advanced experience in foreign countries. If the IBM has a unique advantage, it is very convenient for their resources. The external partners are also very convenient. In addition, these people in China are also relatively convenient to talk to local customers. Contact domestic manufacturers are more fast. Therefore, this project is well done.
This comprehensiveness will undoubtedly affect the balance of customer choice. "Of course, many customers may cooperate with several companies, but the benefits of our cooperation are: several departments participating in cooperation are in a company, the internal coordination will always be easy than coordination between different companies, from In all aspects of immediate response, we are much better than other combinations. The integration of IBM is an advantage, plus I am not bad in strategy and implementation. Integrated solutions and comprehensive services, forever It is a good thing. "Yu Shi is very confident.
Reaction requirements - faster
The enthusiasm of big companies is often bureaucrats, slow, but the characteristics of high-tech companies should be flexible and fast. "Now high-tech (high-tech) industry, we have changed, changed to high-speted. Many technology has become commodity, you can buy back. So how to solve problems faster, it will become The focus of everyone competition. "
Different, although IBM is huge, but it can keep small companies' response speed, even more than others, becoming another competitive advantage.
"Not only is the fast development of IT services, the competition is very fast, and our customers' development is also very fast. I used to do a project for a year. I can't do it. Now the customer is very short. The time is very short. In the market In a highly competitive environment, the rapid response is the necessary conditions for survival. We don't dare to say that IBM has any unique products, because some things may develop today, other companies will be made after 3 months later. Therefore, our challenge is to top the fastest speed in our IT service, and make a best service solution to customers in the scope of our IT service. "Yu Xueli said.
With more than 20 years of IT consultant experience, what is the most prominent "fast" means anything. "We used to do a project if it didn't do it in November, it was very very very good in December, but it can be a hero. But this is something more than ten years ago. Today, many people may be more familiar with this concept, but IBM It is no longer seen in a quarter, but every month, even every week. It is what you do this, what should you sign, what questions you should solve, you have to be very clear As a leader, we understand the market a few years ago, it is to see what is the practice of mainland China. What is the practice of Hong Kong, what is Taiwan's practice; but after half a year, I want to see all the localities in China, what is the industry? Practice, such as: Chengdu government agency or a certain industry is very good, here we have to do something; if you see the entire financial industry is very good, I will not only look at what I do on the PC, what to do in IT, What is going out, this is not enough, we still have to subdivide the network in IT is better, what kind of customer requirements need to be met. We are now subsequent to this extent. So this is not just one Macro view, but a set of institutions in execution, and finally become a natural habit. This is the IBM's requirements, IBM's DNA. "Service implementation - more neutral
Although the IBM Global Services is part of IBM, it is likely to use IBM's products if required customers to use IBM products. When IBM acquired Puhua Yong Road two years ago, no one has had such concerns: "Do IT IBM to do consultation?" Yuan Chaofing from Prica also admitted that he personally experienced such suspicions.
"IBM Global Service should take a neutral practice. Of course our hardware, the software department wants us to use their products, but if customers have to use other manufacturers, we have to do. The most important thing is to help customers Solve the problem, meet the needs of our customers. "When M & A Prica More than a dozen countries.
When Li Ya is performing an ERP, it often encounters such a situation. Many customers have chosen which system uses, and choose their hardware architecture, and they must be implemented on this non-IBM platform. As a consultant for a sale service, when the customer's requirements and the requirements of the company's product sector, it is of course the customer's request.
However, if the words come back, "Inner Johnship is not avoiding", IBM's products are really good, this is not to deny, and it is not necessary to avoid. Yu Xueli often said: "I think IBM products are the first to be worldwide. We don't have to have a very good product for IBM. I believe that IBM products will bring customers a certain benefit."
