الملاحظه الغريبه هي ان معظم الشركات التي قمت بتدريبها في العالم العربي لا تمتلك اي منها (intellectual property (IP او ملكيه فكريه. كلها "تتاجر" في سلعة معينه، تأتي بها من الخارج مثلا و تبيعها بأقل قدر من التطويع او ال customization و يكون ذلك بإتباع منهجيه تكون في العاده مملوكه للشركه التي تمتلك حق البرنامج او المعدة الأصلية.

1. ‫ﺿﺮورة؟‬ ‫ام‬ ‫رﻓﺎھﯿﮫ‬ ‫اﻟﻔﻜﺮﯾﺔ‬ ‫اﻟﻤﻠﻜﯿﺔ‬ ‫ھﻞ‬
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‫ان‬ ‫ھﻲ‬ ‫اﻟﻐﺮﯾﺒﮫ‬ ‫اﻟﻤﻼﺣﻈﮫ‬‫ﺑﺘﺪرﯾﺒﮭﺎ‬ ‫ﻗﻤﺖ‬ ‫اﻟﺘﻲ‬ ‫اﻟﺸﺮﻛﺎت‬ ‫ﻣﻌﻈﻢ‬‫ﻣﻨﮭﺎ‬ ‫اي‬ ‫ﺗﻤﺘﻠﻚ‬ ‫ﻻ‬ ‫اﻟﻌﺮﺑﻲ‬ ‫اﻟﻌﺎﻟﻢ‬ ‫ﻓﻲ‬)intellectual property
(IP‫و‬ ‫ﻣﺜﻼ‬ ‫اﻟﺨﺎرج‬ ‫ﻣﻦ‬ ‫ﺑﮭﺎ‬ ‫ﺗﺄﺗﻲ‬ ،‫ﻣﻌﯿﻨﮫ‬ ‫ﺳﻠﻌﺔ‬ ‫ﻓﻲ‬ "‫"ﺗﺘﺎﺟﺮ‬ ‫ﻛﻠﮭﺎ‬ .‫ﻓﻜﺮﯾﮫ‬ ‫ﻣﻠﻜﯿﮫ‬ ‫او‬‫ال‬ ‫او‬ ‫اﻟﺘﻄﻮﯾﻊ‬ ‫ﻣﻦ‬ ‫ﻗﺪر‬ ‫ﺑﺄﻗﻞ‬ ‫ﺗﺒﯿﻌﮭﺎ‬
customization.‫اﻷﺻﻠﯿﺔ‬ ‫اﻟﻤﻌﺪة‬ ‫او‬ ‫اﻟﺒﺮﻧﺎﻣﺞ‬ ‫ﺣﻖ‬ ‫ﺗﻤﺘﻠﻚ‬ ‫اﻟﺘﻲ‬ ‫ﻟﻠﺸﺮﻛﮫ‬ ‫ﻣﻤﻠﻮﻛﮫ‬ ‫اﻟﻌﺎده‬ ‫ﻓﻲ‬ ‫ﺗﻜﻮن‬ ‫ﻣﻨﮭﺠﯿﮫ‬ ‫ﺑﺈﺗﺒﺎع‬ ‫ذﻟﻚ‬ ‫ﯾﻜﻮن‬ ‫و‬
‫ﻟﻤﺎ‬ ‫ﺗﻨﺘﺒﮫ‬ ‫ﻓﻼ‬ ,‫اﻟﻤﻌﺮﻓﯿﮫ‬ ‫اﻟﺠﺰﺋﯿﮫ‬ ‫ھﺬه‬ ‫اﻟﻰ‬ ‫ﺗﻔﺘﻘﺮ‬ ‫اﻟﻌﺮﺑﻲ‬ ‫و‬ ‫اﻟﻤﺼﺮي‬ ‫ﻋﺎﻟﻤﻨﺎ‬ ‫ﻓﻲ‬ ‫اﻟﻌﻤﻼﻗﮫ‬ ‫اﻟﺸﺮﻛﺎت‬ ‫ﻣﻦ‬ ‫ﻣﺌﺎت‬ ‫أرى‬ ‫ﻋﻨﺪﻣﺎ‬ ‫أﺣﺰن‬‫ﻗﺪ‬
