chritian loubiton IBM

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Time: April 15, 2011 am

Location: North Star interview room Intercontinental Hotel

respondents:

IBM Software Group Industry Solutions General Manager, Greater China, Mr. Li Yongcai

IBM e-business in Greater China, Mr. Wen Xiaohua, director of innovative solutions

IBM Greater China Maochun Jing, director of e-commerce strategy Mr.

questions: General Lee, just after I heard your speech, In addition, I always say that you are interested in temperature in China, this team can fall, so research what you are now a hot research in accordance with China, which in many consulting firms, which is a lot of consulting firms is necessary. Huawei's total gross to the first and then to the Israeli company has returned to IBM,Discount discount christian louboutin, would like you to talk about the attractive places in which IBM? You return to IBM because IBM is certainly attractive, where the attraction?
LEE Wing-Choi: IBM in technology there are a lot of experience before, I would like to stress that, IBM customer inside the continuous development and continuous growth, we in China, which has a very strong manufacturing ERP implementation team, GBS which is very outstanding business. This is a good foundation, embodied in the supply chain there is also customer service, customer management CRM, so now especially in the ERP which to go into very much, now is the integration of new features we want in there, we are not saying that we do this, we have to turn over to do before. We are very focused point is the wisdom of business, a process, an integrated structure with the current one, that is, ERP Ye Hao, Ye Hao made the overall structure of an integrated application, so to answer your first question is relatively simple means we One of the highlights in the manufacturing sector which is the
Wen Xiaohua: In fact you can think the manufacturing industry, today manufacturing from product manufacturing to the customer, can not say one hundred percent, most certainly retailers, wholesalers and then to customers, so basically, line accounted for 91% of the channels even more to see from the cover above, many manufacturers are confused how to cover the second and third lines in remote areas, the development of the high cost of dealers and distributors always been driven by greed, partners certainly seeks profit, there is no absolute loyalty to others if the manufactured product is good,black and red heels, may also be put into the arms of others, this is a confusion. Prices, and so the conflict between these channels, price management, you that line so long, naturally the entire market demand, inventory management will bring a lot of problems, which is the manufacturer of the confusion. Not simply build a store on the Internet, the line burst, and this is certainly not the starting point. His thinking is how I assisted the most perplexing problem company, or web channels, or the background, supply chain, warehousing, logistics, integration, and so part of how to get through, but also use the online channel to better meet the emerging business objectives. Possible from this perspective.
In addition, this is the opportunity to reshuffle the cards, I get a lot of home appliances business, he also thought, so now the fire is not able to go inside at this opportunity to achieve new competitive advantage . Ten years ago they built the system dealer, he said it was a slow. This round is an opportunity today, but also a re-shuffle, and if this round, well established online new online and offline channels, or how the kind of linkage system or marketing system, may be washed in this round card face new opportunities. This is not simply a shop, but this should be a very good question, I totally agree, I think it is worth thinking about. I add to this a few.
asked: You mentioned a particularly good view, you boldly predicted cloud services platform, will become a control point. If a control point cloud, Su Ning Ye Hao Haier, etc. These companies are building their own e-commerce,chritian loubiton, the control point is he could have anything to do with these other? For example, I travel, I go, before I set through Ctrip However, Air China out of the online booking sites, I go to through the Air, China Eastern has to be done, in the end this situation in the end is who controls it? an investor or a third party in the end it?

