IBM combined six technology divisions to form a single Technology Group. In order to accelerate growth, IBM created 22 "virtual" teams to represent all six lines of business at 22 of their largest current and potential distributors.
IBM Technology Group
Critical Path Strategies provided tools and methodologies to drive culture change, develop account strategies, and instill coaching skills into the managment team.
- Worldwide teams collaborated across the lines of business
- Teams identified over 200 new sales opportunities worth over $5 billion
- IBM significantly improved executive relationships within the targeted accounts
- Strategic alliances were signed with Acer, HP, Sun, Dell, EMC, Siemens, Nokia, and Ericsson
- Within a five-year period, the Technology Group was able to grow revenues from $500 million to $9 billion