‫ا‬ ،‫ﻟﻠﻐﯿﺮ‬ ‫ﺑﺘﺮﺧﯿﺼﮭﺎ‬ ‫ﻣﺒﺎﺷﺮه‬ ‫ﺑﻄﺮﯾﻘﮫ‬ ‫ﻣﺎدﯾﺎ‬ ً‫ا‬‫ﻋﺎﺋﺪ‬ ‫ﯾﻜﻮن‬‫و‬‫ﻣﺴﻤﻰ‬ ‫ﺗﺤﺖ‬ ‫اﻟﻤﺎﻟﯿﮫ‬ ‫اﻟﻘﻮاﺋﻢ‬ ‫ﻓﻲ‬ ‫ﺑﺎدﻣﺎﺟﮭﺎ‬ ‫ﻣﺒﺎﺷﺮه‬ ‫ﻏﯿﺮ‬ ‫طﺮﯾﻘﺔ‬Good
Will.‫اﻟﺘﻘﯿﯿﻢ‬ ‫ﻋﻨﺪ‬ ‫اﻟﺸﺮﻛﮫ‬ ‫ﻗﯿﻤﺔ‬ ‫ﻟﺮﻓﻊ‬
‫ﺑﺮﻧﺎﻣﺞ‬ ‫ﺣﻘﻮق‬ ‫ﺑﯿﻊ‬ ‫ﻋﻨﺪ‬ :‫اﻵﺗﻲ‬ ‫اﻟﻤﺜﺎل‬ ‫اﻟﻤﺨﺘﻠﻔﮫ‬ ‫دوراﺗﻲ‬ ‫ﻓﻲ‬ ‫اﻛﺮر‬ ‫ﻣﺎ‬ ‫داﺋﻤﺎ‬Jeopardy‫اﻟ‬ ‫اﻟﻤﻘﻄﻮﻋﮫ‬ ‫ﻗﯿﻤﺔ‬ ‫ّرت‬‫ﺪ‬ُ‫ﻗ‬ ،‫اﻟﺸﮭﯿﺮ‬‫ﻤﻮﺳﯿﻘﯿﮫ‬
‫ال‬ ‫ﻻﺗﺘﻌﺪي‬ ‫اﻟﺘﻲ‬ ‫و‬ ‫ﻟﮭﺎ‬ ‫اﻟﻤﺼﺎﺣﺒﺔ‬٦۰!‫دوﻻر‬ ‫ﻣﻠﯿﻮن‬ ‫ﺑﺴﺒﻌﯿﻦ‬ ‫ﺛﺎﻧﯿﮫ‬‫ﺑﻨﻔﺴﮫ‬ ‫اﻟﺒﺮﻧﺎﻣﺞ‬ ‫ﻣﻨﺘﺞ‬ ‫اﻟﻔﮭﺎ‬ ‫)اﻟﻤﻘﻄﻮﻋﺔ‬ ‫ﻓﻜﺮي‬ ‫ﻟﻤﻨﺘﺞ‬ ‫ﻣﺜﺎل‬ ‫ھﺬا‬
.(‫ﺻﺎر‬ ‫ﻣﺎ‬ ‫ﻓﺼﺎر‬ ,‫ﺑﮭﺎ‬ ‫اﻟﺠﻤﯿﻊ‬ ‫أﻋﺠﺐ‬ ‫و‬ ‫ﻟﻨﻔﺴﮫ‬ ‫ﺑﮭﺎ‬ ‫ﺗﻤﺘﻢ‬ ‫ﻟﻜﻨﮫ‬ ‫و‬ ‫ﻣﻮﺳﯿﻘﯿﺔ‬ ‫دراﺳﺔ‬ ‫دون‬‫ﺑﺤﯿﺚ‬ ‫ﻟﻠﺒﺮﻧﺎﻣﺞ‬ ‫ﻣﺼﺎﺣﺒﮫ‬ ‫اﻟﻘﻄﻌﮫ‬ ‫ھﺬه‬ ‫ﺻﺎرت‬
‫ﻟ‬ ‫اﻟﺒﺮﻧﺎﻣﺞ‬ ‫إﺷﺘﺮى‬ ‫ﻣﻦ‬ ‫أن‬‫ﻓ‬ ‫ﯾﻤﺎﻧﻊ‬ ‫ﻢ‬‫ﺗﻘﯿ‬ ‫ﻋﻤﻠﯿﺔ‬ ‫ﻓﻲ‬ ‫ﻟﮭﺎ‬ ‫اﻟﻤﻘﺪر‬ ‫اﻟﻤﺒﻠﻎ‬ ‫ﻲ‬.‫اﻟﺸﺮﻛﮫ‬ ‫ﯿﻢ‬
‫ﺑﮭﺎ‬ ‫ﺗﻘﻮم‬ ‫اﻟﺘﻲ‬ ‫اﻟﻤﺸﺮوﻋﺎت‬ ‫ﻓﻲ‬ ‫ﻣﺒﻌﺜﺮه‬ ‫ﻣﺠﮭﻮدات‬ ‫ھﻨﺎك‬ ‫أن‬ ‫ﻟﻮﺟﺪﻧﺎ‬ ،‫اﻟﺮﻗﻤﻲ‬ ‫اﻟﻌﺎﻟﻢ‬ ‫ﻓﻲ‬ ‫اﻋﻤﺎﻟﻨﺎ‬ ‫ﻣﺠﺎل‬ ‫ﻓﻲ‬ ‫اﻟﻌﻘﻠﯿﮫ‬ ‫ﺑﻨﻔﺲ‬ ‫ﻓﻜﺮﻧﺎ‬ ‫ﻟﻮ‬
‫اﻟﺘ‬ ‫و‬ ‫اﻟﺸﺮﻛﺎت‬‫ﯾ‬ ‫ﻲ‬‫ﻓﻜﺮﯾﮫ‬ ‫ﻣﻠﻜﯿﮫ‬ ‫ﺗﻤﺜﻞ‬ ‫أن‬ ‫ﻤﻜﻦ‬IP‫ﻗﯿﻤﮫ‬ ‫ﻟﮭﺎ‬ ‫ﺗﻜﻮن‬ ‫ﺑﮭﺎ‬ ‫ﺧﺎﺻﺔ‬‫ﻣﺎدﯾﮫ‬.‫ﻣﺘﻤﯿﺰه‬