Combine the best products to provide customers to achieve his purpose, this is also the goal of BCS. Since the best product is your own advantage, you should certainly use it instead of avoiding it. But this requires every employee to understand its own products. When a new product is pushed out, the employee of the IBM service department will immediately understand where the length of this product, how to use, how to maintain, many times, especially in the application, what is the strength of the entire architecture.
However, in any case, the IBM Global Services Department's aim is based on customer requirements, not based on IBM products. Therefore, in statistical revenue, accounted for 50% of the entire enterprise's global service department, excluding IBM products, including service business. Moreover, IBM will never say: "You don't help you do it without IBM products."
Corporate culture - more inclusive
For knowledge-based companies, the most important assets are people, IBM is no exception. I have long heard that IBM is quite stable, I don't like some new IT companies "People Come, People Go (people come to people), and since the acquisition of Puhua Yong Road two years ago, the original Personnel The flow is even lower than the average flow rate of the consultation industry. This is because: IBM is extremely strong culture. "IBM is indeed a relatively generous and inclusive company, which is the most basic foundation in cultural integration. If there is no foundation, any challenge in the middle will make you feel can't go back. "This is the most convincing thing from the mouth of Yuan Chaoming from the original Pusher. Indeed, in M & A, all managers will face problems, generally in mainly cultural problems, and other things is relatively solved.
It turns out that Puhua is implemented, it is a typical partner system of consulting companies, self-contained; IBM as a listed company, its three-dimensional matrix structure is rigorous and complicated. Small to salary income, big to decision-making mechanism, both have a huge difference. This difference is very serious if this difference is not good. The impact on employees is very serious. At the employee's income, the Popula's approach is to send the "red envelope" of the employee in the good year of the city, and the IBM system is to give employee stable income. To this end, IBM promised at least before, in the first half of 2004, the salary of the PricewaterhouseCo adv deal was basically unchanged, and they did this. Also, IBM did not lay off when playing in M & A as many companies. In the "adapted period" in half a year, IBM adopts many email, training, class, etc., and the advisers of Puhua Yongxue advice are familiar with IBM's corporate culture, decision-making process, administrative architecture. A ordinary consultant of the original Popular Verbia believes that after the merger, IBM has tried to maintain the interests of the original Pusher, and IBM has the training and welfare of culture and company. Tao.
This kind of culture can also feel it as an IBM party. Yue Li had a partner who followed the original Puhua, the other person told her that when a consulting company enrolled, the first sentence to the new more than 100 people is: "You have more than 100 people. Only two people can do a partner! "This made Xue Li very surprised because IBM never used this way to" incentive "employees. In IBM, it is very positive for the encouragement of employees. I hope that every employee is full of hope for career future. No matter how basic you are, you have the opportunity to enter the high level. The current CEO Peng Mingsheng himself is from a small employee and has become a hand of IBM. Each corporate culture is different, IBM's constant logic is: Incentive every employee, as long as you do well, everything is possible.
The smooth integration with Puhua Yongdao, so that IBM has a very valuable resource for IT, is the integration of the basic talent and management consulting. "We are now getting more and more learning the advantages of Lao Puhua consultation, and the old PPC's business personnel can also feel more and more resources. We have now grinded to an increasing value of integration. The time. From the transition period, cultural friction period, familiar with the cognitive period, now come to the cooperation period of each other to serve the other party. "In IBM worked for 10 years, Chen Wen said.
A tolerant, generous culture, naturally enabled the world, and guarantee that the company's employees are full of enthusiasm to make the company's high-tech companies most needed - innovation. □
Wen Six: Idea Innovation: Always lead ahead!
From the 200 years ago, the financial handler to 40 years ago, from 20 years ago, the service transformation of the personal computer to 10 years ago, from the Internet technology, Guo Shi "e-commerce" concept is proposed to Pen Mingsheng The "response" concept is released ... IBM's historic transformation has brought a leapfrot change to the IT industry. IBM's blue trend is over a hundred years. It is always able to propose the concept of industrial development direction, and lead the trend of the IT industry again and again.
