Tomさんのご質問に基づき、私が、2017年にIBMのためにどんな貢献をし、そして、2018年にIBMのために何をするかについて、ご説明します。
最初に、2017年に私がIBMのために実行した貢献についてです。
（１）先ず第１に、IBM/TMSの安定的な運用と拡大です。
・NEC-HやNEC-Fの実務担当者に働きかけ、IBM/TMSの安定的な運用を推進した。
・一方、SAPは、今だに、NECに対して破格の値段を提示して、IBMからの移行を働きかけています。
Rating
55
Native
Translation / English
- Posted at 16 Dec 2017 at 20:01
Based on Tom's question, I will explain what kind of contributions I did for IBM in 2017 and what I will do for IBM in 2018.
These are what I contributed initially in 2017 for IBM.
1. Firstly, the stable application and expansion of IBM/TMS.
- I urged those in charge of the practical operation of NEC-H and NEC-F and promoted the stable application of IBM/TMS.
- On the other hand, SAP even now presents extraordinary value to NEC and so I urged the migration from IBM.
These are what I contributed initially in 2017 for IBM.
1. Firstly, the stable application and expansion of IBM/TMS.
- I urged those in charge of the practical operation of NEC-H and NEC-F and promoted the stable application of IBM/TMS.
- On the other hand, SAP even now presents extraordinary value to NEC and so I urged the migration from IBM.
Rating
50
Translation / English
- Posted at 16 Dec 2017 at 19:19
Let me explain how contributed to IBM in 2017 and what to do for IBM in 2018 based upon your question.
First, my contribution I performed for IBM in 2017.
(1) First and foremost, the stable delivery and expansion of IBM/TMS.
- By exerting influence on the actual persons in charge at NEC-H and NEC-F, I have promoted a stable delivery of IBM/TMS.
- As for SAP, on the other hand, I am proposing an exceptional price to NEC and influencing it to transition from IBM.
First, my contribution I performed for IBM in 2017.
(1) First and foremost, the stable delivery and expansion of IBM/TMS.
- By exerting influence on the actual persons in charge at NEC-H and NEC-F, I have promoted a stable delivery of IBM/TMS.
- As for SAP, on the other hand, I am proposing an exceptional price to NEC and influencing it to transition from IBM.
私は、SAPの販売攻勢に対し、私が2014年にIBMを選択した理由やIBMの優位性等をNECの財務責任者に説明し、SAPへの移行を阻止した。
（２）次に、私の今年最大の貢献は、TMSの新契約の締結と新モジュールの追加契約に成功したことです。
・当初、新たな契約の締結交渉は、双方の感情的な行き違いもあり、スムーズには行かなかった。
・難航していた事前交渉を解決するため、私は、２月７日、東京で、Taroを筆頭としたIBMチームとNEC-Hによる会議を設定し、その議長を務めた。
Rating
55
Native
Translation / English
- Posted at 16 Dec 2017 at 20:46
To SAP's sales agression, in 2014 I explained to the ones in charge of NEC finances about the reasons for choosing IBM, IBM's predominance etc., and prevented the migration to SAP.
2. Next, my largest contribution this year is successfully concluding a new TMS contract and adding a contract for a new module.
- At first, during the negotiations for the new contract there were some emotional misunderstandings on both parties and it didn't go smoothly.
- In order to resolve the stormy pre-negotiations, on February 7 I set up a meeting in Tokyo with the IBM team headed by Taro and with NEC-H and acted as chairman of that meeting.
2. Next, my largest contribution this year is successfully concluding a new TMS contract and adding a contract for a new module.
- At first, during the negotiations for the new contract there were some emotional misunderstandings on both parties and it didn't go smoothly.
- In order to resolve the stormy pre-negotiations, on February 7 I set up a meeting in Tokyo with the IBM team headed by Taro and with NEC-H and acted as chairman of that meeting.
Rating
50
Translation / English
- Posted at 16 Dec 2017 at 21:11
To compete against strong sales of SAP, I explained to the treasurer of NEC about the reason why I chose IBM in 2014 and competitive advantage of IBM, and I was able to stop migration to SAP.
(2) Secondly, the most important contribution I made this year is to succeed in closing a new contract of TMS and additional agreement about the new module.
・At the beginning, the negotiation for the new contract wasn't easy because both sides misunderstood each other emotionally.
・In order to proceed the tough pre-negotiation, I set up a conference with IBM team led by Taro and NEC-H in Japan on January 7th, and serve as chairperson there.
