A estratégia da IBM para a região RJ/MG/ES

1. A estratégia da IBM para a regiãoRJ/MG/ES Gustavo Moreira

2. A estratégia da IBM para a região • Geo Expansion - Branch Capacity • Mercado Local • Indústrias foco na região • É hora de se transformar! • Cobertura IBM A estratégia da IBM para a região• Gustavo Moreira

3. Branch Capacity: Crescimento de mercado local e criação de mindshare Recursos internos(Coverage, Brands, Rotas) / Ofertas Building capacity for long term sustainable growth No “one size fits all” ECOSSISTEMA BPs & Influenciadores CLIENTES Enterprise & Top Midmarket Key Industries Si’s ISVs MSPs Consultant “Solutions”

4. GeoExpansion 2014 - Brasil Full Solution Shift to Value Infrastructure Legend: Belém São Luis Fortaleza Manaus Recife Aracaju Cuiabá Salvador Brasilia • Principais mudanças • Triângulo Mineiro e Espírito • Santo passam a se reportar • a regional de Minas Gerais • (liderança de Ivan Sá). • Rio de Janeiro passa a ser • considerada região metropolitana • (liderança de Gustavo Moreira). Goiania Londrina Uberlandia Belo Horizonte São José R. Preto Vitória Rio de Janeiro Ribeirão Preto Maringá Bauru Joinville Vale do Paraíba Campinas Curitiba Passo Fundo Florianópolis Caxias do Sul Porto Alegre

5. Business Partner Driven IBM Brasil – Modelo de Cobertura

6. Roda de influência Business Partners Universidades ISVs Comunidade Governo Clientes IBMistas Associações Concorrentes Analistas de Mercado Mídia 6

7. Business Partners... Verdadeira extensão da IBM Não alcançamos nossos objetivos sem VOCÊ

8. Rio de Janeiro Economia Economy • GDP, Rio de Janeiro state: $209B; Rio de Janeiro Branch: $151B (72% of the State; 8% of Brazil). The two main cities, Rio de Janeiro and Duque de Caxias (due to refineries), represent 74% of the branch. • Population, Rio de Janeiro state: 16M; Rio de Janeiro Branch: 13M (80% of State; 7% of Brazil); Investments • Rio de Janeiro state to receive $108B of investment from 2012 to 2014. • Petrobras is planning to invest $237B from 2013 to 2017 (main sectors: exploration, production and supply). • Coca-Cola to invest $513M in a new beverage plant (Duque de Caxias city). • General Electric to implement the first Research Center in Brazil (Rio de Janeiro city). • TIM will invest $177M to improve the mobile infrastructure in Rio de Janeiro. Key Industries • Oil & Gas: Petrobras, the largest company in Brazil. • Metals & Mining: Large and important companies have operations in the region, such as Vale, Grupo EBX, CSN, Gerdau and Thyssenkrupp. Rio de Janeiro is one of the main producers of Titanium and Zirconium. • Telecom: There are important companies with operations in the region such as Oi, TIM, Embratel and NET. • Media & Entertainment: Globo, the 2nd largest Media company in the world, is located in the branch. Mercado TI • 2013 IT Opportunity(1): $3,078M (9% of Brazil). • Large companies spend the most (60%). • Main industries: Telecom and Petroleum. • Main products/ brands: the largest IT opportunity is in IT Consulting & System Integration ($441M). Session Title • Speaker

