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IBM System I Collaboration Sales

building the system/360 Mainframe nearly Destroyed IBM | killexams.com Real Questions and Pass4sure dumps

via James W. Cortada

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The IBM System/360 photograph: Mark Richards/desktop heritage Museum IBM spent US $5 billion to construct the equipment/360, introduced in 1964. These 9-song magnetic tape drives have been among the S/360’s one hundred fifty-product line.

a short record of the most transformative items of the past century and a half would consist of the lightbulb, Ford’s model T—and the IBM device/360. This mainframe series forever modified the computer business and revolutionized how organizations and governments labored, enhancing productivity and making countless new tasks possible.

within the years main up to its 7 April 1964 launch, besides the fact that children, the 360 became one of the most scariest dramas in American business. It took a nearly fanatical dedication in any respect levels of IBM to bring forth this striking collection of machines and utility. whereas the technological innovations that went into the S/360 were essential, how they were created and deployed bordered on disaster. The enterprise experienced what science policy skilled Keith Pavitt referred to as “tribal conflict”: americans clashing and collaborating in a impulsively transforming into enterprise with unstable, and in some instances unknown, technologies, as uncertainty and ambiguity dogged the entire protagonists.

in the end, IBM become huge and distinct satisfactory in skill, staffing, financing, and materiel to be triumphant. In an almost entrepreneurial style, it took competencies of emerging technologies, no rely the place they were determined in the commercial enterprise. In hindsight, it seemed a sloppy and sick-counseled exercise, chaotic in execution and yet brilliantly successful. They are living in an age that celebrates innovation, so analyzing cases of how innovation is performed can best illuminate their knowing of the system.

with the aid of the conclusion of the 1950s, laptop clients faced a seemingly intractable issue. Had it now not been solved, it might have prevented computer systems from fitting common, and any suggestions of living in an suggestions Age would were fiction.

IBM 1401 image: IBM The S/360 changed into designed to exchange IBM’s 1401 mainframe, which become standard but couldn’t be extended or upgraded.

companies have been buying computer systems in exquisite numbers, automating lots of the historical punch card operations and doing greater with statistics processing. The popularity of the IBM 1401 illustrates the rapid adoption of computing. Over 12,000 of these techniques had been sold from their introduction in 1959 to 1971, when IBM retired the line.

With the 1401 so dominating the laptop business, any issues with it had been serious. one among them become that the 1401 was too small.

users found these machines so beneficial that they kept piling greater work on them, accomplishing the device’s capability. They then had three alternate options: circulate to a bigger IBM gadget, comparable to an IBM 7000, install a competitor’s device, or acquire greater 1401s. None of those options was alluring. To change to an even bigger equipment required rewriting utility, on the grounds that the ancient software would not work on a different classification of computing device. The cost of rewriting may simply exceed the monetary benefits of moving to an even bigger desktop. Such a metamorphosis also known as for retraining staff or hiring new team of workers well-known with the brand new device. adding extra instruments of the equal device become equally unattractive as a result of each unit required replica personnel, equipment, and upkeep of hardware and application. shoppers wanted techniques that were “upgradable” or “suitable,” such that as their needs grew, they might usher in better machines but nevertheless run the same application and peripheral machine. in the 1950s and early 1960s, it turned into a hope, and for providers an aspiration.

IBM had worse problems than its valued clientele did. The 1401s had been proving so prevalent that engineers in Endicott, N.Y., which had developed the system, resisted attempts with the aid of their counterparts in Poughkeepsie to construct better computers, resulting in becoming competition between the two companies. As one engineer recalled, “So intense was it that on occasion it looked as if it would exceed the competition with exterior rivals.” programs made via Poughkeepsie would now not run classes written for the 1400 collection. valued clientele desirous to circulate from the smaller 1400s to the greater Poughkeepsie machines put increasing pressure on IBM to supply compatibility. Senior management had to take care of the expenses of sustaining R&D for a half-dozen incompatible product strains and training IBMers to promote and preserve so many systems.

Consensus grew that IBM necessary to get all the way down to one device to simplify construction, reduce the can charge of R&D, and be extra aggressive towards a transforming into array of competitors. If purchasers had to improve within the early Nineteen Sixties, they may just as effortlessly movement to a competitor’s desktop, for the reason that they might ought to rewrite their software anyway.

The power of compatibility turned into demonstrated within the fall of 1960, when IBM added the more effective 1410 to exchange the 1401. software and peripheral machine for the 1401 worked with the newer computing device. valued clientele and IBM earnings cherished that truth. Poughkeepsie’s engineers have been close to completing work on a group of 4 computers typical because the 8000s that were suitable with the 7000s.

T. Vincent Learson picture: IBM To get the S/360 off the ground, T. Vincent Learson compelled engineering factions within IBM to cooperate.

T. Vincent Learson—referred to as Vin or T.V.—turned into in can charge of future product building as the vp of manufacturing and construction. A proficient difficulty solver, he knew he needed to circulation right now to damage down the contention between Endicott and Poughkeepsie. IBM’s CEO on the time, Thomas J. Watson Jr., later described what came about: “He did it through applying a management approach referred to as ‘abrasive interaction.’ This means forcing individuals to swap sides: taking the correct engineer from the small-laptop division and making him boss of the most efficient construction group within the gigantic-computer division. a lot of people notion this made about as a great deal experience as electing Khrushchev president.”

Learson changed the Poughkeepsie supervisor in charge of the 8000 mission with Bob O. Evans, who had served as the engineering manager for the 1401 and 1410. Evans preferred compatibility throughout all future items. After ninety days in his new function, Evans informed that work on the 8000s be stopped and that each sites begin working “to advance a total cohesive product line.” He additionally proposed a bold new base technology for all future systems, referred to as solid logic expertise (SLT), to make IBM’s machines more competitive.

Frederick P. Brooks Jr., who led the design group for the 8000, fought lower back. Evans and Brooks had been ambitious opponents. both engineers each had years of experience running engineering and product development actions at IBM, and that they have been articulate and totally respected by their staffs and senior management. Brooks become now not as high rating as Evans, so Learson brought in Jerrier A. Haddad, who had spent the previous two years in charge of the superior Engineering development Division, to look at the proposed methods of Evans and Brooks. Haddad advised going with Evans’s ideas, and Learson killed the 8000 venture in may also 1961.

Bob Evans automatically requested Brooks to strengthen the plan for a compatible family of computers. Brooks became flabbergasted, but he approved, and with that the two engineering communities stopped feuding and commenced taking part. there have been nevertheless opponents within the enterprise, but no count number—the trajectory towards a standard device had been set.

From left: Bob O. Evans, Frederik P. Brooks Jr., and Jerrier A. Haddad. photos: IBM Bob O. Evans [left] advised killing IBM’s larger 8000 mainframe in prefer of a new line of suitable computer systems. Frederick P. Brooks Jr. [middle], who led the 8000’s design, objected, but Jerrier A. Haddad [right] sided with Evans. Evans then asked Brooks to work on the new line, which grew to be the S/360.

Learson additionally assigned John W. Haanstra, president of the regularly occurring products Division, which produced the 1400s, to chair an inner assignment force known as spread (for methods Programming, analysis, Engineering, and construction), with Evans as vice chair. Brooks later joined the assignment force. In December 1961, the group introduced its technical suggestions.

Their file known as for five suitable computer systems, labeled processors (defined because the desktop, its reminiscence, and channels to connect to peripheral gadget). The application and peripherals for one processor were to work with all other processors. The plan called for the usage of usual hardware and software interfaces between computers and peripherals, reminiscent of between disk drives and tape drives connecting to computers, in order that the peripherals did not need to be swapped out when a brand new processor was installed. The recommendations grew to be the groundwork for the equipment/360.

as a result of so a great deal could be new, the processors would not be compatible with IBM’s current products. That changed into an tremendously important element. consumers moving to the new IBM machines would should rewrite present application just once to get on the path of the new device.

