中文摘要
随着互联网经济的不断发展，作为互联网基础设施的 IDC（Internet Data
Center，互联网数据中心），其发展也越来越受到互联网行业经营者的重视。当
前，IDC 运营商是在基础资源受限制、竞争环境恶劣、市场不对称等不利条件下
进行经营的，如何采取有效的市场营销策略解决 IDC 业务的生存发展问题具有
重要意义。

蓝泰科技互联网数据中心是IBM在华组建的第一家以提供IT外包服务为主
的合资公司。该数据中心由 IBM 设计并施工，是天津经济技术开发区心的核心
IT 基础设施项目之一。本文就是在当前时代背景下，利用相关理论，探讨了蓝
泰科技互联网数据中心的业务发展策略。

本文首先介绍了蓝泰科技互联网数据中心的基本情况，阐述了 IDC 业务的
定义、业务优势、业务种类、业务发展等。其次，通过对 IDC 市场的系统分析，
阐述了 IDC 运营商类型，并对 IDC 用户市场进行了详细划分。接着，针对蓝泰
科技互联网数据中心，借助竞争对手分析模型进行了外部环境分析；从基础资源、
产品、价格、渠道、客户类型、赢利能力等方面进行了企业内部环境分析；并指
出了企业发展中存在的一些问题。此基础上，本文又运用 SWOT 分析方法对蓝
泰科技互联网数据中心进行了深入研究，确定其核心竞争力。

在以上分析基础之上，本文最终提出了适合蓝泰科技互联网数据中心业务特
点的大客户组合营销策略，为蓝泰科技互联网数据中心解决了如何定位目标市场
和如何取得竞争优势的问题。蓝泰科技互联网数据中心必须集中力量面向目标市
场，采取产品、价格差异化战略，积极开发和拓展增值服务，从而在 IDC 市场
竞争中保持持续竞争力。

关键词：数据中心；大客户；营销策略；竞争优势

ABSTRACT
Along with the growing of Internet Business, IDC (Internet Data Center), as the
basic infrastructure of the Internet, has been received more and more attentions from
the Internet and telecommunication operators. At present, IDC operators operate
under the conditions of limited resources, disadvantageous competitive environment
and asymmetric market. How to take effective marketing strategies to solve their
business survival and development is of great significance.
I@T IDC is the first IBM joint venture in China mainland to provide IT
outsourcing services. This data center, which was designed and constructed by IBM,
is one of IT infrastructure projects in Tianjin TEDA. This paper under contemporary
background adopts relevant strategy theory to explore development strategy of I@T
IDC.
Firstly, this paper gives a brief introduction of I@T IDC and indicates definition,
advantage, business type, market development, etc. of IDC business. Secondly, this
paper explains the type of IDC operators and gives the point about market
segmentation form systematic analysis. Then the paper analyzes I@T IDC’s external
environment by means of Competitor-analyzing Model and its internal environment
from the following aspects: basic resource, products, price, channels, customer types
and the profit-making ability, and indicates several problems during its development.
After that, the paper uses SWOT analysis to make an in-depth analysis of I@T IDC,
in order to determine its core competencies.
Finally, according to characteristics of I@T IDC, this paper puts forward
combination strategies of Key Accounts to posit the market position for IDC business
and help to gain competitive edge. I@T IDC should focus on the target market, adopt
differentiation strategy and launch the value-added services, in order to keep
sustainable competitiveness.
Key words：IDC; Key account; Market strategy; Competitive advantage