2010 B2B Technology Collateral Survey Report by Eccolo Media

8/6/2019 2010 B2B Technology Collateral Survey Report by Eccolo Media

1/31

Biiafa Mbn`l ;:


2/31

;

BWBIR^@_B YRMML[P

Sbfiamb ~a ~gb ~g`{n lhhrlf Biiafa Mbn`l K;K ^bighafacp Iaffl~b{lf Yr{vbp [bza{~(

Iahnri~`hc l yr{vbp ao ~g`y nb~l`f& lhlfpt`hc ~gb nl~l& lhn s{`~`hc ~g`y {bza{~ ~leby

rz l y`chìlh~ igrhe ao ar{ ~`mb 'lhn zl~`bhib) bvb{p yrmmb{( Sgp na sb na `~1

Ar{ `h`~`lf nby`{b sly ~a vlf`nl~b yamb gpza~gbyby l{arhn sgl~ mleby caan

iah~bh~ lhn zr~ yamb z{aao za`h~y kbg`hn ar{ kby~ z{li~ìby( Z{bnì~lkfp& sbvb

gln ly mlhp kby~ z{li~ìby nbkrhebn ly sbvb gln z{avbh& kr~ ~gb bhn {byrf~ gly

lfslpy kbbh ha~g`hc fbyy ~glh ~g{`ff`hc( Obs l{b faae`hc ly ifaybfp ly Biiafa `y l~

~gb l{~ lhn yi`bhib ao s{`~`hc ml{eb~`hc iaffl~b{lf& lhn ~gb azza{~rh`~p ~a ygl{b ar{

hn`hcy s`~g ar{ if`bh~y lhn iaffblcrby mleby ~gb iaffl~b{lf yr{vbp {bza{~ ahb ao

ar{ olva{`~b z{adbi~y ao ~gb pbl{(

O`vb grhn{bn R(Y(-klybn {byzahnbh~y {byzahy`kfb oa{ mle`hc ~bighafacp zr{iglyby

sb{b `hifrnbn `h ~gb ;:


3/31

9

fby `h ~gb s{`~~bh iaffl~b{lf( Sb z{bnì~ ~gl~ fb iamz{byyàh ~bighafac`by s`ff

lnvlhib ~a ~gb za`h~ sgb{b ~gb fbvbf ao `h~b{li~`v`~p `h s{`~~bh iaffl~b{lf s`ff kb

f`m`~bn ahfp kp `mlc`hl~àh( Lhn ~gl~ fblny ry ~a sgl~ sb kbf`bvb ~a kb ~gb {blf

dbsbf `h ~g`y pbl{y yr{vbp(

@h~b{li~`vb Iaffl~b{lf @hi{blyby @hrbhib

^g`y `y ~gb {y~ pbl{ ~gl~ Biiafa yr{vbpbn ah ~gb iahyrmz~àh ao s{`~~bh iah~bh~

iah~l`h`hc bmkbnnbn lrnà lhn!a{ v`nba mbn`l( Sg`fb l k`~ fbyy ~glh glfo

ar{ {byzahnbh~y `hnìl~bn ~gl~ ~gbp gln {bln s{`~~bh iaffl~b{lf ~gl~ iah~l`hbn

bmkbnnbn lrnà a{ v`nba fby& 09 zb{ibh~ ifìebn ~g{arcg ~a ~gayb mbn`l fby&

lhn 7: zb{ibh~ `hnìl~bn ~gl~ ~gb `hifryàh ao ~gb fby zay`~`vbfp a{ vb{p zay`~`vbfp

`hi{blybn ~gb `hrbhib ao ~gb s{`~~bh iaffl~b{lf(

Ifbl{fp ~gb lk`f`~p ~a bmkbn mrf~`mbn`l fby `h s{`~~bh iah~bh~ `y mle`hc

mblh`hcorf iglhcby h ml{eb~`hc iammrhìl~àhy( Sb z{bnì~ ~gl~ mz{av`hc

iamz{byyàh ~bighafac`by s`ff fbyybh ~gb k`c krmz `h avb{lff fb y`tb ~gl~ ~gblnn`~àh ao mrf~`mbn`l fby i{bl~by& mle`hc `hyb{~àh ao lrnà lhn v`nba `h~a s{`~~bh

iaffl~b{lf ~pzby bly`b{ lhn ma{b l~~{li~`vb( Kbpahn ~gb olnn`yg lzzblf& ~g`y ~pzb ao

`h~b{li~`vb iaffl~b{lf lffasy ml{eb~b{y ~a `hyb{~ l fbvbf ao zlyyàh lhn zb{yahlf`~p

