Soup in pc? a. IBS was atone time one ofthe most sucessful ‘computes companies the worl. 191971 i hel 17386 ofthe world mainfame computer make Alesough IBM'S domination ‘of the malnfame Imarket produced record inctsees i eves and ts every yea ts pevformance masked some Imajor probs that were developing ding the ‘mature Low-cost global cox Teas customers mantrame systems at a lower cost expensive IBM systems. In tn, computers and PCS wete developed by companies sch 35 DEC nd to replace every two oF hie yer, mak ‘market fom competitors and but succes, salestoree 986 DEC introduce its new VAX 9000 ri computer which shocked IBM's mainframe man agers because had the same speed and cacy 3 fame, bit cot only 25% ranks of BA top manages Nain up the mM fom the mainframe division. A core was that computing power was everything. big machines meant big revenues. For ex Ibhes mainframe manages saw the penta ea Ing power af the minicomputer 35 nsgntie nt ‘wen compared to the huge revenues generated by 1s mainfames. ISM top managers aso ad not want competition fom a new computer dy ie the company. Ben fs renowned salespeople wwe exemted ta seling and sercing the matn- flame they were not ovented towards sattying ‘xstomer needs, which might be move appropiate fora minicomputer ora workstation sl In the end, the mnicomputers that the company ‘ght to market were too big and too expensive ro compete compete with BMS “own malafianes. The inch lower TBM had developed «highly use ‘which meant that managers of ion had to ge approval from the corporate management commits to cat prices ~ a process that somerimes took months top management commite, sated primal by ‘managers rom found ieTr Vow woudieorsis tan oa reson sees | (sonny, Honing, ocslon pretence, poesia, | ‘aia elogiland aniston rary) i ‘lane dein Hin extnaton o you ‘agents, oe Mae (185,