What is the secret to let IBM always lead, have been walking in the industry?
Prospects of ideas
"Your 'On Demand' (with your response) has not?" Since 2002, a red button written in an middle has a red button that has been chasing chasing, which has become a goal and object of people.
In the words of the greetings, it is a new IT revolution that will come. Its advocates and the actors are IBM.
"We have seen the entire information industry will have a big change in the future." Zhou Weizhen, Chairman and Chief Executive of IBM Greater China. This kind of confidence is one of the important IBM remains continuously leading: always look through the future, propose forward-looking industrial concept.
After transition to the service company, 1996 IBM started the second transformation - transformation to e-commerce. At that time, IBM realized that the Internet's impact will not only be a scholar, college student, not just sending an email, but will affect all companies. If customers can apply Internet technology, their competitiveness will be more powerful. So, "e-commerce" This infrastructure in our lives today has been invented by IBM.
In 2002, the CEO Peng, which has just taken office continues the way of thinking, and once again combed IBM's business model, and led the IBM to the third transformation - the transformation of "on demand". The concept of this year is "E-Business On Demand", e-commerce will be "like water and electricity, it can be easily enjoyed". At this time, companies can use the "use" service, which is very free to comblate, optimize and integrate all processes from orders to the final product throughout the enterprise, and then through e-commerce, will enter the company External important partners, suppliers and customers are seamlessly integrated, connected together, in order to quickly respond to customer needs and market opportunities, to address external challenges.
It is different from the concept of reforming and IBM past promotion. In the past, it was foreseen that a new technique is coming, and it is possible to describe the program that can accept it as a customer, thereby guiding a new trend. For example, PCs, customers can put the information function to the desktop; e-commerce, more representative functions, only represent the products and services available. IBM sees Internet technology to describe this technology into e-commerce. But the core of the "response" concept is no longer only emphasized, nor does it only involve technology, and is a business model involving enterprises, but the business model should operate in the future. Therefore, the concept of the corresponding strain is constantly improving, and now, "e-business" has been thrown, even throwing "Demand", leaving only a simple and intuitive "ON". Now IBM has no longer saying e-commerce, but "the business that should be changed".
Concept of land
With a forward-looking concept, is it necessary to success?
Of course, it is not, there is no concept of landing, even if it is good, it can only be spent in the mirror, the water is moon, there is no meaning.
After seeing the trend, after the concept, "the next is to coordinate your public relations with the market, promote this concept, then your sales, products and service teams will follow up, all people must talk about the same language. Let customers accept ". It should be noted here that the promotion of business and concept should be also stepped through the coordination. If you have invested a lot of public relations advertising resources, while the business is not keeping up, it will only waste a lot of unnecessary fees; the business ability has been quite improved, but the promotion is insufficient, and it cannot be recognized and approved for more users. .
In 1996, after IBM created the concept of e-commerce, I vicked 1/4 of R & D funds into it, and all the products of the company can utilize the Internet. Whether you watch TV or online, you will see "IBM E-Commerce". At that time, IBM promoted the cost of e-commerce annually! Today, e-commerce has long been a general noun for an industry. It truly changed the application and operation of the company. Now that almost every company has a website, many companies are purchased online. But when people mention it, I naturally think of IBM first.
For example, in order to promote the concept of "on demand", only one year in 2003, IBM took out $ 5 billion budget! From the initial "Utility Computing", that is, how much charging is similar to how much the water is used, it becomes "helping customers to transform into an on-demand-shouldable enterprise", and the specific definition of "on-demand" enterprises ":
In order to cope with intense competition, sustained changes, powerful financial stress and unpredictable threats, companies must do:
1. Focus core (Focused) focused on its own differential skills, closely integrated with strategic partners to manage those active activities;
2. Real-time response (response) - Almost instinctively perceive changes in market environment and the needs of all aspects, and can make a rapid response;
3. Flexible Variable - cost structure and business processes are very flexible, which can reduce risk and better produce cost control, capital optimization and financial prediction;
4. Rugged (Resilient) - Can afford technology, economic or political changes and threats in the global market, so that business continues to operate with consistent reliability, safety and confidentiality.