Wen Xiaohua : Do not be so see, I said there are five roles in the value chain, today may be the traditional retail business, such as Suning, Gome, and so traditional retail business, in moving toward e-commerce. Manufacturers can also go e-commerce, would spawn a new value chain role, this role may also be a traditional manufacturer, evolved into this role may also be a traditional process, and it may be the original Internet service providers, such as Sina, are examples, not just Sina said. This role may also be Baidu, may also be in other roles, you see what Apple's behalf? Original device manufacturers say that no advantage will not enter this session, there are other areas, the original service provider providers, such as China Mobile, China Telecom, is not it all day dreaming of how evolution of it? information services they provide, they are not that willing to become a channel. Including banks, bank to talk to us when the vision is very ambitious, and unwilling to do today banks. Value chain so much, want to cross into another area, but the abstract, this role may eventually be a successful evolution of a traditional business to a new form, but I think this role will be spawned.
Maochun Jing: First of all issues on China's manufacturing industry and the the idea of ​​the content of our services and our software provides the tools, all of these things just in time for the Chinese manufacturing industry is very critical point in time,christian louboutin replica, China's manufacturing past, ODM, OEM processing this industry, small enterprises become a leader to become the industry's brand,imitation red sole shoes, they have raw materials, design, production and control of part of the channel, but he just distribution channels, the channels do not control the terminal. All of these manufacturing enterprises are facing problems, the first challenge is to complete the transition from the original to become export-oriented manufacturing to China for the design and manufacture of industrial process, and he still faces enormous challenges in the past IT investment, IT, compared with the foreign poor level for many years past, building something, basically, Department of Construction, there is no use of it,christian louboutin discount sale, It plays the business value generated.
Third, the problems faced by Chinese enterprises, the whole world talking about the green, the whole world is talking about reduced resources, the whole world talking about the reduction of resources, how to dig out from the information value, smart business Meanwhile, the construction of our information activities in favor of suppliers around the world, suppliers and Chinese suppliers linked. Now the relationship with suppliers is not large-scale procurement relationship, in fact, facing the world is the shortage of resources, one with political factors, there are human factors that protect the Earth. This is inside the
question: There are three questions, first I want to talk about creative destruction, the SAC has a point of view, may go beyond the original concept of supply chain integration, and more around the affordability of the ecological chain of enterprises or is the re-combination. My view is that companies may be past, and himself, around the operators and users need to change the original model and the traditional way. They need to change, IBM products and solutions can help him make this change, or is this creative destruction is more stable, more successful? Today saw a cloud-based marketing services, do not know if I have the enterprise core platform that enhancing the traditional IT, and we e-commerce, next few years, more than 50% growth, so I would like to see with the customers, is growing so fast, but growth is so fast, not everyone is a 50% increase. Inside the middle of something different before we set a good comparison is already relatively stable supply chain side, we now believe that the reform of technology to make it to go to other places, because if not, then other people do not know while looking over this place. So this whole business of the whole must be promoted. Enhance opportunities to achieve this position, at least he can take his place out after expansion, it is the problems encountered by each customer.
next step is how to help him. Because the growth rate of more than 50%, there is no way to participate, so the first into the side, go to the side, the first thing I can help you plan, construction management operations, according to each company within their corporate positioning, help him in the
Second, we help him with our service team which includes the entire software to do these things, in part to help him run, run as part of his own, some partners to help him run, such as my last example, from Wuxi It aims to help make IBM Cloud Center in Wuxi, seven wolves help the commercial aspects of running the Internet to help them run over there in Wuxi. This may be a trend, so we can provide a relatively easy access to a higher level. More SMEs can learn from this method. In GBS there some business ideas, some of the future positioning.
1-800 is the second case, we continue to transition to help him, constantly using new technology to do. The beginning of the first sale of a site, after the integration of different applications which do SOA, then the next step into , which has the power of our technology, including product features, how to position the business to help him have a growth inside. Including inside the use of cloud computing, including business data analysis, which is a very important technology, and finally through the
Maochun Jing: I think this is a very good question, noting that the issue of innovation, and mention is disruptive innovation. Two types of innovation, one of progressive innovation in the industry, the process of progressive and stable development of the walk, which is incremental innovation, and ultimately lead to corporate rigidity, the reason is the business die. Another innovation is disruptive, destructive nature of innovation to transform themselves, to give up their resume.
