IBM’s Mid-Market Push: Posting Notable Progress with Industry Solutions and Business Partner Engagement

Beth Vanni – Director, Market Intelligence – Amazon   Consulting

IBM is hell-bent on become the preferred technology and services provider for mid-market customers – Globally. And in true big-Blue form, they‘ve got thousands of people and a lot of money focused on getting there. With nearly 25% marketshare across their broad portfolio in the mid-market globally, they’re starting to gain meaningfully broad traction in the sub 1000-user customer space. Fundamental to their route to market approach will, of course, be their broad business partner community. But can IBM truly create the simple product solutions, services offerings and local field engagement to act as one, integrated technology provider in this space? And, do they really have the right profile of partner to represent complete industry-focused solutions to mid-market customers?