Big Blue said today it is firmly committed with carrying on its policy of selling four separate hardware platforms, despite firm rumours to the contrary.
But the company posed more questions than answers following a reorganisation last week where 300 managers met in Paris and agreed that sales forces from the four different divisions will cross-sell, with their results being the measure of success from on high.
Said Buell Duncan, general manager of systems sales, IBM Emea was at pains to insist that the company, despite reports from different analysts, would not rid itself of any of the AS/400, x.86, RS or System/390 platforms.
Answering questions whether or not sales people would lose their job after the creation of a cross-platform group to maximise sales, Duncan said: ?The IBM Company is not shrinking. It?s growing.?
He confirmed, however, that ?recent opportunities in the market? had caused IBM to change its ideas, somewhat.
?We believe there is a significant shift to Ncs. I believe this is the third paradigm. The investment we?re making will support that bet. There?s an awful lot of business [that our four platforms] include.
?We have an opportunity to get a bigger piece of the pie but we can only do that by working with our business partner,.? he said.
He admitted that while IBM was late getting to market with its ?third paradigm? it was because it did not believe that Pcs were ever going to take over the world.
Recent changes in the market demonstrated it was right to be late, he implied. Ncs now offered a better total cost of ownership model.
But the reorganisations in IBM?s sales force did not mean that all would now be deputed to sell Ncs, with System 390s, AS/400s, SP RS machines and x86 NetFinity servers at the back end, he claimed.
According to Duncan, it was customers who decided which platform they wanted.
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