Development through the life stages P2 Essay Example for Free

Development through the life stages P2 Essay The causes of the life factor Down Syndrome Foetal alcohol syndrome Bullying Peer groups Smoking The effect on the development on an individual (PIES)The physical side effect to a child with down syndrome is that they have a small nose and they have a flat nasal bridge, they also have a small mouth, their eyes slant either upwards or downwards. They have weak muscle tone which means they are very floppy; they have big hands and have short fingers. They may have a weight problem which will cause them to put on weight and will affect how they do activities if they start to get overweight and be limited in what they do. They may share physical features from their parent which will make them different. For intellectual, the child may develop a lot of mental health issues while they grow older, many of them face having anxiety, repetitive and obsessive compulsive behaviours. For emotional, they may develop behaviours that could affect their emotions, they may start to get frustrated at the fact they are delayed with their communication. For social, they are not very confident and people will need to get them to interact with other people and get them into social groups.The physical side effect is the child will have low birth weight, their body features will not be fully developed which will mean they will have a small head, a flat face with a snub nose, they will also have a thinner top lip, they will also have widely spaced eyes. They may develop general or specific learning difficulties. For intellectual, the child may develop a few learning difficulties which will include poor memory, they also have difficulty to understand concepts such as the time and counting money. They also have bad language. For emotional, the child will have a lot of behavioural problems and for this they become hyperactive, they don’t have the ability to concentrate, they have a lot of anxiety and are very stubborn. For social, they have a lot of socialization problems which causes difficulty to build and maintain friendships. The physical side effect is that it can affect the way a person can act, they may resort into eating disorders especially girls. There may be the physical signs, for example bruising around the neck or arms, also scratches and scars. For intellectual, this can affect the way they are towards education if they are being bullied during school, they will not want to attend school so they can get away from the bullies, this will then effect there future. For emotional, it is an emotional distress, which will cause a lot of physical  and emotional pain to them. For social, this will affect how they will interact with other people; due to them being bullied they may find it hard to trust other people and to also want to become friends in case they are bullied again. This will affect how they develop in the future because they may start to isolate themselves from people if they believe they are not strong enough to stand up for themselves. The physical side may have positive and negative sides to peer groups, if you’re in a group and everyone in the group is skinny, it may lead to that person losing weight in a way they should which would affect the body functioning. For intellectual, the groups may tend to be distracted with work which will allow them to fall behind on their work and affect their future. For other groups, it may be different and they may all work together to help each other with work and to achieve what they came to education for. For emotional, the groups may lead to becoming violent towards other people which will bring out aggression in them, they may also have a friendly group which won’t do any harm to people. For social, being in groups will give them the opportunity to develop their social skills, which includes leadership, teamwork or sharing. The physical side effect is they will have a reduce the performance at all the physical training they will do. They have a higher risk of heart attacks/ strokes and will have a higher heart resting rates than non-smokers. It may also affect the financial strain which will cause more worry on a person especially if they have low income. For intellectual, smoking will lead a person to not concentrate for long; it may also lead for the person to be affected mentally. For emotional, the smoking will relieve the stress that they will be building up. For social, it can be a social activity which people will be able to interact with one another when they are outside smoking, sometimes depending on the people, it may cause negativity on relationships. Can the factor be identified before the birth of a babyAntenatal screening can be given at 13 weeks to determine the likelihood of the baby developing or developed the condition. When the women goes for her monthly check-ups, they can notice th e child’s development growth and they will know when the baby is born whether they have been drinking throughout