‫ﻣﻘﺎل‬ ‫ﻓﻲ‬‫ال‬ ‫ﻋﻦ‬ ‫ﺳﺎﺑﻖ‬SISystems Integrators‫ذﻛﺮت‬‫ﻗﯿﻤﺔ‬ ‫و‬ ‫ﻟﻘﺐ‬ ‫ﯾﺴﺘﺤﻖ‬ ‫ﻟﻤﻦ‬ ‫ﻻﺑﺪ‬ ‫ﻣﮭﻤﮫ‬ ‫ﻋﻤﻠﯿﺎت‬‫ال‬SI,‫ﺑﮭﺎ‬ ‫ﯾﻘﻮم‬ ‫أن‬
: ‫ھﻲ‬ ‫و‬
1.‫إدارة‬‫اﻻﻧﺘﻘﺎل‬‫اﻟﺘﻐﯿﯿﺮ‬ ‫و‬‫اﻟﻤﺴﺘﻘﺒﻠﻲ‬ ‫اﻟﻰ‬ ‫اﻟﺤﺎﻟﻲ‬ ‫اﻟﻮﺿﻊ‬ ‫ﻣﻦ‬Transition & Change Management
2.‫اﻹدﻣﺎج‬ ‫إدارة‬‫اﻟﺘﻜﺎﻣﻞ‬ ‫و‬‫ﺑﻌﺪه‬ ‫و‬ ‫اﻟﻤﺸﺮوع‬ ‫ﻗﺒﻞ‬ ‫اﻟﻌﻤﻞ‬ ‫طﺮق‬ ‫ﺑﯿﻦ‬Process Integration Management
3.‫ﺑﻌﺪ‬ ‫و‬ ‫ﻗﺒﻞ‬ ‫ﻟﻠﻤﺸﺮوع‬ ‫اﻟﻜﻠﻲ‬ ‫اﻷداء‬ ‫ﻗﯿﺎس‬ ‫ﻣﻌﺎﯾﯿﺮ‬
‫ﻣﺸﺮوع‬ ‫أي‬ ‫ﻓﻲ‬ ‫اﻟﺜﻼﺛﮫ‬ ‫اﻟﻤﻄﺎﻟﺐ‬ ‫ھﺬه‬ ‫وﺟﻮد‬ ‫ﺑﺪون‬SI‫ﺗﻨﺴﯿﻖ‬ " ‫ﻣﺸﺮوع‬ ‫اﻟﻰ‬ ‫ﻗﻠﻨﺎ‬ ‫ﻛﻤﺎ‬ ‫ﯾﺘﺤﻮل‬‫ﺷﺮاء‬‫ﻣﺘﻨﻮﻋﺔ‬ ‫ﻣﻜﻮﻧﺎت‬ ‫ﺗﺸﻐﯿﻞ‬ ‫و‬
"‫اﻟﻤﻮردﯾﻦ‬Coordinated multi-vendor procurement and installation project
‫ﻣﻨﺘﺠ‬ ‫ﻟﺘﻄﺒﯿﻖ‬ ‫ﻣﻨﮭﺠﯿﺔ‬ ‫ﯾﺪرﺟﻮن‬ ‫اﻟﻤﻮردﯾﻦ‬ ‫ﺑﻌﺾ‬ ‫أن‬ ‫ھﻮ‬ ‫ﯾﺤﺪث‬ ‫ﻣﺎ‬‫ﺎﺗ‬‫ﮭﻢ‬ِ‫ﺣ‬ ‫ﻋﻠﻰ‬‫ﺪه‬‫و‬ ,‫اﻷﺧﺮى‬ ‫اﻟﻤﻨﺘﺠﺎت‬ ‫اﻹﻋﺘﺒﺎر‬ ‫ﻓﻲ‬ ‫اﻷﺧﺬ‬ ‫دون‬
:‫اﻟﺘﻲ‬
-‫اﻟﺼﻔﺮ‬ ‫ﻣﻦ‬ ‫ﺗﺮﻛﯿﺒﮭﺎ‬ ‫ﺳﯿﺘﻢ‬
-‫ﺗﺮﻗﯿﺘﮭﺎ‬ ‫ﺳﺘﺘﻢ‬upgrade‫اﻟﺠﺪﯾﺪ‬ ‫اﻟﻤﺸﺮوع‬ ‫ﺑﺴﺒﺐ‬
-‫ﺑﺴﺒﺐ‬ ‫ﻟﻠﺘﻘﺎﻋﺪ‬ ‫إﺣﺎﻟﺘﮭﺎ‬ ‫ﺳﺘﺘﻢ‬‫اﺳﺘﺒﺪال‬‫ﺟﺪﯾﺪه‬ ‫ﻣﻨﺘﺠﺎت‬ ‫ﻓﻲ‬ ‫ﺑﮫ‬ ‫ﺗﻘﻮم‬ ‫ﻣﺎ‬