on impact on customers, which means What concept? Advent of the Internet for decades, and today we see, the Internet was originally from the exchange of information, see the information, then we do from the above interaction, play games, then do some limited business activities, Amazon, Ali Baba Ye Hao, limited selling things, for a limited crowd. Development of the Internet today, this technology infrastructure has reached to all our customers, our companies need to rethink its strategy when thinking of this strategy from the customer base, its products, with the customer's delivery, the internal organization to consider. Internet technologies, techniques derived from birth of the this, but through the It is destructive, if companies which do not change in the innovation which may account backward thinking, we must re-integration of the enterprise, which is a customer perspective.
Secondly, from the perspective of IT, IBM as an IT service provider, also has a disruptive innovation, always talk about the time that the future of IT spending growth of 35% is used for consumption by ten, 15% is based on effects to consumption, 40% is based on the cost of consumption, we sold you, you give me the money . In view of this aspect of innovation, Service. It is in accordance with the results to billing, this is very important in China, we are an innovation. In accordance with the results to consumers is to say, I have used on the system when the results of the business, according to the results collected my fees, unlike the traditional way, I sell you the software as a tool, how to use your own things which are completely different. So we try to smart pricing, new business models, but also our
I understand Many similar SaaS services, and how the software into a service, how to become a for-performance software to pay for the services to pay for the services in accordance with which all of them in our plans. We hope this innovation will give our customers so true business transformation, innovation changes.
Wen Xiaohua: I see the future the enterprise can provide more value-added services, Suning is a big retailer to collect the user to purchase the data, analyze the data provided to the appliance supplier of these products, he thought it was a point in the future, the future smart, intelligent performance, where you see the hot? IBM to see what we can do hot? such as the industry of this kind, some technical aspects.
LEE Wing-Choi: industries, which IDC said before we do, we want to see the specific customer's situation, many different industries, such as in banking there, a lot of marketing banking, Therefore, we find that there are many in the bank uses, such as buying funds, insurance and various banking products. We also found inside the airlines, some of which include a number of high-value customers within each customer's consumption behavior, which the customer going to know where and what time to go, take any transport. Finally, we find that there are now in the telecommunications, voice of the income is reduced, there are many value-added services, value-added services, value-added services to understand to whom, and not everyone can, of course, immediately think of the traditional retail sales to buy things back to whom, the last place where the whole supply, will know some of the logistics, so this year is one of the retail is a big focus. So we see that the banks telecommunications, retail, aviation, many people-oriented needs of these industries in this area is very large.
questions: changes in the field service industry what?
LEE Wing-Choi: In the manufacturing sector in the last such services are provided, customers are to buy this product? Not to buy products buy products. So the whole package which, in the brand, manufacturers want to do with the OEM and ODM from before to build their entire brand,High Quality christian louboutin shoes women, which is a very important direct contact to the customer, and now have the resources and the opportunity to do this thing .
Wen Xiaohua: The original service industries such as telecommunications and financial services industries are all they have to enter a new field of innovation, not necessarily to get rid of the original advantage. Not only is the retailer, and so many fundamental changes are taking place, such as new Internet provider, are there looking for opportunities in this reshuffle. If the complete classification, Apple turned out to be terminal manufacturers have now come out of the original role, the impact is far more than the terminal manufacturer, is talking up the value chain above the weak side, but his role this time value chain is the dominant role. Mean that the birth of a new technology changes the whole industrial chain.
LEE Wing-Choi: So there are two feelings, you can close to the end user can affect him. Second, after exposure to the products have an edge to him, this is beyond the research and innovation is a question of cost. So inside the logistics and supply chain optimization is very important. The provision of two points, first cost, and second time.
Maochun Jing: Apple's success lies in the changing needs of customers in a timely manner and timely grasp of reflection, Jobs may not have to visit customers every day, but can observe that the insights. In the new Therefore, the
LEE Wing-Choi: There are two important contact with customers: First, how contact, multi-channel contacts. The second is the exposure time, relative he wanted me to touch, but do not know what he needs, then give him something to no avail.
Question: On behalf of the People's Bank the following financial institutions are a problem, I can ask two, we have just done a Commercial banks, including banks, insurance and securities industry did a survey of three banks have more features, like today's to this? It is because the Chinese translation of the two similar, would like to invite the experts to explain to us, a solution the first package of technology, such as BI is based on the data warehouse, OLAP What is the relationship?

