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Do you think it was wise of the company to concentrate on ISUs? What about the smaller companies that might not want integrated solutions and IBM was not able to justify the sales effort?
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Q1. Do you think it was wise of the company to concentrate on ISUs? What about the smaller companies that might not want integrated solutions and IBM was not able to justify the sales effort? Industrial Solution Units (ISUs) were first setup in 1991 during a period of restructuring within IBM. However, during the first three years of the program (1991-1993) IBM was still making a net loss. This may partly have been due to 'pushback' where senior national managers were not cooperating fully as the introduction of the ISUs removed lots of the power that they had previously had when IBM was arranged on a national basis, and also threatened their jobs. However when Mr Louis Gerstner was appointed Chief executive in 1993, he removed several senior executives who did not work actively for the new focus and structure of IBM. With the new strategies, IBM made a conscious decision to focus...
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