Gartner Research

Exploit the Intersect of IBM's Social Business and Solution Selling Strategies

Published: 23 April 2013

ID: G00250286

Analyst(s): Hanns Koehler-Kruener , Tom Austin


IBM's solution selling strategy permeates its Software Group. IT leaders must learn about Social Business Strategy enhancements, supporting acquisitions (such as Kenexa, Unica and Cognos), breakthrough R&D (Watson) and co-development with customers, outcomes orientation and new target buyers.

Table Of Contents


  • Overview
    • Opportunity — Changing the Game
    • Potential Impediments
    • Evaluation
    • Recommendations
  • Drill-Down Sections
    • Findings
    • Evaluation
    • Recommendations

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