the process of the pregnancyThis factor cannot be identified before the birth because it is the society and the  environment around them that will cause this.This factor cannot be identified because it’s the environment and the friendships that the person will develop when they are in education.The cannot be identified because they are either brought up with a family smoking which will make them more likely to smoke or they want to smoke because other people are smoking. How many the factor influence the life of an individualAll people will down syndrome depending on the condition may be able to live separate from their parents, they may find it difficult to cope but they could get a little bit of work to help them be like other people and not be different. Sometimes they get married and will live their lives.Most adults who have a drinking problem will need help to get them back on track and to be able to look after their child without them resorting back to alcohol. They can get lots of supervision help which they will be able to make day to day decisions with themFor some people, if they were bullied at a young age, it may affect the way they will interact with other people and will tend to isolate themselves, they are at a higher risk of having anxiety or depression. But if the bullying for them was a short term memory, they will forget about what has happened and will carry on with their lives. Depending on how the group has been, if the group had a negative affect then that person may be rude, mean and harsh to other people just like they have grown up doing with in their group. But if there was a positive affect then the person will stay the kind, innocent person they were which will give them more of a social life.Smoking may cause long term effects especially if they are addicted to it, some people along the way may develop cancer which is caused by the smoking which will lose their independents, depending on the condition it may lead to them not being able to live on their own. Care needs to be fulfil individual needsBoth children and adults both need regular check-ups to see how they are getting on and to monitor their health. They may develop some certain health problems and with the check-up doctors will be able to do something about it. The children may need help if they have learning difficulties, they will be able to have someone to keep close eye on them and to make sure that they are progressing, for the adults they will need help in controlling their drinking problem if they have one and to understand the damages that has happened.Any person will be able to receive counselling if they believe they cannot get over it and will need to open up  about how they feel, also having a friendly face who had not bullied the person could help to open up and talk about what had happened. Parents are the people who will be able to influence the child to change the way they were and to not be who they are or how they are turning into. This is when they will need to have someone to be there for them so they are able to open up about how they feel and to let all their aggression outThere can be talking therapies which will help change a person’s thinking and acting towards the smoking and change it positively to help t hem cut smoking and eventually quit.

The possible link between culture, material conditions, and war Essay

The possible link between culture, material conditions, and war After the Second World War and finally after the Cold War and the Gulf War, many peo-ple agreed that there is no need for war anymore. Allies were conducted to maintain peace. But this belief was destroyed. Nowadays, we have to fear a war with Iraq. The question which rises is, if there is a possible link between culture, material conditions, and war? In my paper I will mention the anthropology of war and gender roles. Furthermore, I will discuss the interrelations between culture and war, and finally the interrelations between religion and war. The first question is, if there was war from the beginning of human kind on, or if war just was developed over time? This is a hard question, which nobody can explain exactly. The movie â€Å"The Gods must be crazy† (1984) could be one example that in an uncivilized, isolated society people cannot have war, because they do not have reasons to fight about. They have everything they need various times. That means, they do not have to share things and in conclusion, do not have to fight about things. In the Kalahari Desert a family of African Bushmen had a life in an ideal fashion in harmony and peace. One day somebody dropped a coke bottle out of an airplane down to the Kalahari Desert. This bottle leads to disharmony and violence among the family. All of a sudden they have to share this tool which â€Å"God sent them†. Nobody can work without this tool anymore. That is the reason why they start fighting. But why can people not share, or need to have what they want at onc e without the patience to wait? That’s the problem of