Then, IBM bought a lucky damage. As one engineer wrote, “essentially miraculously [Evans’s] vision of the brand new product line was saved through a latest-minute technical accomplishment. In mid-1963, engineers in the Poughkeepsie and Endicott laboratories had begun exploring the chance of adding particular microcode to the control retailers of computer systems to enrich their performance when simulating previous IBM computers.” This feature would enable 1401 software to run within the two smaller models of the proposed new device, best sooner. income bought on board, and its executives began pressuring R&D and manufacturing administration for early introduction of the new processors.

Watson recognized what became at stake, as he recalled in his memoirs:

From the starting they faced two hazards, both of which changed into satisfactory to hold us unsleeping at nighttime. First there became the assignment of coordinating the hardware and utility design work for the brand new line. They had engineering groups all over the place america and Europe working concurrently on six new processors and dozens of recent peripherals…however within the end all of this hardware would should plug collectively. The software was a bigger hurdle still. to ensure that equipment/360 to have a common personality, lots of of programmers needed to write tens of millions of strains of computer code. no person had ever tackled that complex a programming job, and the engineers had been under super force to get it accomplished.

A second set of complications concerned manufacturing the electronic add-ons for the new methods. The electronics trade was beginning to work on integrated circuits, and the new computer systems have been going to be full of these new accessories. To be impartial, IBM needed to make its personal. It proved to be a dear proposition.

at last, the company administration committee, together with Watson and the board of administrators, sucked in a deep breath and accepted the unfold ideas. IBM changed into off to the races within the wildest journey of its history.

IBM couldn't conceal what turned into happening. New personnel flocked to Endicott, Poughkeepsie, and different labs and plant life. valued clientele heard rumors, the laptop press become speculating, and executives at GE, Honeywell, Sperry Univac, and in different places had been trying to anticipate what IBM would do.

At IBM, no person appeared satisfied with progress on the brand new device. Engineering, manufacturing, sales, and company group of workers have been in many circumstances working one hundred-hour weeks. Engineers moved cots into their offices. When Watson stopped in to see how programming turned into going, an engineer yelled at him to get out so he could work. The chairman of IBM beat a hasty retreat.

Left, sign in Grand Central terminal announcing train to take reporters to Poughkeepsie for the 360 press event. Right, Thoma J. Watson Jr. photographs: IBM On 7 April 1964, a train from manhattan metropolis’s Grand central Terminal shuttled journalists to Poughkeepsie, the place IBM chairman Thomas J. Watson Jr. formally unveiled the gadget/360.

it all became public at noon eastern time within the u.s. on 7 April 1964. Over one hundred,000 valued clientele, journalists, and technologists met in a hundred sixty five U.S. cities, while others gathered around the world over the following couple of days to listen to the information. As Watson declared at a press convention in Poughkeepsie, it became “essentially the most essential product announcement within the company’s heritage.”

IBM 2311 disk drive photo: Mark Richards/computer history Museum among the many system/360’s forty four peripherals turned into the 2311 disk storage drive. every removable disk pack saved 7.25 megabytes.

On that day, IBM brought a mind-boggling 150 new items: 6 computer systems; 44 peripherals, including tape drives, disk drives, printers, and control gadgets; and a promise to give the application critical to make everything work together. the clicking packet turned into an inch thick, and manuals describing all of the machines, components, software, and their setting up and operation filled more than 50 linear toes.

The principal characteristic of the gadget/360 changed into, of direction, its compatibility. A becoming statistics core might install a small 360 computing device and later improve to a larger one with out rewriting software or replacing peripheral machine. as soon as accepted with the gadget, one didn't need to be trained an outstanding deal extra to address an improve. The identify 360 was chosen to indicate the thought of 360 levels, covering everything.

in the first month following the S/360 announcement, clients global ordered over 100,000 techniques. to put that number in standpoint, in that same year in the uk, all of Western Europe, the U.S., and Japan, there have been a bit of greater than 20,000 computers of any type installed. the primary deliveries of the smaller machines were promised for the third quarter of 1965, and deliveries of the larger ones within the first quarter of 1966. The delay between announcement and transport date gave customers time to decide which models to purchase, get them accepted and budgeted, plan on the place to condo them, teach staff, finished application remediation, and so forth. With the April announcement, IBM purchased itself two years to make first rate on its guarantees and knock competitors back on their heels.

From 7 April to when the enterprise began offering machines to shoppers, IBM entered essentially the most dangerous, severe, and difficult era of its background. The enterprise spent US $5 billion (about $forty billion nowadays) to advance the gadget/360, which on the time turned into greater than IBM made in a 12 months, and it would finally employ greater than 70,000 new people. each IBMer believed that failure meant the demise of IBM.

As Watson later recalled, “no longer the entire device on reveal [on 7 April] turned into precise; some contraptions were simply mockups made of wood. They explained that to their visitors, so there turned into no deception. nevertheless it was a perilous chopping of corners—not the style I suppose company ought to be accomplished—and an uncomfortable reminder to me of how a long way they needed to go before they could name the program a hit.”

Watson assigned his brother, Arthur, to manipulate engineering and manufacturing going ahead. Learson would run sales for the brand new gadget, “twisting the tails of their salesmen.” Tom Watson Jr. idea Learson had the more difficult project. The possibility of shoppers changing to someone else’s machines in preference to to the S/360 drastically concerned Watson.

Manufacturing in Poughkeepsie photo: IBM IBM promised to begin offering the first S/360 machines in the third quarter of 1965. construction complications emerged shortly.

because the number of orders for the S/360 stored expanding, manufacturing become requested in 1965 to double creation. One construction manager mentioned it couldn't be executed and was replaced. excellent declined. one of the crucial digital circuits within an SLT, for example, had been no longer comprehensive, so electrons could not go the place they had been imagined to. by the conclusion of the 12 months, the first-rate manage branch had impounded 25 percent of all SLT modules, bringing production to a halt.

System 360 SLT held within a few fingers. image: IBM With the S/360, IBM delivered its solid good judgment know-how (SLT), a precursor to built-in circuits. Doubling the production of the S/360 in 1965 resulted in defects in 1 / 4 of the SLT modules.

After the issues have been solved, manufacturing proceeded in 1966, leading to 90 million SLT modules convey produced, compared to simply 36 million the previous year. IBM opened a brand new plant in East Fishkill, simply south of Poughkeepsie, which made extra semiconductor contraptions than all different manufacturers international combined. creation additionally multiplied to new amenities in Burlington, Vt., and in Corbeil-Essonnes, France.

To unravel manufacturing complications with the ferrite-core reminiscences, IBM set up a plant in Boulder, Colo., in 1965. however it took the craftsmanship of laborers in Japan to get the construction of reminiscences as much as the required amounts and great.

IBM System 360 ferrite-core memory. photograph: Mark Richards/computing device background Museum The S/360’s ferrite-core reminiscence additionally proved extraordinarily tricky to fabricate. This airplane contains 1,536 reminiscence cores.

As manufacturing grew to become a worldwide effort, new complications arose in coordinating activities and fabricating machines. Arthur Watson had some event managing IBM’s small factories outdoor the us however none with resolving engineering problems, let alone large international complications in construction and manufacturing. He become out of his league, and his brother challenged him to get to the bottom of the complications. meanwhile, Learson and his earnings teams wanted additional advancements to the product line. members of the family between Learson and Arthur fully deteriorated. In October 1964, IBM introduced massive delays in transport products.