second question, because the financial industry, the financial industry, we also do research, and its selection, for the acceptance of new technologies are at a very conservative industry, such as the recently popular cloud computing, the Internet III convergence of technology, banks are exploring, but no one dares to really line application, please analyze the three experts, >
Maochun Jing: BI is the first level to do the report. The second concept is to do the original analytical; third function of making predictions, forecasts for the previous situation after situation. BI in the intelligence business which is the role played a crucial role, what we call and the upgrade process, in which in which BI is the role played by each of us is a key point in the transform point of raising a moving part, how do we do? in the end how to do it, we doing this, simply say BI is the
LEE Wing-Choi: The second question, I think banks, I think the banks are not too conservative, with a lot of innovative technology, but it is to do a large scale must be very strict to see. Ten years ago, the Internet, people are still not able to do transactions. Bank of Internet banking which is not? So the bank use of technology, are often willing to invest, but when he do a large scale, this will take some time, because he must do a good job, but also bigger. We are with different banks, many of which are done from this start.
our First, are the individual units, marketing, marketing which is a very important part of the bank which is very intuitive and very important part, because many of his customers are high-value customers, so that they can and can feel that the cost of trading is a very worthwhile thing.
Wen Xiaohua: mobile payments, banking transactions in which payment is certainly very important, look at two aspects: First, the policy of his own customers. Banks have an advantage, it contacts the customer base is still very large, a lot of customers have the resources themselves, but there is no effective use of this resource, for it is both the opportunity and a challenge. In addition, the mentioned, the country has started to RFID-based payment, who is holding a cell phone after you think, you can complete the payment process, and this may be a higher security level, which is a very meaningful and very important ring. Think about which they must pay business, it is very important.
another point, you go to China Merchants Bank (600036, stock it) iPhone mobile version of many of the above have already started with the business, the business information on it, and is tied, and there are promotions messages and buy the information above, this is a cross-border. A lot of things to decide what you want to go to decision makers innovation.
question: Many commercial banks are doing this iPhone.
Wen Xiaohua: But online banking is easy to move over, or do innovation. iPhone is just one example, but still can be based on many smart phones to develop, iPhone is just one example.
question: Is there some typical enterprises, such as Suning, Haier to do better, they are industry is among the most easily into I think the For example, just said Su Ning, Haier in the manufacturing, retail led, he was willing to try innovative, he may seize the opportunity, he may belong to the wave inside the wave, which is a continuous process of innovation, I their own feelings, with another point, before the PC is basically Microsoft's monopoly, strong, and later began to appear innovative Google, the next wave with Facebook, I would think that there is no absolute monopoly is, as long as your creativity, you always have a strong chance. Like IBM, we have years of business, but we also have the values ​​of which the most important innovation in a position,christian louboutin discount for sale, is the same.
question: Because we have always said, BI such a model? total gross to explain just a bit, probably know a little.
In addition, we speak of customers are corporate customers, they end with individual consumers, they quite far away from e-commerce, I would like to understand LEE Wing-Choi: This is a good question. For example, we have some new industries, new industries there are many programs, each a different part of the inside to go with a different oil. This car is a step by step in accordance with stringent procedures to do it, then we can to change this program to optimize this? When it has a different part of the same color if you want to go spray paint, we can focus on the processes Finally finished up the painting before, this will reduce our cost how much? were found to be reduced a lot. In different industries which are now considered Therefore, we emphasize optimization, which is mentioned in a speech inside a. This part is basically almost all the industries can be applied to, certainly not in the online sale of steel, but will do in online B2B and logistics.
Wen Xiaohua: and in fact today's B2B market is much larger than the B2C, B2B market in China is also great. After all, great topic today, so we try to explain with some examples, and contact with C this is easy to explain, better explain.
Maochun Jing: In fact, B2B, B2C and C2C can not add up, including Optimization process is not only the software and IT, also includes several parts, you have to understand this industry, then you have to help him sort out the process, to do process optimization, and is the software implementation, optimization algorithms. This can be applied to every aspect of business, every industry to go inside. There first, but after.
Question: A few years ago made a full e-commerce home business idea, give me the impression that the entire e-commerce and IBM is how these two concepts and determine the difference? Which refers to a lot of e-commerce between enterprises which have good relations of cooperation, I would like to know later in the promotion of production capacity together to do this?