9. Minas Gerais Economia Economy • GDP, Minas Gerais state: $180B; Belo Horizonte Branch: $85B (47% of the State; 4% of Brazil). The two main cities, Belo Horizonte and Betim together represent 48% of the branch. The GDP is not concentrated in Belo Horizonte city. • Population, Minas Gerais state: 20M; Belo Horizonte Branch: 7M (34% of State; 4% of Brazil); Investments • World Cup: Belo Horizonte is one of the 12 host cities for the 2014 World Cup. Investments of $711B (e.g. BRT, road widening). • Other Projects: $9B across the state (e.g. water supply, electric power distribution, telecommunication services). • Mining: $25B from 2011 to 2015 (50% of Brazil’s mining investment in the period). • IT: Belo Horizonte technology center (BH-TECH), to receive $238M from the private sector. • Fiat, HQ in the branch (Betim city), to invest $8B until 2016 to construct new plants and enlarge existing ones. • Toshiba, HQ in the branch (Contagem city), invested $77M to launch a new transformers plant in Betim. • Algar launched a new HQ in Belo Horizonte (investment of $11M) and will invest another $1B in other initiatives (2011 to 2015). • Sao Pedro, a district (Belo Horizonte city), became a hub for startups focused on innovation (mainly internet) and is attracting new investments. Abril Participaçoes recently acquired shares of Rock Content (content marketing), HQ in the branch. • Key Industries • Metals & Mining: Minas Gerais state is the largest steel producer in Brazil and the industry is mainly concentrated in Belo Horizonte region (Iron Quadrangle). • Automotive: Minas Gerais state holds the 2nd largest automotive hub in Brazil, after Sao Paulo (ABC Region). Companies such as Fiat, Aethra Automotivo and Stola are HQ in the branch. • Banking: The financial center of Minas Gerais is concentrated in Belo Horizonte region. Large banks such as Mercantil, BMG and Bonsucesso are HQ in the branch. • Construction & Engineering: Companies such as MRV Engenharia, ARG, Direcional Engenharia and Egesa are HQ in the branch. Mercado TI • 2013 IT Opportunity(1): $1,456M, 4% of Brazil. • Company size: <1,000 employees spend the most, $552M (43%(2)). • Main industries: Government, $225M (15%(2)) and Industrial Products, $192M (13%(2)). • Main products/ brands: Consulting & System Integration, $216M (15%(2)). Session Title • Speaker

10. Indústrias foco • Uberlândia • Agribusiness • Logistics • Wholesale & CPG • Rio de Janeiro • Oil & Gas • Metals & Mining • Telecom • Media & Entertainment • Insurance • Energy • Retail • Belo Horizonte • Metals & Mining • Automotive • Banking • Construction • Vitória • Metals & Mining • Oil & Gas • Wholesale & CPG • Services A estratégia da IBM para a região• Gustavo Moreira

11. O mercado está mudando e a IBM também, mas ela precisa acelerar a migração para áreas estratégicas de crescimento.

12. Exemplo: CXO Study

13. A estratégia da IBM para a região• Gustavo Moreira

14. Existem três grandes “shifts” que determinarão o futuro das empresas e da sociedade e, por consequência, o futuro da tecnologia e inovação... Systems of engagement Data Cloud Session Title • Speaker

15. Think Solution: Analytics é realidade e está aqui! • Caso Sefaz- RJ • Padronização de Fluxos de Informações • Objetivo: implementar uma plataforma de integração que possibilitasse a recepção e o processamento dos dados recebidos de clientes, contribuintes e bancos arrecadadores, com garantia de entrega através de uma plataforma rápida e segura, eliminando as conexões ponto a ponto e de processamento em lote. • Benefício: aumentar a flexibilidade dos negócios e a interoperabilidade de sistemas, independentemente do formato do protocolo, plataforma ou de dados A estratégia da IBM para a região• Gustavo Moreira

16. Principais Pontos Em 2012 das 200 maiores empresas do RJ, apenas fizemos renda em 94; Mudança tecnologica e na forma como os clientes compram tecnologia demandam um novo modelo para irmos ao mercado; Espaço para encontrarmos novos clientes e novos compradores. New clients, new buyers, one team

17. Organograma IBM – RJ/ES/MG Gustavo Moreira Pedro Germano Ivan Sá Branch Manager RJ MidMarket - RJ/ES/MG Branch Manager MG/ES Ramiro Moreira Andressa Garcia Luciana Costa Select Retail & Media Select 1 MidMarket RJ Luis Augusto Ricardo Ramos Ana Paula Select Mining & Energy Select 1 Midmarket ES Daniel Bomfim Luiz Laender Leonardo Lopes Select Construction & SP Select 2 Midmarket BH Leilane Bravo Cecilia Souza Nicodemos Diniz Inside Sales Midmarket Sudeste Growth Public Growth Public Rafael Saraiva Pedro Miranda Canais Growth FSS & Insurance Growth Private Danielle Feitosa Adriano Taveira Tatiane Moutinho TBPR RJ/ES Growth NCA Growth Oil & Auto Delia Lima Oswaldo Ferreira To be Defined TBPR MG 2 NCA Territories LE/MM Uberlandia A estratégia da IBM para a região• Gustavo Moreira 19

18. Obrigado!!! Session Title • Speaker