IBM BP Kickoff 2013 - Strategy Map

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Creating the IBM strategy map, v. Jan Simonsen,
Business Unit Executive
SWG Channel Nordic

IBM BP Kickoff 2013 - Strategy Map

  1. 1. IBM Business Partner Kickoff 2013Creating the IBM strategy mapJan Simonsen,Business Unit ExecutiveSWG Channel Nordic 1
  2. 2. All men can see the tactics I use to conquer, but what none ofthem can see is “the strategy out of which victory is evolved.”Sun TzuHowever beautiful the strategy, you should occasionally look at the results.Winston Churchill 2
  3. 3. LearningHow can the following benefit you as Business Partner? 1. Understanding a strategy map 2. Knowing the IBM Strategy 3. Understanding your own strategy and the market 3
  4. 4. Why strategy (for us)? To understand why you do what you do (and what you need to change to stay on course) To understand (and show that you understand) your own and the customer plans and needs 4
  5. 5. What do your partners and customers really want ? “SELLING WONT HELP – BUT HELPING WILL SELL" 5
  6. 6. How much do you KNOW about your own,IBMs and customers strategies!No guessing ! 6
  7. 7. 2 bn pipe 800m valid7 7
  8. 8. The Strategy Map - Keeps it simple A way to visualize the goals strategies and tactics which a company has in place to perform as promised to its shareholders, employees and community. 8
  9. 9. Grundfos Strategy Map Longevity – Grundfos a company Built to Last Financial Health Plan for Growth People Strategy Technical R&D Sustainability--------------------------------------------------------------------------------------------------- Debt free = invest ready Leveraging Human Capital Innovation & Invention Existing Markets Emerging New Products & Services First of a kind products Markets Grow Services business Plan for future Innovation intent – by Turnkey projects – More intelligence in growth; 2025 a third of the pump stations products Grow services to be turnover generated by *Global perspective, 30% of total revenue by products & services Security , Intellectual *Production outside E-learning 2015 which extends beyond Property (IP) EU, • Expand the business the core business * Structural adaption Pro-active services -> • Pumps that add value Focus on innovation New products will professional end-users Take the lead by generate 1/3 of the •Instrumention of opening new Improve cross selling Constant improvement revenue pumps and a need to markets and create of product development collect the data from business based on •Solutions incl services increase with 10% Increase market share pumps the need for in water utility •Projects •Act and provide sustainable segment Re-inforcement of solutions •Products services on the Change to more research and collected data Establish strong technology Maintain by Customer service oriented Grow through solutions position in China development ensuring Loyalty business not yet developed production capacity close to the market Support for Growth initiatives Customer Insight; get •Acquisitions Competence center close Partner Relationship closer to the end-user to Copenhagen with as part of value chain •Growth through new clusters in Russia and business areas France to capture market •Staff growth 18 000 share – 75 000 GOAL STRATEGY TACTIC
  10. 10. Grundfos Strategy Map Longevity – Grundfos a company Built to Last Plan for Growth Financial Health Technical R&D People Strategy Sustainability--------------------------------------------------------------------------------------------------- Debt free = invest ready Innovation & Invention Leveraging Human Capital Invest in latest Control Costs Invest in latest IT Global Working CSR Develop technology to support technology culture organizational Innovation culture to foster = transformation and promote Enabler Develop the Green Focus sustainability and organization to environmental Invest financial surplus Operational Best in Class IT become more CO2 emission responsibility in new sustainable Excellence & Internal environmental must never technologies, products progress efficiency responsible exceed 124 000 Supporting Platforms and solutions tons per year Support Constantly improve Become a unified Act on climate awareness in the Invest in New Variable vs fixed cost company by changes performance of the world – about technologies & product organisation climate changes Benchmarking • Become truly solutions Government and the need for internally & externally Global Work Smarter = regulations sustainable Investments in R&D • Consultning Smarter Worker Communication energy 2011 – 1 BDKR Approach, consumption and Capital investments to •Across people/regiion Logistic RFID / • Attracting people production double in 2011-< 1,5 companies BDKR Tracking / Smarter Keep mindset with Publish the • Ease of comm tools 75 000 employees Grundfos view to Employeer of choice 2025 (EOC) influence politically & in By on-boarding / off Attract right people community Supremely optimized boarding of employees Inter cultural with many Sustain market nationalities involved leader position SCM optimization Focus on core skills Grundfos Brand as EOC Stronger Procurement 24x7 Education -> Focus on Involvment ”E”cademy; internal customer needs & Secure satisfied and & external Satisfaction – motivated employees Business Process loyalty score 82 Manufacturing / out of 100 Optimization Employee Satisfaction & motivation •Need to increase satisfaction -> decline from 2007-2010 •Talent Development GOAL STRATEGY TACTIC