Tom eliminated Arthur from his job and turned over his obligations to Learson, who in flip introduced in 4 engineering managers to punch in the course of the complications. Nicknamed the “four horsemen,” they'd full authority worldwide for getting the S/360 manufactured and delivered to shoppers. Their collection of complications, probably the most managers stated later, was “an absolute nightmare,” “a gray blur of 24-hour days, seven days per week—not ever being home.” And yet, in five months, they had labored out satisfactory of the issues to birth meeting start dates. In January 1966, Learson grew to be president of IBM.

The “four horseman” were Henry E. Cooley, Clarence E. Frizzell, John W. Gibson, and John Haanstra. pictures: IBM dealing with unacceptable production delays, Learson brought in [left to right] Henry E. Cooley, Clarence E. Frizzell, John W. Gibson, and John Haanstra, who sorted out manufacturing issues worldwide and bought the S/360 back on the right track.

Arthur changed into shunted into the position of vice chairman. His career became damaged, and he retired in 1970. In his memoirs, Tom Watson Jr. admitted to being in a virtually continuous panic from 1964 to 1966 and deeply regretted his remedy of Arthur. “I felt nothing but shame and frustrations at the means I’d treated him…. because it was, they remade the computing device industry with the system/360, and objectively it was the top of the line triumph of my enterprise profession. however every time I look lower back on it, I feel about my brother I injured.”

software issues also slowed construction of the 360. The utility construction workforce changed into described as being in “disarray” as early as 1963. The operating system, known as OS/360, struggled to run more than one job at a time, which became elementary to creating the S/360 quickly and productive. different problems surfaced with telecommunications and with application courses. Programming aid grew to become yet another contentious situation.

Fred Brooks volunteered to assist, and IBM brought 1,000 americans to the operating system project, costing the company more for application in 365 days than had been planned for the complete construction of the S/360 device. but throwing more programmers at the undertaking didn't aid. based on the S/360 journey, Brooks would later expand on that theme in the mythical Man-Month (Addison-Wesley, 1975), still one of the most most widely read books on computing. The software would take years to comprehensive, however within the conclusion it worked well sufficient to keep the delivery prolong to at least one month.

Delivery of the IBM System/360 in to Tokai Bank Japan. photograph: IBM A gadget/360 arrives at Tokai bank in Japan. Demand for computing grew extremely within the years following the S/360’s launch.

despite the charges and anxiety, in 1965—the year IBM had dedicated to shipping the first devices to valued clientele—it managed “via some miracle” (Watson’s words) to carry a whole lot of medium-dimension S/360s. Their best did not at all times suit the long-established design requirements. Shortages of components, different materials that didn't work, and application stuffed with bugs spread to many nations. practically every initial consumer encountered issues.

branch workplaces have been hiring programs engineers to support. SEs had been school graduates, always with technical levels, who knew a way to debug software and assisted the income force in promoting and assisting computer systems. The SEs heroically tackled S/360’s utility problems, while field engineers, who put in gadget, mounted hardware issues. Salesmen calmed their consumers, while department managers labored to maintain their staffs inspired and concentrated.

And regardless of the numerous complications, “purchasers were nonetheless ordering 360s faster than they may build them,” Watson recalled, forcing delivery dates out as much as three years. by using the end of 1966, valued clientele had taken delivery of 9 fashions of the S/360, for a total of seven,seven hundred.

IBM’s rivals responded. Burroughs, GE, Honeywell, NCR, and Sperry Rand, operating largely within the u.s., CII in France, and ICT (later ICI) in exceptional Britain added methods compatible with one an extra’s machines, however not appropriate with IBM’s. A 2nd, smaller neighborhood selected to manufacture machines that have been suitable with IBM’s, together with RCA and others in Europe and Japan, counting on RCA’s licenses.

1968. Flanked by a display console with an array of lights and switches, an operator uses a monitor to check the performance of the Model 91. This System/360 installed at NASA's Goddard Space Flight Center in Greenbelt, Md. photo: IBM NASA purchased a couple of S/360s, together with this one at Goddard space Flight center. a number of others at mission handle in Houston were used to display screen Apollo 11.

5 years later, the worldwide inventory of put in IBM computer systems had grown to $24 billion, while that of competitors had reached $9 billion. In other phrases, IBM’s S/360 elevated common demand for computing so hugely that it raised all boats. The business’s annual growth within the 2nd half of the 1960s become in double digits yr over yr, as many hundreds of businesses improved their use of computers. Demand for computing grew because of the technological innovations brought forth by IBM, however additionally as a result of users were collecting satisfactory adventure to take note a laptop’s cost in using down fees and performing new features.

IBM also grew, greater than doubling from 127,000 personnel international in 1962 to 265,000 by using the conclusion of 1971. revenue rose from $three.2 billion in 1964 to $eight.2 billion in 1971.

Fisheye view of the IBM System 360 photo: IBM The S/360 strengthened IBM’s domination of the world computer enterprise. One govt, requested whether the enterprise would ever tackle yet another such assignment, replied, “Hell no, certainly not again.”

since the S/360 become the heart of a great deal computing via the conclusion of the 1960s, its clients constituted a global of their personal. heaps of programmers most effective knew a way to use utility that ran on S/360s. extra heaps of records-processing personnel had labored only with IBM machine, including keypunch machines, printers, tape drives, disk drives, and application, which in many instances took years to master. through the early Nineteen Seventies the computing area was generally an IBM world on either side of the Atlantic, within the emerging markets in Latin the usa, and in Japan.

Years later, when asked whether IBM would ever engage in such a large task once more, one govt barked out, “Hell no, never again.” Watson tilted toward a similar response. Commenting in 1966, he noted, “At their dimension, they are able to’t go one hundred percent with anything else new once again,” meaning anything that big. After the 360, Watson made it a coverage “on no account to announce a new expertise so that it will require us to devote more than 25 percent of their creation to that technology.”

The technology that brought out the S/360 remained interesting in the enterprise, a special clan bonded ferociously to IBM. Careers had been made and broken, personal lives and marriages upended. IBMers didn't comprehend at the time how radically their products would trade the area, however they do.

Left, IBM: The Rise and Fall and Reinvention of a Global Icon. Right: Author James W. Cortada.

this article is in accordance with excerpts from IBM: the upward thrust and Fall and Reinvention of a world Icon (MIT Press, 2019).

James W. Cortada is a senior analysis fellow on the college of Minnesota’s Charles Babbage Institute. He worked at IBM for 38 years in income, consulting, managerial, and research positions.


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Jaypee Larosa became standing in entrance of an internet cafe in Davao metropolis, a metropolitan hub on the Philippine island of Mindanao, when three men in darkish jackets pulled up on a bike and opened fireplace. That summer night, Larosa, 20, became killed. After the shooting, in accordance with witnesses, some of the men reportedly eliminated Larosa’s baseball cap and pointed out, “Son of a bitch. here is now not the one.” Then they drove off.

Larosa’s homicide, on July 17, 2008, turned into one among tons of of extrajudicial killings conducted in Davao city, now a city of 1.6 million, while Rodrigo Duterte, now president of the Philippines, became mayor there. Years before launching his notorious, bloody “drug battle” throughout the nation, Duterte presided over similar tactics at the local level. all through his tenure as mayor, in keeping with a 2009 investigation by way of Human Rights Watch, loss of life squads assassinated street babies, drug dealers, and petty criminals; in some situations, researchers discovered proof of the complicity or direct involvement of govt officials and police.

Duterte has invariably denied any connection to this campaign of killings, however from time to time, his aid for the violence become barely hid. As mayor, Duterte would publicly announce the names or places of “criminals,” and some of them would later be killed, in accordance with human rights companies and native newspapers. although it stopped short of accusing Duterte himself of misconduct or direct involvement, the Philippines’ office of the Ombudsman in part acknowledged in 2012 the police’s role in tolerating the killings, discovering that 21 Davao city police officers and officers had been “remiss in their obligation” for failing to solve them.

