Re: iSeries Weekly Update-content

["Jim Franz" <franz400@xxxxxxxxxxxx>]

> IBM assumes at this point that there are no new companies
> that "might" grow big enough for the next size machine, so
> why market to them ???

well - the one customer i'm thinking of makes a hdw purchase every
5 years or so, and so far I can count about $400-500k in purchases over
20 years. Multiply that by the tens of thousands of small companies
who buy occasionally.

----- Original Message ----- 
From: "Pat Barber" <mboceanside@xxxxxxxxxxxxxxxx>
To: "Midrange Systems Technical Discussion" <midrange-l@xxxxxxxxxxxx>
Sent: Thursday, April 29, 2004 6:23 PM
Subject: Re: iSeries Weekly Update-content


> IBM assumes at this point that there are no new companies
> that "might" grow big enough for the next size machine, so
> why market to them ???
>
> Just market to the very same old set of customers and
> hope that they keep on buying.
>
> You have to understand that marketing to the small business
> crowd is "hard" and IBM doesn't like "hard".
>
> That is the "growth plan" at IBM...
>
> "Sell bigger to the same guys year after year."
>
>
> Jim Franz wrote:
> > Does IBM really want back in the SMB market?
> > I've got customers who used to say they were IBM "for life"
> > until IBM started ignoring them (and BP's ignore them even more
> > for lack of a margin and changing bp programs).
> > They get a once a year call from an ibm telesales announcing promos
> > for everyone else.
>
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