(2) Secondly, the most important contribution I made this year is to succeed in closing a new contract of TMS and additional agreement about the new module.
・At the beginning, the negotiation for the new contract wasn't easy because both sides misunderstood each other emotionally.
・In order to proceed the tough pre-negotiation, I set up a conference with IBM team led by Taro and NEC-H in Japan on January 7th, and serve as chairperson there.
・契約締結に至る経緯を、簡単に説明します。
その後、３回にわたる会議を開催し、双方の理解に努めましたが、最後には、NECの実務担当者からは、IBMとの契約は継続せず、新たなTMSベンダー（SAP）と契約すべきだという意見が出されました。私は、IBMの最大の要求事項であった契約金額の上乗せ分について、NECのCFOに対して直接話をし、了解をもらうことが出来たため、新たな契約を締結することに成功した。新契約の内容は、契約期間は３年、契約額は従来の契約金の約５％増です。
Rating
55
Native
Translation / English
- Posted at 16 Dec 2017 at 21:01
- I will explain simply the circumstances that led to the conclusion of the contract.
Afterwards, I held meetings for 3 times, and worked hard for the understanding of both parties but ultimately the one in charge of the practical operations of NEC came out with the opinion not to continue the contract with IBM and they should do a contract with the new TMS vendor (SAP). I talked directly with the CFO of NEC with regard to increasing the contract price which was IBM's biggest demand, and because I was able to make him understand, we acheived the conclusion of a new contract. The details of the new contract are a contract period of 3 years and the contract amount is an approximately 5% increase to the former contract amount.
Afterwards, I held meetings for 3 times, and worked hard for the understanding of both parties but ultimately the one in charge of the practical operations of NEC came out with the opinion not to continue the contract with IBM and they should do a contract with the new TMS vendor (SAP). I talked directly with the CFO of NEC with regard to increasing the contract price which was IBM's biggest demand, and because I was able to make him understand, we acheived the conclusion of a new contract. The details of the new contract are a contract period of 3 years and the contract amount is an approximately 5% increase to the former contract amount.
Rating
50
Translation / English
- Posted at 16 Dec 2017 at 22:03
Let me explain briefly how I made the contract.
After first meeting, I took place meeting three times, I tried to deepen mutual understanding each other. Finally the person in charge of NEC said that we should sign the contract with the new TMS vendor, SAP instead of keeping the contract with IBM. I directly talked with CFO of NEC, and I got OK, that's how I succeeded in getting this new contract. The new contract says the term of the contract is three years and that contract amount is added by 5 percent over previous one.
After first meeting, I took place meeting three times, I tried to deepen mutual understanding each other. Finally the person in charge of NEC said that we should sign the contract with the new TMS vendor, SAP instead of keeping the contract with IBM. I directly talked with CFO of NEC, and I got OK, that's how I succeeded in getting this new contract. The new contract says the term of the contract is three years and that contract amount is added by 5 percent over previous one.
その上、リスク関連商品を新たに約$10,000/年で新規契約することに成功し、合計で約$32,000/年の新規契約を締結出来ました。
この新契約の締結に、私は多大な貢献をすることが出来たと自負している。
（３）3番目には、NEC以外の日本市場の開拓への貢献です。
・ISIDへの販売訪問に同行し、NECでのGCMSの導入経緯やその意義を説明し、営業活動に貢献した。
・また、IBMのHPにおいて、IBMが昨年実施した調査結果を２回紹介し、この他、TMSに関するブログを１５回掲載した。
Rating
55
Native
Translation / English
- Posted at 16 Dec 2017 at 21:38
On top of that, we were able to achievw a new contract on risk-related products at a new approximately $10,000 per annum, and concluding new contracts with a total of approximately $32,000 a year.
For the conclusion of these contracts, I can brag about contributing a great deal.
3.Thirdly, my contributions in pioneering into Japanese markets other than NEC.
- I contributed to sales activities by accompanying sales trips to ISID and explaining the circumstances of the introduction of GCMS in NEC and its significance.
- Also, in IBM HP, I presented the results of the investigation IBM carried out last year, as well as posted 15 times on the blog concerning TMS.
For the conclusion of these contracts, I can brag about contributing a great deal.
3.Thirdly, my contributions in pioneering into Japanese markets other than NEC.
- I contributed to sales activities by accompanying sales trips to ISID and explaining the circumstances of the introduction of GCMS in NEC and its significance.
- Also, in IBM HP, I presented the results of the investigation IBM carried out last year, as well as posted 15 times on the blog concerning TMS.