‫ﺑﺎﻹﺿﺎﻓﮫ‬ ‫ھﺬا‬‫ﯾﺴﻤﻰ‬ ‫ﻣﺎ‬ ‫اﻟﻌﺎده‬ ‫ﻓﻲ‬ ‫ﻋﻠﯿﮭﺎ‬ ‫ﯾﺤﺪث‬ ‫اﻟﺘﻲ‬ ‫اﻟﺒﯿﺎﻧﺎت‬ ‫ھﻮ‬ ‫و‬ ‫اﻷھﻤﯿﮫ‬ ‫ﻣﻨﺘﮭﻰ‬ ‫ﻓﻲ‬ ‫آﺧﺮ‬ ‫ﻋﺎﻣﻞ‬ ‫اﻟﻰ‬Data Cleansing‫ﺗﻨﻘﯿﺔ‬ ‫أو‬
.‫ﻣﯿﻜﻨﺘﮭﺎ‬ ‫ﯾﻤﻜﻦ‬ ‫ﻻ‬ ‫ﯾﺪوﯾﮫ‬ ‫وظﺎﺋﻒ‬ ‫اﻟﻰ‬ ‫اﻷﺣﯿﺎن‬ ‫ﻣﻦ‬ ‫ﻛﺜﯿﺮ‬ ‫ﻓﻲ‬ ‫ﺗﺼﻞ‬ ‫ﻣﻀﻨﯿﮫ‬ ‫و‬ ‫ﺷﺎﻗﮫ‬ ‫ﻋﻤﻠﯿﮫ‬ ‫ھﻲ‬ ‫و‬ ‫اﻟﺒﯿﺎﻧﺎت‬
‫اﻟﺤﺼﺮ‬ ‫ﻻ‬ ‫اﻟﻤﺜﺎل‬ ‫ﺳﺒﯿﻞ‬ ‫ﻋﻠﻰ‬ ‫ﻧﺬﻛﺮ‬‫ﺑﻌﺾ‬:‫اﻟﻤﻨﮭﺠﯿﺎت‬
-MSDN‫ﻣﯿﻜﺮوﺳﻮﻓﺖ‬ ‫ﻣﻦ‬‫و‬ASAP‫و‬ ‫ﺳﺎب‬ ‫ﻣﻦ‬AIM‫و‬ ‫أوراﻛﻞ‬ ‫ﻣﻦ‬hp rapid-i2‫و‬ ‫ﺑﻲ‬ ‫إﺗﺶ‬ ‫ﻣﻦ‬IBM
Maximize technology‫ﻣﻨﮭﺠﯿﺔ‬ ‫اﻟﻨﮭﺎﯾﮫ‬ ‫ﻓﻲ‬ ‫و‬ ‫اﻷﺻﻮل‬ ‫ﻹدارة‬ ‫ﻣﻜﺴﯿﻤﻮ‬ ‫ﻧﻈﺎم‬ ‫ﺗﻄﺒﯿﻖ‬ ‫ﺣﺎل‬ ‫ﻓﻲ‬PPDIOO‫ﻣﻦ‬
.‫ﺳﯿﺴﻜﻮ‬ ‫اﻻﺗﺼﺎﻻت‬ ‫ﻋﻤﻼق‬
‫ا‬ ‫ﺑﻌﺾ‬ ‫ﺗﻜﺎﻣﻞ‬ ‫و‬ ‫إدﻣﺎج‬ ‫ﯾﺸﻤﻞ‬ ‫و‬ ‫اﻟﺸﺮﻛﺎت‬ ‫ھﺬه‬ ‫ﻣﻦ‬ ‫أﻛﺜﺮ‬ ‫أو‬ ‫ﻣﻨﺘﺠﺎ‬ ‫ﯾﺸﻤﻞ‬ ‫ﻣﺸﺮوﻋﺎ‬ ‫ﺗﺨﯿﻞ‬ ‫اﻵن‬‫دون‬ ‫ﺳﺘﺒﻘﻰ‬ ‫اﻟﺘﻲ‬ ‫اﻷﺧﺮى‬ ‫ﻷﻧﻈﻤﮫ‬
‫ﯾﺤﺪث‬ ‫ﻣﺎ‬ .‫ﺗﻐﯿﯿﺮ‬‫ﻋﻤﻠﯿﺎ‬‫اﻟﺠﺰر‬ ‫ﺑﻄﺮﯾﻘﺔ‬ ‫اﻟﻤﺸﺮوع‬ ‫ﺗﻄﺒﯿﻖ‬ ‫ھﻮ‬ ‫اﻵن‬‫اﻟﻤﻨﻔﺼﻠﺔ‬Separate islands‫ﻛﻠﮫ‬ ‫اﻟﻤﺸﺮوع‬ ‫ﻋﻠﻰ‬ ‫ﯾﮭﯿﻤﻦ‬ ‫و‬
‫ﻣﺜﻞ‬ ‫اﻟﻤﺸﺮوﻋﺎت‬ ‫إدارة‬ ‫ﻣﻨﺎھﺞ‬ ‫ﻣﻦ‬ ‫ﻣﻨﮭﺠﯿﮫ‬PMI, Prince 2, Agile, etc..‫ﻣﻦ‬ ‫ﻣﺮاﺣﻠﮫ‬ ‫و‬ ‫ﺑﺎﻟﻤﺸﺮوع‬ ‫اﻟﻤﻌﻨﯿﺔ‬initiation,
planning, execution, control, and closing‫اﻟﺸﮭﯿﺮة‬ ‫اﻟﻤﻨﮭﺠﯿﺔ‬ ‫ﺗﻄﺒﯿﻖ‬ ‫ﺣﺎﻟﺔ‬ ‫ﻓﻲ‬PMI

