Article: Lowering the center of gravity to understand customer challenges

C-Suite

Lowering the center of gravity to understand customer challenges

In conversation with Rajesh Nambiar, Vice President & General Manager, IBM Global Services India
 

Embracing global integration and opportunities in growth markets established IBM as the premier Globally Integrated Enterprise (GIE)

 

What do you see as the one organizational strength that makes you unique in your industry?

IBM today is very different company from what it was 10 – or even five years ago. Our mix of technologies and businesses is significantly different. What shaped our response to the outside world, are some of the things that have remained constant – such as IBM’s brand and our values. We are in strong position today because of strategic choices and focused execution that began several years ago. The company saw major shifts that would change the economic and competitive landscape of our industry. Among the most important drivers of IBM’s transformation has been our focus on Global integration. We embraced global integration and the opportunities in those growth markets and, in doing so, established IBM as the premier Globally Integrated Enterprise (GIE). Our Globally Integrated Capabilities result in work being done where the best skills are available, at the right time and with the right cost.

 

What are the processes and mechanisms by which any such ‘critical differentiators’ are identified internally in your company? How does the company leverage on them?

At IBM, we have ‘lowered the center of gravity,’ wherever we are present, to understand the unique challenges that customers face in those markets and address them effectively. With our vast experience and expertise serving customers across the world, we are able to replicate our success in one market to the other, transferring global industry best practices to customers.
 

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Topics: C-Suite, Strategic HR

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