Henry II visited Thomas II After exchanging the usual pleasantries kanm Henry II to the point. After that IBM continued Ford. What had happened?
Henry II, king of the car had been thinking about his Preis-/Service-Verhältnis 1401-Armada, taking notes that the computing power have not been matched Manpower. The confirmation he received by a Honeywell offer to resolve the global exchange of its systems at half price and double the service.
The H-200-coup met fully on the point around which revolved the entire IBM-sale system: the primary principle of all selling is to bring the customers in a dependency from which it can be solved only with great loss. This belief can not be shaken, as long as the competitors rely solely on technological advances. The sales pitch innovation is what scares the customers, and drives him back again and again in the ideal world of IBM. Honeywell H 200 copied the technology and sales of market leader. Presented for discussion only was the price. This took place a reversal of the values on which IBM began. Suddenly, IBM was dependent on their customers.
Thomas of II, the mathematical geniuses was shocked. A brief interim report made him suddenly two things clear:
- First: Twenty percent of his customers brought eighty percent of its sales and its profits,
- Second, the tight hardware chain was broken. The first node was burst.
With the advance / 360 Announcement in April 1965, transferred all IBM problems. New measures of dependence was the software, which IBM now trusted more than the hardware.
good reason: The hardware prices slumped in the basement, in the computer business so far little-frequented market segment. The first moved in blender. What began in the basement ended, at the tank.
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