IBM is accelerating its strategy of using industry-specific business expertise to get a larger portion of corporate spending, IBM executives said at a briefing for financial analysts Thursday.
IBM's chief financial officer, John Joyce, said that Big Blue has positioned itself to take advantage of a "dramatic and significant shift" in the information technology industry. Corporate customers are increasingly seeking packaged solutions to specific business problems rather than making technology purchases in a piecemeal fashion, he said.
IBM executives said a recent survey of 300 CEOs found that corporate managers are showing a growing interest in boosting company revenue rather than just cutting costs. "Businesses are starting to take some risks," Joyce said.
To take advantage of the shift in spending patterns toward bundled technology purchases, IBM is selling more of its products in combination. It is also boosting the vertical industry expertise of its sales force, executives said. Read