联想中小企业信息化IT 1FOR1业务研究
摘要
中小企业IT服务市场巨大的商机吸引着广大的IT厂家和商家。但与企业级客户不同的是，中小企业往往养不起专业的IT工程师，他们更需要IT商家提供专业性的指导。同时，因为可使用的资源有限，中小企业常常无法一次性采购完整的解决方案，往往是零散采购。而且，由于中小企业数量众多，地域分布很分散，挖掘中小企业的业务需求信息以及为他们提供邻居式服务的难度都更大。因此，探索如何获取中小企业IT服务市场的有效方法具有很强的现实意义。
“中小企业信息化”这个说法本身涉及的IT服务内容十分宽泛，论文选择了针对那些没有专业IT队伍，没有任何信息系统或有硬件基础但无应用的“初级”信息化用户的IT服务项目作为研究对象。这类项目的用户多数有信息化需求，但又缺乏信息化的知识和流程基础，往往投入预算少，期望又很多，所以一般有实力的专业系统集成公司不愿实施此类项目。但另一方面，用户对上系统后的效果评估也没有明确标准和准确的预期目标，这也许正是任何一家IT公司(不论规模大小)都可参与其中，甚至大发其财的市场。但贸然进入，需求的多样性和独特性，行业标准的凌乱以及客户信息管理理念的差异，往往是一个项目实施下来，客户、商家“双亏”的局面。
论文重点介绍联想公司针对中小企业IT服务业务—IT1FOR1业务。介绍了联想公司开展1FOR1业务的目的，优势和进展情况。在分析了联想实施1FOR1业务面临的各种问题的基础上，重点以联想合作伙伴—成都AK公司实际案例，分析了商家在实施中小企业IT服务项目，从售前咨询、项目实施、
及售后服务等方面存在的典型问题，从业务定位、成本核算、资源安排等角度
提出了目前商家实施中小企业IT服务项目“不赚钱”的主要因素。
论文以IT项目管理的思想为核心，从项目范围、项目时间管理和成本管
理等几个与实施中小企业IT服务项目最为紧密相关的几个方面进行了深入分
析，给出了针对ITIFORI业务在项目范围、时间、成本管理的一些具体建议。
提出了从事中小企业lT服务业务人员应当具备的的一些关键理念。
The tremendous marketing of ITTNFOR service attracts many IT manufactures and IT SI&VARs. Not as the corporation level, SME (small&medium enterprise) does not have the ability to pay for professional IT engineers; they need IT manufactures to provide them professional instruction. Since the ready resources are limited, the small company can not purchase the entire IT solution one time, but has to choose purchasing separately. The fact is that, the amount of the small company is creasing and they distribute in different territory, this make it more difficult to 1) dig out more information of their business, and 2) provide them neighborhood service. So studying the effective method of achieving IT service marketing of SME has factual meaning to us.
The concept of IT1FOR1 includes abroad IT service content, this thesis choose those IT service project as the studying object which the end user of such project do not has professional IT team, information system and solution application. Most of those users have the need of IT information, but they lack of the basic knowledge of IT information, they spend less and expect more, so the professional SI&VAR do not want to implement such kind projects. But on the other hand, the user do not has a specific measure standard and exact expectation, this make every IT company can easily entry this market and earn money. But easy entry often makes both the project user and provider lose, one reason is that the need is diversified and special, the other reason is that there is no regular industry standard and the users' viewpoint on information management is different.
The thesis mainly introduces the LEGEND IT1FOR1 business, includes the purpose, strength, and development status of Legend's IT1FOR1 business. Based on analyzing variety problem encountered on implementing the project, the thesis mainly analyses those typical problems that occurred on the business process includes the before-sell consultation, project plan and implement, and the after-sell service by using Chengdu AK company case, AK company is one of Legend's business partner. The thesis explains the key reasons of why those companies lose money when they implement the IT1FOR1 project from the business orientation, cost calculation, and resources arrangement aspects.
Project management is the main topic we study in this thesis. I make detailed analysis and give specific suggestions on the project content, time control, and cost control aspects, which is very important to the IT1FOR1 business. The key viewpoint that IT executive persons in the IT1FOR1 industry should have has been given as well.
“中小企业信息化”这个说法本身涉及的IT服务内容十分宽泛，论文选择了针对那些没有专业IT队伍，没有任何信息系统或有硬件基础但无应用的“初级”信息化用户的IT服务项目作为研究对象。这类项目的用户多数有信息化需求，但又缺乏信息化的知识和流程基础，往往投入预算少，期望又很多，所以一般有实力的专业系统集成公司不愿实施此类项目。但另一方面，用户对上系统后的效果评估也没有明确标准和准确的预期目标，这也许正是任何一家IT公司(不论规模大小)都可参与其中，甚至大发其财的市场。但贸然进入，需求的多样性和独特性，行业标准的凌乱以及客户信息管理理念的差异，往往是一个项目实施下来，客户、商家“双亏”的局面。
论文重点介绍联想公司针对中小企业IT服务业务—IT1FOR1业务。介绍了联想公司开展1FOR1业务的目的，优势和进展情况。在分析了联想实施1FOR1业务面临的各种问题的基础上，重点以联想合作伙伴—成都AK公司实际案例，分析了商家在实施中小企业IT服务项目，从售前咨询、项目实施、
及售后服务等方面存在的典型问题，从业务定位、成本核算、资源安排等角度
提出了目前商家实施中小企业IT服务项目“不赚钱”的主要因素。
论文以IT项目管理的思想为核心，从项目范围、项目时间管理和成本管
理等几个与实施中小企业IT服务项目最为紧密相关的几个方面进行了深入分
析，给出了针对ITIFORI业务在项目范围、时间、成本管理的一些具体建议。
提出了从事中小企业lT服务业务人员应当具备的的一些关键理念。
The tremendous marketing of ITTNFOR service attracts many IT manufactures and IT SI&VARs. Not as the corporation level, SME (small&medium enterprise) does not have the ability to pay for professional IT engineers; they need IT manufactures to provide them professional instruction. Since the ready resources are limited, the small company can not purchase the entire IT solution one time, but has to choose purchasing separately. The fact is that, the amount of the small company is creasing and they distribute in different territory, this make it more difficult to 1) dig out more information of their business, and 2) provide them neighborhood service. So studying the effective method of achieving IT service marketing of SME has factual meaning to us.