At the same time, IBM has been in full swing, and each department must evaluate it. It is not necessary to change itself, so that it turns its own enterprise in accordance with the transformation framework.
But no matter how to promote and brighten the new concept, you must eventually be recognized by customers. Only if the customer thinks this concept is right, there will be competitors follow-up. Currently, "response" - this is the purpose of IBM: do not treat it as its own patent, but let more companies accept and promote it, making it the basic principles of all companies success.
There are many companies in the market to know new ideas, new ideas, but like IBM, every concept leads the entire industry development direction, but no only! This is the class of the industry leader.
Innovation outside the invention
A common phenomenon in the business world is: You have just opened the new business sector, put forward new operational philosophy, once this concept is widely recognized by customers, step by step, the competitors, will be used, copy and copy and Imitation, seize market share. "For example, we have been promoting IT services in China a few years ago. After a few years, we have seen more important companies to declare to transform services, I hope to learn IBM's business model." Zhou Wei is very proud, after all, there is someone imitation Explain that you have done it. But this is also a challenge, because for a large company, it is not difficult to put forward a new concept and put into practice, but continuously lead the trend of the entire industry, it is not an easy thing. "This requires a ability to innovate." Zhou Weizhen believes that there is only one company that integrates innovative spirit into the blood. "
Innovative this concept, people are not strange. Many companies, especially high-tech companies, often hang it in their mouths. But this is how many companies can thoroughly integrate innovative thinking in their own blood?
"A lot of people think of the invention. In fact, innovation is different from the invention." IBM has a unique understanding of innovation. Simply, invented the invention, how to find new methods in a simple method, find new items, new equipment; innovation is the intersection of inventions and insight, is the application of inventions in the industry It is the use of new development results and new methods to solve the problem. The things that the invention cannot be able to bring value, and innovative protocol can bring additional value, inventory is just the starting point of innovation.
IBM is a symbol of "advanced technology and powerful". In the past 10 years, IBM has more inventions than any other company. In 2003, IBM became the most patented private company for 11 consecutive years in 3,415 US patents. These patents cover almost all areas of corporate business: network, computer system, large servers, semiconductors, microprocessors, memory chips, storage systems, and application software.
Many companies have started to stay here, looking forward to the key competitive advantage of the company through patented barriers. IBM has taken more steps, and it is thus considered: "Today, simple inventions are far less than creating value or success, the number of patents is important, but more important is also able to quickly apply these inventions to various Among the new products and services, and promote the development speed of the company in key areas, such as OEM, software and service fields. "
Innovation is not only invented in the corporate laboratory, but also the entire service team to help customers change their company's processes, helping them change the company's strategy, letting change, helping them to succeed. This is considered to be different from other companies in IBM.
For example, there is an innovative example in the outsourcing field that IBM has been advocated. Every business knows that after-sales service is very critical for the business's business, many companies don't have a good time to take after-sales service, but feel that it is a loss business, but I feel that it is a loss business. The less like it is. As a result, this piece of business is occupied by the front end retailer. IBM can reduce the cost of after-sales service through many ways, and help customers sell more products and services through maintenance. Therefore, they have innovated a service outsourcing of after-sales service. Recently, I have signed a contract with Philips USA: If the Philips TV in North America has failed, a call is called IBM repair, IBM will arrange the nearest customer maintenance station. To repair machines, replace parts, and send damaged original parts to the nearest factory. These provide more services to customers, bringing great convenience to customers, but also brings more profits for IBM.