Children hold the coffin of 13-year-old Aldrin Pineda, who was shot to death by a police officer, during his funeral in Manila, Philippines, March 14, 2018. More than 27,000 have been killed as a result of a two-year war on drugs in the Philippines. In 2016, Rodrigo Duterte became president of the Southeast Asian republic. His campaign promise to fight drugs with any means won him the election: he threatened those connected to the drug trade with death, called for vigilante justice, and allowed the police to act with brutality. Human rights groups and local media have reported that dealers, users, petty criminals, and even local politicians, priests, as well as plenty of innocent people and children were murdered. The United Nations have appealed in vain to the Philippine government to investigate extrajudicial killings and to prosecute the perpetrators, while the International Criminal Court has begun preliminary inquiries into the violent acts carried out in the Philippines as well as the questionable methods of Duterte and the police.Photo: Ezra Acayan/NurPhoto (Photo by Ezra Acayan/NurPhoto via Getty Images)

little ones grasp the coffin of 13-year-old Aldrin Pineda, who turned into shot by using a police officer, throughout his funeral in Manila, Philippines, on March 14, 2018.

picture: Ezra Acayan/NurPhoto via Getty photos

but this talents complicity in human rights violations didn't stop IBM from agreeing to supply surveillance expertise to legislation enforcement in Davao city. On June 27, 2012, three years after the devastating Human Rights Watch file, IBM issued a brief information liberate saying an contract with Davao to improve its police command core so as to “additional raise public safeguard operations within the city.” IBM’s setting up, known as the intelligent Operations core, promised to increase authorities’ skill to display screen residents in precise time with slicing-area video analytics, multichannel communications know-how, and GPS-enabled patrol cars. below two months later, the Philippine commission on Human Rights posted a decision condemning Davao authorities for fostering a “local weather of impunity” with reference to the killings, recommending that the countrywide Bureau of Investigation undertake an impartial investigation into advantage obstruction of justice via local police officials. (Duterte has these days condemned the commission, questioning its factors and suggesting that it can be abolished.)

The 2012 IBM deal became signed by way of Rodrigo Duterte’s daughter, Sara Duterte, who changed into Davao metropolis’s nominal mayor on the time, while her time period-confined father served as vice mayor; beneath Sara Duterte, the killings persisted. The gadget, in keeping with native news reports, turned into deployed in June 2013, just as Rodrigo Duterte was about to come back to the mayoral seat he had already held for just about two many years. The police command core, Sara Duterte informed the Durian put up, “is now infused with IBM’s IOC technology,” permitting police to “shift from responding to important movements to looking ahead to and combating them.”

whereas The Intercept and type Investigations have been unable to find any reference to Davao’s demise squads in IBM’s public corporate files in regards to the software, a 2014 company overview of the installing made clear that IBM knew “unlawful drugs,” predictive policing, and crime suppression were amongst Davao metropolis protection forces’ “precedence areas.” From 2013 through late 2016, when one Davao safety reputable estimated the IBM program stopped being in active use, Filipino human rights activists who labored carefully with the fee on Human Rights claimed to have documented at the least 213 extrajudicial killings performed through Davao dying squads.

Davao city officials didn't reply to queries concerning IBM’s video surveillance equipment or its skills function in extrajudicial killing operations during its run. but three police and metropolis protection officers interviewed in Davao metropolis final 12 months said the software had bolstered police video monitoring capabilities, which they spoke of had proved constructive in Davao’s controversial warfare on so-known as drug syndicates. That conflict, human rights studies and former demise squad individuals have shown, frequently centered low-level drug clients and peddlers, in preference to major traffickers.

Amado Picardal, a former spokesperson of the Coalition against summary Executions, a Davao-based human rights neighborhood, referred to as IBM’s work “unethical,” when you consider that one of the crucial killings had been linked to Duterte’s police in the years earlier than its deal with Davao city.

IBM declined to reply to queries about its human rights record in Davao metropolis. IBM spokesperson Edward Barbini briefly stated that the company “no longer elements technology to the intelligent Operations middle in Davao, and has not done so on the grounds that 2012,” though he declined to make clear whether IBM serviced the expertise after that element, and IBM’s public filings point out the software as ongoing after that date. “The Philippines city of Davao’s 1.5 million residents should be the first in Asia to advantage from an intelligent Operations center,” an April three, 2013, IBM disclosure reads. “a new early warning device will computer screen key risk warning signs so companies can take quick action earlier than cases boost.”

in the years seeing that the IBM software changed into phased out, Philippine police interest in chopping-area surveillance infrastructure has rarely waned. national authorities at the moment are looking to install precise-time facial recognition throughout the country, in a undertaking called “secure Philippines,” and have considered expertise from a lot of overseas vendors, together with the chinese telecom Huawei.

In December, a local newspaper pronounced that the Philippines had secured a 20 billion-peso personal loan for the setting up of hundreds of surveillance cameras across Davao metropolis and metro Manila in collaboration with a chinese language company, an installation that would reportedly consist of a country wide command center and feature facial and automobile recognition application. In a January interview on Filipino tv, Epimaco Densing III, undersecretary of the department of the indoors and native government, mentioned that a intention of the task is to notice the faces of terrorist suspects and forestall crimes earlier than they take area.

Filipino activists worry that such capabilities may facilitate human rights violations. Over the last three years, ingredients of the country were beneath temporary declarations of martial law, and Duterte’s “struggle on medication” has left at the least 5,000 and might be as many as 27,000 useless (police and human rights groups’ estimates vary generally). those killed have covered anti-Duterte activists, elected officers, and outspoken Catholic priests. at present, Duterte is campaigning to regulate the constitution, a flow that may manage to pay for powers to the govt to additional the suppression of political opponents.

Surveillance Capabilities in Davao

In June 2012, Mayor Sara Duterte announced a 128 million-peso deal, price simply over $3 million at the time, with IBM to enhance its real-time monitoring capabilities. The announcement promised to “scale up” Davao’s Public security and security Command center, or PSSCC, with superior communications and surveillance expertise.

Sayaji Shinde, a former IBM sales leader who says he was a part of the team that secured the command core deal, recalls that his crew turned into eager to companion with the Duterte administration. “if you appear on the Dutertes as such, they focal point a great deal on public-sector safety,” noted Shinde. “and that i think that is without doubt one of the drivers, for even us, to go and spend their time and advise them as a result of they noticed that they are in reality keen to make sure that the city turn into greater safer.”

To seal the deal, Shinde referred to, IBM pointed to the international recognition that such a task would bring Davao. “this is exactly what they sold them: ‘You understand in case you do this, work with us, and it becomes first of its variety, then this should be highlighted globally.’”

within the initial phase of the challenge, IBM mapped Davao’s police cameras onto a geographic tips gadget, permitting operators to instantly access digicam feeds close places of interest, Shinde stated.

in response to Shinde, the rollout additionally featured a multichannel communications system, enabling police, site visitors, and defense personnel to speak with one another. It additionally protected video analytics technology that immediately tagged objects captured on camera, like vehicles and americans, via their actual attributes. The tags blanketed the objects’ measurement, pace, colour, trajectory, and course, in line with a November 2014 IBM presentation to the Asian building bank, allowing command middle operators to comb through digital camera photos searching for suspects with the aid of their descriptions. (IBM had sophisticated these sorts of surveillance capabilities the use of secret access to ny Police branch digicam photos, as the Intercept and sort Investigations suggested in September.)

“That was probably the first-ever video analytics surveillance that was accomplished in Asia,” noted Shinde, noting that the gadget could be used within the wake of robberies or murders to track a suspect’s motor vehicle before and after against the law. The application changed into “very user-pleasant,” he noted, so Davao safety officials at the command middle might effectively have become ready within the application’s object search capabilities.

