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Tata-IBM changes market focus

This is a distinct shift in the company's market focus.

Ramesh Narasimhan, Tata-IBM's senior business manager in charge of small and medium business has said that the company's focus earlier was primarily on large business houses in major cities. Now, special emphasis is being laid on growing the market in smaller towns in addition to the large metros.

T O D A Y

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Road shows showcasing the Tata-IBM portfolio are being held in about 40 smaller cities and towns across the country from early January.

Narasimhan has been quoted as saying that Tata-IBM had always been perceived as a company addressing itself to big corporations alone. The fact is that about 45 per cent of the company's business come from small and medium corporations.

This is one segment where the growth over some period would be higher in percentage terms than growth in the large industry segment.

That is why the focus now is on the small and medium enterprises segment to ensure sustained exponential growth, the executive explained.

Further the IT requirements of small corporations are generally not large enough to be entertained by the big players.

As such, Tata-IBM has decided to offer 'customised services' based on the requirement of the customer. In this respect, the company is willing to enter into partnerships with small and medium corporations with a view to providing the needed fillip for the growth of the market.

As part of the exercise, the company had showcased a range of technologies specifically targeted at small and medium businesses. The products on display had included IBM Netfinity range of PC servers, IBM desktop computers and ThinkPad mobile computers.

The IBM Solutions Forum provided insights into the company's portfolio of PC product solutions, IBM servers, industry-specific solutions and electronic business solutions.

Demonstrations were provided on how companies could use the Internet and intranets to improve marketing, customer service and sales functions.

The idea is to offer a range of technology products and solutions aimed at bringing about a paradigm shift in the manner in which corporations conduct business.

In eastern India, a major chunk of Tata-IBM's customer base has been located in and around Jamshedpur. Lately, however, adequate focus is being laid on emerging markets in the Northeast, West Bengal and Orissa, according to Narasimhan.

- Compiled from the Indian media

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