2. ‫اﻟﻨﯿﺮان‬ ‫إطﻔﺎء‬ ‫ﻋﻠﻰ‬ ‫وﺗﻌﺘﻤﺪ‬ ‫ﻣﺄﺳﺎوﯾﮫ‬ ‫اﻟﻌﺎدة‬ ‫ﻓﻲ‬ ‫ﺗﻜﻮن‬ ‫اﻟﻘﺼﺔ‬ ‫ﺑﺎﻗﻲ‬Fire Fighting‫ﻏﺎﻟﺒﯿﺔ‬ ‫ﻓﻲ‬ ‫ﯾﺤﺪث‬ ‫اﻟﺬي‬ ‫اﻷﻣﺮ‬ ,‫ﯾﺴﻤﻮﻧﮭﺎ‬ ‫ﻛﻤﺎ‬
‫اﻟﻌﺮ‬ ‫ﻣﻨﻄﻘﺘﻨﺎ‬ ‫ﻓﻲ‬ ‫اﻷﻛﺒﺮ‬ ‫اﻟﻨﺴﺒﺔ‬ ‫ﺗﻜﻮن‬ ‫ﻟﻜﻦ‬ ‫و‬ , ‫اﻟﺒﻠﺪان‬ ‫ﻏﺎﻟﺒﯿﺔ‬ ‫ﻓﻲ‬ ‫و‬ ‫اﻟﻤﺸﺮوﻋﺎت‬‫ﺗ‬ ‫و‬ ‫ﺑﯿﺔ‬‫و‬ ‫اﻟﻤﺸﺮوع‬ ‫ﺗﺄﺧﯿﺮ‬ ‫اﻟﻰ‬ ‫ﺆدي‬‫اﻟﺘﻀﺤﯿﮫ‬
. ‫اﻟﺠﻮدة‬ ‫و‬ ,‫اﻟﻮﻗﺖ‬ ,‫اﻟﺘﻜﻠﻔﺔ‬ : ‫اﻟﺜﻼﺛﺔ‬ ‫اﻟﻌﻨﺎﺻﺮ‬ ‫ﺑﺈﺣﺪى‬
.‫ﺟﺪا‬ ‫واﺿﺤﺔ‬ ‫اﻟﻌﻼﻗﺔ‬ ‫اﻟﻔﻜﺮﯾﺔ؟‬ ‫ﺑﺎﻟﻤﻠﻜﯿﺔ‬ ‫ھﺬا‬ ‫ﻋﻼﻗﺔ‬ ‫ﻣﺎ‬‫ﺗﺘﻤﻨﻰ‬ ‫أﻻ‬‫ﻓﻲ‬ ‫ﺗﺄﺧﺬ‬ ‫ﻣﺮﻧﮫ‬ ‫ﻣﻨﮭﺠﯿﮫ‬ ‫ھﻨﺎك‬ ‫أن‬ ‫ﻟﻮ‬‫اﻋﺘﺒﺎرھﺎ‬‫اﻟﻤﻨﮭﺠﯿﺎت‬‫اﻟﻤﺨﺘﻠﻔﺔ‬
‫ھﻲ‬ ‫اﻟﻤﻜﻮﻧﺎت‬ ‫ھﺬه‬ ‫)ﻛﻞ‬ ‫اﻟﻤﻌﻠﻮﻣﺎﺗﻲ‬ ‫اﻷﻣﻦ‬ ‫و‬ ‫اﻟﺸﺒﻜﺎت‬ ‫و‬ ‫اﻟﺘﺨﺰﯾﻦ‬ ‫و‬ ‫اﻟﺴﯿﺮﻓﺮ‬ ‫أﺟﮭﺰة‬ ‫ﻣﻦ‬ ‫اﻟﻤﺸﺮوع‬ ‫ﻣﻦ‬ ‫اﻟﻤﺨﺘﻠﻔﺔ‬ ‫اﻟﻤﻜﻮﻧﺎت‬ ‫ﻟﺘﻄﺒﯿﻖ‬
‫ذﻟﻚ‬ ‫ﺑﻌﺪ‬ ‫ﻣﻦ‬ ‫ﺛﻢ‬ .(‫أﺳﺎﺳﯿﮫ‬ ‫ﺗﺤﺘﯿﮫ‬ ‫ﺑﻨﯿﮫ‬‫اﻟﺘﻄﺒﯿﻘﺎت‬‫اﻟﻤﺨﺘﻠﻔﺔ‬‫ﻣﻦ‬ ‫ﺗﻜﻮن‬ ‫ﻗﺪ‬ ‫اﻟﺘﻲ‬ ‫و‬‫ﺳﺎﺑﻘﺎ؟‬ ‫اﻟﻤﺬﻛﻮرة‬ ‫اﻟﺸﺮﻛﺎت‬ ‫ﻣﻦ‬ ‫أﻛﺜﺮ‬
‫اﻷﺳﺎﺳﻲ‬ ‫اﻟﻤﻘﺎول‬ ‫ﺗﺮى‬ ‫أن‬ ‫ﺗﺘﻤﻨﻰ‬ ‫أﻻ‬System integrator‫ﻋﻨﺎﺻﺮ‬ ‫ﺑﯿﻦ‬ ‫ﺑﺎﻟﺘﻨﺴﯿﻖ‬ ‫ﺗﻘﻮم‬ ‫ﻣﻨﮭﺠﯿﮫ‬ ‫ﻣﻦ‬ ‫ﺷﺮﻛﺘﮫ‬ ‫طﻮرﺗﮫ‬ ‫ﻣﺎ‬ ‫ﯾﺸﺮح‬ ‫وھﻮ‬