human kind in a civilized world. Civilized people change the environment to suit them. The Kalahari Desert cou... ...volution, Males, and violence. The Chronicle of Higher Education 2002. Trexler. Backgrounds (Selections). John, Keegan. The Fact of Battle (Selections). Victor, Davis Hanson. Carnage and Culture: Landmark Battles in the rise of Western Power. An-chor Books 2001. Rodney, Stark. One True God: Historical Consequences of Monotheism (Selection). Princeton University Press. Barrington, Moore, Jr. Moral Purity and Persecution in History (Selection). Princeton University Press Lawrence H., Keeley. War before Civilization. Oxford University Press 1996. Robert L., O’Connell. Ride of the Second Horseman. Oxford University Press 1995. Andrew, Sullivan. This is a religious war. New York Times 2001. Michael, Adams. Peter Pan’s great Adventure. Adams. Male Sacrifice and W.W.I.- to be a man. Jared, Diamond. Guns, Germs, and Steel. W.W. Norton & Company. The possible link between culture, material conditions, and war Essay The possible link between culture, material conditions, and war After the Second World War and finally after the Cold War and the Gulf War, many peo-ple agreed that there is no need for war anymore. Allies were conducted to maintain peace. But this belief was destroyed. Nowadays, we have to fear a war with Iraq. The question which rises is, if there is a possible link between culture, material conditions, and war? In my paper I will mention the anthropology of war and gender roles. Furthermore, I will discuss the interrelations between culture and war, and finally the interrelations between religion and war. The first question is, if there was war from the beginning of human kind on, or if war just was developed over time? This is a hard question, which nobody can explain exactly. The movie â€Å"The Gods must be crazy† (1984) could be one example that in an uncivilized, isolated society people cannot have war, because they do not have reasons to fight about. They have everything they need various times. That means, they do not have to share things and in conclusion, do not have to fight about things. In the Kalahari Desert a family of African Bushmen had a life in an ideal fashion in harmony and peace. One day somebody dropped a coke bottle out of an airplane down to the Kalahari Desert. This bottle leads to disharmony and violence among the family. All of a sudden they have to share this tool which â€Å"God sent them†. Nobody can work without this tool anymore. That is the reason why they start fighting. But why can people not share, or need to have what they want at onc e without the patience to wait? That’s the problem of human kind in a civilized world. Civilized people change the environment to suit them. The Kalahari Desert cou... ...volution, Males, and violence. The Chronicle of Higher Education 2002. Trexler. Backgrounds (Selections). John, Keegan. The Fact of Battle (Selections). Victor, Davis Hanson. Carnage and Culture: Landmark Battles in the rise of Western Power. An-chor Books 2001. Rodney, Stark. One True God: Historical Consequences of Monotheism (Selection). Princeton University Press. Barrington, Moore, Jr. Moral Purity and Persecution in History (Selection). Princeton University Press Lawrence H., Keeley. War before Civilization. Oxford University Press 1996. Robert L., O’Connell. Ride of the Second Horseman. Oxford University Press 1995. Andrew, Sullivan. This is a religious war. New York Times 2001. Michael, Adams. Peter Pan’s great Adventure. Adams. Male Sacrifice and W.W.I.- to be a man. Jared, Diamond. Guns, Germs, and Steel. W.W. Norton & Company.

He Wished for the Cloths of Heaven and Love by George

This poem comes across as a declaration of love where the poet has used rich imagery and metaphorically described the sky as a cloth. He paints a beautiful image of the sky as being ‘inwrought with golden and silver light†, golden during the day and silver with the light of the moon. The picture created In the mind of the reader of spreading the cloths under her feet, Like a cloak, Is a romantic and chivalrous one. The tone In the beginning of ‘Cloths of Heaven' Is one of exuberance as it describes a joyful, effervescent declaration of love but awards the end it changes to fearful as the poet considers that his love might be rejected.I believe this poem captures the pain of unanswered love which is capable of permanently wounding a person, hence to avoid being a victim of such a situation, Yeats is warning his love to be careful with his heart and dreams for he feels fragile and vulnerable in his declaration of love. George Herbert ‘Love' on the other hand, ex plores his love for the Almighty. He draws attention to the fact that God is love. It shows God as a gracious host, perceptive and tolerant of the unavoidable failings of is honest followers, full of generosity and goodness, who overcomes all of objections to uniting ourselves with Him.The poet who Is keen on meeting God holds himself back because he feels