Screen-Shot-2019-03-11-at-4.04.08-PM-1552680170

Davao metropolis PSSCC video showcasing IBM’s “Face capture” technology.

Screenshot: The Intercept

The 2014 IBM presentation on its Davao undertaking additionally mentions a device known as “Face seize,” which packing containers out photographs of faces in true time and shops them for retroactive evaluation. In a fresh interview, Emmanuel Jaldon, head of Davao metropolis’s 911 center, claimed that this functionality changed into planned but on no account formally deployed. Barbini additionally claims that IBM “not ever offered facial focus capability for the middle.” And Shinde, who left IBM in 2014, said that Face catch become no longer integrated while he was there right through the primary part of the Davao mission. but a February 2015 promotional video for the PSSCC, highlighting the command center’s monitoring capabilities and capacity to “suppress all types of criminalities,” facets a clip of IBM’s Face catch interface in action, gathering facial pictures from pedestrians on the streets of Davao city. photos of what looks to be the IBM Davao city dashboard, pictured above, suggests the application boxing out and collecting facial photographs as people walked previous highway cameras.

The software also helped authorities video display “crowd habits” and circumstances of “loitering” — a criminal offense that Duterte has cracked down on nationally as president — in response to the 2014 IBM presentation.

IBM’s expertise in Duterte’s warfare on Crime

When requested what assurances he changed into given about how the surveillance application could be used, Shinde defended IBM’s sale, announcing that it changed into supposed for respectable public safety actions, reminiscent of responding to fires. “That selected implementation turned into no longer supposed to music americans,” he observed. “It become meant to music the incidents and quicker responses to these incidences.”

but in interviews in the command center, the nearby 911 center, and different areas in Davao metropolis, local law enforcement officers common with the IBM program instructed The Intercept and type Investigations that the technology had assisted them in undertaking Duterte’s controversial anti-crime agenda.

Manuel Gaerlan, a former regional Philippines national Police chief superintendent, observed the command center, which IBM extensively upgraded, services as a force multiplier in counter-drug operations. “It records pursuits so it’s less difficult to determine the perpetrators, then that you can go after the member of the syndicates,” he stated. “in case you can see extra areas, which you can send patrol to respond. It’s like placing more guys on the ground. and you can put more cameras in drug areas.”

Jaldon, the 911 chief, pointed to IBM’s object tagging and search function as the most positive tool the application gave legislation enforcement in counter-drug operations, specifically when it got here to “backtracking,” or investigating incidents after the truth. “After an experience, the device helps discover them at once, offer you focus,” he mentioned. “It helps in investigations to slice and dice via time, colour, classification of actual function.” Most tremendously, he noted the application’s true-time signals may additionally boost authorities’ “consciousness of suspects’ presence.”

Antonio Boquiren, a practising and analysis officer on the Davao command core, referred to the video capabilities helped police crack down on low-level first-rate of existence violations.

“even if it’s illegal activity, smoking, or jaywalking, any violation of ordinance is a crime and a police is sent,” he pointed out, laughing. “people who smoke complain, ‘How did you seize us before they even lit?’ The police officer will factor to the CCTV.”

The targeting of petty criminals, gang individuals, and street little ones by Davao death squads figures prominently within the 2009 Human Rights Watch file. And a 2015 promotional video featuring IBM’s know-how shows authorities aggressively going after low-degree crimes. One clip highlights a younger man, caught on CCTV, stealing a bag from a truck. Later, the narrator notes that the know-how gives police faster response times and cuts to pictures of cops chasing after a bunch of people at streetlevel. One then raises his baton as if to hit certainly one of them.

A former Philippine military protection advisor with close ties to Philippine intelligence, who requested anonymity for concern of reprisal, claimed that IBM’s program assisted police now not handiest in monitoring crook actions, but additionally in gathering intelligence on the actions of the political opposition in Davao. in response to his dealings with Davao city law enforcement officers, he said he couldn’t rule out that the information feed became implicated in extrajudicial killings.

TOPSHOT - Activists burn an effigy of Philippine President Rodrigo Duterte during a protest in Manila on December 10, 2017, as they commemorate the International Human Rights Day. Philippine President Rodrigo Duterte on December 5 told human rights groups criticising his deadly anti-drug war to "go to hell" after ordering police back to the frontlines of the crackdown. / AFP PHOTO / NOEL CELIS (Photo credit should read NOEL CELIS/AFP/Getty Images)

Activists commemorate overseas Human Rights Day by way of burning an effigy of Philippine President Rodrigo Duterte all the way through a protest in Manila on Dec. 10, 2017.

image: Noel Celis/AFP/Getty photographs

besides the fact that IBM’s program was completely used to help in legitimate police responses to crime and fires, as Shinde pointed out it turned into designed to do, surveillance researchers aspect out that it could smartly have enabled extrajudicial killings, without problems with the aid of helping police seize or monitor widespread criminal suspects. The government has long denied the existence of police dying squads, but within the Dutertes’ Davao, victims of extrajudicial killing have been once in a while targeted instantly after being launched from police custody, and police frequently killed suspects during deliberate raids.

In October 2015, as an instance, Duterte warned a gaggle of drug purchasers on a road known as Dewey Boulevard that they had 48 hours to leave the city or be killed. “when you are into medication, I’m warning you,” he introduced, in keeping with local press stories. “I’m supplying you with 48 hours, forty eight hours. If I see you there, I’ll have you killed.” Police reportedly monitored the enviornment and relayed that some normal buyers had left. however a day after the warning, police fatally shot Armanuel Atienza, a 38-yr-old community leader, claiming that he had resisted arrest all through a buy-and-bust operation and that they found a handgun and medicines on his person. Such claims are suspect. in accordance to 2016 Senate testimony with the aid of Edgar Matobato, who allegedly served as a demise squad member from 1988 to 2013, Davao police constantly planted weapons and drugs on suspects after killing them. (Duterte has asserted that he does not be aware of Matobato and has implied that he can also have committed perjury during this testimony. The Duterte administration’s communications office didn't reply to certain queries related to the IBM software, or its capabilities role in human rights violations.)

IBM’s object-tagging capacity, for instance, could have been used to find a suspect by using their physical attributes, somebody who may also then have develop into a target of extrajudicial violence, explains Kade Crockford, a technologist with the American Civil Liberties Union of Massachusetts, whose research makes a speciality of police surveillance. “maybe the gadget identifies three to 4 individuals, then legislations enforcement are sent to locate those individuals,” Crockford noted. “probably that adult isn’t completed immediate by way of law enforcement, but police query him about him and his acquaintances; now he and some of the americans he named make their approach on to a list which ends up in the hands of a dying squad.”

Social media posts from a PSSCC branch head, archived on a local weblog, indicate that the core, the usage of IBM’s know-how, turned into advantageous at nabbing suspected criminals.

A policeman investigates the scene where the body of an alleged drug user lies dead at a slum area in Manila after unidentified assailants killed him on December 8, 2017. Philippine President Rodrigo Duterte on December 5 told human rights groups criticising his deadly anti-drug war to "go to hell" after ordering police back to the frontlines of the crackdown.  Duterte had removed the police less than two months ago in response to rising opposition to the campaign. But his spokesman said he was now reinstating them because drug crimes had risen in their absence. / AFP PHOTO / NOEL CELIS (Photo credit should read NOEL CELIS/AFP/Getty Images)

A policeman investigates the scene where the physique of an alleged drug consumer lies dead at a slum enviornment in Manila after unidentified assailants killed him on Dec. 8, 2017.

image: Noel Celis/AFP/Getty pictures

In August 2014, that respectable claimed that police monitored and caught a group of road children stealing from a cab driver “throughout the coordination” of the PSSCC and city police. That December, he claimed that the intelligent Operations core changed into an element within the police surveillance and catch of a man cruising round Davao metropolis with a gun.