The concept of IT1FOR1 includes abroad IT service content, this thesis choose those IT service project as the studying object which the end user of such project do not has professional IT team, information system and solution application. Most of those users have the need of IT information, but they lack of the basic knowledge of IT information, they spend less and expect more, so the professional SI&VAR do not want to implement such kind projects. But on the other hand, the user do not has a specific measure standard and exact expectation, this make every IT company can easily entry this market and earn money. But easy entry often makes both the project user and provider lose, one reason is that the need is diversified and special, the other reason is that there is no regular industry standard and the users' viewpoint on information management is different.
The thesis mainly introduces the LEGEND IT1FOR1 business, includes the purpose, strength, and development status of Legend's IT1FOR1 business. Based on analyzing variety problem encountered on implementing the project, the thesis mainly analyses those typical problems that occurred on the business process includes the before-sell consultation, project plan and implement, and the after-sell service by using Chengdu AK company case, AK company is one of Legend's business partner. The thesis explains the key reasons of why those companies lose money when they implement the IT1FOR1 project from the business orientation, cost calculation, and resources arrangement aspects.
Project management is the main topic we study in this thesis. I make detailed analysis and give specific suggestions on the project content, time control, and cost control aspects, which is very important to the IT1FOR1 business. The key viewpoint that IT executive persons in the IT1FOR1 industry should have has been given as well.
引文
1 [美]凯西．施瓦尔贝著．王金玉、时郴译．IT项目管理．北京：机械工业出版社．2001．12
2 仲秋雁、刘友德主编．管理信息系统．大连：大连理工大学出版社．2001．7
3 联想1FOR1事业部．信息化建设与企业竞争优势建立知识读本．内部学习材料．2001
4 联想1FOR1事业部．IT 1for1业务概览．内部学习材料．2001．11
5 联想1FOR1事业部．企业应用自皮书．2002．6
6 赵明渊．Internet上网和电子商务教程．成都：四川科学技术出版社2001．11
7 H. James, Daryl R. Conner, Nicholas L. Horney. Project Change Management:Applying Change Management to Improvement Projects. 2000.
8 Frederick P. Brooks, JR. The Mythical Man-Month:Essays on Software Engineering.
9 信息产业部．《信息产业“十五”计划纲要》．2001．5
10 四川省经贸委编．四川省企业信息化工作手册．四川科学技术出版社．2002．4
11 曹开彬．共话中小企业信息化．中国计算机报．2001．8．14
12 沈华．IT厂商重新发现中小企业．市场互联网周刊2001．5．18
13 徐帆．企业E化“三段论”．中国计算机报．2001．9．10
14 刘兴．企业信息化要“化”什么．计算机世界．2001．10．12
15 顾建兵、王晨．IBM战略调整砸百亿美元欲颠覆企业级IT应用模式．21世纪经济报道．2002．11．25
16 商书元．企业MIS建设中的关键问题．电子与信息化．2001．10
17 肖庆飞．信息化成本能不能再低．中国计算机报．2001．6．12
18 曹开彬；曹术华．我国CRM市场及应用现状调查．中国计算机报．2001．10．12
19 孙涛．全球IT产业将在2002年全面复苏．发布于计算机世界网．2001
20 联想IT1for1事业部总经理陈立．帮助中小企业实现IT．发表在www.sina.com.cn.2001．5．25
2 仲秋雁、刘友德主编．管理信息系统．大连：大连理工大学出版社．2001．7
3 联想1FOR1事业部．信息化建设与企业竞争优势建立知识读本．内部学习材料．2001
4 联想1FOR1事业部．IT 1for1业务概览．内部学习材料．2001．11
5 联想1FOR1事业部．企业应用自皮书．2002．6
6 赵明渊．Internet上网和电子商务教程．成都：四川科学技术出版社2001．11
7 H. James, Daryl R. Conner, Nicholas L. Horney. Project Change Management:Applying Change Management to Improvement Projects. 2000.
8 Frederick P. Brooks, JR. The Mythical Man-Month:Essays on Software Engineering.
9 信息产业部．《信息产业“十五”计划纲要》．2001．5
10 四川省经贸委编．四川省企业信息化工作手册．四川科学技术出版社．2002．4
11 曹开彬．共话中小企业信息化．中国计算机报．2001．8．14
12 沈华．IT厂商重新发现中小企业．市场互联网周刊2001．5．18
13 徐帆．企业E化“三段论”．中国计算机报．2001．9．10
14 刘兴．企业信息化要“化”什么．计算机世界．2001．10．12
15 顾建兵、王晨．IBM战略调整砸百亿美元欲颠覆企业级IT应用模式．21世纪经济报道．2002．11．25
16 商书元．企业MIS建设中的关键问题．电子与信息化．2001．10
17 肖庆飞．信息化成本能不能再低．中国计算机报．2001．6．12
18 曹开彬；曹术华．我国CRM市场及应用现状调查．中国计算机报．2001．10．12
19 孙涛．全球IT产业将在2002年全面复苏．发布于计算机世界网．2001
20 联想IT1for1事业部总经理陈立．帮助中小企业实现IT．发表在www.sina.com.cn.2001．5．25