Of Dai Er " the 5th Xiu Lian "

Zhang Chengdong

On March 24, 2010, the company that wear Er changes in business on strode up to now the biggest one pace. This day, dai Er released two important informations in two cities of Pacific Ocean two sides respectively.

Be in Beijing, daier announces to be in after the conformity of company of company of system of didymous Yuan Peiluo, Bi Bo China, the career ministry that its service department becomes independent as the 5th holds water formally, CEO holds Dai Er of · of president Michael Er concurrently to come technically with strong circumstances or style of departure. The strategy of global company level that holds in American san Francisco and brand-new on solution media and analyst plenary meeting, steve Schuckenbrock of president of department of large company facilities expresses, pass new the solution of computation of compositive type cloud that roll out, core competition ability of Dai Er already from original sell pattern continuously, supply catenary advantage, gradual progress arrived " fictitious and compositive solution " level.

"Past of the company that wear Er achieves the client's goal with a kind of efficient way, and with the conformity of company of China of admire collect, Bi Bo makes this one ability gets farther promotion. " Dai Er of Michael Er · says. Really, in 26 years of in the past, the company that wear Er passes simple and direct efficient way sale to arrive from notebook computer the product of of all kinds hardware of memory, switching equipment.

After holding water 1984, dai Erjian is held " be produced by order and sell directly to the client " course, growing curve rises smoothly all the time (besides 1993 Ceng Yin tries traditional cent to sold channel to experience) of first time deficit, to 1997, dai Er has been the same as industry standard with exceeding the rate of 3 times rises. 2000 ~2005 year, wear year of accrual of Er company to grow with the speed of 16% , increase rate of annual interest profit is to achieve more 21% .

But this one ascendant curve loses power abruptly after 2005. From 2006 only then, the operation outstanding achievement of the company that wear Er is many more successive the quarter anticipates under the market. 2005, the market prise that wears Er to be as high as 100 billion dollar is equivalent to HP and apple the summation of two companies, and after a year, market prise drops urgently half, to 2009, had dropped to 30 billion dollar, its market prise lays in the forehead under the cash of malic company even. Accuse up to the money annual report January 2010 show, the income that wear Er 61.1 billion dollar of a year fell once upon a time to 52.9 billion dollar, net profit criterion 2.5 billion dollar of a year fell once upon a time 42% to 1.4 billion dollar (also should consider the influence) that buys defray and economic general trends. Without doubt, dai Er had walked along earnestly to need to turn round the moment of truth of decadent bureau really.

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　 5 years too long

After losing throne of first of PC course of study 2006, dai Er of · of Er of company author Michael gives mountain afresh, decision " what should change him to be in this 20 companies that make single-handed before New Year more is almost all everything " .

He appointed 10 tall canals that report directly to him 7 medium afresh, weigh the administrative framework of model company and culture hard, strive lets tall canal people closer from market forward position, assume more responsibility and risk. But how should be he done certainly at the beginning, the Brian Gladden that played veteran from GE then holds dvd discovery best buy the post of CFO. Final, they decide the change is central framework with district, product line before, differentiate whole company for business of common cause, big company, medium and small businesses, consumption system of Wu of 4 great undertaking (joined service department) again nowadays. After the framework is adjusted, most popular selling dog stairs the influence that each section of the corporation that wear Er is in charge of is cut down, but this one more compressed framework makes region market OK apply for resource allocation inside global limits, in order to obtain more professional guidance and faster response.

Dai Er of Michael Er · invited the Ron Garriques that runs mobile equipment department from Motolora, conspire makes vogue of a design, profit consume kind of product system considerably, in order to contend HP and malic company. After Garriques assumes a post, stopped some range of products that is about to roll out in the program, introduced more senior architects to enter a company. Dai Er of Michael Er · returns a predestined relationship to ask Steve Schuckenbrock of official of presiding operation of EDS company predecessor to serve business to give counsel for its. Latter shows some from Dai Er new conformity gives in business piece new " simplify IT " the strategy, and fractionize 3 services brand is pushed to the client, do his utmost to want to use more automation flow pattern in serving business. Dai Er tries to persuade a client all the time, actually the problem of 90% manages a tool to be able to be solved through long-range automation, even if remains the business of 10% to also can pass call center processing. The problem is, although,this kind is combed aggrandizement the acknowledge of original to Dai Er business spends the client, but can not close to bring a change in overall battalion.

In addition, still the message says, dai Er enters SNS(Social Networking Services in preparation even, sociality network serves) the market, music and video service are provided likely on Dell.com website.

But even if is such, still the analysis thinks, dai Er had pulled too long time on business transition. And, its act still is adherence mostly in hardware product market, core depends on " hemostatic " . But scan widely did not come 5 years, wearing what Er lacks more is new " hematopoiesis " function.

