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

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

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”

Geo Expansion 2014 - Brasil Principais mudanças Belém São Luis Fortaleza Full Solution Shift to Value Infrastructure Legend: 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 Passo Fundo Curitiba Florianópolis Caxias do Sul Porto Alegre

Business Partner Driven IBM Brasil – Modelo de Cobertura Business Partner Driven

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

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

Session Title • Speaker 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

Session Title • Speaker 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

A estratégia da IBM para a região• Gustavo Moreira 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

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

Exemplo: CXO Study

A estratégia da IBM para a região• Gustavo Moreira

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

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

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

Organograma IBM – Rio de Janeiro Gustavo Moreira Branch Manager Ramiro Moreira Luis Augusto Daniel Bomfim Cecilia Souza Rafael Saraiva Tatiane Moutinho* TBD TBD 2 Select 2 Media & Retail Select 1 Utilities & Mining Select 1 Construction & SP Growth Public Growth FSS & Insurance Growth Oil & Auto Select NCA Growth NCA Globo Lojas Americanas B2W Anglo Ferrous Eletronuclear Eletrobras Furnas ONS Energia Sustentável Ampla/Endesa SHV Gas Souza Cruz Alliance PDG Technip Brookfield Mills BR Malls CETIP Riocard ALOG Cultura Inglesa FGV Governo RJ Merck Porto Maravilha Prefeitura RJ Proderj SESC IBGE TJ JF TRE ASSIM Capemisa FENASEG Generali Seguros Icatu IRB Lider Mongeral Prudential American Banknote Banco BBM Banco Prosper BNDES Montreal Megadata ANP BG do Brasil British Petroleum Gas Natural Schlumberger PGS Shell Chevron Petrogal Halliburton Castrol Westerngeco Michelin Peugeot Citroen SOTREQ Webb Estacio Golden Cross Hermes INVEPAR Leader Multiplan Neoenergia Profarma Queiroz Galvao Rede D’OR Unimed Rio SETE Brasil Granenergia Triunfo Zona Sul Casa & Video White Martins Brasif Multiterminais A estratégia da IBM para a região• Gustavo Moreira

Midmarket Sudeste - Time Direto & Estendido Stephanie Yuri Sales Operations

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 Cecilia Souza Leilane Bravo Nicodemos Diniz Growth Public Inside Sales Midmarket Sudeste Growth Public Rafael Saraiva Canais Pedro Miranda Growth FSS & Insurance Growth Private Danielle Feitosa Adriano Taveira Tatiane Moutinho TBPR RJ/ES Growth NCA Growth Oil & Auto Delia Lima To be Defined Oswaldo Ferreira TBPR MG 2 NCA Territories LE/MM Uberlandia A estratégia da IBM para a região• Gustavo Moreira 19

Organograma IBM – Minas Gerais/Espírito Santo A estratégia da IBM para a região• Gustavo Moreira

Session Title • Speaker Obrigado!!! Session Title • Speaker