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IBM's Dominance Of The Computer Industry
Beginning 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 t .... Middle of Essay .... As Frank Cary, a future president 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 computer with a dedicated task force until the problem was
fixed. This was a lev ....
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Words: 670 - Pages: 3
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