‫ﺗﻘﻮم‬ ‫اﻟﺘﻲ‬ ‫اﻟﻤﺨﺘﻠﻔﮫ‬ ‫اﻟﻤﺸﺮوع‬‫ﻓﺮﯾ‬ ‫ﯾﻈﻦ‬ ‫ﻣﻦ‬ ‫ﻣﺨﻄﺊ‬ ‫ﻣﺨﺘﻠﻔﮫ؟‬ ‫ﻓﺮق‬ ‫ﺑﮭﺎ‬‫ﻣﻤﺎ‬ ‫ﻣﺨﺘﻠﻔﮫ‬ ‫ﻋﻨﺎﺻﺮ‬ ‫ﻋﻠﻰ‬ ‫ﯾﺤﺘﻮي‬ ‫ﻣﺸﺮوع‬ ‫ﻓﻲ‬ ‫اﻟﻌﻤﻞ‬ ‫ﻖ‬
‫دون‬ ‫ﻛﻠﮭﺎ‬ ‫اﻟﺸﺮﻛﺎت‬ ‫أن‬ ‫ﺑﻞ‬ , ‫اﻟﺸﺮﻛﮫ‬ ‫ﻧﻔﺲ‬ ‫ﻣﻦ‬ ‫ﺳﯿﺄﺗﻮن‬ ‫ذﻛﺮﻧﺎھﺎ‬‫اﺳﺘﺜﻨﺎء‬‫ﻧﻤﻮذج‬ ‫ﻋﻠﻰ‬ ‫ﺗﻌﺘﻤﺪ‬‫اﺳﺘﺨﺪا‬‫ﻋﻤﻞ‬ ‫ﺷﺮﻛﺎء‬ ‫م‬business
partners‫ﻣﺘﻔﺮﻏﯿﻦ‬ ‫واﺳﺘﺸﺎرﯾﯿﻦ‬freelancers
‫ﻟﮭ‬‫ﺗ‬ ‫اﻟﺸﺮﻛﺎت‬ ‫ﻣﻦ‬ ‫اﻟﻜﺜﯿﺮ‬ ‫ﺗﺠﺪ‬ ‫اﻟﺴﺒﺐ‬ ‫ﺬا‬‫أوراﻛﻞ‬ ‫اﻟﻌﻤﻼﻗﯿﻦ‬ ‫ﻣﺜﻞ‬ ‫واﺣﺪه‬ ‫ﺷﺮﻛﺔ‬ ‫ﻣﻦ‬ ‫اﻟﻤﻜﻮﻧﺎت‬ ‫ﻛﻞ‬ ‫ﺷﺮاء‬ ‫اﻟﻰ‬ ‫ﺠﻨﺢ‬‫أ‬‫ﺳﺎب‬ ‫و‬‫ﻏﯿﺮھﻢ‬ ‫أو‬
‫اﻟﺒﯿﻊ‬ ‫ﻣﻨﺪوﺑﻮ‬ ‫ﯾﺴﻤﯿﮫ‬ ‫ﺑﻤﺎ‬ ‫ﺳﯿﻨﻌﻤﻮن‬ ‫أﻧﮭﻢ‬ ‫ﯾﻈﻨﻮن‬ ‫ﻷﻧﮭﻢ‬Seamless Integration‫ﺣﻠﻢ‬ ‫وھﻮ‬‫ﺑﻌﯿ‬‫اﻟﺸﺮﻛﺎت‬ ‫ھﺬه‬ ‫ﺑﺮاﻣﺞ‬ ‫ﻷن‬ ‫اﻟﻤﻨﺎل‬ ‫ﺪ‬
‫ﺷﺮﻛﮫ‬ ‫ﻣﻦ‬ ‫أﻛﺜﺮ‬ ‫ﻣﻦ‬ ‫اﻷﺻﻞ‬ ‫ﻓﻲ‬ ‫ﻣﺸﺘﺮاه‬‫إدﻣﺎﺟﮭﺎ‬ ‫وﺗﻢ‬‫ﻣﺘﻜﺎﻣﻠﺔ‬ ‫ﺑﺎﻗﺔ‬ ‫ﻓﻲ‬
‫ﺗﺨﯿﻠﻮا‬‫اﻟﻘﯿﻤﺔ‬‫اﻟﺒﯿﻌﯿﮫ‬‫اﻟﻔﺮﯾﺪة‬Unique selling point‫اﻟﻤﻮردﯾﻦ‬ ‫ﻣﺘﻌﺪدة‬ ‫ﺑﯿﺌﺔ‬ ‫ﺗﺼﺎدف‬ ‫اﻟﺘﻲ‬ ‫اﻟﻤﺸﺎﻛﻞ‬ ‫ﺑﻜﻞ‬ ‫اﻟﻤﻌﺮﻓﮫ‬ ‫ﻣﻦ‬ ‫ﺗﺘﺄﺗﻰ‬ ‫اﻟﺘﻲ‬
‫ال‬ ‫أو‬multivendor environment‫ﻣﻨ‬ ‫ﻣﻨﺎص‬ ‫ﻻ‬ ‫اﻟﺘﻲ‬‫اﻟﻌﻤﯿﻞ‬ ‫ﯾﺤﺘﺎﺟﮫ‬ ‫ﻣﺎ‬ ‫ﻛﻞ‬ ‫ﺗﻮرد‬ ‫أن‬ ‫ﺗﺴﺘﻄﯿﻊ‬ ‫اﻹطﻼق‬ ‫ﻋﻠﻰ‬ ‫ﺷﺮﻛﺔ‬ ‫ﻓﻼ‬ ,‫ﮭﺎ‬
‫اﻟﺼﻔ‬ ‫ﻣﻦ‬‫ﺮ‬‫ﺷﺮﻛﺔ‬ ‫ﺑﺸﺮاء‬ ‫أوراﻛﻞ‬ ‫ﻣﺤﺎوﻻت‬ ‫رﻏﻢ‬ ,SUN.‫اﻟﺒﺮاﻣﺞ‬ ‫و‬ ‫ﻟﻸﺟﮭﺰه‬ ‫ﻣﻮردا‬ ‫ﻟﺘﻜﻮن‬ ‫ﻋﺪﯾﺪه‬ ‫ﺳﻨﻮات‬ ‫ﻣﻨﺬ‬
