Feeds

IBM chases the little people with hardware re-org

Division of labour

SANS - Survey on application security programs

IBM is rejigging its hardware business around customer types, rather than by product, according to an internal memo obtained by the AP.

In a message delivered to the troops today, division chief Bill Zeitler said the re-org will improve IBM's ability to (AP's quote) "sell technology to small and medium-sized business and to design products specifically for them".

IBM will continue to report hardware revenues by product line, but will now chase customers through four new client groups. They are: big biz; small and medium-sized biz (SMBs); vertical systems for retail, telecoms and healthcare; and microelectronics, according to the AP, which says the changes are the biggest seen in the division in 15 years.

Re-org. Whatever.

Big tech companies are forever tearing down sales and channel walls and rebuilding them according to the perceived needs of the day. Lately, most tech firms are desperately seeking SMBs to deliver market-beating growth. IBM has a head start already, claiming $17bn SMB revenues in 2006. But as the AP notes, there is a $6bn discrepancy between its figures and what the outside world thinks those SMB revenues really are.

The best thing that IBM can do to woo SMBs away from HP and Dell is to shake off its "expensive" tag. Better client-facing efforts, along with great advertising and marketing programmes, have their roles to play in winning hearts and minds. But nothing beats a judicious price cut. Or ten. ®

SANS - Survey on application security programs

More from The Register

next story
Samsung Galaxy S5 fingerprint scanner hacked in just 4 DAYS
Sammy's newbie cooked slower than iPhone, also costs more to build
Leaked pics show EMBIGGENED iPhone 6 screen
Fat-fingered fanbois rejoice over Chinternet snaps
Oh no, Joe: WinPhone users already griping over 8.1 mega-update
Hang on. Which bit of Developer Preview don't you understand?
Microsoft lobs pre-release Windows Phone 8.1 at devs who dare
App makers can load it before anyone else, but if they do they're stuck with it
Rounded corners? Pah! Amazon's '3D phone has eye-tracking tech'
Now THAT'S what we call a proper new feature
Feast your PUNY eyes on highest resolution phone display EVER
Too much pixel dust for your strained eyeballs to handle
Zucker punched: Google gobbles Facebook-wooed Titan Aerospace
Up, up and away in my beautiful balloon flying broadband-bot
US mobile firms cave on kill switch, agree to install anti-theft code
Slow and kludgy rollout will protect corporate profits
Sony battery recall as VAIO goes out with a bang, not a whimper
The perils of having Panasonic as a partner
prev story

Whitepapers

Securing web applications made simple and scalable
In this whitepaper learn how automated security testing can provide a simple and scalable way to protect your web applications.
3 Big data security analytics techniques
Applying these Big Data security analytics techniques can help you make your business safer by detecting attacks early, before significant damage is done.
The benefits of software based PBX
Why you should break free from your proprietary PBX and how to leverage your existing server hardware.
Top three mobile application threats
Learn about three of the top mobile application security threats facing businesses today and recommendations on how to mitigate the risk.
Combat fraud and increase customer satisfaction
Based on their experience using HP ArcSight Enterprise Security Manager for IT security operations, Finansbank moved to HP ArcSight ESM for fraud management.