"' old Dai Er ' had made the history, ' new Dai Er ' just just begin. " Michael Er ever said last year, "We do not think to mix the competitor's similar beaten track, we are seeking our course. " so, transfer from PC times when the commercial environment of the outside Internet times, " new Dai Er " where is the position after all? "Old Dai Er " through selling pattern continuously, supply catenary to have larger dominant position on terminal price thereby, but " new Dai Er " of need have been additionally one kind of completely different craft. Want to achieve this goal, rely on pair of original business only piece patch up, transposition is already insufficient, dai Er needs to locate his core competition ability is in afresh apparently.

Over high in the clouds

The new core competition ability that Dai Er locates is to be called " fictitious and compositive solution " provide capability.

Schuckenbrock is on the media of san Francisco and analyst plenary meeting Dai Er up to now development history delimits for phase of 5 gradual progress, ordinal for: Sell a leader continuously force, supply catenary to lead fictitious and innovation of economy of force, IT, Internet, compositive solution.

"Speak of when me ' product ' , had pointed to our hardware product not just; The product that says us when me is business client ' can load case (Affordable) ' when, also point to the price not just absolutely. " Schuckenbrock says.

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In fact, business line of Dai Er has balanced extensive, arrive from PC, smartphone storage equipment, switching equipment, software, safe, and service business. To cater to a client " one-stop " buy demand and increase battalion to accept scale, dai Er is in had finished 10 cases in 2 years in the past buy trade, still passed the numerous enterprise such as division of resale agreement and Microsoft, Cisco, rich, EMC, Citrix, VMware to form close cooperation to concern.

However, be in " cloud times " on the market, these business fail to let its hold enough competitive dominant position. Besides Daier, arrive from IBM, HP Cisco, inscriptions on bones or tortoise shells of the Shang Dynasty, around move the client is in data center all demand in fundamental framework, the overall business supplier that becomes to own business of Wu of kimono of server, memory, software, network in effort. Roll out unified computation product, HP to buy 3Com, inscriptions on bones or tortoise shells of the Shang Dynasty to buy SUN to wait a moment like Cisco, notting have is not to be in to sprint of this one target.

To business client character, the arisen mark of cloud computation technology wears more agile b dog crates large best buy ut the advent of more complex also fictitious times. The company that wear Er thinks, below the mixture environment that applies mode gradual progress to what be based on the cloud from tradition application mode at present, the manufacturer design, ability that produce and carries a variety of technology equipment already degenerate asks basically for a kind, the new skill that can acquire an user to approbate truly depends on, be based on these product technology development to give a kind powerful " fictitious and comp the best selling dvd discoveryositive solution " provide capability.

In 3 years of in the past, dai Er is in all the time the technical supplier that waits for cloud computation times with the Windows Azure platform of Microsoft, Citrix, VMware, FACEBOOK, ASK.com undertakes close cooperation with the person that carry out, rolled out corresponding compositive type cloud infrastructure solution. The open sex of the cloud technology product that Dai Er still can offer through its is revealed further in " fictitious and compositive " the competition ability that go up. Through the cloud that rolls out recently the partner plans, the firm of burgeoning and independent software that wears Er to had waited for cloud computation domain with Joyent, Aster Data, Greenplum (ISV) spreads out collaboration. According to Dai Er's data, the cloud computation service that there already was place of 500 million users to use inside global limits at present is the infrastructure that is based on Daierdi to offer. According to IDC statistic, dai Er had owned home at present the share of market of cloud computation infrastructure of 30% .

Competition ability changes now

"We more and more the solution talent that discovery needs to offer compositive form is all-around the opportunity that uses a client offer us, " Michael Er says, "This also lets us pay close attention to more specific special service business increasingly. "This also lets us pay close attention to more specific special service business increasingly..

Of Dai Er this one " fictitious and compositive " ability is reflected above all over the client serve ability for a kind. After independent service facilities ministry holds water, dai Er can have been offerred include IT to support service, management to serve cloud service, business flow service, IT to seek advice and business seeks advice wait for a variety of services. With the cloud the service is exemple, dai Er can have passed 3 services such as ProConsult, ProManage, ProSupport to come ordinal and contented client is making program, specific deploy arrive safeguard operation to wait a series of demand for service. "Dai Er not only had a variety of service capacity, and will be based on the thorough understanding to the industry to have these capacity compositive conformity. " the best selling dog stairsPeter Atebeifu of president of department of the service that wear Er says.

Inside service facilities ministry, dai Er also was aimed at the department of trade of 3 important matters such as large company, medium and small businesses, common cause to undertake relevant section is installed. It is with the ministry of large company facilities of Chinese market exemple, rong Yongkang regards the hardware product of large company and commerce as chief, answer relatively wi the best selling dog crates largeth this, kirk Williams serves ministry China market as Dai Er large company and commercial service controller and former spread out close cooperation. Support of Rong Ma of large company and commercial controller shows Asia-Pacific of ministry of the service that wear Er and day our region, become independent relatively through this kind and the framework setting of mutual coordinate, can cast off past lay particular stress on to perhaps depend on hardware product " passive " operation means, turn and rebuild with seeking advice from a service business is cut one kind, drive hardware sale then " active " operation means, final " the relation between change Dai Er and client " .