‫اﻷﺟﮭﺰه‬ : ‫ﺗﻮرﯾﺪ‬ ‫أﺧﺮى‬ ‫ﺷﺮﻛﺔ‬ ‫أي‬ ‫أو‬ ‫أوراﻛﻞ‬ ‫ﺗﺴﺘﻄﯿﻊ‬ ‫ﻓﻠﻦ‬ ,‫ﯾﺘﻐﯿﺮ‬ ‫ﻟﻦ‬ ‫واﻗﻊ‬ ‫اﻟﻤﻮردﯾﻦ‬ ‫ﺗﻌﺪد‬ ‫ﺑﯿﺌﺔ‬‫و‬ ‫اﻟﻄﺮﻓﯿﮫ‬ ‫اﻟﻨﮭﺎﯾﺎت‬ ‫و‬ ‫اﻟﺒﺮاﻣﺞ‬ ‫و‬
‫ﻣﻔﺘﻮح‬ ‫ﻓﺎﻟﻤﺠﺎل‬ ‫ﺗﺮون‬ ‫ﻛﻤﺎ‬ .(‫اﻟﺘﺎﺑﻠﺖ‬ ‫و‬ ‫اﻟﮭﻮاﺗﻒ‬ ‫و‬ ‫اﻟﻄﺮﻓﯿﮫ‬ ‫اﻟﻨﮭﺎﯾﺎت‬ ‫)ﻋﻠﻰ‬ ‫اﻟﻤﻌﻠﻮﻣﺎت‬ ‫أﻣﻦ‬ ‫ﺑﺮاﻣﺞ/أﺟﮭﺰة‬ ‫و‬ ‫اﻟﺸﺒﻜﺎت‬ ‫و‬ ‫اﻟﻄﺎﺑﻌﺎت‬
‫اﻟﻤﺸﺮوﻋﺎت‬ ‫ﻣﻊ‬ ‫ﻟﻠﺘﻌﺎﻣﻞ‬ ‫ﺧﺎﺻﺔ‬ ‫ﻣﻨﮭﺠﯿﮫ‬ ‫وھﻲ‬ ‫اﻟﺒﺴﯿﻄﺔ‬ ‫اﻟﺠﺰﺋﯿﺔ‬ ‫ھﺬه‬ ‫ﻓﻲ‬ ‫ﻓﻜﺮﯾﮫ‬ ‫ﻣﻠﻜﯿﮫ‬ ‫ﺑﺒﻨﺎء‬ ‫اﻷرﺑﺎح‬ ‫وﺟﻨﻲ‬ ‫اﻟﺘﻤﯿﺰ‬ ‫ﯾﺮﯾﺪ‬ ‫ﻣﻦ‬ ‫أﻣﺎم‬
.‫اﻟﻤﻮردﯾﻦ‬ ‫ﻣﺘﻌﺪدة‬
‫اﻟﻜﻨﺰ‬ ‫ھﺬا‬ ‫اﻟﻰ‬ ‫وﻧﻈﺮت‬ (‫وﻣﺸﺎﻛﻞ‬ ‫ﺗﺤﺪﯾﺎت‬ ‫ﻣﻦ‬ ‫ﺗﺨﻠﻮ‬ ‫ﻗﻠﻤﺎ‬ ‫)اﻟﺘﻲ‬ ،‫ﻣﺸﺮوﻋﺎﺗﮭﺎ‬ ‫ﻓﻲ‬ ‫ﻣﺎﺣﺪث‬ ‫اﻟﻰ‬ ‫اﻟﺮﺟﻮع‬ ‫اﻟﺸﺮﻛﺎت‬ ‫ﻗﺮرت‬ ‫ﻟﻮ‬ ‫ﻟﺬﻟﻚ‬
‫ﺑﺼﯿﺮه‬ ‫و‬ ‫رؤﯾﮫ‬ ‫ﻣﻨﮫ‬ ‫إﺳﺘﻘﺖ‬ ‫و‬ ‫اﻟﻤﻌﻠﻮﻣﺎﺗﻲ‬insight‫اﻟﻌﻤﻠﯿﺔ‬ ‫اﻟﺨﺒﺮة‬ ‫و‬ ‫اﻟﻤﺠﮭﻮد‬ ‫و‬ ‫اﻟﻮﻗﺖ‬ ‫ﻟﺬﻟﻚ‬ ‫وﻓﺮت‬ ‫و‬‫ﻣﺮﻧﮫ‬ ‫ﻣﻨﮭﺠﯿﮫ‬ ‫ﻟﺘﻄﻮﯾﺮ‬
‫اﻟﻤﺸﺮوع‬ ‫ﻋﻨﺎﺻﺮ‬ ‫ﻛﻞ‬ ‫إدﻣﺎج‬ ‫ﺗﺴﺘﻄﯿﻊ‬‫اﻟﻤﺨﺘﻠﻔﮫ‬ ‫ﻟﻠﺸﺮﻛﺎت‬ ‫اﻟﺘﻄﺒﯿﻖ‬ ‫ﺑﻤﻨﮭﺠﯿﺎت‬‫ﺧﺎﺻﮫ‬ ‫رؤﯾﮫ‬ ‫ﻓﻲ‬‫ﺣ‬ ‫ﻟﻮ‬ .‫ﻣﻨﺘﺠﺎ‬ ‫اﻟﻨﺘﯿﺠﮫ‬ ‫ﺳﺘﻜﻮن‬ ‫ھﺬا‬ ‫ﺪث‬
‫ﻓﻜﺮﯾﺎ‬IP‫ﺧﺎص‬‫ﺑﺎﻟﺸﺮﻛﮫ‬‫ﺳﯿﻘﺪره‬ ‫ﻣﻨﺘﺞ‬ ,‫اﻟﺰﺑﺎﺋﻦ‬ ‫و‬ ‫اﻟﻌﻤﻼء‬.
