Demand System Guidance Summary for: WW STG puting Program Planning Cycle: 2Q 2012 William Stolpe / Ross Klisart / Monica Stipe January 13, 2012 IBM INTERNAL USE ONLY Q2 STG puting Program Focus (Ross Klisart) STG Marketing – Strategy and Shift puting STG Demand Program (WOI to puting Program) Approach Highlights and Priorities Program Summary Summary of Campaign Updates ing Launches STG Platform Launches/Announcements Project Troy Launch (Paula Matthies) 2012 Digital Strategy and 2Q Guidance Highlights (Monica Stipe) Q2 Campaigns puting (Denis Russell) Turn Information into Insights Through Analytics (Juan Gastelu) Building Cloud Infrastructure (Karen Diombala) IT Optimization (Susan Haber) petitive (Amy Frost) STG Product Line Upgrades (Sara Sindelar) New Routes (Louise Riddle) Oracle Attack BAO Program (Sara Sindelar) WW Tactics and Activities puting Program in Review Guidance Milestones Key Priorities Key Contacts Links Back Up Table of Contents 2 IBM Confidential Q2 STG puting Program STG Marketing Strategy/Approach puting puting Program Approach/Description/Details Ross Klisart – WW Manager, puting Program 3 IBM Confidential Strategic shift in Marketing needed to drive growth for the Total Business Declining Client Rep OI Flat Server & Share growth * 40% Marketing WR Is derived from core STG 2012 Total Business Revenue plan requires a YTY % growth while the Market Outlook indicates an market growth of % Current State 2011 to 2012 : Marketing Strategy Shift 4 IBM Confidential * Excludes RSS .$775M revenue Product line Marketing and sales plan support a strategy for growth outside of core accounts. $ (39%) of STG revenue identified ing from “Growth Initiatives” or “Taking share petitors” in 2012. Business Revenue Drivers System z Power System x Storage TOTAL Capture Workloads through Growth Initiatives $.850B $ $.516B $.267B $ Take Share from petition $.220B $ $* (includes Run Rate)
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