IBM's Monshaw: Growth in Small- and Mid-market Outpaces Overall Company Rates

Andy Monshaw, IBM Corp. general manager, global small and medium-sized businesses, said in an IT ChannelPlanet interview that the vendor's growth among mid-sized organizations is outpacing the company overall and even besting performances in other business units.

That sounds good, he said, but it's not enough so far to push IBM's share of the estimated $260 billion spent annually by mid-sized business worldwide above what it currently owns--about 10 percent of the hardware, 5 percent of the software and "well under 1 percent slice" of the available services revenue in the segment.

IBM reasons that the combination of its growth in the mid-market and its relatively low market share equates to a need to improve its reach, not just to clients but also to channel partners, Monshaw said.

"We see it as a go-to-market opportunity," he said. "We had to change our marketing to better reach the IT decision-makers in this space and find more ways to touch our Business Partners."

Click here to read about how IBM is moving MSPs and ISVs to center stage and reallocating millions of marketing dollars to online social business sites to reach IT decision-makers in mid-sized organizations.

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