IBM’s “Face catch” characteristic, if deployed, additionally could have helped authorities locate desired individuals in close precise time — including residents on watchlists, according to Crockford. “think about a scenario through which somebody within the police force, who has entry to this device and works with the local loss of life squad, producing lists of americans to be killed,” she spoke of. “This expertise could help the police leader to identification a person on the kill listing in true time and then have them installation the dying squads to move get them.”

The Davao command middle, according to a local news record, did have facial focus capabilities in vicinity through 2014, although the know-how turned into not identified with IBM. And in keeping with the 2009 Human Rights Watch report, Davao’s death squads have been ordinary to count partially on pictures of ambitions on their watchlists.

In August 2016, Artemio Jimenez Jr., a regional political chief and vocal supporter of Duterte’s warfare on medication, grew to become himself in to Davao city police after apparently discovering that he become on a executive watchlist of suspected drug users, providing to be validated for medicine so as to clear his identify. Police proven his urine for methamphetamine and cannabinol, in keeping with The Inquirer, exams that came up poor. nonetheless, the next month, “unidentified gunmen” drove up to his vehicle and fired repeatedly, killing him and wounding his driver and bodyguard. Police claimed that they were investigating, but in no way introduced a suspect or motive in the shooting. Nor did they explain how the assassins knew Jimenez’s area.

IBM’s Public Human Rights Commitments

IBM publicly claims to be “dedicated to excessive specifications of company responsibility” and to accept as true with the “social considerations” of the communities in which it operates. IBM’s Human Rights statement of ideas cites a number of overseas requirements, together with the U.N. Guiding concepts on company and Human Rights, which calls on establishments to function due diligence on the “human rights context just before a proposed enterprise pastime,” identify “who can be affected,” and undertaking “how the proposed recreation and associated company relationships might have opposed human rights influences on those recognized.” These standards additionally call on agencies to proactively track talents human rights abuses involving their enterprise actions and require “energetic engagement” in the remediation of any recognized abuses.

IBM’s Securities and exchange fee files and annual reviews between 2012 and 2016 contain just a few scattered mentions of its challenge in Davao, however no dialogue of any potential human rights issues or any preventative measures taken with the aid of the business. None of IBM’s corporate social responsibility reports have ever mentioned its collaboration with Duterte in Davao.

despite reporting by using Human Rights Watch and native papers, Shinde claimed that the human rights allegations in opposition t the Duterte regime were “now not within the news at all all over these days.” There became “nothing said like that about him at that time,” he persisted, declaring that IBM shriveled with Sara Duterte, no longer her father, who, he said, “didn’t have such a kind of checklist.”

Yet when IBM agreed to work with the Duterte household’s administration in 2012, his regime’s aid of extrajudicial killings in Davao city had been smartly-dependent; as early as 2009, he had described criminals as “a valid target for assassination.” In 2012, the yr IBM signed the contend with Sara Duterte, local human rights activists claimed to have documented sixty one dying squad killings.

in accordance with IBM documents and legislation enforcement officials, the Philippine country wide Police additionally obtained counsel from the surveillance command middle. before the IBM deal become signed, the Philippine national Police had additionally been criticized for failing to investigate demise squad killings, and considering the fact that Duterte grew to be president, it has played a task in the lethal countrywide “struggle on medicine.”

“if they had the know-how then, I have no doubt that they used it and proceed to use it to find the objectives for elimination,” talked about Picardal, formerly of the Coalition in opposition t summary Executions. “and not best drug clients but human rights defenders, activists, and any person they believe as enemies of the state.”

IBM had to have accepted about the Dutertes’ music record at the time, referred to a U.S. reliable who recalled being briefed by way of IBM about its Davao metropolis challenge. “i will’t see how they wouldn’t have common about it. they have got native people working for them,” mentioned the legit, who requested anonymity because he's not approved to talk on U.S. govt matters.

Joshua Franco, head of expertise and human rights at Amnesty overseas, mentioned that Rodrigo Duterte’s list as mayor became so neatly-documented that any enterprise engaging with the Davao police at the moment would have had a accountability to investigate and evade talents complicity in human rights violations earlier than signing any agreements.

“there's documentation of the killings, by using humans believed to be linked to the police, that went on in Davao city while Duterte was mayor,” he referred to. “Human rights companies have documented that, throughout this duration, as many as 1,000 individuals were killed, together with road infants, people who used and offered medication, in addition to petty criminals. with out imposing a rigorous human rights due diligence technique, businesses presenting the local police forces suspected of having been concerned in the killings with policing gadget and know-how may additionally have enabled or facilitated the commission of human rights violations.”

requested concerning the human rights implications of the surveillance program, Philippine law enforcement officers everyday with the IBM system made gentle of such concerns.

“If police do some human rights abuses, who cares?” pointed out one official, claiming that such tactics had resulted in giant crime discounts.

Gaerlan, the regional police superintendent, joked concerning the extrajudicial killing of alleged drug lord Melvin Odicta Sr., who become shot, in accordance with police, by way of two “unidentified assailants.” Gaerlan’s agency, the Philippine countrywide Police, officially speculated that he may had been killed with the aid of different drug buyers. but the commander waved off that version of routine. “He was shot right off the ship,” he talked about, laughing. “He turned into making an attempt to sidestep authorities through not coming here on a aircraft. He never holds medicine. that you can’t seize him, but he became killed. now not via any one in uniform! It was just a few vigilantes, however they weren’t in uniform!”

legal protections for the accused, similar to due manner, could be first rate in conception, argued Boquiren, the PSSCC officer, but they aren’t functional because of a court docket system he characterized as inefficient and corrupt. “Due process is first rate on the aspect of legal professionals, but when they are talking in regards to the criminal justice device, it’s weak. Even clear-cut instances of homicide take years, witnesses die, so whatever is incorrect,” he talked about.

“If americans don’t have discipline, they don’t obey,” he endured. “but when there is concern, they're going to obey.”

Philippine President Rodrigo Duterte delivers a speech during the "Digong's Day for Women" event on March 31, 2017. Philippine President Rodrigo Duterte on March 30 described two major media outlets as "sons of whores" and warned them of karmic repercussions for their critical coverage of his deadly drug war. / AFP PHOTO / NOEL CELIS (Photo credit should read NOEL CELIS/AFP/Getty Images)

Philippine President Rodrigo Duterte gives you a speech all through the “Digong’s Day for ladies” experience on March 31, 2017.

image: Noel Celis/AFP/Getty pictures

Duterte’s Mass Surveillance Plans

In November, Jaldon talked about that IBM’s surveillance program changed into not active in Davao. He spoke of that authorities switched over to an in-house utility gadget in 2016. nonetheless, he and Boquiren pointed out that the city surveillance core mannequin IBM helped build in Davao metropolis has served as an notion for the Duterte administration. “within the following couple of years, the president can have replicated their gadget far and wide,” Boquiren observed ultimate January. “each time he goes someplace, he maintains telling native leaders, go to Davao city and replicate the PSSCC.”

Duterte’s plan is to expand and unify public protection and emergency response centers at a regional and country wide level in the coming years, Jaldon referred to. “The difficult part before changed into the funds costs, however that won’t be an issue anymore with the president prioritizing this.”

Jaldon and Boquiren observed national authorities — together with Duterte himself — are interested in expanding surveillance facilities throughout the country and upgrading their video capabilities to consist of real-time facial cognizance, which could compare the faces of suspects to facial photos caught on CCTV.

In February 2018, a local information report cited nameless sources indicating that Duterte turned into pursuing a partnership with Huawei, a chinese telecom enterprise, to deliver facial attention technology, a construction Boquiren validated on the time.