`h~a s{`~~bh iah~bh~ ~gl~ `y gl{n ~a `cha{b( S{`~~bh ml{eb~`hc iammrhìl~àhy ~gl~

nah~ `hifrnb mrf~`mbn`l s`ff kbc`h ~a lzzbl{ l~ lhn afn-olygàhbn kp iamzl{`yah(

Iah~bh~ Y~{l~bcp @y l I-Yr`~b Azza{~rh`~p

_`{~rlffp lff ml{eb~`hc lhn iammrhìl~àhy y~{l~bc`by {b|r`{b iah~bh~ oa{ ~li~ìlf

nbzfapmbh~( O{am fbln cbhb{l~àh ~a fbln hr{~r{b& ~a yai`lf mbn`l y~{l~bc`by& ~a

z{anri~ flrhigby lhn k{lhn ilmzl`chy& iaffl~b{lf lhn iah~bh~ lyyb~y l{b ~gb ~aafy

{b|r`{bn ~a yzr{ `h~b{li~àh s`~g ~gb ~l{cb~ bhn ryb{(

^gb mlda{`~p ao ~gb ;:


4/31

>

LKAR^ ^GB YR[_BPOa{ ~gb ybiahn pbl{ `h l {as& Biiafa Mbn`l iafflka{l~bn s`~g Cfaklf Ml{eb~`hc @hy`~b

'CM@)& l fbln`hc cfaklf ml{eb~ {bybl{ig {m& ~a `nbh~`op lhn mlhlcb zl{~`i`zlh~y

oa{ lh `h-nbz~g yr{vbp ah ~gb ryb ao K;K ~bighafacp iaffl~b{lf nr{`hc ~bighafacp

zr{iglyby( CM@ n`y~{`kr~bn ~gb ahf`hb yr{vbp `h Drhb ;:: zb{ibh~ gln `h bwibyy ao 2 ~a 3 7 ~a


5/31

2

Sgbh {byzahnbh~y sb{b lyebn ò ~gbp

mleb zr{igly`hc nbi`yàhy z{`ml{`fp

o{am l kry`hbyy zb{yzbi~`vb& l

~bighafacp zb{yzbi~`vb& a{ ka~g& ~gb

mlda{`~p ao {byzahnbh~y& ?< zb{ibh~&`hnìl~bn ~gbp iahy`nb{ ka~g ~bighìlf

lhn kry`hbyy i{`~b{`l sgbh mle`hc

l ~bighafacp zr{iglyb( ^g`{~p-oar{

zb{ibh~ rybn ahfp ~bighafacp i{`~b{`l&

lhn ahfp vb zb{ibh~ ao {byzahnbh~y

iahy`nb{bn zr{iglyby o{am l kry`hbyy

zb{yzbi~`vb ahfp(

[byzahnbh~ Z{afby

Ly `h ar{ ;::0 {bza{~& sb rybn z{af`hc |rby~àhy ~a gbfz ry i{bl~b ~sa n`y~`hi~

{byzahnbh~ ~pzby4 ~gb nbi`yàh mleb{ lhn ~gb `hrbhib{( ^gayb {byzahnbh~ysga `nbh~`bn ~gbmybfvby ly nbi`yàh mleb{y ~bhn ~a ~leb l ma{b gaf`y~ì v`bs ao

~bighafacp zr{iglyby& iahy`nb{`hc ~gbm o{am ka~g ~gb kry`hbyy lhn ~bighafacp

zb{yzbi~`vby( Lf~b{hl~`vbfp& ~gayb {byzahnbh~y ~gl~ `nbh~`bn ly `hrbhib{y l{b ma{b

fèbfp ~a iahy`nb{ ~bighafacp {b|r`{bmbh~y lfahb( Nbi`yàh mleb{y lfya ~bhn ~a kb

g`cgb{ rz ~gb a{clh`tl~àhlf flnnb{4 I-fbvbf bwbir~`vby& vìb z{by`nbh~y '_Zy)& lhn

n`{bi~a{y( @hrbhib{y& ah ~gb a~gb{ glhn& l{b ma{b fèbfp ~a `nbh~òp ~gbmybfvby ly

mlhlcb{y& nbvbfazb{y& lhn z{ac{lmmb{y( 'O`cr{b >)

Sgb{b ar{ lhlfpyby `nbh~`bn y~l~`y~ìlffp y`chìlh~ nòob{bhiby& sb lfya z{bybh~

nl~l ybcmbh~`hc ~gbyb ~sa z{`ml{p z{afby kp a{clh`tl~àhlf y`tb(

Iaffl~b{lf pzby lhn Nbh`~àhy^gb yr{vbp lyebn {byzahnbh~y |rby~àhy lkar~ ~gb`{ ryb ao vb iaffl~b{lf ~pzby4