undeserving as a result of the sins he has committed, which strengthen his belief In the fact that Is he not worthy enough to stand before the Almighty. God is portrayed to be so open, so loving and forgiving. All the poet's protests are met with gentle persuasion, which is something that we all identify God's loving nature with. Both the poems bring out different aspects of love.In ‘He wishes for the Cloths of Heaven', Yeats talks about romantic love and the pain one must bear if that love is rejected, while George Herbert ‘Love' not only describes his love for God but also talks about the Almighty loving nature but a lso the beauty of his love for mankind. Yet, the underlying factor in both the poems is Love. He wishes for the Cloths of Heaven – William Butler Yeats HAD I the heavens' embroidered cloths, Inwrought with golden and silver light, The blue and the dim and the dark cloths T nylon anon align an I would spread the cloths under your feet:But l, being poor, have only my dreams; I have spread my dreams under your feet; Tread softly because you tread on my dreams. Love – George Herbert Love bade me welcome; yet my soul drew back, Guilty of dust and sin. But quick-eyed Love, observing me grow slack From my first entrance in, Drew nearer to me, sweetly questioning If I lacked anything. ‘A guest,' I answer's, ‘worthy to be here:' Love said, ‘You shall be he. ‘ ‘l, the unkind, ungrateful? Ah, my dear, I cannot look on Thee. ‘ Love took my hand and smiling did reply, Who made the eyes but I? ‘ ‘Truth, Lord; but I have marred them: le t my shameGo where it doth deserve. ‘ ‘And know you not,' says Love, Who bore the blame? ‘ ‘My dear, then I will serve. ‘ ‘You must sit down,' says Love, ‘and taste my meat. ‘ So I did sit and eat. Question 3 On this cold winter's night Only poor street children are in sights She calls out to the man on the street â€Å"Sir, can you help me? It's cold and I've nowhere to sleep, Is there somewhere you can tell me? † No blankets no shoes How on earth will they make it through He walks on, doesn't look back He pretends he can't hear her Starts to whistle as he crosses the streetSeems embarrassed to be there Oh think twice, it's another day for You and me in paradise Oh think twice, it's Just another day for you, You Ana me In paradise He can see she's been crying It's such a sad sights To be out, on this cold night, 0 You should be in bed all nice and tight Not wet and cold, with no one to hold. She's got blisters on the soles of h er feet Can't walk but she's trying You are precious, were u ever told? 0 Someone should known Just where do they go? Oh lord, is there nothing more anybody can do Oh lord, there must be something you can sayFor, it is a sin! For these poor street children. To be in plain sights On this cold, wet winters night. You can tell from the lines on her face You can see that she's been there Probably been moved on from every place ‘Coos she didn't fit in there Another Day in Paradise – Phil Collins He walks on, doesn't look back Oh! Think twice, it's another day for Oh! Think twice, it's Just another day for you, can Chi. WA K out sense trying Street Children No blankets, no shoes How on earth will they make it through Besides their cold faces,0 Wet legs and muddy traces. They stand here all alone With no umbrella nor a phone. 0 To be out, on this cold night,0 Not wet and cold, with no one to hold. 0 You are precious, were u ever told? 0 Just where do they go? 0 For is a sin! 0 For these poor street children. O ‘Another day in Paradise' talks about the disheartening story of a poor, homeless child who has nowhere to sleep and is unable to bear the cold outside so she asks a man passing by if he knows of some place where she can go but her question is answered with silence as the man walks off, embarrassed to be there.The writer questions god f there is anything he can do to solve their problem and get rid of their pain. Hence, the plight of homeless children, their suffering and their pain is brought out in this Dialectal song Day panel Collins. An anonymous writer won napes to De a rescued homeless child has written the poem. Both, the song and the poem have an underlying theme, which is the pain and suffering of poor children with nowhere to go. In the poem, the poet compares the life of a street child to that of a regular child of the same age and brings out the difference between their lives.Like on a cold inters night, a child must be tucked in to bed, not Wet and cold with none to hold'. Street children do not deserve to grow up in such horrid conditions. It is indeed a sin to see them suffer this way, and do nothing about it. They have nobody to look after them or look out for them. In this poem, the poet brings out the sadness in her heart stemming from the pain she feels by seeing little homeless children endure all the pain and suffering they do not deserve. Hence, in my opinion the poem and the song go well together as both are directed towards a common issue, the plight of homeless children.

