Big Blue Through Rose Colored Glasses?
I think you have been taken for a ride by IBM in "The few, the true, the blue" (Information Processing, May 30). The rhetoric of IBM's current remodeling of the sales operation sounds an awful lot like the myth we fostered among ourselves--and customers--while I was a salesman with the company during the 1970s.
IBM's failure to embrace and promote the evolution of PC networks is at the heart of its decline. Rejiggering the sales force, with all its tired philosophizing, is not going to turn the company around--unless and until IBM begins to field the kind of hardware and software demanded by the marketplace.