IBM's Dominance Of The Computer Industry

Part I of Essay
The dominance that IBM enjoyed over the computer industry from the mid-1950's to the mid-1970's was not achieved primarily through superior technology, but through superior marketing and customer service. IBM realized that customer were interested in solutions to problems ....

Part II of Essay
.... of IBM put it shortly after the release of System/360, "We don't sell a product…we sell solutions to problems." And this is exactly what they did. Often times, software would be custom tailored for a particular business's needs. IBM's greatest advantage, however, was its reputation as a service-oriented vendor. Recognizing the importance of training, the company set up programming courses to train users and established field-engineering teams to resolve problems on-site. The firm was celebrated for responding to a malfunctioning com ....