网络和计算机技术的应用在个人生活和企业应用中越来越普及,这种普及化的趋势

也使得IT行业的市场份额越来越大。市场份额的增加也催生出了无数的IT公司。面对着

众多竞争者,小型IT系统集成业务的发展越来越有限,市场的发展使得客户群趋于成熟,

硬件产品的利润逐步透明化,最后导致小型IT系统集成项目的利润越来越薄。竞争使以

网络基础建设为主的小型IT系统集成公司的生存面临挑战,而以系统集成服务为主要业

务的公司也不得不改变传统的盈利模式。什么样的模式才是小型IT系统集成公司最合适

的该问题成为目前业内的共同难题。探索系统集成商如何选择适合自身的盈利模式,

不仅对企业自身有着重大的意义,还能对行业的发展做出贡献。

本文首先对盈利模式和价值链理论进行了回顾,并对系统集成业务发展历程做了梳

理,确定了本文的研究视角即价值链视角。通过对系统集成公司盈利模式和价值链延展

的研究来提升系统集成公司的核心竞争力,解决系统集成公司目前面临的竞争力差,利

润空间不断减少的问题。最后选取BNC公司为案例,对其竞争形势和盈利模式进行了详

细分析并提出了适合该公司目前发展的盈利模式。通过真实的案例验证了理论的可能性

和可操作性,对企业的如何通过调整盈利模式增加盈利点提供了理论指导。

关键词:系统集成;盈利模式;价值链;战略管理

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华东理工大学硕士学位论文

Research on the Profit Model of Small IT System-Integration Company

Abstract

In recent 20 years,the internet and computer technology's applications become more and

more popular in the personal and business fields,which make the IT industry takes up a large

slice of the market. Accordingly, countless IT companies turn up to share this market, such as

the IT magnate of HP, IBM, DELL and Digital China, as well as many other small and

medium — sized companies. Faced with numerous competitors, the development of IT system

integration business is limited. The development of the market make customers tend to be

mature, hardware product profit gradually transparent, resulting in profits of small IT system

integration projects becoming more and more thin. Fierce competition make the company

aimed at providing basic network infrastructure hard to survive, and those company regard

system integration services as the main business had to change the traditional pattern of profit.

Which kind of pattern is the most appropriate for small IT systems Integration Company

That problem is a common problem in industry. Explore systems integrators how to choose

suitable for their own profit model, not only is of great significance to the enterprise itself, can

also contribute to the development of industry.

This article reviewed some on the related theory and made a comb of the system integration

business development. Then determine the research perspective of this article, based on

system integration research of company profit model and value chain extension to improve

the system integration of the company's core competitiveness, to solve the problem of the

system integrated the competitiveness of the company is facing and profit space is declining.

Lastly,BNC Company as a case, the competition situation and profit model are analyzed in

detail and put forward the suitable for the development of the company profit model. Through

the real case to verify the possibility and operability of theories, to the enterprise how to

increase profit through adjusting profit model provides a theoretical guidance.

Keywords: System integration ; Profit model ; Value chain ; Strategy management