‫ﻟﻠﻌﻠﻢ‬,‫إدارة‬ ‫ﻓﻲ‬ ‫ﻣﺘﺨﺼﺼﮫ‬ ‫ﺷﺮﻛﮫ‬ ‫ﺷﺨﺼﯿﺎ‬ ‫أﻋﺮف‬‫ﻷﺑﺮاج‬ ‫اﻟﺘﺤﺘﯿﮫ‬ ‫اﻟﺒﻨﯿﮫ‬ ‫ﻣﺸﺮوﻋﺎت‬‫اﻹﺗﺼﺎﻻت‬ ‫ﻣﺤﻄﺎت‬ ‫و‬‫و‬ ‫اﻟﻌﻤﻞ‬ ‫ﺑﮭﺬا‬ ‫ﻗﺎﻣﺖ‬
‫اﻟﻤﻨﮭﺠﯿﺔ‬ ‫ﺑﺎﻋﺖ‬ ‫و‬ ‫طﻮرت‬‫اﻟﺨﺎﺻﮫ‬‫و‬ ‫ﺑﮭﺎ‬‫طﻮرﺗﮭﺎ‬ ‫اﻟﺘﻲ‬‫ﺑﺎﻟﻌﺪﯾﺪ‬ ‫اﻟﻤﻠﯿﺌﮫ‬ ‫اﻟﻤﺸﺮوﻋﺎت‬ ‫ﺗﻨﻔﯿﺬ‬ ‫ﻓﻲ‬ ‫ﺑﮭﺎ‬ ‫ﻣﺮت‬ ‫اﻟﺘﻲ‬ ‫اﻟﻤﺘﻌﺪده‬ ‫اﻟﺪروس‬ ‫ﻣﻦ‬
‫اﻟﻤﻨﮭﺠﯿﮫ‬ ‫ھﺬه‬ ‫ﺑﺎﻋﺖ‬ . ‫اﻟﻤﻮردﯾﻦ‬ ‫ﻣﻦ‬‫ﻧﻮﻛﯿﺎ‬ ‫ﺷﺮﻛﺔ‬ ‫اﻟﻰ‬.‫اﻟﻮﻓﯿﺮ‬ ‫اﻟﻤﺎل‬ ‫ﺟﻨﺖ‬ ‫و‬
‫ھﺬا‬‫ﺑﺴﯿﻂ‬ ‫ﻣﺜﺎل‬‫ﻓ‬ ‫ﻣﻠﻜﯿﮫ‬ ‫ﯾﺸﻜﻞ‬ ‫أن‬ ‫ﯾﻤﻜﻦ‬ ‫ﻣﻤﺎ‬‫ﻜﺮﯾﮫ‬‫ﺳﻤﻊ‬ ‫ﺗﺤﺖ‬ ‫ﻣﻮﺟﻮدة‬ ‫ﻣﺎدﯾﮫ‬ ‫ﻗﯿﻤﺔ‬ ‫ﻟﮭﺎ‬‫اﻟﻌﺪﯾﺪ‬ ‫وﺑﺼﺮ‬‫اﻟﺴﻮق‬ ‫ﻓﻲ‬ ‫اﻟﺸﺮﻛﺎت‬ ‫ﻣﻦ‬
‫اﻟﻤﺼﺮي‬‫واﻟﻌﺮﺑﻲ‬‫اﻟﻤﺸﺮوﻋﺎت‬ ‫ﺗﻨﻔﯿﺬ‬ ‫ﻣﻦ‬ ‫اﻟﻨﺎﺗﺞ‬ "‫"اﻟﻜﻮﻛﺘﯿﻞ‬ ‫ﺑﺴﺒﺐ‬ ‫ﺳﻨﻮات‬ ‫و‬ ‫ﻷﺷﮭﺮ‬ ‫ﺗﻤﺘﺪ‬ ‫اﻟﺘﻲ‬ ‫اﻟﻤﺸﺮوﻋﺎت‬ ‫ﻣﻦ‬ ‫ﺗﻌﺎﻧﻲ‬ ‫اﻟﺘﻲ‬
.‫اﻟﺠﻤﯿﻊ‬ ‫ﻣﻨﮭﺎ‬ ‫ﯾﻌﺎﻧﻲ‬ ‫اﻟﺘﻲ‬ ‫اﻟﻤﻨﻔﺼﻠﺔ‬ ‫اﻟﺠﺰر‬ ‫ﺑﻄﺮﯾﻘﺔ‬
‫ﻋﺜﻤﺎن‬ ‫أﺷﺮف‬
‫اﻟﻘﺎھﺮه‬2016