Nyenrode IMBA Meets IBM

Xiao Jian Luo Berk Mumyakmaz

Mark Schils Mark van Teunenbroek Menno van der Woude

Yi Zhang

SMEs: the next focus for IBM!

Reach SMEs by increasing brand awareness &

Accompany their growth to build a long-term partnership

Why SMEs?

“SMEs are a key growth driver for the Dutch economy. They make a major contribution to employment and value added in the Netherlands.”

Source: Deutsche Bank, 2011

Dutch SMEs generated 500 billion euros revenue in 2011.

And they contributed 64% of total GDP!

Source: Prognose kerngegevens MKB, 2012

Let’s be more specific… An example

• Founded 2008 in Arnhem, Netherlands • Family-owned, CEO = Jonathan • Construction industry (3rd largest sector)

– Prefabricated (temporary) houses – Design, Production, Sales, On-site Assembly

• 50 employees • 2013 turnover of 8 million euros

1 out of 805.000 SMEs in the Netherlands!

STAGE 1: 2014

Typical Challenges of SMEs

• Limited capacity for big orders

• Control over cash flow

• Inefficient operations

• Disintegrated supply chain

• Identifying growth opportunities

The story begins

IBM – SME Partner Platform

IBM – SME Partner Platform Benefits for SMEs

Forming partnerships with other companies

Compatibility with various ERP systems

Lowering costs and increasing efficiency

Exploring methods of outsourcing

Solving temporary capacity shortage

Financing solutions

IBM – SME Partner Platform Benefits for IBM

Increasing IBM customer base & revenues

Creating sustainable revenue streams

Integrated business solutions for each growth stage

Creating long term relationships

Supporting the corporate customers of tomorrow

Gathering data for potential business opportunities

STAGE 2: 2018

New Challenges: Crossing the border

• IBM’s Global Power Enhancing SMEs

• Business strategy consulting

• Increased Supply Chain Options

• IBM as a passport

Facing Uncertainty...

STAGE 3: 2022

Challenges of a fast growing SME

• Turning data into knowledge

• Smart decision making

• Improving operational efficiency

• Strategy implementation

Watson provides the solution

Big data solutions

Operational excellence

Strategic decision making

Win-Win situation

CONCLUSIONS

Corporate Lifespan Evolution

First touch with IBM

Adoption of SME partner platform

Going international

Becoming a big corporate with IBM

IBM Watson for extended data analysis

Growing Together! From SME to corporate

2014

2020

2018

2016

2022

2024

Integrating an international supply chain

Develop a long-term partnership with the next generation of corporates!