Rating
50
Translation / English
- Posted at 16 Dec 2017 at 23:08
What's more, I made a success of new contract regarding products related to risk at about one million dollar per year, and finally the total amount of the new contracts was about three million and two thousand dollar per year.
(3) Thirdly, about the contribution to the market development in Japan other than NEC.
・I visited ISID for sale, and explained how GCMS was introduced into NEC and its significance, and contributed to business activity.
・Also, I introduced survey results that IBM carried out last year on HP of IBM twice. In addition to this, I updated the blog about TMS fifteen times.
(3) Thirdly, about the contribution to the market development in Japan other than NEC.
・I visited ISID for sale, and explained how GCMS was introduced into NEC and its significance, and contributed to business activity.
・Also, I introduced survey results that IBM carried out last year on HP of IBM twice. In addition to this, I updated the blog about TMS fifteen times.
なお、私のブログには約３００名の日本企業の財務関係者のビューアーがいて、日本におけるIBMの認知度の向上に貢献した。
・さらに、各種の講演会においてTMSの講演を実施し、IBMへの理解を深めた。
以上が、私が、今年、2017年においてIBMのために果たした貢献です。
次に、新しい年、2018年に、私がIBMのために何をするかについてお話したいと思います。
先ず第1に、NECに対する営業活動です。
（１）その中でも、最初に、NECのTMSの継続的な利用とNECグループ会社への拡大です。
Rating
50
Translation / English
- Posted at 16 Dec 2017 at 20:19
As I have about 300 viewers who are in charge of finance in Japanese companies, I have contributed for the progress of IBM's recognition.
* Also, I have spoken on TMS in various lecture meetings and developed understanding of IBM.
That's my contribution for IBM this year, 2017.
Next, I would like to explain what I am going to do for IBM in 2018.
First, I will do business activities to NEC.
1. First of all, I am aiming NEC's continuous use of TMS and expansion into NEC group companies.
* Also, I have spoken on TMS in various lecture meetings and developed understanding of IBM.
That's my contribution for IBM this year, 2017.
Next, I would like to explain what I am going to do for IBM in 2018.
First, I will do business activities to NEC.
1. First of all, I am aiming NEC's continuous use of TMS and expansion into NEC group companies.
Rating
50
Translation / English
- Posted at 16 Dec 2017 at 21:16
Moreover, there is more than 300 viewer related in financial affair in Japanese company in my blog, which contributed the recognition of IBM in Japan.
・Further, I lectured TMS on various lecture ,which deepened the understanding of IBM.
Above are the contribution I've done for IBM in 2017.
Next, I would like to talk about the action I will take for IBM in 2018.
First of all, business activities to NEC.
(1) Especially, in the beginning, continuous use of TMS in NEC and expansion into NEC group company.
・Further, I lectured TMS on various lecture ,which deepened the understanding of IBM.
Above are the contribution I've done for IBM in 2017.
Next, I would like to talk about the action I will take for IBM in 2018.
First of all, business activities to NEC.
(1) Especially, in the beginning, continuous use of TMS in NEC and expansion into NEC group company.
・当面は、新しいNECの経営層に対し、IBMがPwCに買収された以降の日本の体制やNECにおけるTMS導入の経緯や有効性について説明し、今後ともIBMが継続的な利用をする事の理解を得たいと思います。
・一方、SAPのNECに対する営業攻勢は、今後ともさらに強力に続くと思われます。
→私は、IBMの継続的な利用をNEC関係者に粘り強く説得していくつもりです。
(2）販売活動としては、Global Roll-outの推進と拡大が重要な課題です。
Rating
55
Native
Translation / English
- Posted at 16 Dec 2017 at 21:59
- For now, I would like to explain to the new NEC management about the Japan system since IBM was purchased by PwC, and the circumstances and effectiveness of the introduction of TMS in NEC, and obtain their understanding on the continued use of IBM in the future as well.
- On the other hand, the sales agression towards the SAP NEC is believed to become stronger in the future.
- I intend to persistently persuade those related to NEC of the continued use of IBM.
2. As part of sales activities, the promotion and expansion of Global roll-out are serious issues.
- On the other hand, the sales agression towards the SAP NEC is believed to become stronger in the future.
- I intend to persistently persuade those related to NEC of the continued use of IBM.
2. As part of sales activities, the promotion and expansion of Global roll-out are serious issues.
Rating
50
Translation / English
- Posted at 16 Dec 2017 at 22:27
· In the meantime, for the management of the new NEC, I will explain the Japanese system after IBM was acquired by PwC, the history and effectiveness of TMS introduction at NEC, and that IBM will continue to use it in the future I would like to get an understanding.