Then in December 2018, the Philippine legislature discovered that a unique chinese language firm, the state-owned China foreign Telecommunications and building Corp., had loaned the Philippines branch of the interior and local government 20 billion pesos to deploy 12,000 surveillance cameras across Davao metropolis and metro Manila. The “safe Philippines” infrastructure, based on a file within the Philippine celebrity, will encompass a country wide command middle and a backup facts middle, equipped with facial and automobile recognition application. At a Senate hearing, Sen. Ralph Recto raised concerns about China’s involvement within the venture, and officers from the country wide branch of assistance and Communications expertise testified that that they had not been consulted about the deal.

several other chinese organisations had at the beginning been proposed by using the chinese language Embassy for the mission, including Huawei. however, in response to a January 2019 Senate decision brought with the aid of Recto, Huawei become slated to become handiest a major subcontractor as the “basic machine supplier.”

in keeping with Boquiren, Huawei promised that its facial cognizance product may trap someone “even with an image of the side of their face” and “shop up to a million faces.” In a November 2018 call, Boquiren reiterated that unspecified police authorities had been taking a look at Huawei technology, but declined to talk about any extra particulars, citing a scarcity of technical advantage. Jaldon suggested that whereas the chinese language enterprise had “a pretty good gadget,” authorities were nonetheless within the process of assessing quite a lot of facial awareness companies as part of the implementation of the “safe city mission” across the nation.

The Philippines’ skills collaboration with chinese language corporations, which resulted from an settlement reached all over the talk over with of chinese President Xi Jinping closing November, displays Duterte’s ongoing pivot to China and faraway from the us. Huawei, in certain, is alleged to have such shut ties to the chinese state that it has been banned from U.S. executive contracts and from presenting some safety items to Australia for fear of backdoor intrusions by way of chinese language intelligence actors.

the former consultant to the Philippine military spoke of his realizing is that the secure Philippines installing could be modeled after chinese language facial attention infrastructure, uniting CCTV installations and intelligence databases from protection agencies across the country into one unified gadget. “The challenge aims to set up new CCTV networks and cascade them with all existing CCTV installations,” he noted. “Patterned after the chinese language police state, the device is supposed to tap databases from a whole lot of businesses of the government and integrate them with the information streams from the CCTV networks.”

In a more recent interview, the former consultant spoke of that, given the scrutiny Huawei has drawn, the branch of the interior and native executive can also choose one more expertise machine service provider, a claim that Densing, the department of the interior legit, echoed within the January tv interview.

Maya Wang, senior researcher on China at Human Rights Watch, stated the capabilities adoption of a chinese-style surveillance infrastructure, facilitated by means of chinese language agencies, is awfully regarding given the “context of Duterte’s expanding abuses, drug conflict, and big-scale extrajudicial violence.” but Wang cautioned that the costs and advantage required for such techniques aren't easily replicable. The Philippine govt might doubtlessly “replicate one or probably the most techniques, however now not all of the overlapping, multitiered mass surveillance systems seen in China,” she observed.


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Re-Engineering Sales And Finance For Success With B2B Subscription Models | killexams.com real questions and Pass4sure dumps

People need to learn how to declutter and not amass physical possessions. That's the advice life coaches and spiritual gurus offer. And it sure looks like businesses and their customers are listening, because subscription business models are gaining popularity even in the business to business (B2B) space. This is attributable to the fact that this model offers many benefits to both B2B enterprises and their clientele:

• It separates ownership of assets from rights to access/usage. Usage-driven pricing reduces the need for upfront investments from customers.

• Bundling products with services allows companies to monetize them more efficiently.

• Subscriptions provide better visibility into and predictability of future revenues; they serve as an added barrier to competition and help enhance customer loyalty.

• Customers gain greater ease and flexibility to scale (or even change) service providers.

The Subscription Paradigm Will Challenge Sales And Finance Teams In Fundamental Ways

A typical B2B deal could include products, professional services, training or extended warranties. In conventional revenue models, each of these is sold, priced and delivered as a discrete element. In a subscription model, customers buy all of them as a bundle. Enterprises must prepare for the challenges that could potentially arise from this fundamental shift:

• The same customer may have different subscriptions starting on different dates and at various locations (possibly different tax jurisdictions as well).

• Internally, different profit centers may be responsible for pricing and payment terms for different elements; these may vary based on geography, size of customer, the longevity of relationship and more. Subscription revenue from every customer needs to be equitably apportioned to the participating business units.

• Companies may offer customers additional usage beyond the agreed plan at an incremental price; they may allow unconsumed services to be added to what’s available in the next billing period. Enterprises must be equipped to robustly handle all such adjustments (including those that transcend accounting periods) efficiently.

• Manage a bouquet of subscription models (flat rate, usage-based, freemium, etc.) on a monthly/quarterly/annual basis, along with milestone-based invoicing for each customer.

How To Revamp Your Sales/Billing Processes As You Transition To A Subscription-Based Model

A subscription model is anything but business as usual. Customers, and not products/services, will be at the center of every deal. Embracing this model calls for a radical rethink of enterprise processes and systems that have traditionally been limited by functional/departmental silos.

Sales: Customers can connect with an enterprise via multiple online and offline channels. Irrespective of how or where a lead originates, or which team handles it, all internal stakeholders (sales, finance, legal, engineering, procurement) must be enabled to work with higher levels of real-time collaboration and transparency. A key action for sales teams is to redefine their existing workflow so that all the stakeholders can view relevant information about inquiries, leads and existing customer relationships. To accurately connect quotes, contracts, invoices and revenue data for every customer, it's important to add all the key components -- pricing approvals, exception management and linkages legal/finance/accounting -- into the workflow.

Also, the CRM systems should be integrated with all the systems and processes part of the CRM life cycle to provide sales teams a 360-degree view of existing customers (i.e., number of subscriptions, pricing, usage, expiry dates, etc.). This will enable your sales team with the ability to pitch for cross- and up-sell opportunities (including migration of customers to subscription plans) and seek subscription renewals with minimum revenue disruption.

Billing/Finance: Irrespective of which internal team “owns” a customer relationship, the finance team should be given accurate information in real time about when invoices must be sent, for what, the amounts, to whom and where. And the fact that subscription payments are usually made in advance makes the whole process slightly complicated. Hence, building a sound process-flow is critical for finance teams.

You should design workflows to enable revenue recognition, compliance adherence and forecasting. You should also enable integration among billing systems, CRM systems, and ERP/accounting and tax systems. Make sure to devise mechanisms to manage customer payments that come through different channels and enable automated and customized billing to ensure accurate accounting, compliance, auditing and governance (including period-end reporting).

To ensure seamless invoicing of subscriptions, equip billing engines with the ability to:

• Customize invoices based on usage/milestone, invoice without adding a new SKU to the product catalog and functionality to split/combine invoices across orders.

• Automate flavors of milestone-based invoicing.

• Modify invoices for price adjustments, tax changes and usage-based up-sell/cross-sells.

Performance Metrics: The performance monitoring of a subscription business needs tracking of new metrics such as recurring revenue, annual contract value, renewal rate, churn rate, expired subscriptions and premature cancellations. In most cases, this involves gathering data points from multiple systems. To address this, build a robust data ecosystem, capturing data from all the different systems and processes, with real-time dashboards highlighting key metrics for decisive tracking.

Technology: CRM, ERP and quote-to-cash systems have historically been designed for traditional revenue models. Customer and billing data reside in different systems that do not communicate with each other. Exceptions from legal or finance are often sought and received via emails. In such a scenario, subscriptions are, at best, cumbersome exceptions. To run a subscription business smoothly, envision an athletic life cycle, with end-to-end integration of all the systems and processes, wherein there is proactive communication across the life cycle. New thinking around technology and systems is critical to ensure that the underlying systems effectively support a subscription business.

