联想业务策略建议（英文版）.pptVIP

Digital Business DesignThe internet, supplemented by direct selling (sales force, telesales), offers opportunities to transform the economics of the computing business (as Dell has shown). Lower cost selling channels 5-10% sales cost, versus 20-30% for some vendors Higher margins apply across the board -- not just hardware (e.g., service, software, etc) Direct connect with customers Increased add-on sales Increased repeat sales Significant reduction in supply chain costs Ability to shift to build-to-order model Reduction in inventory at all stages of chain And, corresponding reduction in component costs (e.g.ability to buy microprocessors 30-60 days later at much lower cost) But, requires changing basic operating processes Shift towards low to negative working capital Low inventories Significant reduction in accounts receivable if move to pre-pay process Customer Internet OfferBoth traditional hardware and systems consulting firms are generating significant global revenues by helping clients transform their businesses using internet technology. No apparent dominant vendor yet in China Presents an opportunity for Legend to stake out a position But, there are many regional contenders: Legend can’t wait long to develop a strategy And, failure to have a strategy will penalize Legend’s stock price (as HP witnessed, prior to announcement of its delayed customer internet strategy) Internet New Business OpportunitiesWhile the previous opportunities are important, determining which new business opportunities to pursue is urgent. We suggest that Mercer support should start here. Why urgent? 1. Land-grab nature of internet business As shown in other markets, getting the most share quickly of the right space is essential for success Right now competitors have the money for land-grab strategies (e.g., C has US$125 million in cash) Legend lags competitors, and has not raised new capital for a land-grab strategy 2. Other competitors are planning to go public soon Raising fu