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INTRODUCTION
DEAR READERS,
IBM is pleased to be the title sponsor of this second volume of Midmarket Strategies:
Innovation for the Midsize Enterprise. This thought leadership initiative, which debuted
last year, has clearly resonated with midmarket business and technology executives. We
are excited to be a key sponsor in the expansion of a project focused on providing insight
to the C-level executives of midmarket companies.
As IBM continues to increase our own investment in the midmarket, we also continue to
learn more about the challenges our clients face. These challenges go far beyond the traditional
requirements of increasing revenue and containing costs. We see many companies
that previously operated either regionally or nationally and are now driven to expansion by
the globalization of their markets and customers. At IBM, we are seeing our clients’ increasing
need for innovation in order to respond to this expansion.
Although we recognize that the midmarket is as diverse as the many industries represented
in it, we also see similarities. In industries such as manufacturing, distribution, life sciences
and professional services, we observe our clients innovating in ways that respond to the
marketplace changes as opportunities rather than threats.
At IBM, we are committed to being an innovation partner to our midsize clients and
share that commitment with many of the contributors to this publication. We hope you
find the white papers, interviews, case studies and solution provider profiles included
here to be informative and useful in your own innovation journey.
Murray Mitchell
Global Leader – Midmarket
IBM Global Business Services
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