Janet Matton gave a presentation on IBM's success in Asia. She discussed IBM's long history in Asia dating back 75+ years, with operations originally focused in Japan but now more focused in high-growth countries like China, India, and throughout Southeast Asia. She highlighted key statistics on countries like China and India that demonstrate the huge opportunities for growth. She also discussed some of the cultural differences companies must be aware of when working in Asia, and emphasized that Australia's future is increasingly tied to the Asian region through trade and proximity.

1. Janet Matton, Vice President, IBM Australia / New Zealand
September 10th, 2012
Our Success in Asia is in your hands
© 2009 IBM Corporation

2. Agenda
A career summary
Asia – the differences
IBM – a global innovation company
The essentials of a world wide
business growing into Asia
The opportunity and the imperative
2 © 2009 IBM Corporation

3. An ordinary childhood leading to a global career
Born 1956 - out of
Joyce May Naismith - housewife / part-time worker / artist
Reginald Charles Matton - Master Plumber & Builder
Education
Rosanna State School
Macleod High School
Swinburne College - BCom, SW, RHwGL
Travel
1973 – New Zealand
1976 – Japan
1977 – China
1978 –> Everywhere !!
Career
1973-1974 Melbourne Articles Clark, McNab & McNab
1975-1978 Melbourne Swinburne
1978-1983 Melbourne IBM Melbourne, Systems Engineer
1983-1986 Canberra IBM Canberra, Manager
1987-1995 Sydney IBM Sydney, Manager/Snr Manager / CIO
1995-1998 CT/ NYC IBM USA, Manager Headquarters
1998-2001 London IBM UK, Manager Europe
2002-2004 Sydney IBM Sydney, Executive AN/Z
2004-2006 Tokyo IBM Asia, Executive Asia Pacific
2007-2008 Shanghai IBM Asia, Executive Asia Pacific
2009 - ?? Melbourne IBM Melbourne, Executive AN/Z
3 © 2009 IBM Corporation

4. IBM – a global innovation company
We’ve only just begun to uncover what is possible on a smarter planet
Instrumented
Interconnected
Intelligent
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5. IBM has been participating in Asia for more than 75 years.
Over time the dynamics for growth have shifted from Japan to China, India
and other Asian economies
Japan Asia Pacific
 Established in 1937  Established and re-established in 15
countries between 1932 and 1993
 $9.6B revenue FY2008  $11.3B revenue FY2008
 47% of AP total revenue  53% of AP total revenue
 21,000 employees  120,000+ employees
 Research Labs: 1  Research Labs: 2
 Software Development Labs: 1  Software Development Labs: 8
 Global Delivery Centers: 1  Global Delivery Centers: 56
 Average age 40.5  Average age 30
Relocated AP Headquarters from Tokyo to Shanghai in 2007
5 © 2008 IBM Corporation

6. IBM has evolved from a US multinational company to
became a globally integrated enterprise in order to capture
the greatest growth opportunities.
In 2008 IBM formed the Growth Markets Unit with headquarters in Shanghai
6 © 2009 IBM Corporation

7. IBM has evolved from a US multinational company to became a
globally integrated enterprise in order to capture the greatest
growth opportunities.
In 2008 IBM formed the Growth Markets Unit with headquarters in Shanghai
7 © 2009 IBM Corporation

8. China
China Taiwan Hong Kong
China GDP growth – 9%
Population: 1,330 million people
Projected to become the world's largest economy by 2040
World’s largest source of university graduates
IBM China
8 © 2009 IBM Corporation

9. China
China Taiwan Hong Kong
China GDP growth – 9%
Population: 1,330 million people
Projected to become the world's largest economy by 2040
World’s largest source of university graduates
AP Centres:
 IBM Global Procurement
 Asia Pacific Business Transformation
Outsourcing Centre
 Call centre/contact centre
 System production & export centre
Global Centres in China:
 Rail Center
 Research Lab, Development Lab
 Systems & Technology R&D lab
 System Centre
9 Innovation Centre © 2009 IBM Corporation
 IBM’s first global supply chain centre

10. India / South Asia
 100,000 employees; 2500 partners
IBM has more than 35 centers in India
 India’s leading Managed Business Process
Services (MBPS) vendor – 30,000+ IBMers.
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 Largest multi lingual software exporter in India, © 2009 IBM Corporation

11. Australia / New Zealand
Australia – population 21.8 million, GDP growth 2.2%
New Zealand – 4.2 million, GDP growth 0.2%
IBM Australia
 15,000 employees
Darwin
 1,500+ business partners
 40+ locations, AP support centres
 In 2008, IBM Australia generated
revenues of over $A4 billion for the
Brisbane
first time in its 76 year history
Perth
Gold Coast
 Export revenues of $A592 million.
Adelaide Sydney
Ballarat CANBERRA
Auckland
Melbourne
Hobart
WELLINGTON
IBM New Zealand
Christchurch
 1,000+ employees
System and technology lab
 12 locations
Sales office
 Access to a network of 1,000+
partners
11 © 2009 IBM Corporation

12. Working in Asia – some simple comparisons
Attitude towards the boss…
12 © 2009 IBM Corporation

13. Working in Asia – some simple comparisons
Dealing with a problem…
13 © 2009 IBM Corporation

14. Working in Asia – some simple comparisons
Developing & giving an Opinion…
14 © 2009 IBM Corporation

15. Working in Asia – some simple comparisons
Punctuality & attitude to time
15 © 2009 IBM Corporation

16. Working in Asia – some simple comparisons
Queue when waiting…
16 © 2009 IBM Corporation

17. Working in Asia – some simple comparisons
Noise level in a restaurant…
17 © 2009 IBM Corporation

18. The Opportunity and the Imperative
 Australia companies are growing into Asia
 Banks, Mining Companies, Breweries & Liquor, other
 Skills and knowledge position Australians to compete
 Our future with Asia is inextricably linked by trade and proximity
 Need to design our future success by starting with the content of our education programs
 Women are under-represented
in key sectors
 Despite higher education levels,
workforce participation rates
are dropping
 Hard disciplines – eg Science,
engineering, IT – together with
cross cultural awareness, are
the keys to our future prosperity
18 © 2008 IBM Corporation

19. Thank you
謝謝
ありがとう ございま
した。
19 © 2008 IBM Corporation

20. ASEAN
Singapore Malaysia Thailand Indonesia Philippines Vietnam
 Population 576 million
 World’s youngest workforce: By 2050 22% will be over 60 Vs 30-
40% in China, US & EU
 GDP: 1.4 Trillion
Thailand
IBM ASEAN
Philippines
 10,000 clients
Vietnam
 4,200 business partners
 16,200 IBMers – 67% working on
global missions
Sales & Distribution
Business Transformation Services
Malaysia IBM Software Lab
Disk & Tape Storage Systems Manufacturing
Singapore
Regional Contact/Support Center
Indonesia IBM Research Lab
Global Service Delivery Centre
Regional Linux Technology Centers
Integrated Supply Chain Manufacturing
AP Accounting/Fulfillment Center
Regional Radio Frequency Identification
Device (RFID) Center
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20 © 2009 IBM Corporation