Industrial Buyers Influence Strategies Business Essay - Free Essay Example

Sample details Pages: 10 Words: 2921 Downloads: 2 Date added: 2017/06/26 Category Statistics Essay Type Analytical essay Did you like this example? Competitive marketing strategy (CMS) has relationship marketing (RM) as one of the main roles in improving business performance. RM is defined as the identification, establishment, maintenance, improvement, modification and termination of relationships with customers to create value for customers and profit for the organization by creating a series of relational exchanges that both a history and a future. Relational exchanges can be viewed by transaction cost analysis and social exchange theories depending on context. Don’t waste time! Our writers will create an original "Industrial Buyers Influence Strategies Business Essay" essay for you Create order The role of RM in CMS including: Guide moments of truth, improving profitability, build partnering, address Customer Better buy-in customer attention, emotional well being to protect, understand the consumer psyche, building trust with the customer. Introduction: Statement of Problem: According to Kelly Gay, CEO of Protection, 79% of all leads generated by marketing are not followed by sales in a typical technology company. Of the remaining 21%, 70% are discarded as non-qualified sales. Then, less than 10% of all leads are followed. Proactive rather than reactive, it becomes very important role in postmodern digital world. It s easier to create and maintain the reputation and the confidence to try to regain them. It is the influence that strategic buyers have on their suppliers in industrial purchasing situations or is it different relationships with suppliers to build custormers to ensure long-term business sales. Purpose of study: Buyers and sellers have different perspectives in evaluating the significance of the three knowledge bases: product, price and service. The study attempts to determine IBM as an excellent example of differentiated marketing with distinctive product offerings and marketing strategies for a wide range of market segments defined by the industrial lines in the industry and by customer size. Significance of study: The goal of competitive strategy is a sustainable competitive advantage (SCA) to reach and thus enhancing business performance (Bharadwaj, 1993). One of the main objectives of the marketing strategy is to improve the long-term financial performance of a company. As such, competitive marketing strategy is the financial performance of the enterprise to improve the route to sustainable competitive advantages. There are four essential requirements for a resource / skill to a source of SCA (Barney, 1991). The value must be rare among competitors to be deficient imitable, there should be no strategically equivalent substitutes for this resource skill. Sources of SCA leads to positional competitive advantage (differentiation and low cost). Durability of positional advantage leads to superior long-term market and financial performance. Formulating competitive marketing strategies also involves the recognition of relationships between elements of the marketing mix and assess the impact of c ompetitive market conditions and formulation of marketing. Methodology A sample of 100 purchasing managers of SMEs operating in IT is taken for primary data. The study was carried out using both primary and secondary sources of information. I do not hesitate to conclude that maintaining high standards of quality, innovative approach, the highly skilled labor force, etc., are the key factors that make this organization a huge success rate, among other competitors in the Indian market. We also reveal that B2B relationship performance is positively and significantly associated with loyalty. Today, companies have a wide range of tools and metrics at their disposal to evaluate the performance period, this paper aims to suggest the target segment using the ABC analysis of customers based on profitability. Literature Review: Industrial marketing involves more transactions, negotiations to build a strong relationship between buyers and sellers. Thus explains the largest share of foreign exchange market. As the buying process involves a hierarchy of decision makers, operations are long and complex support greater environmental uncertainty. Added to this, industrial marketing deal with different situations, customer buying behavior and perceptions. Three classes of purchasing behavior have been identified viz. straight rebuy, modified rebuy and new task. Although the situation is critical forms of purchase behavior of buyers and seller response, little research has been aimed at further integrating the dimensions of analysis that could help achieve a more penetrating knowledge about interactions between industrial buyers and sellers. Its dimension to the strategies of influence used in the employment relationship that are important for three main reasons markets are characterized by a strong dependence between industrial buyers and sellers, which is likely