And methodology dedicated retained teams as extension

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Unformatted text preview: e and methodology • Dedicated retained teams as extension of clients IT organization Customer GE US, GE China, Kawasaki, Unisys Channels Direct End Users N/A Complementors Other GE partners, IBM, other software partners, Accenture Unique Competencies 1. 2. One of 12 exclusive outsourcing vendors or GE Six-Sigma/CMM level-5 quality combined with China’s cost advantage. Customer Segmentation Customer Value Proposition for Tier 2 - “Strategic Partner” Value Proposition Element Description Experiences Integrated teams of skilled technologists with deep understanding of client’s business Value Delivery Systems • Dedicated client-focused teams fully rained in clients methodologies and processes • Joint development plans • Cross-training and periodic two-way knowledge transfer • Business Relationship Manager, CEO oversight and full corporate reach Value Appropriation • Value gained by customer: Superior ROI, improved time-to-market, Security, Resource stability, Shared risk, Continuous improvement • Value gained by DMK: Access to client network as sales channel, credibility, learning • Value shared by both: Co-development of shared standards and processes Customer Segmentation Customer Business Dimension for Tier 3 - “Project Solution Seekers” Customer Dimension Description Products Individual project solutions without committed long-term relationship Services T&M and Fixed price application development of discrete projects Customer Toyota, Honda, Department of Transportation China, US prospects Channels • Direct • Consulting partners such as IBM • Strategic partners such as GE End Users N/A Complementors IBM, GE, other software partners, Accenture Unique Competencies Six-Sigma/CMM level-5 quality combined with China’s cost advantage. Customer Segmentation Customer Value Proposition for Tier 3 - “Project Solution Seekers” Value Proposition Element Description Experiences End-end-end delivery of a project with high quality and competitive price Value Delivery Systems • Structured processes and teams with high quality of performance • Ability to quickly ramp-up on clients business and culture • Process for seamless transition at end of project • Dedicated project team manager with executive oversight Value Appropriation • Value gained by customer: Experimentation , learning, flexibility, reduced time-to-market, high quality, ROI • Value gained by DMK: Opportunity for long-term relationship, ROI, learning ...
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This note was uploaded on 03/24/2014 for the course MGMT 15.904 taught by Professor Arnoldohax during the Fall '14 term at MIT.

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