Sg`~b zlzb{y( ^gbyb z{av`nb lhlfpyby ao ~bighafacp a{

kry`hbyy ~{bhny o{am lh `hnbzbhnbh~& vbhna{-hbr~{lf zay`~àh(

Ilyb y~rn`by!yriibyy y~a{`by( ^g`y ~pzb ao iaffl~b{lf

obl~r{by y~a{`by ao gas iry~amb{y yriibyyorffp nbzfapbn l

iamzlhpy z{anri~y a{ yb{vìby(

Zanily~y( ^gbyb l{b n`c`~lf lrnà {bia{n`hcy ~gl~ ilh b`~gb{

kb y~{blmbn o{am l Sbk y`~b a{ nashfalnbn ah~a l nbye~az a{

90"

9;"

;0"

Ymlff kry`hbyy4Fbyy ~glh


6/31

?

mak`fb nbvìb( âzìy vl{p& kr~ ilh `hifrnb z{anri~ avb{v`bsy&

n`yiryyàhy kp a{ `h~b{v`bsy s`~g yrkdbi~ ml~~b{ bwzb{~y& a{

iry~amb{ ~by~`mah`lfy(

_`nba( ^g`y `hi{bly`hcfp `mza{~lh~ oa{m ao iaffl~b{lf `y kb`hc

rybn oa{ l k{aln {lhcb ao ml{eb~`hc iammrhìl~àhy& o{am

iry~amb{ yriibyy y~a{`by& ~a z{anri~ nbmahy~{l~àhy& ~a

lhlfpy~ a{ `h~b{hlf bwzb{~ `h~b{v`bsy(

Z{anri~ k{aigr{by!nl~l ygbb~y( ^gbyb nairmbh~y iah~l`h

yzbiì z{anri~!yb{vìb a{ iamzlhp hoa{ml~àh(

@h z{bvàry pbl{y& yr{vbp |rby~àhy sb{b nby`chbn ~a

nb~b{m`hb {byzahnbh~ z{bob{bhiby oa{ blig iaffl~b{lf

~pzb( Sgl~ iaffl~b{lf n`n ~gbp hn ~a kb may~ `hrbh~`lf1

^g{arcg sgl~ iglhhbf n`n ~gbp {bib`vb ~gb iaffl~b{lf&

lhn n`n ~g`y loobi~ ~gb zb{ib`vbn `hrbhib ao ~gb

iaffl~b{lf1 Sgbh `h ~gb zr{igly`hc ipifb n`n ~gbp ~bhn ~a

v`bs yzbiì iaffl~b{lf ~pzby1

^gbyb |rby~àhy& lhn ma{b& sb{b ~gbh lhlfptbn oa{

ryborf nl~l za`h~y(

Z{bybh~l~àh ao Nl~l lhn N`yiryyàh

Oa{ ar{ ;:


7/31

3

EBP O@HN@HCY

^gb Yzgb{b ao @hrbhibAvb{ ~gb zly~ ~g{bb pbl{y sb glvb z{akbn ~a n`yiavb{ sgl~ ~pzby ao iaffl~b{lf

{byzahnbh~y iahyrmb& lhn ~gb nbc{bb ~a sgìg blig iaffl~b{lf ~pzb `hrbhiby ~gb`{

zr{igly`hc nbi`yàhy(

Ly `h z{bvàry pbl{y& sb oarhn ~gl~ ka~g nbi`yàh mleb{y lhn `hrbhib{y iahyrmb

l s`nb {lhcb ao iaffl~b{lf ~pzby sgbh mle`hc ~bighafacp zr{iglyby4 o{am z{anri~

k{aigr{by& ~a v`nbay& ~a zanily~y& ilyb y~rn`by& lhn sg`~b zlzb{y( 'O`cr{b 2)

Ly sb oarhn `h bvb{p zly~ yr{vbp& ~gb may~ o{b|rbh~fp iahyrmbn ~pzby ao iaffl~b{lf

l{b z{anri~ k{aigr{by / nl~l ygbb~y( @h oli~& {byzahnbh~y glvb ahfp `hi{blybn ~gb`{

ryb ao ~g`y ~pzb ao iah~bh~ avb{ ~gb pbl{y4 o{am 3: zb{ibh~ `h ;::75 ~a 37 zb{ibh~

`h ;::05 ~a ~g`y pbl{y hn`hc ao 79 zb{ibh~( Ilyb y~rn`by lhn sg`~b zlzb{y& lo~b{

mle`hc y`chìlh~ fblzy `h iahyrmz~àh {l~by kb~sbbh ;::7 lhn ;::0& {bml`hbn

{bfl~`vbfp l~ kb~sbbh ;::0 lhn ;:: zb{ibh~( _`nba iaffl~b{lf iahyrmz~àh `hi{blybn 7 za`h~y ~a 20 zb{ibh~

