Table 3 Linkage: forming foundational ties with benchmarkers Date Target First of Financial Firm Product Actions Portfolio Consequences Typical Quotes Industry Ties First Consequences Ties Sunyard Document Bank ICBC 1996 In 1996, launched the Document Visible signals of Financially successful Our initial strategy was Processing industry Processing System which was strategic intent and Document market orientation by System the first electronic document capabilities for market Processing System reinforcing processing system in the banking entry were sent to the that rode revenue benchmarking industry in China and was potential customers. surge in 1997. customer adopted by ICBC headquarters. management. (VP)
Table 3 Linkage: forming foundational ties with benchmarkers Firm Product Target Industry First Ties Date of First Ties Actions Portfolio Consequences Financial Consequences Typical Quotes Sunyard Document Processing System Bank industry ICBC 1996 In 1996, launched the Document Processing System which was the first electronic document processing system in the banking industry in China and was adopted by ICBC headquarters. Visible signals of strategic intent and capabilities for market entry were sent to the potential customers. Financially successful Document Processing System that rode revenue surge in 1997. Our initial strategy was market orientation by reinforcing benchmarking customer management. (VP)