· On the other hand, SAP's business offensive against NEC is expected to continue even more strongly in the future.
→ I will persistently persuade NEC officials about the continuous use of IBM.
(2) As sales activities, promotion and expansion of Global Roll-out are important issues.
· On the other hand, SAP's business offensive against NEC is expected to continue even more strongly in the future.
→ I will persistently persuade NEC officials about the continuous use of IBM.
(2) As sales activities, promotion and expansion of Global Roll-out are important issues.
・来月開かれる、NEC Global CFO Meeting において参加者にIBM/TMSのその有効性を説明し、その推進を図る努力をします。
・特に、NEC -Com, NEC-Hとその海外子会社に対してIBM/TMSの利用拡大を促したいと考えています。
(3)ところで、来年、 2018年は、NECの財務にとって大きな変化の年になると思われます。
＝即ち、NECグループのCFOや財務関係者の大幅な人事異動があることと、新たなGlobal財務戦略の実行が予定されているからです。
Rating
50
Translation / English
- Posted at 16 Dec 2017 at 20:52
- At the NEC Global CFO Meeting, going to be held next month, I will explain its effectivity to the participants and make efforts to conspire its implementation.
- Especially I am considering to encourage NEC-Com, NEC-H and its overseas affiliate companies to expand usage of IBM/TMS.
(3) By the way, it seems enxt year, 2018, will be a year of major change for NEC's finance.
That is; there will be a dramatic change in personnel such as CFO or finance related personel in NEC group and also execution of a new finance strategy is scheduled.
- Especially I am considering to encourage NEC-Com, NEC-H and its overseas affiliate companies to expand usage of IBM/TMS.
(3) By the way, it seems enxt year, 2018, will be a year of major change for NEC's finance.
That is; there will be a dramatic change in personnel such as CFO or finance related personel in NEC group and also execution of a new finance strategy is scheduled.
Rating
50
Translation / English
- Posted at 16 Dec 2017 at 20:54
* In NEC Global CFO Meeting which is held next month, I will explain the effect of IBM/TMS to the participants and try to promote them.
* Especially, I would like to encourage NEC -Com, NEC-H and their subsidiaries to expand the use of IBN/TMS.
3. By the way, next year 2018 is assumed to experience a big change for NEC's finance.
=Therefore, there will be big personnel changes between CEOs in NEC group and people in charge of finance and they are planning to carry out a new global finance strategy.
* Especially, I would like to encourage NEC -Com, NEC-H and their subsidiaries to expand the use of IBN/TMS.
3. By the way, next year 2018 is assumed to experience a big change for NEC's finance.
=Therefore, there will be big personnel changes between CEOs in NEC group and people in charge of finance and they are planning to carry out a new global finance strategy.
このため、NECグループとの新たな信頼関係の構築と強化このためが必要になってきます。
以上をまとめると、NECに関する私のミッションは次の通りだと考えている。
①第1は、NECグループとの信頼関係の維持・強化を図り、IBM/TMSの利用継続と拡大を図る。
②第2は、SAPへの移行を絶対に阻止する。
③第3は、NEC Global Roll-outの推進と拡大を図る。
⇒私が、IBMにいる限り、NECはIBM/TSMを使い続け、その利用の拡大を図ることは間違いない。
Rating
50
Translation / English
- Posted at 16 Dec 2017 at 20:14
Therefore, it will be necessary to construct and strengthen a new relationship of confidence with NEC group.
To summarize the above, I am considering my mission regarding NEC are as follows.
1. First, to maintain and strengthen relationship of confidence with NEC for continueing and expanding use of IBM/TMS.
2. Second, to prevent transition to SAP absolutely.
3. Third, to conspire implementation and expansion of NEC Global Roll-out.
---> As long as I stay in IBM, there is no doubt that NEC continues to use IBM/TSM and conspires its usage.
To summarize the above, I am considering my mission regarding NEC are as follows.
1. First, to maintain and strengthen relationship of confidence with NEC for continueing and expanding use of IBM/TMS.
2. Second, to prevent transition to SAP absolutely.
3. Third, to conspire implementation and expansion of NEC Global Roll-out.
---> As long as I stay in IBM, there is no doubt that NEC continues to use IBM/TSM and conspires its usage.
Rating
50
Translation / English
- Posted at 16 Dec 2017 at 20:38
That's why, it will be vital to build and strengthen a new relationship of trust with NEC group.