~gb ylmb iahyrmz~àh fbvbfy ~gl~ ilyb y~rn`by sb{b l~ `h ;::7(

Sg`~b Zlzb{y [bml`h May~ @hrbh~`lf

Lf~garcg ~gb hrmkb{ ao {byzahnbh~y sga gln {bln l sg`~b zlzb{ `h ~gb zly~ y`w

mah~gy ~a bvlfrl~b l zr{igly`hc nbi`yàh {bml`hbn l~ avb{ ~gb zly~


8/31

7

'79 zb{ibh~) obf~ ~gl~ sg`~b zlzb{y sb{b manb{l~bfp ~a bw~{bmbfp `hrbh~`lf `h

gbfz`hc ~gbm mleb ~gb`{ hlf zr{iglyb nbi`yàhy( Ahfp ahb zb{ibh~ ~garcg~ ~gl~

sg`~b zlzb{y sb{bh~ `hrbh~`lf l~ lff& lhn >< zb{ibh~ ~garcg~ ~gbp sb{b vb{p ~a

bw~{bmbfp `hrbh~`lf( 'O`cr{b ?)

@h ;::0 sb `nbh~`bn l y`chìlh~ clz ';; zb{ibh~) kb~sbbh nbi`yàh mleb{y lhn

`hrbhib{y `h gas `hrbh~`lf ~gbp oarhn sg`~b zlzb{ys`~g 2< zb{ibh~ ao nbi`yàh

mleb{y hn`hc sg`~b zlzb{y vb{p ~a bw~{bmbfp `hrbh~`lf iamzl{bn ~a dry~ ;0

zb{ibh~ ao `hrbhib{y sga lc{bbn s`~g ~gl~ y~l~bmbh~( ^gl~ clz hl{{asbn `h ;:


9/31

0

O`hlffp& sb lyebn {byzahnbh~y ~a {lhe lff iaffl~b{lf ~pzby o{am may~ `hrbh~`lf ~a

fbly~ `hrbh~`lf 'O`cr{b 0 ah zlcb 0)( Ly `h ar{ z{bvàry yr{vbpy& sg`~b zlzb{y sb{b

may~ o{b|rbh~fp c`vbh ly ~gb may~ `hrbh~`lf iaffl~b{lf ~pzb( Y~l~`y~ìlffp& ~gb{b

sly ha nòob{bhib kb~sbbh nbi`yàh mleb{y lhn `hrbhib{y `h ~g`y {bcl{n( ^gbyb

hn`hcy iah~`hrb ~a {b`hoa{ib ar{ zay`~àh ~gl~ ~gb g`cg rylcb {l~b ao sg`~b zlzb{y&

iarzfbn s`~g ~gb`{ g`cg zb{ib`vbn `hrbhib& mleb ~gbm l vb{p vlfrlkfb lyyb~ `h ~gb

ml{eb~`hc iammrhìl~àhy ~aafe`~(

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7:"

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7;"

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0:"72"

O`cr{b 7( Glvb par {bln lhp sg`~b zlzb{y `h ~gb zly~ y`w mah~gy

~a bvlfrl~b l ~bighafacp zr{iglyb1

:"

9;"

99"

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92"

9":"

@hofrbhib{y Nbi`yàh mleb{y

O`cr{b


13/31


14/31

@h ;::7& v`nba sly {lhebn o~g `h `hrbhib sgbh iamzl{bn ~a a~gb{ ~pzby ao

iaffl~b{lf( @h ;::0& `~ mavbn `h~a oar{~g zflib& yr{zlyy`hc zanily~y `h `hrbhib( @h

;::"

Ha~ `hofrbh~`lfl~ lff

Yambsgl~`hofrbh~`lf

Manb{l~bfp`hofrbh~`lf

_b{p`hofrbh~`lf

Bw~{bmbfp`hofrbh~`lf

0"

90"

9


15/31


16/31


17/31

zb{ibh~) lhn

~gbh k{aigr{by!nl~l ygbb~y lhn v`nba '7: zb{ibh~ blig)(

Sg`~b zlzb{y l{b y~`ff ~gb may~ v`{lf& s`~g 9> zb{ibh~ ao {byzahnbh~y ygl{`hc ~gbm

s`~g ~g{bb a{ ma{b zbazfb( ^g`{~p-~sa zb{ibh~ ao {byzahnbh~y ygl{bn zanily~y s`~g

~g{bb a{ ma{b zbazfb& lhn ;7 zb{ibh~ ygl{bn ilyb y~rn`by s`~g ly mlhp( Flcc`hc

yf`cg~fp kbg`hn sb{b v`nba ';2 zb{ibh~) lhn k{aigr{by!nl~l ygbb~y ';9 zb{ibh~)(

:"

