Portada

CUSTOMERS WIN, SUPPLIERS WIN IBD

WESSEX, INC.
06 / 2022
9781737766445
Inglés

Sinopsis

Customers Win, Suppliers Win: Lessons fromáOne of IBMâÇÖs Most Successful Strategic Account Managers by Noel Capon andáGus Maikish vividly draws accountámanagement best practices from IBMâÇÖs up and down fortunes since the 1970s. In theáprocess, it also offers an illuminating insider perspective on Big BlueâÇÖs best and worstátimes - as experienced in day-to-day interactions with some of its most importantácustomers.áThe bookâÇÖs most provocative takeaway: IBMâÇÖs services-led sales strategy has oftenáhindered, rather than helped, efforts to achieve a fruitful long-term synergy of high margin hardware and software sales with low-margin services sales. The 1990s breakupáof the salesforce to serve rival line of business organizations and the 2002 acquisition ofáPwC Consulting emerge as culture-shaking events for IBM that could only be turned toáadvantage by great account management.áIn this new book, Capon and Maikish provide an A to Z of account management excellence, including its significantintellectual capital demands, leadership requirements, and under-appreciated ethical dimension as keys to achievingwin-win outcomes for suppliers and customers. The book does this through case studies of three extended accountmanagement engagements that were highly significant for IBM in the 1970s and 1980s, the 1990s, and the 2000s.Along the way, it presents a provocative look at what really fueled IBMâÇÖs success in its best times, including its 1990sresurgence under then-CEO Lou Gerstner, and what caused the firm to struggle in its worst times, including the 2010s.Anyone who wants to understand why IBM is once again in rebuilding mode will find much food for thought here.

PVP
60,31