To summarise, I believe that my mission about NEC is the following.
1. First, maintain and strengthen the relationship of trust with NEC group and have them keep using IBM/TMS and expand the use of IBM/TMS.
2. Second, never let them switch to SAP.
3. Third, promote and expand NEC Global Roll-out.
→As long as I work for IBM, NEC will keep using IBM/TMS and I will have them expand the use, for sure.
To summarise, I believe that my mission about NEC is the following.
1. First, maintain and strengthen the relationship of trust with NEC group and have them keep using IBM/TMS and expand the use of IBM/TMS.
2. Second, never let them switch to SAP.
3. Third, promote and expand NEC Global Roll-out.
→As long as I work for IBM, NEC will keep using IBM/TMS and I will have them expand the use, for sure.
さて、次に、IBMの日本市場の開拓について、私が実行しようと考えていることを、基本的には昨年と同様ではありますが、簡単に説明します。
①第一に、NEC Group、及び、MGroupとの関係を活用して、日本市場におけるIBMユーザの開拓に努める。
②第二に、IBMのHPへのブログの掲載や、様々なイベントにおける講師などを行い、日本におけるIBM
の認知度の向上や一般の日本企業に対する販売強化活動に努める。
Rating
50
Translation / English
- Posted at 16 Dec 2017 at 19:54
Now next, I will quickly explain what I am considering to execute for developing IBM's Japanese marcket, although it is same as last year.
1. First, making effort to develop users of IBM in Japan, utilizing relations with NEC Group and MGroup.
2. Second, making effort to raise recognition degree of IBM in Japan and to strengthen sales activity for Japanese general companies by posting blog to IBM's home page and to be instructors for various ivents.
1. First, making effort to develop users of IBM in Japan, utilizing relations with NEC Group and MGroup.
2. Second, making effort to raise recognition degree of IBM in Japan and to strengthen sales activity for Japanese general companies by posting blog to IBM's home page and to be instructors for various ivents.
Rating
50
Translation / English
- Posted at 16 Dec 2017 at 21:07
Then, I will briefly explain about what I am going to carry out to tap Japanese market of IBM as it is basically same as last year.
1. First, by using the relationships with NEC Group and MGroup, I will try to tap IBM users in Japanese market.
2. Second, by posting blogs to IBM's HP and providing lectures in various events, I will try to improve recognition of IBM in Japan and strengthen the sale activities to general Japanese companies.
1. First, by using the relationships with NEC Group and MGroup, I will try to tap IBM users in Japanese market.
2. Second, by posting blogs to IBM's HP and providing lectures in various events, I will try to improve recognition of IBM in Japan and strengthen the sale activities to general Japanese companies.
なお、私は、現在、IBM JapanにおいてChairmanを名乗っていますが、これは、Jiroさんから、
前のカントリーマネージャーが辞めた後、外部から見ると、日本の責任者がいないように見えると良くないので、形式的にChairmanを名乗るように、私に依頼してきたためです。
私は、会長としての実質的な権限が無くとも、そのように名乗ることは構いません。また、対外的な営業活動の中で、REVAL Japanの会長として活動することが必要な場合には、その役割を果たすつもりでいます。
Rating
55
Native
Translation / English
- Posted at 16 Dec 2017 at 22:18
In addition, at present I bear the name of Chairman in IBM Japan but this was because after the previous country manager resigned from Jiro, looking at it from the outside, it was not good to be viewed as having no one in charge in Japan so I was requested to formally bear the name of Chairman.
As Chairman I have no actual authority, so it doesn't matter to me to bear the title like this. Also, among the external sales activities, if it is necessary for me to do activities as Reval Japan Chairman then I intend to perform that role.
As Chairman I have no actual authority, so it doesn't matter to me to bear the title like this. Also, among the external sales activities, if it is necessary for me to do activities as Reval Japan Chairman then I intend to perform that role.
Rating
50
Translation / English
- Posted at 16 Dec 2017 at 21:23
By the way, I am now expressing myself Chairman in IBM Japan because Mr. Jiro asked me to do so formally as it wouldn't be good if people outside of the company think there is no one responsible in Japan after the previous country manager quit.
I don't mind expressing myself Chairman without practical power as a chairman. Also, if behaving as a chairman of REVAL Japan is required in external sale activities, I am going to play the part.
I don't mind expressing myself Chairman without practical power as a chairman. Also, if behaving as a chairman of REVAL Japan is required in external sale activities, I am going to play the part.