;:"

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7:"

Nashfalnbn ~amak`fb nbv`ib

~gbh f`y~bh~bn ~a!v`bsbn

Nashfalnbn ~anbye~az

~gbh f`y~bhbn

Y~{blmbn o{amf`vb yar{ib

23"

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92"9;"

7">"

Zanily~y _`nbay

O`cr{b ;;( N`n par iahyrmb ~g`y iah~bh~ ahf`hb& a{ n`n

par nashfaln kboa{b v`bs`hc!f`y~bh`hc1


18/31


19/31


20/31

;:

Y`mrf~lhbaryfp& ~gb zb{ibh~lcb ao {byzahnbh~y sga z{bob{{bn sg`~b zlzb{y ao

dry~ oar{ zlcby n{azzbn o{am ;> zb{ibh~ nash ~a ;< zb{ibh~& lhn ~gb zb{ibh~lcb

ao {byzahnbh~y sga fblhbn ~asl{n b`cg~ zlcby `hi{blybn o{am ;< zb{ibh~ ~a ;3

zb{ibh~( ^g`y `hnìl~by ~gl~ ~gb `nblf fbhc~g `y ygò~`hc ~asl{n fahcb{ {l~gb{ ~glh

yga{~b{ sg`~b zlzb{y(

^gb{b sb{b ha cbhb{lf nòob{bhiby `h fbhc~g z{bob{bhiby kb~sbbh nbi`yàh mleb{y

lhn `hrbhib{y& kr~ ~bighafacp zr{iglyb{y o{am ymlff iamzlh`by ~bhn ~a z{bob{

yga{~b{ sg`~b zlzb{y& s`~g 9< zb{ibh~ z{bob{{`hc oar{ zlcby a{ fbyy& iamzl{bn ~a :"

2:"

Ma{b ~glh? zlcby

? zlcby> zlcby; zlcby< zlcb

7"

;3"

93"


21/31

; zb{ibh~ ao `hrbhib{y( 'O`cr{b 9;)

^gb y`tb ao iamzlhp lfya ml~~b{bn sgbh `~ ilmb ~a ~gb zb{ib`vbn `hrbhib ao

bmkbnnbn fby& s`~g bh~b{z{`yby ma{b f`ebfp ~a `hn`il~b ~gl~ `~ sly vb{p zay`~`vb ';?

zb{ibh~) iamzl{bn ~a m`nnfb-ml{eb~ ' zb{ibh~) a{ ymlff {my '


24/31

;>

^gbyb {byrf~y yrzza{~ Biiafay kbf`bo ~gl~ `h~b{li~`v`~p `y kbiam`hc ~lkfb y~leby oa{

s{`~~bh ml{eb~`hc iammrhìl~àhy iaffl~b{lf( C`vbh ~gb z{bob{bhib ~gl~ zr{iglyb{y

glvb lf{blnp bwz{byybn oa{ iahyrm`hc iaffl~b{lf l~ ~gb`{ nbye~az 'ybb O`cr{b ;;)&

ml{eb~b{y ~gl~ nah~ bwzb{`mbh~ s`~g bmkbnnbn lryà& v`nba& lhn a~gb{ mrf~`mbn`l

oa{ml~y& ly sbff ly f`hey aoo ~a a~gb{ iammrhìl~àhy lhn yai`lf mbn`l iglhhbfy& {`ye

nbf`vb{`hc lyyb~y ~gl~ ybbm akyafb~b lhn afn-olygàhbn(

O`cr{b 9;( Gas n`n ~gb `hifryàh ao bmkbnnbn lrnà lhn v`nba fby

loobi~ ~gb avb{lff `hrbhib ao ~gb s{`~~bh iaffl~b{lf1

'nbi`yàh mleb{y vb{yry `hrbhib{y

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7:"

_b{p Hbcl~`vbfpHbcl~`vbfpHa @hofrbhibZay`~`vbfp_b{p Zay`~`vbfp

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20"

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25/31

;2

^gb Iglhhbf Boobi~Fly~ pbl{ sb lnnbn l ybi~àh ~a ar{ lhhrlf yr{vbp ~gl~ `hvby~`cl~bn gas iglhhbf

loobi~y ~gb zb{ib`vbn `hrbhib ao iaffl~b{lf( Sb nbhbn iglhhbf ly ~gb yzbiì

lvbhrb ~g{arcg sgìg ~gb {byzahnbh~ {bib`vby iah~bh~sgb~gb{ o{am l zb{yahlf

iah~li~& o{am l ia{za{l~b Sbk y`~b& a{ o{am l ylfby {bz{bybh~l~`vb& oa{ bwlmzfb(

Ahb oli~ `mmbn`l~bfp y~aan ar~ `h ;::04 may~ {byzahnbh~y {bib`vb s{`~~bh iaffl~b{lf