  11. 11. IBM 2015 What do you know about the IBM 2015 strategy? What are the 6 levers that will drive $10 EPS to $20 EPS 11
  12. 12. 6 Levers driving USD 10EPS Growth 12
  13. 13. IBM Strategy Map 2015 Roadmap => $20EPS Provide long term Lead the Industry Employer of Revenue growth (focus Making Customers: Value to Choice--------------------------------------------------------------------------------------------------- on SW) providing Business Value to • More Innovative • More Competitive • More Effective: Shareholders (70Bn) through Innovation/ Ability to adapt to a changing Environment (Leverage Human Capital) Customers Growth Growth Smarter World leader in Cloud Base Growth Initiatives Markets (30% Planet Business (7Bn by 2015) Growth Initiatives (20Bn by of GEO Rev (10Bn by 2015) Analytics 2015) by 2015) (16Bn by 2015) Expand, Share Repurchase Operating, Pre- (50Bn in stock 15 Smarter Cities BAO Industry Solutions Tax & Net purchases) & 20Bn in Growth Security Margins Dividend Smarter Commerce Predictive Analytics Plays Information Mgmt Doubling Branch Strengthen Business Locations Partner Eco System Organic (100 beyond Large (27000 BPs Cities & BRIC) certified) Operating Leverage Broaden base Skills and R&D Improve Enterprise Shift to higher Divest Capabilities margin Business Commodity Productivity (8Bn by 2015) ( change margin Businesses mix) Leverage Anchor Clients 130 Acquisitions since 2000 (Software); 28 in Business Analytics. Acquisitions Partnerships 2011: TRIRIGA, i2, Algorithmics, Q1 Labs, Curam Shared services (Bharti Airtel) •Software 50% • PC Business (20Bn) 2010: Netezza, Sterling Commerce, Lombardi, Intelliden, Initiate Systems, Cast Iron Systems BigFix, Coremetrics, Datacap, Unica, PSS Systems, OpenPages, Clarity Systems •Services 36% • HDD End-to-end process Become premier Global transformation •HW 13% •Printers Integrated Enterprise Broaden Grow smarter •Integrate BAO • Bus Process as a Portfolio planet offering into other Service (Buy vs Build) Offerings • Platform as a Accelerate integration Focus on Open Service for IBM’s global Technology and •Introduce BAO • Infrastructure as a operations high value Offerings per Service Solutions Industry • Software as a Service Sales Excecution Big Data Initiative Cross Industry Expertise Knowledge Build a talent pool of Hubs Focus Resources on Distribution (China, Brasil, 9000 expert Client oriented Work Africa) Consultants GOAL STRATEGY TACTIC
  14. 14. IBM Strategy Map 2015 Roadmap => $20EPS Revenue growth (focus Making Customers: Provide long term Lead the Industry through Innovation/ Employer of Choice--------------------------------------------------------------------------------------------------- on SW) providing Business Value to Customers • More Innovative • More Competitive • More Effective: value to Shareholders (70Bn) Ability to adapt to a changing Environment (Leverage Human Capital) Integrate aquired Predict Recruitment + Corporate Deliver Integration Smarter Enter R&D employees faster (stay attrition in Retention Social and Innovation to Planet Public Strategy or leave) key roles in Growth Responsibility Clients (10Bn by 2015) Social Area (6.3Bn) Markets Agenda Launch Breakthrough Focus on high IBM Docs Technologies to www.ibm.com/ibm/responsibility Shift from point capture solutions to growth Industries: Anticipate & Plan Resource & Skills Requirements Transformational integrated solutions •Health care to support 4 Growth Initiatives Opportunties •Retail (Watson) • FSS Expand IBM’s Talent & Leadership Development capabilities to help •Telecomms Cloud: Security & (Ranked #1 by Fortune) customers manage Privacy Focus risk Expand Smarter Cities Initiative Maintain US Help Clients to turn Patent Leadership Information into Expand Smarter Insight Commerce (BAO Agenda) Capabilities IP Protection (Revenue Source) Global Services Integration Hubs GOAL STRATEGY TACTIC
  15. 15. How much do you KNOW about your own,IBMs and customers strategies!No guessing !
  16. 16. How can knowing the strategy map help you ?1. To be able to explain it where needed (It is your biggest part of a value proposition)2. It helps you understand your own true goals & needs (It shows how much they mean to you)3. It reminds you of the bigger part you play in building a smarter business/company (which is much more than closing any deal) 16
  17. 17. Call to Action….1. Analyze2. Understand3. Build4. Use Area on the Map Scale 1 – 5 Skills ? (Goal, Strategy, Tactic) 1 = Room for improvement5. Grow 5 = Excellent 17
  18. 18. IBM Business Partner Kickoff 2013Creating the IBM strategy mapJan Simonsen,Business Unit ExecutiveSWG Channel Nordic

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