to use influence, the judicious manipulation of influence a business to business relationship can take the case from the realm of existence and give purpose and direction, while its improper use can damage and the type and intensity of flu can have serious effects on other key variables of the report, that affect overall performance. Industrial markets include a strong dependence on the seller to the buyer that is susceptible to influence. Judicious management of influenza in a B2B relationship can take from the realm of the case and give a purpose and direction, while the inappropriate use of influence may harm the relationship. Both the type and intensity of flu can have serious effects on other key variables of the business relationship, affecting the overall performance. Strategies of influence: Main types of strategies of influence are: legalistic, coercive, reward, expert, informative. Legalistic: Based on the belief that a party has legal action to enforce the respect of others. Coercive: On the basis of threats to punish the clients of its suppliers, if you take donot behavior. Reward is to provide suppliers with various economic and non-economic awards to encourage them to take actions to benefit the customer. Expert: influence providers if they believe their customers have unique knowledge, skills or expertise that could ultimately benefit them. Referent: Based on the belief that the supplier wants to identify with the customer because it possesses some attractive characteristics Informational: Based on customers ability to explicate information or point out contigencies not adequately considered by its suppliers. Buying Processes: Straight rebuy: The buyer purchases products familiar to regular suppliers on a routine automatic, with limited involvement of people, minimum information requirements and without consideration of many alternative sources of supply. Straight Rebuyers employ strategies more referent. Modified Rebuy: Involves more time, staff and effort, and perhaps looking for new suppliers because the current supplier is unsatisfactory or because of problems with the products. Rebuyers use change strategies referent, legalistic and experts. They are more concerned with short-term benefits and assess these advantages to build relationships with suppliers. New task purchase: The buyer is faced with meeting the need for a major product never addressed, and therefore involves many people, requires more information, takes time and must face the difficult problem of assessing various alternative suppliers. New Task buyers use almost all the strategies of influence. Competitive advantage is achie ved according to three factors (D Sudarshan, 1995): (1) the companys marketing strategy, (2) the implementation of this strategy and (3) the context of the industry ( Porters model). An important element of corporate strategy of marketing is relationships. Relationships with customers, channel members and with competitors. WEBSTER and WIND MODEL In the early 1970s, professors of industrial marketing Frederick E. Webster and Yoram Wind, developed the concept of mall in order to structure the sales scale in complex business. In the early 1980s, Thomas Bonoma expanded their initial list of five roles with the role of initiator. The concept was then scored six roles purchase for members of the organization in the procurement process. In a company, a purchase depends on the person making the purchase decision and on the number of employees by improving the efficiency and development operations that want to influence. A shopping center makes decisions for joint procurement as an informal group. Its task is to acquire information, process research, development of selection criteria and decision between alternatives. The buying center has three main aspects: 1. Composition: size, hierarchical levels and functional areas; 2. Influence: the people with the most influence in the buying process; 3. Roles: the identificatio n of the different roles played by buying center members. A shopping center includes all members of the purchasing organization that play one of six roles in the buying process: 1. INITIATOR first identifies the need to purchase a product or service to solve an organizational problem; 2. Influence (their) views influence buyers of the buying and decision makers; 3. DECIDER ultimately approve all or part of the whole purchasing decision whether to buy, what to buy, how to buy and where to buy; 4. Buyer has the formal authority to select the supplier and obtaining state conditions; 5. USER consumes or uses the product or service; 6. GATEKEEPER control of information or access or both to decision makers and influencers. The model of industrial buying structured process characterized by high levels of participation of many people, a vast effort of internal and external coordination, and long delays. A person may assist or take over a role in the procurement proc ess and many people can fit the same role. The importance of individual roles varies according to size and phase of the buying organization. Isolate the major player to: 1. Personal isolate stakeholders People who have an interest in buying decision to exercise more influence than other members of the procurement center. 