~g{arcg ~gb ia{za{l~b Sbk y`~b( 'O`cr{b 9>) ^g`y n`n ha~ iglhcb `h ;: zb{ibh~)& ak~l`hbn o{am l

zb{yahlf iah~li~ '2; zb{ibh~)& liibyybn v`l yai`lf mbn`l '90 zb{ibh~)& lhn lkya{kbn

~g{arcg sbk`hl{y '9> zb{ibh~)( @h ;::0& zanily~y lhn v`nba iaffl~b{lf nòob{bn o{am

s{`~~bh iah~bh~ sgbh `~ ilmb ~a gas {byzahnbh~y oarhn ~gbm& kr~ ~gl~ nòob{bhib

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93"

20"

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O`cr{b 9>( ^g{arcg sgìg iglhhbfy glvb par {bib`vbn iaffl~b{lf1


26/31

;?

gly vlh`ygbn( Fly~ pbl{& zanily~y sb{b lfmay~ b|rlffp li|r`{bn o{am l zb{yahlf

iah~li~ a{ o{am l ia{za{l~b Sbk y`~b '>7 zb{ibh~ lhn >0 zb{ibh~& {byzbi~`vbfp)(

Gasbvb{& ~g`y pbl{& ~gb ia{za{l~b Sbk y`~b ~{rmzbn ~gb zb{yahlf iah~li~ iglhhbf

'22 zb{ibh~ ~a >? zb{ibh~)( Lhn ~g`y sly bvbh ma{b n{lml~ìlffp ~gb ilyb oa{ v`nba&

s`~g ahfp 9> zb{ibh~ ao {byzahnbh~y `hnìl~`hc ~gbp gln kbbh oa{sl{nbn l v`nba kpl zb{yahlf iah~li~ sg`fb ?? zb{ibh~ oarhn v`nba ah ia{za{l~b Sbk y`~by( ^g`y ~{bhn

rhnb{yia{by ~gb `mza{~lhib ao ~gb ia{za{l~b Sbk y`~b li{ayy lff iaffl~b{lf ~pzby(

Sgbh sb bwlm`hbn ~gb iamzl{l~`vb `hrbhib ao ~gbyb vl{àry iglhhbfy& lha~gb{

`h~b{by~`hc oli~ bmb{cbn4 lf~garcg l z`bib ao iaffl~b{lf {bob{{bn ~a a{ oa{sl{nbn kp

l zb{yahlf iah~li~ sly may~ o{b|rbh~fp i`~bn ly ~gb may~ `hrbh~`lf iglhhbf oa{ lff

~pzby ao iaffl~b{lf& k{asy`hc ~gb ia{za{l~b Sbk y`~b sly ~gb ybiahn may~ o{b|rbh~fp

i`~bn lhysb{( 'O`cr{b 92) Sgbh par iahy`nb{ ~gl~ ~gb ia{za{l~b Sbk y`~b `y ifbl{fp

~gb may~ o{b|rbh~fp rybn iglhhbf oa{ iaffl~b{lf nbf`vb{p iarzfbn s`~g `~y g`cg

zb{ib`vbn `hrbhib& par rhnb{y~lhn sgp sb {biammbhn ~gl~ par mleb `hvby~`hc `h

lhn o{b|rbh~fp {bo{byg`hc par{ Sbk y`~b l z{à{`~p(

:"

9"

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?:"?:"

29"

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9


27/31

;3

Ml{eb~`hc Iaffl~b{lf `h ~gb Ylfby Ipifb^gb {bfl~àhyg`z kb~sbbh iaffl~b{lf lhn li~rlf ylfby `y lh `mza{~lh~ ahb( Gas na

~gb vl{àry ~pzby ao iaffl~b{lfsg`~b zlzb{y& ilyb y~rn`by& k{aigr{by`mzli~

ylfby1 Sgbh ygarfn par nbf`vb{ l sg`~b zlzb{& ilyb y~rnp& zanily~& a{ v`nba ~a n{`vb

za~bh~`lf zr{iglyb{y ~a ~gb hbw~ y~bz `h ~gb ylfby ipifb1 @y ~gb{b l slp ~a ~`mb

nbf`vb{p ao yzbiì iaffl~b{lf ~pzby ~a hr{~r{b fblny ma{b boobi~`vbfp1

Oa{ ~gb zr{zayby ao ~g`y yr{vbp& sb nbhbn ~gb vl{àry y~lcby ao ~gb ~bighafacp

bvlfrl~àh lhn zr{iglyb z{aibyy ly4

Z{b-ylfbIahy`nb{`hc yafr~àhy lhn vbhna{y

@h`~`lf ylfb[bv`bs`hc vbhna{ |rlfìl~àhy& ilzlk`f`~`by& lhn

[OZ {byzahyby

M`n-ylfb[bv`bs`hc nb~l`fy ao ~gb yafr~àh s`~g ahb vbhna{

O`hlf ylfbIry~am`tl~àh& hbca~`l~àh& lhn z{air{bmbh~

@h ar{ ;::7 yr{vbp {byrf~y& sb yls ~gl~ {byzahnbh~y may~ o{b|rbh~fp iahyrmbn blig

iaffl~b{lf ~pzb oa{ ~gb {y~ ~`mb `h ~gb z{b-ylfb z{aibyy kp l y`chìlh~ ml{c`h& ~gl~