Subscriptions can provide customers access to superior services, greater flexibility, convenience and cost savings. Enterprises must shift gears to ensure that their internal teams have the necessary process and system support to deliver on the promise of this model to customers.


Budget Deficit Looming for Revamped Bail System, AOC Director Tells Lawmakers | killexams.com real questions and Pass4sure dumps

Glenn A. Grant, J.A.D., acting administrative director of the New Jersey courts, testifying in a 2018 budget hearing. Photo by Carmen Natale

The acting administrator of the New Jersey courts went before the Senate Budget and Appropriations Committee on Tuesday and touted the benefits of criminal justice reform two years into the program.

But more importantly, Judge Glenn A. Grant appeared before the panel to ask for more money to keep it going as pretrial service costs balloon with new staffing and salaries, among other expenses. He said criminal justice reform was easily staring at a $1.2 million budget deficit for the new fiscal year that starts July 1, and $15 million for the next fiscal year.

“Funding, of course, remains a concern,” he testified. “Right now, the Pretrial Services Program’s funding stream relies entirely on an increase in filing fees authorized by the Legislature and adopted by the Supreme Court. The program has been operating with a structural deficit in funding since its first year of operation.

“However, they will experience an actual deficit by the end of this fiscal year,” Grant added. “Our projections indicate they will be more than $15 million in the red for next year’s Pretrial Services budget.”

Grant said the cost of administering the state’s new nonmonetary bail system has steadily swelled each year—from $24.1 million in its first year in 2017, to $35.7 million in 2018, to $37 million this year.

“We urge the governor’s office and the Legislature to replace the current fee-based funding structure with a permanent funding source that makes the Pretrial Services Program a regular part of the state’s budget,” Grant said.

Translation: Grant said filing fees totaling about $22.1 million should be transferred into the general fund, which would fund criminal justice reform and create a sustainable source of funding year after year.

Grant after the hearing said: “I think working with the two branches, they will come up with a solution [for] stable funding. They need to take the money they collect from filing fees, deposit [it] into the general fund, and then have the cost of running the program paid for like any other operation of the Judiciary. Year after year.  A permanent solution.”

Budget Committee Chairman Paul Sarlo, D-Bergen, was receptive to the idea.

”I think it’s very reasonable,” Sarlo said after Grant’s testimony. “What they’re doing with criminal justice reform with the savings, I tell you what, to look at that 2018 report with the fairness and societal benefits it’s had, that’s a huge success for this Legislature. I agree they need to get them more money and to make sure these people [defendants] are getting speedy trials.”

The revamped bail system debuted on Jan. 1, 2017. The specific reforms were the result of recommendations by the Joint Committee on Criminal Justice chaired by Supreme Court Chief Justice Stuart Rabner and implemented through a constitutional amendment approved by voter referendum, as well as legislation and court rules.

The judiciary is required each year to provide the governor and the Legislature with a report on criminal justice reform.

The annual report released earlier this month said CJR was having a positive impact on the state, including reducing county jail population by detaining only the most serious offenders.

Among the report’s highlights using statistical comparisons between pre- and current-CJR numbers:

  • On any given day, 6,000 fewer people are in custody in county jails, including 3,000 fewer black defendants, 1,500 fewer white defendants, and 1,300 fewer Hispanic defendants.
  • The composition of the jail population has also changed; nearly 75 percent of the 2018 jail population included detainees charged with serious offenses.
  • The vast majority of defendants, 81.3 percent, were released within 24 hours; when no detention motion was filed, 99.5 percent of all defendants were released within 48 hours.
  • Additionally, the report said that concerns about a possible spike in crime and failures to appear did not materialize.

    “Two years into its existence, CJR has balanced the protection of the constitutional rights of New Jersey residents with the responsibility to assure community safety,” Grant told Senate committee members. “That is not to say that their work is done in this area.”

    Grant testified to the panel, flanked by members of the judiciary’s Budget and Planning Committee, as well as the director of the Office of Management and Administrative Services.

    Grant gave similar testimony on April 3 to the Assembly Budget and Appropriations Committee.

    The judiciary includes the Superior Court, Appellate Division, Tax Court, and Municipal Courts.

    Grant earlier in his testimony went into how collaboration among the three branches of government led to other sound policy. They included: municipal court reform; creating a more equitable manner for both homeowners and lenders to resolve their disputes, thus reducing the state’s foreclosure rate; and resolving complex business litigation with a separate court program dedicated to such cases.

    On municipal court reform, Grant said more was needed, such as decoupling the court’s sentencing practices from a municipality’s need for revenue, consolidating or regionalizing municipal courts, and modifying the appointment process for municipal court judges. He noted that earlier this year, the Supreme Court dismissed approximately 800,000 municipal court bench warrants and complaints involving minor matters that had gone unresolved for 15 years or more.

    Grant said New Jersey is among the first jurisdictions to allow law enforcement and family members to file for a protective order to allow for the seizure of weapons from those who pose a significant danger to themselves or others, or to prevent the sale of weapons to such individuals.

    “Our judges are being trained on the new law and the judiciary is designing and building an electronic database of such protective orders to be ready when the new law becomes effective in September of this year,” he said.


    Mevion Announces Sales of Two HYPERSCAN System Upgrades | killexams.com real questions and Pass4sure dumps

    LITTLETON, Mass.--(BUSINESS WIRE)--Apr 2, 2019--Mevion Medical Systems announced today the sales of two HYPERSCAN ® Pencil Beam Scanning upgrades to American Shared Hospital Services (ASHS). The upgrades add HYPERSCAN technology to the two Mevion proton therapy systems previously purchased by ASHS.

    This press release features multimedia. View the full release here: https://www.businesswire.com/news/home/20190402005415/en/

    MEVION S250i Proton Therapy System with HYPERSCAN Pencil Beam Scanning. (Photo: Business Wire)

    Cleared by the FDA in 2017, HYPERSCAN technology improves on existing proton scanning capabilities to deliver conformal fields of therapeutic radiation therapy to tumors faster and with more precision. With these system upgrades, ASHS will now be able to offer the most precise proton therapy systems to their customers.

    “We are pleased to continue and strengthen their successful partnership with ASHS to provide the most compact and precise proton therapy on the market today,” said Tina Yu, Ph.D., CEO of Mevion Medical Systems. “Today, more and more centers are considering proton therapy because of Mevion’s innovative technology. Their collaboration with ASHS who has a successful track record and industry experience is making it possible to help even more centers access this transformative technology.”

    Adoption of proton therapy has been expanding rapidly because of the development of compact systems. Today, new proton therapy systems are almost exclusively compact single-room systems. Mevion has pioneered this innovative approach to proton therapy and currently has eight operational centers treating patients with another five under construction or architectural planning.

    About Mevion Medical Systems

    Mevion Medical Systems, Inc. is the leading provider of compact proton therapy systems for use in radiation treatment for cancer patients. Mevion is based in Littleton, Massachusetts, with a presence in Europe and Asia. For more information, please visit www.mevion.com

    Follow Mevion on Twitter:  https://twitter.com/mevionmedical

    Connect with Mevion on LinkedIn:  https://www.linkedin.com/company/mevion-medical-systems

    View source version on businesswire.com:https://www.businesswire.com/news/home/20190402005415/en/

    CONTACT: Mevion Contact

    Melanie Benton

    978-540-1551

    mbenton@mevion.com

    KEYWORD: UNITED STATES NORTH AMERICA MASSACHUSETTS

    INDUSTRY KEYWORD: HEALTH MEDICAL DEVICES GENERAL HEALTH

    SOURCE: Mevion Medical Systems

    Copyright Business Wire 2019.

    PUB: 04/02/2019 09:00 AM/DISC: 04/02/2019 09:01 AM

    http://www.businesswire.com/news/home/20190402005415/en

    Copyright Business Wire 2019.



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