2. Follow the flow of information Influential members are the heart of the flow of information surrounding the purchase decision. Other members information directly to them. 3. Identify experts Expertise is an important determinant of influence in the mall. People who have the most knowledge and ask the most questions of the sales person are often influential. 4. Trace connections up: Powerful individuals often have direct access to senior management that provides a direct link to information and valuable resources and improves the status and influence of these people in the mall. 5. Understanding the role of Purchasing The purchasin g department is dominant in situations of repetitive purchase through its technical expertise, knowledge of the dynamics of the suppliers business and close working relationships with individual suppliers. Importance of ABC classification of customers in managing customer profitability The hidden patterns of customer profitability and an overview of the key drivers of profitability are revealed by ABC analysis. Most companies do not know which clients are profitable and which are not profitable. The companies know the largest customers (based on sales) and they know the customers with the highest gross margin (sales minus direct cost of sales). However ABC Activity Based Costing alone will not help determine whether customers are profitable. CBA is another analytical tool to provide business information on products, activities, resources, services and customers. It provides two important insights about customers. CBA analysis reveals the profitability of customers or clients grouping such as segments and regions. The idea is to expose others to which customers or groups of customers are unprofitable. In most cases ABC reveals a whale curve model of customer profitability, where 10-20% of customers to provide more profitability and 80-90 of the customer are not profitable. This profile ABC customer profitability is a wake up call for businesses that believed that all customers were profitable. Project Weight Vendor One Vendor Two Vendor Three Vendor Four Vendor Five Core Functionality  Ease of installation and maintenance 40 2 0 3 2 5 Support for key sources (e.g. DB2, Oracle, SQL Server, ERP) 30 4 5 5 5 1 Support for key targets (e.g. SQL Server, MOLAP engine) 10 5 5 5 5 2 Full featured scripting language 10 5 0 5 5 0 Extensible 10 2 5 2 5 3 Execute steps across platforms 10 3 0 2 5 2 Uses fast load facilities on target 10 0 5 3 3 3 Core Functionality 120 310 300 490 460 330  Transformation Functionality (Compatability) 29 72 55 101 134 69  Performance  Test scores (std platform and ETL script) 50 2 2 4 5 4 Support for parallel execution 50 5 4 4 3 3 Scalability options (add CPUs, clusters, distributed, etc) 40 2 2 4 5 4 Database drivers tuned for performance 30 5 0 5 5 0 Performance management and monitoring 30 5 4 4 3 3 Performance 200 730 500 830 840 600  Productivity 170 180 690 590 570 450 Overview of Midrange disk competition in IT infrastructure: CIOs want to leverage technology to help deliver business results. All of this changing technology impacts the expectations people have of how IT can help them. So the real objective or goal of IT is to use technology to meet the ever changing business demands our companies face daily and will increasingly face in the future by helping to deliver business results not just technology improvements. At a summary level, one can group the challenges that CIOs are facing into three categories: They need to determine how to best leverage ongoing advancements in technology to help them innovate in their business in order to be more competitive. They need to continue to maximize their investments in IT systems, both current and future; They need to improve the responsiveness of the systems that support the business and of the people who run and manage those systems; Clients face server proliferation and space and complexity issues. As IT systems expand, clients need to kee p a handle on rapid growth, application migration, management and electrical energy and cooling limitations. IT infrastructure manufacturers address these challenges with servers provided with a simplified infrastructure, integrated Ethernet, integrated storage connection, shared electrical energy and cooling, redundancy with no single point of failure, and chassis-level management. They also provide things like migration services, consolidation of multiple operating systems and processor varieties, expert services to extract the most from the hardware, tools for simplified deployment and automated failover and open industry cooperation (such as blade.org) to drive more functionality into the BladeCenter platform. In addition, we continue to help clients drive innovation by extending BladeCenter capabilities to adapt to other circumstances, such as small offices, extreme conditions and high-performance applications. IT