Differ to the practice of automation flow have the greatest esteem for with the past, dai Er is right " fictitious and compositive " serve ability take seriously also make its regard high-end service personnel as more crucial factor. "If where,the challenge that we face is implementation is tall grow while ensure service quality, " flourish Ma support represents: "And to the service, the key still depends on providing the personnel of the service, this and ha dog crates large breed rdware product should expand only produce can can enlarge supply completely different. This and hardware product should expand only produce can can enlarge supply completely different..

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According to Dai Er Min Yi of Chinese division president amounts to the introduction, the service group of the China that wear Er is added already quickly to 5200 employee, and the benign growth that should assure a service, this one word is in future still will continue to expand inside 3 years.

In fact, dai Er wants true " fictitious and compositive " this one new competition ability changes in the market now, still need to be done more is more quickly. IBM from on 90 time begin the century namely heavy model its core competition ability, up to now 20 years, also experienced from hardware demand of oriented, contented automation arrives the present transition process that can support global business dilate and even help client to realize business transition, its are current in the gross income of 1000 much dollars, come from IT service and the gross income of advisory service to had been occupied 6 become. And to Dai Er, on behalf of its core the service business of compositive and integrated ability still is in apparently long-term, its annual is close in the income of 60 billion dollar, service business has 1/5 left and right sides only. Dai Er is in after deciding future expands a line, the brand in still needing to serving group and service industry continues to increase investment on consequence.

In cloud computation domain, yamaxun and Google are gotten all the way run, the company such as IBM, Microsoft has invested a large number of capital in market of enterprise cloud computation. From look at present, using most cloud computation pattern is the software in big company serves namely (SaaS) , the AWS platform that resembles Yamaxun, App Engine platform of Google already capture many users, microsoft also passes software of cloud computation of Hsdoop of research and development to strive for the more portion in cloud computation market through rolling out Windows Azure, IBM. Compare with these manufacturer photographs, dai Er is in what go up from platform of software of computation having the cloud is defective it is its the biggest short board, although he is at present OK,through resembling Joyent with Microsoft and more firm of such software of Zhong Xiaoyun computation cooperates, but the brand of cloud computation platform that releases oneself as soon as possible in future is indispensable still.

Michael Er ever expressed, the development of the future that wear Er will " emphasize already inside unripe growth also emphasizes exterior and patulous " . No longer more cranky, open " new Dai Er " rise new inside shorter time regression to its probably over the curve.

Transition person numerous, transition person painful

Zhang Chengdong / civil

On the road of transition, dai Er's figure is not lonely. Inside global limits, dai Er and HP, associate, a few main PC manufacturers such as Acer are in " the Red Sea " the competition on the market is increasingly intense.

20 centuries after 90 time, internet is arisen, the surprise that the PC course of study in traditional sense brings people already exiguous with each passing day, mix in data center however instead mobile Internet domain (it is IT calculative respectively final end and foremost end) the technology such as screen of appearing cloud compu dog stairs tation, burgeoning operating system, feeling gives whole Information Industry to bring tremendous change. Regard a mature product as the category when PC, slowly weak go Xin Rui colour, more severe problem is, the synchronism that they get on bit higher in industrial technology commanding elevation and profit system falls into enemy hands. It is in order to associate exemple, if take its 2009 annual outstanding achievement and China for photograph comparing, wool interest rate is latter 1/4 only, ratio of devoted expense of research and development is 1/8 only.

The core competition ability that this kind of corner forces PC manufacturer to must be his gifts new change. IBM has sex with what associate on PC product is the mark sex event that this one industry has transferring inside global limits. Had existed no longer like the Kang Bai, AST, Gateway company that runs as independence. Same, HP is passed many cases and buy, not only more share was held on PC market, was to strengthen its to be in stage by stage more of side of product of hardware of software service, high end supply capacity. The malic firm with super and powerful ability of even if innovation, also be in roll out the mobile Internet product such as Iphone, Ipod Touch and newest Ipad in succession, its design ability and brand force expand the extensive field beyond PC.

In fact, it is to want to be gone after in that way like IBM after all the service seeks advice to go up in high end excelsior, like still wanting to resemble an apple, be in consume kind of product to go up lead agitation, had become these PC manufacturers to seek the way of two big basic selections that change. And no matter how choose, walk out of as early as possible " Wintel " warm bosom, the society answers environment of more fictitious and agile much operating system is the crucial challenge that they should face.

Will look at present, dai Er enters mobile Internet market through product of smartphone and flat computer at the same time, across also strengthens its commerce quickly to serve ability through buying, do not think it seems that from product position somewhat do one thing and neglect another. Also continuously the message came out recently, associa dog crates large te the group will buy Brazilian PC manufacturer and Palm of American smartphone manufacturer possibly. Associate group CEO Yang Yuanqing ever expressed, this company is considering to undertake more and buy trade will extend business of its shift Internet. Considering associate a few times conspire marched in the past commercial service market or Internet innovation domain, selecting follow apple is probably more actual but also there is no lack of hard way.