Application Service Provider – A应用提供服务商

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1、ApplicationServiceProvider–ABusinessPlanbyPaulRobertMattson©2000PaulRobertMattsonALLRIGHTSRESERVEDFORWARDtmTheIBMASPPrimeCenterforiSeriesinRochester,Minnesota,hasworkedwithover200SolutionDevelopers(SDs)interestedintakingtheirsolutionstomarketundertheApplicationServiceProvider(ASP)model.Mos

2、toftheseSDshaveexistingsolutionsoniSeriesthattheyhavemarketedforsometime.TheASPPrimeCenterhastechnicalresourcestohelpthesecompaniesbecomeleadingcompetitorsinthismarket.TheCenterhelpsbyensuringthatthecriticalsuccessfactorsofinfrastructure,security,highservicelevelsthroughreliabilityandavail

3、ability,andtheabilitytoscaleupquicklyandefficientlytomeetcustomerdemandarefullyconsideredbySDslookingfornewleverageandmarketsthroughtheASPmodel.Wehavefound,however,inworkingwiththeseSDsthatitisthechangesintheirbusinessthatarethemostchallenging.Thisisinpartbecausethisbusinessmodelissonewthe

4、yareblazingnewtrailsinpricing,compensation,cashflow,andcustomerrelationships(servicevs.product).NewthinkingmustbedonetodefinewhatmarketsSDswanttotargetandhowtogettothecustomersinthesemarkets.Furtherconsiderationsincludethelevelofcustomizationvs.out-of-the-boxtheywanttooffer.Additionally,th

5、erearedifferentandadditionalcompetitorsthatwillbeencountered.ThisengagingsetofbusinessquestionswasthetopicforPaulMattson'sthesisforMasterofScienceintheManagementofTechnologyattheAlfredP.SloanSchoolofManagementatMassachusettsInstituteofTechnology.Thefollowingdocumentexcerptedfromthatpapergo

6、esthroughahypotheticalbusinessdevelopmentplanforaddressingtheASPmarket.ItgoesthroughthethoughtprocessthatmanyofyouareengagedinasyoudefineanASPstrategyforyourownbusiness.Whilethespecificdecisionsmadeinthisbusinessplanmaynotnecessarilybeappropriateoralignwiththedecisionsyouwillmake,itisthean

7、alysisprocessthatwehopeyouwillfinduseful.DickKiscaden,ASPPrimeSolutionCenter,iSeriesABOUTTHEAUTHOR:PauljoinedIBMin1981afterreceivingdegreesinMathandComputerSciencefromLutherCollegeinDecorah,Iowa.HecompletedanMSdegreeinComputerSciencefromtheUniversityofMinnesot