1. Nyenrode IMBA
Meets IBM
Xiao Jian Luo
Berk Mumyakmaz
Mark Schils
Mark van Teunenbroek
Menno van der Woude
Yi Zhang

2. SMEs: the next focus for IBM!
Reach SMEs by increasing brand awareness &
Accompany their growth to
build a long-term partnership

3. Why SMEs?
“SMEs are a key growth driver for the Dutch economy. They
make a major contribution to employment and value added in the
Netherlands.”
Source: Deutsche Bank, 2011
Dutch SMEs generated 500 billion euros revenue in 2011.
And they contributed 64% of total GDP!
Source: Prognose kerngegevens MKB, 2012

4. Let’s be more specific… An example
• Founded 2008 in Arnhem, Netherlands
• Family-owned, CEO = Jonathan
• Construction industry (3rd largest sector)
– Prefabricated (temporary) houses
– Design, Production, Sales, On-site Assembly
• 50 employees
• 2013 turnover of 8 million euros
1 out of 805.000 SMEs in the Netherlands!

5. STAGE 1: 2014

6. Typical Challenges of SMEs
• Limited capacity for big orders
• Control over cash flow
• Inefficient operations
• Disintegrated supply chain
• Identifying growth opportunities

7. The story begins

8. IBM – SME Partner Platform

9. IBM – SME Partner Platform
Benefits for SMEs
Forming partnerships with other companies
Compatibility with various ERP systems
Lowering costs and increasing efficiency
Exploring methods of outsourcing
Solving temporary capacity shortage
Financing solutions

10. IBM – SME Partner Platform
Benefits for IBM
Increasing IBM customer base & revenues
Creating sustainable revenue streams
Integrated business solutions for each growth stage
Creating long term relationships
Supporting the corporate customers of tomorrow
Gathering data for potential business opportunities

11. STAGE 2: 2018

12. New Challenges: Crossing the border
• IBM’s Global Power Enhancing SMEs
• Business strategy consulting
• Increased Supply Chain Options
• IBM as a passport

13. Facing Uncertainty...

14. STAGE 3: 2022

15. Challenges of a fast growing SME
• Turning data into knowledge
• Smart decision making
• Improving operational
efficiency
• Strategy implementation

16. Watson provides the solution
Big data solutions
Operational excellence
Strategic decision making
Win-Win situation

17. CONCLUSIONS

18. Corporate Lifespan Evolution

19. First touch
with IBM
Adoption of
SME partner
platform
Going
international
Becoming a
big corporate
with IBM
IBM Watson
for extended
data analysis
Growing Together!
From SME to corporate
2014
2020
2018
2016
2022
2024
Integrating an
international
supply chain

20. Develop a long-term partnership with the next
generation of corporates!