Like Sony (China) Co., Ltd., I tasted the sweetness from the IBM IT outsourcing cooperation. Tang Ming, a senior manager of the information system, said: Like other companies, Sony's business is different for IT different times. He will compare this need to buy a house. In general, the three-bedroom two halls have lived enough to live daily, but if this owner likes to entertain friends on weekends, they need five rooms in five rooms, but this is undoubtedly more important. Input, higher operating costs. And the IT device is updated quickly, and the technology will be replaced as the product is updated. If you manage these IT products yourself, the cost of manpower is high, becoming a big burden. "So we put the rental plus service, and out to IBM together". Outsourcing IT, Sony can focus more on the development of their core business, providing quality products and services for their users. "In the case where the cost is declining, the quality is not reduced, the rent is indeed more than buying." Tang Ming further introduced: "After outsourcing, our service has been improved, the cost is also reduced, we think the direction of the outsourcing is very Correct. "In fact, each thing IBM is in the case, almost all opponents are competitive, and each innovation can also be imitated and followed. However, such a long-lasting innovation capability, so many resources integrate together, it is difficult to imitate. This advantage is the foundation of IBM.
Wen Seven: Incene you to the noblavish and leader of IBM
Noble and rich
It is often said that three rich people can be achieved overnight, and the three repairs do not have a nobleman.
Because the former only needs to have wealth, the latter needs, but temperament. And temperament is needed by the inside and the exemplary. It is necessary to use long time.
Why is the industry leader, the global lead IBM always pursues continuous "forward" to lead the entire industry, but China's leading is always passionate about "back" to clean up the little brothers who are not obedient
Why is the industry leader, the global faucet IBM can always have the most "innovation" through the change, but China's faucet always likes to hide behind the little brothers who are ignorant, ready "later"?
Why is the same industry leader, the global faucet IBM can always accumulate more tangible and intangible capital through "scale" to continuously develop, and China's faucet always receives price reduction and stealing capital through "scale"?
Because IBM has cultivated the true "noble" in a hundred years, and we are still a "outstatud house" in one night. This gap between this temperament and quality determines that IBM is "industry leader", and we are just "industry parents".
The distinction between the noble and the hunter is that the outbreak house is doing buying. It is only the silver that can see the white flowers, and even the silver is bright and others must have a full face. The nobles do business, more enjoyment through the pursuit of intensity outside the money, and then won the double enjoyment of wealth and spirit. The world's Shoufu Gates cares every day, not the stock market rose to bring its own fortune, because 20 billion US dollars and $ 40 billion, although the number is doubled, but for personal perception, there is no difference . He cares about whether my company can constantly change the way of living in humans.
Leaders and overlord
But even so, Microsoft is still just "hegemony", not "leader", because in the industry, its innovation is still too small, its product is too much, usually the "post-labor man" of a soft and hard.
In contrast, the real "noble" and "leaders" should be considered IBM.
In the past, IBM's technological innovation would make people breathe, and now, IBM's management concept innovation, management operation practice, is leading the entire global IT industry. The evidence is that whenever IBM makes the flag, not only can move the inside, but also attract the industry's best in the industry. Not? IBM high-profile service, just swallowed Kangbiao and swappic in IBM, in recent days, also entered the IT service in Big Zhangqi. The difference is that HP has been carefully selected by its effort. In an interview, we feel that we will not only be the glory of IBM performance, but more integrated in non-financial motives that have been developing! IBM saw the prospect, but not only saw his prospect, but also saw the foreground of the entire industry. Therefore, when IBM decisively transforms and decisively, it is always high-profile, always a brothers and brothers who can come out to go out more bright tomorrow, and feel comfortable ... this is the inner temperament of leaders, leaders outside Responsibility, leadership potential instinct!
Only enterprises that have made their own "own" mission can become a leader; only in the foreground and even the benefits of the industry, at least in terms of the same importance to their own interests, it can become a leader.
So, doing leaders, doing nobles, not just the results of time practice, but the first is the unremitting pursuit of the intention of the mission! "Can you", first depends on "I don't want to think."
Just look at IBM!