infrastructure has worked to establish different chassis for different needs, chassis virtualization, I/O simplification and workstation blades. Inferences and Recommendations Vendors are expanding their offerings through acquisitions, new partnerships, And through internal development efforts HP acquires Lefthand and increases networking offerings IBM acquires XIV and Diligent EMC acquires Data Domain Dell acquires Equallogic LSI acquires OnStor Cisco enters the server market Oracle may enter the storage market HP Key Strengths Broadest competitor facing IBM; offers servers, storage, software, etc Storage solution for basically every customer price point and size Large, well-developed partner community to push Midrange product set Positive buzz, HP is viewed in the marketplace as resurgent High acceptance in the Media vertical Increased investment in Networking and Virtualization technology 0Generally viewed by channel community as more reseller friendly than IBM, easy to use configuration tools HP Key Weaknessnes In general, product sets are not particularly innovative (with the exception of LeftHand) nor are they regarded as having high performance. MSA product set lacks native replication (like our current DS3000 product set), so no significant differentiation. Poor Usable storage capacity on the EVA product set. Difficult for HP to compete effectively in database environments Generally less aggressive in non-HP server environments HP Broadest/Largest IBM Competitor in Midrange market with numerous storage offerings Server Offerings and presence in the Print market give HP additional capability to leverage larger sales to push storage Increasing investment in networking and virtualization products HP has strong historical relationships in the Media and Health Verticles EMC Strengths Large Install base of Midrange (CX) and Enterprise Disk (DMX) #1 in MarketShare now in the Deduplication environment with the Data Domain acquisition RecoverPoint/SE appliances provide highly capable replication capability and a platform to sell other enhanced features such as Continuous Data protection EMCs partial ownership of VMWare provides some marketing advantages, along with a few technical ones as well. This has also allowed EMC to associate themselves with Cisco as that firm tries to enter the server market Strong relationships and certifications in certain verticles, such as in the healthcare sector Large Community of resellers including Dell EMC Weakness Little real integration of product sets. Data Domain, RecoverPoint/SE, etc., all acquired products. All have separate management interfaces. Lack of verifiable performance documentation. Little comparable information information available Weakness at the lower-end of the Midrange market. The AX-4/5 product set in not nearly as pervasive as the CX-4 product set. EMC direct rarely pushes the product, and resellers often prefer to sell other product sets in that space. CX-4 design suggests limited throughput potential outside of the CX-4 480 and 960 models. Most software pricing for EMC is based upon the model type. This leads to a high price for performance. Aggressive business model has alienated a significant number of present and past customers. Keys to IBM Success Gain Understanding of important projects and applications that the customer needs a storage solution to support Use IBMs tools, technical, and competitive resources to craft a solution Use IBMs portfolio of software to compete In the channel, work with 3rd party applications and solution providers Bundle with IBM servers to win Stay engaged with existing customers and monitor new activities, upgrades, and code updates For the field staff Identify the key competitors versus IBMs Mid-range storage offerings Understand the important features and sales tactics of those competitors Describe the key competitive advantages/differentiators IBM has versus those competitors Position IBM solutions better versus the competition Find and Understand Valuable Tools to help better position your solution versus the competition Conclusion: The more the uniqueness of the buying situation for the firm, the greater the influence and participation of the buying center members deciding to invest in capital equipment of strategic importance. When buying scenario and product complexities increase, there is a significant increase in influence level and effect of relationships between buyers and sellers. The participation and influence in buying center is directly proportional to the purchase importance measured in terms of productivity and profitability. The level of perceived risk in purchase of expensive technical infrastructure depends level of participation and influence in the buying center. The greater the time constraint for purchase lowers level of participation and influence in buying center. The involvement of management increases with increase in investment in purchase and the strategic importance of the buying decision. In such case, the technical expertise, brand image and customer relationships play a crucial r ole for the seller.