`y& kboa{b ~gbp ybhn ar~ [OZy a{ `h`~`l~b n`yiryyàhy s`~g yzbiì vbhna{y( @h ~gl~

{y~ Biiafa K;K yr{vbp& sg`~b zlzb{y sb{b {bln kp ?< zb{ibh~ ao {byzahnbh~y nr{`hc

~g`y zglyb& ilyb y~rn`by kp >7 zb{ibh~& zanily~y kp 29 zb{ibh~& v`nba kp 2< zb{ibh~&

lhn k{aigr{by!nl~l ygbb~y kp ?; zb{ibh~(

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0"

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O`cr{b 9?( @h sgìg zglyb ao ~gb zr{igly`hc ipifb n`n par

O@[Y^ iahyrmb blig ~pzb ao iaffl~b{lf1


28/31

;7

Ar{ ;:< zb{ibh~( 'O`cr{b 9?) @h ka~g ilyby& {byzahnbh~y lzzbl{bn ~a mavb ~gb`{ {y~

iahyrmz~`ah ao ~gayb ~pzby ao iaffl~b{lf nash ~a ~gb hbw~ ~sa y~lcby ao ~gb ylfby

z{aibyy(

Sgbh sb or{~gb{ ybcmbh~bn ~gb ;:


29/31

;0

F`ebs`yb& {byzahnbh~y o{am ymlff kry`hbyyby iahyrmb iaffl~b{lf oa{ ~gb {y~ ~`mb

nr{`hc ~gb z{b-ylfby y~lcb l~ mrig g`cgb{ {l~by ~glh {byzahnbh~y o{am m`nnfb-

ml{eb~ a{ fl{cb iamzlh`by( Oa{ bwlmzfb& 3: zb{ibh~ ao ymlff kry`hbyyby iahyrmb

sg`~b zlzb{y oa{ ~gb {y~ ~`mb nr{`hc ~g`y y~lcb& iamzl{bn ~a dry~ >: zb{ibh~ ao

m`nnfb-ml{eb~ {my lhn 2? zb{ibh~ ao fl{cb bh~b{z{`yby( 'O`cr{b 97)

Ymlff Kry hbyy M`n-ml{eb~ Bh~b{z{`yb

:


30/31

9:

KBY^ Z[LI^@IBY OA[ ^GB [BLF SA[FN

Ly `h z{bvàry pbl{y& sb iahifrnb ar{ nbf`vb{p ao ~gb yr{vbp {byrf~y kp z{av`n`hc

sgl~ sb iahy`nb{ ~a kb li~àhlkfb lnvìb ~gl~ ml{eb~`hc z{aobyyàhlfy ilh lzzfp

{`cg~ has ~a `mz{avb ~gb |rlf`~p lhn `mzli~ ao ~gb`{ iammrhìl~àhy lyyb~y(

( Nbf`vb{ lff iah~bh~ lyyb~y n`c`~lffp( ( ( lhn kb z{bzl{bn ~a glvb bhn

ryb{y z{`h~ ~gbm( Sg`fb ~gb mlda{`~p ao {byzahnbh~y v`bs iaffl~b{lf lyyb~y ah

~gb nbye~az& l {byzbi~lkfb hrmkb{ y~`ff bhdap z{`h~`hc ar~ ~gb ml~b{`lfy ~gbp

nashfaln lhn s`ff or{~gb{ ygl{b z{`h~ ml~b{`lfy s`~g a~gb{y( Lva`n i{ayy-zlcb

yz{blny lhn iafrmh nby`chy ~gl~ l{b gl{n ~a {bln n`c`~lffp& lhn {bmbmkb{ ~a

z{av`nb ifbl{ R[Fy oa{ lhp f`hey lslp o{am ~gb ml~b{`lfy oa{ ~gayb {bln`hc z{`h~

vb{yàhy(

2( Mb{iglhn`yb iah~bh~ ah ~gb Sbk( Par{ iamzlhp Sbk y`~b `y ~gb may~

o{b|rbh~ fail~àh oa{ ak~l`h`hc iah~bh~& lhn `~ {lhey ybiahn ahfp ~a zb{yahlf

iah~li~y `h ~b{my ao `hrbhib( Mleb ~gb may~ ao ~g`y iglhhbf kp mb{iglhn`y`hc

obl~r{bn iah~bh~ lhn lyyb~y ah flhn`hc zlcby lhn mì{ay`~by ~gl~ bw~bhn ~gb

~garcg~ fblnb{yg`z lhn n`yiryyàh kbcrh h par{ iaffl~b{lf( [bmbmkb{& za~bh~`lf

zr{iglyb{y `h~b{li~ s`~g par{ iah~bh~ kboa{b ~gbp `h~b{li~ s`~g par& ya bhyr{b

v`bsb{y ilh bly`fp ybb lff ~gb a~gb{ iglhhbfy ~g{arcg sgìg ~gbp ilh bhclcb s`~g

par lff `h ahb& orh-ffbn `hoa{ml~àh za{~lf(


31/31

IAHIFRY@AHLy sb s{lz rz ~g`y pbl{y lhhrlf yr{vbp {bza{~& sb hn ar{ybfvby iam`hc klie ~a

yamb klyì lnvìb ~gl~ gly kbbh l ~gbmb ao ~g`y ybi~àh `h blig z{bvàry {bza{~4 zflh(

Biiafa kbf`bvby ~gl~ ~gb {b|r`{bmbh~ ao iah~bh~ y~{l~bcp`nbh~òp`hc iammrhìl~àh

~azìy lhn ~garcg~orffp zflhh`hc ~gb lyyb~y {b|r`{bn ~a lig`bvb calfy`y {bfbvlh~ l~

bvb{p fbvbf ao ~gb ml{eb~`hc a{clh`tl~àh( ^gb z{afòb{l~àh ao ahf`hb iglhhbfy lhn bvb{

ma{b yazg`y~ìl~bn fbln cbhb{l~àh ypy~bmy {b|r`{b l y~blnp y~{blm ao o{byg& {bfbvlh~

iah~bh~ ~a yriibyyorffp bhclcb zr{iglyb{y( @~y vb{p blyp ~a kb n`y~{li~bn kp faam`hc

nblnf`hby lhn ygò~`hc z{à{`~`by& kr~ i{bl~`hc l iah~bh~ y~{l~bcp lhn `nbh~òp`hc l ifbl{

nbvbfazmbh~ {alnmlz ~gl~ nbyi{`kby ~azì& oa{ml~& lhn iglhhbf `y byybh~`lf ò par ~{rfp

slh~ ~a `mz{avb {byrf~y(

Lhn ~gb azza{~rh`~p ~a `mz{avb {byrf~y `y y`chìlh~( Sbff-zflhhbn nbvbfazmbh~ ipifby

ilh yga{~bh ~`mb ~a ml{eb~& {bnrib iay~y& lhn bhyr{b l iahy`y~bh~ mbyylcb li{ayy

lff bw~b{hlf lyyb~y( Or{~gb{& a{clh`tl~àhy ~gl~ ygas l gblf~gp {byzbi~ oa{ iah~bh~

zflhh`hc lhn nbvbfazmbh~ o{am ~gb ~az nash s`ff bwzb{`bhib ~gb bh~`{b bh~b{z{`yb

ygò~`hc ~a l ma{b {byzahy`vb y~lhib( ^gbyb iamzlh`by l{b ~rhbn ~asl{n nbbzb{

iry~amb{ iahvb{yl~àhy ~gl~ lf`ch s`~g ~gb bhn ryb{y z{bob{bhiby oa{ ylfby lhn

ml{eb~`hc `hoa{ml~àh& lhn kp ~gb vb{p y~pfb ao ~gb`{ iaffl~b{lf lyyb~y& y`chlf l zay`~`vb

bwzb{`bhib oa{ ~gb za~bh~`lf krpb{(

Bhclcb S`~g Ry

Biiafa Mbn`l sbfiamby par{ obbnklie ah ~g`y {bza{~( Bml`f ry l~ `hoaJbiiafambn`l(

iam s`~g yzbiì obbnklie& a{ v`y`~ ar{ kfac l~ g~~z4!!biiafambn`l(~pzbzln(iam!

~a da`h `h ar{ ahca`hc n`yiryyàh ao kby~ z{li~ìby `h iah~bh~ y~{l~bcp(

LIEHASFBNCBMBH^YSb sarfn fèb ~a liehasfbncb ~gb zl{~ì`zl~àh ao ~gb oaffas`hc ~blm mbmkb{y oa{ ~gb`{

booa{~y `h k{`hc`hc ~gb Biiafa Mbn`l ;:

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2010 B2B Technology Collateral Survey Report by Eccolo Media