1.

What is the nature (type) and size of Large deals signed by your
organization of value more than USD 100 M in last three years?
Deal Value
Deal Name Deal Date Deal Type Parties Involved (in Million Unique feature
USD)
Apptio: A leading provider of
The collaboration between Apptio and IBM focuses
Apptio and IBM technology 29business
Oct 12,2021 Transformation 321 on helping enterprises to achieve flexibility and
Collaboration management (TBM) SaaS
agility.
applications
Turbonomis: a company that
provides tools to manage Turbonomic’s tools are particularly useful in hybrid
application performance cloud architectures, which involve not just on-
IBM to Acquire Managed
Apr 29, 2021 (specifically resource 2000 premise and cloud workloads, but workloads that
Turbonomic Services
management), along with typically are extended across multiple cloud
Kubernetes and network environments
performance
Virgin Megastore KSA, a major entertainment
retailer in the Kingdom of Saudi Arabia, is
migrating its SAP ERP application workloads to IBM
Virgin Megastore KSA, a major
Managed Cloud as part of its hybrid cloud strategy. The
Virgin Store- IBM Oct 13, 2021 entertainment retailer in the 661.2
Services migration from on-premises to a cloud
Kingdom of Saudi Arabia
environment is designed to help the retailer create
operational efficiencies and provide a platform for
new digital services to their clients.
1. What is the nature (type) and size of Large deals signed by your
organization of value more than USD 100 M in last three years?
Deal Value (in
Deal Name Deal Date Deal Type Parties Involved Unique feature
Million USD)
IBM-bank of Jan 24, 2019 Outsourcing Bank of the Philippine Islands is 260 IBM and BPI have designed an IT environment that
Philippine Islands Managed a universal bank in the supports an open API economy strategy that makes
Services Philippines. It is the first bank the most of the bank’s data to create compelling
in both the Philippines and customer applications and services. BPI will leverage
Southeast Asia. It is the fourth IT infrastructure and hybrid cloud management
largest bank in terms of assets, services from IBM.
the second largest bank in
terms of market capitalization
IBM-Navy USA Apr 28,2021 Transformation The United States Navy (USN) 850 The Navy ERP Technical Support Services task order
Managed is the maritime service branch awarded under the SeaPort-NxG multiple-award
Services of the United States Armed contract supports upgrades to the Navy ERP financial
Forces and one of the eight system that oversees more than half of the service’s
uniformed services of the total obligation authority and has been fielded to
United States. 72,000 users across six systems commands.
IBM- Santander Feb 13,2019 Outsourcing Banco Santander, S.A., doing 700 Santander will improve its services and applications
deal Transformation business as Santander Group, is with its technologies, such as artificial intelligence
a Spanish multinational (AI), blockchain and big data. The bank is using a
financial services company range of technologies including IBM DevOps
based in Madrid and Santander solutions and IBM API Connect, to help develop and
in Spain. launch new or upgraded applications and digital
services.
2. What was the total amount of new Orders Booked by your
company in last one quarter and last one year?
Adjusted Cash flow (If
Sr no Particular Cash Flow (USD) Percentage Change
applicable)
1. Revenue 18.7 Billion NA +3%
Cloud & Cognitive
1.A - - +6%
Software
Global Business
1.B - - +12%
Services
2 Net Cash 17.7 Billion 11.0 Billion -
Cloud Revenue
3 27 Billion 23.0 Billion +15%
(Annual)
Cloud Revenue
4 7.0 Billion - +13%
(Quarter)
Cloud & Cognitive
4.A - - +29%
Software
Global Business
4.B - - -3%
Services
5 Red Hat Revenue 3 Billion - + 20%
3. What do you think is the smallest amount of deal sizes your
company would be picking up from your customers?
Value ($mn)
40,000

35,000 34,000
Microsoft Excel
Worksheet
30,000

25,000

Value ($mn)
20,000

15,000

10,000

5,000
5,000 3,500
2,600
1,1001,2001,3001,3091,4001,4001,6001,7002,0002,100
740 845 865 1,0001,0001,000
70 80 129 140 161 170 182 190 200 200 330 340 350 387 440 460 480
0
2012 2001 2002 2010 2007 2004 2005 2010 2008 2016 2013 2008 2010 2011 2011 2007 2010 2006 2008 2006 2001 2013 2015 2005 2009 2006 2015 2010 2012 2006 2010 2013 2003 2016 2002 2008 2019

As per the trend observed in the last two decades, the smallest
amount of deal sizes was observed in the range of $70mn & $80mn.
4. How does your company classify their customers on the basis of the size of the business?
Find out the various categories of size of customers for your company. Prepare a simple chart
showing how much of Revenue comes from what size of customers in terms of Millions of
dollars.
• IBM’s major operations consist of five business segments: Cloud & Revenue 2020
Cognitive Software, Global Business Services, Global Technology
Services, Systems and Global Financing and others 9% 2%0%
32%
• The company has more than 40,000 clients for which it is deploying AI
• The cloud and cognitive software enables the customers to automate
workflows, enhance customer service and secure their organizations
against cyber threats and combining that with technology services and AI
the company is serving customers who are willing to bring in automation 35%
in their business
22%
Segment Revenue
Cloud and Cognitive Software $23,376
Cloud and cognitive software Global Business services
Global Business Service $16,162 Global Technology services Systems
Global Financing Others
Global Technology Services $25,812
Systems $6,978
Global Financing $1,123
Others $169
What do you think is the long term  aim of IT companies on the type of Revenue
(deals) they chase with their customers – Annuity Vs One Time Revenue ?

• Annuity revenue, As it
provides high level of
certainty for sales and
business. It is highly
desirable to have recurring
revenues.
• IT companies often aim for
long-term economic profit
for their products and
services.