IBM didn't offer the flexibility of configuration that others offered, especially at the high-end. IBM dissipated its name leverage behind a bunch of poorly recognized brand names. IBM wasted a lot of time trying to promote technology strategies like the MCA bus that the industry scorned and which isolated IBM systems and buyers, making an IBM decision more expensive. All of this seems behind IBM now. The branding strategy is to use the IBM name and the product strategy is to provide a full set of products, designed to market requirements.
Pricing is generally competitive although still a little slow in reacting to market dynamics.
IBM is also not always the first to incorporate the newest technology. This, too, is likely to change, as IBM works hard to move out of 4th position and tries to regain the leadership position in a market it created and defined. All rights reserved. Reproduction of this publication in any form without prior written permission is forbidden.