LEE Wing-Choi: I had the service Kingdee. First of all our partners in this respect I am very seriously, so I think in China, different places, different products inside, that this industry is tasteless,Christian Louboutin Boots for women, so it has this experience how to make these applications where it is needed, as well as Kingdee industry is do a lot of ERP, so the first question is an entire system environment, including applications software in China is inseparable from the ERP, without China Kingdee, Kingdee our team a great partner. So last year in July, I have been involved in its release, issued with the IBM service team, I'm behind my team with me doing this.
short, we believe that our technical cooperation with partners, when in the middle part of this process, we have a product, service. Everyone inside the different markets is not necessarily the same customer base, we will consider how to increase both with the company's largest customer service and the greatest benefits the company, I think in the Chinese market which is not the problem. As long as we do we build a platform for cooperation, both are the best technology combined with our understanding of the local market, together, we work together, this will be much better.
question: the whole e-commerce and the the general concept is a website to sell things, Kingdee out a full e-commerce is provided with a background behind the ERP, supply services. This is more my area of ​​contact, so I can see to a higher level, to strengthen the marketing optimization as well.
question: When the morning of the speech referred to on how to achieve?


Wen Xiaohua: I think so to understand, just said, we try to understand, from my point of view, as I said earlier example, the original store is the shelf-like, regardless of Know- are shelf-like sales, the equivalent of a platform for many services, you must be the physical store limited shelf life can not be infinite. But tens of thousands of people's needs are the needs, you may be infinitely subdivided population segment may be a small crowd to the crowd, only one or two needs, with the traditional approach is impossible. Today the Internet is really can be done, first, infinite shelf, but the cost tends to increase the shelf life of zero. It becomes that we can turn for each user to provide a platform to serve him, in essence, to provide customer-focused service, providing products and services, I think we can so to understand this sentence.
LEE Wing-Choi: What we have before, come buy, now is an interactive, you have to what I gave you what you want, I can give. After a feedback, so I'll give you something has changed, for example, would have to buy a thing, then I know his behavior, I know what he bought, and then recommend to buy him something. Finally, I have bought, but then I have some clients which can change, I bought one more, you can come and collect from another place, in the middle say customers are the end users say, through this technology, but also because technology needs to help the customer when there is opportunity and ability to achieve out. It is impossible to say before, I would so much, you decide. . The second is targeted, before so many people want this, I will put these things. This is not, and now in the process of interaction, what he did, and I accordingly find another thing I think he should sell him, by some analysis. Is to ask you before, there are some feedback, there are some people, and now they do not know so much about the product marketing plan and what is the employer to do, nor the most comprehensive technology is not used by now people do online anything that can automatically find the appropriate do you give to the process of interaction you need. Initiative is different, the enterprise before you, it is what customers want me to him. Is 1.0 and 2.0, respectively, before I do this site, you see it, is not, based on the customer. I have 0 friends have something to say to speak to see everyone says that the Han